Camilleri, A & Larrick, RP 2015, 'Choice Architecture' in Scott, RA & Buchmann, MC (eds), Emerging Trends in the Social and Behavioral Sciences An Interdisciplinary, Searchable, and Linkable Resource, John Wiley & Sons.
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Thoughtfully constructed with a multidimensional system of cross-referencing, this innovative reference work allows users to consider emerging trends in the social and behavioral sciences from multiple levels of analysis and from different ...
Fam, KS & Waller, DS 2015, 'Advertising Executives’ Views of Attributes in Winning New Clients' in Global Perspectives in Marketing for the 21st Century, Springer International Publishing, pp. 131-134.
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Fam, KS & Waller, DS 2015, 'Global Perspectives in Marketing for the 21st Century' in Manrai, AK & Meadow, HL (eds), Global Perspectives in Marketing for the 21st Century, Springer International Publishing, Germany, pp. 131-134.
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In the advertising industry, the agency/client relationship is extremely important for both parties as a “failed” relationship can result in major costs in both time and money. Past research has concentrated on just analysing the views of the advertisers. This study examines what attributes are valued by agency executives as important in winning new clients, particularly whether there is any variation in perceived attribute importance ratings among account directors of different types of agencies, based on (a) type of account handled; (b) size of billings; (c) nature of agency service; and (d) success rate in winning new clients.
Waller, DS, Deshpande, S & Erdogan, BZ 2015, 'Offensiveness to Advertising with Violent Images and the Perception of Restrictions' in Rifon, NJ, Royne, MB & Carlson, L (eds), Advertising and Violence: Concepts and Perspectives, Routledge.
Burke, PF, Aubusson, PJ, Schuck, SR, Buchanan, JD & Prescott, AE 2015, 'How do early career teachers value different types of support? A scale-adjusted latent class choice model', TEACHING AND TEACHER EDUCATION, vol. 47, no. April, pp. 241-253.
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© 2015 Elsevier Ltd. Using a discrete choice experimental approach and associated Scale-Adjusted Latent Class Model (SALCM), we quantify the relative value early career teachers (ECTs) place on various types of support in the form of affirmation, resources, collegial opportunities, mentoring, and professional development. ECTs with intentions to depart the profession, place greater relative value on the sharing of resources, cooperative teaching and planning, offsite discussions about classroom management and programming with mentors, and having a greater professional voice. In contrast, those with intentions to remain, place greater value on observation from and conversations about teaching with more experienced teachers at their school.
Currim, IS, Mintz, O & Siddarth, S 2015, 'Information Accessed or Information Available? The Impact on Consumer Preferences Inferred at a Durable Product E-commerce Website', Journal of Interactive Marketing, vol. 29, no. C, pp. 11-25.
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© 2014 Direct Marketing Educational Foundation, Inc., dba Marketing EDGE. Most previous choice modeling research infers preferences by assuming that consumers consider all the information available at the point-of-purchase. Because e-commerce sites increasingly incorporate tracking technologies that can monitor consumer behavior on their site, our research studies how incorporating the information accessed by consumers into a choice model impacts model performance and inferred preferences. We use data from an electronic goods manufacturer that monitored the attribute information accessed by 582 shoppers while they made Customize and Buy decisions at the firm's website. We find that incorporating the information accessed by consumers into the choice model provides more valid estimates of attribute preferences and better fitting choice models than models based on information available. Because firms can easily obtain this type of information as a by-product of their online operations, we propose that managers who monitor information acquisition and apply the information accessed model will have a useful methodology to gain a better understanding of consumer preferences.
Ho, HD & Lu, R 2015, 'Performance implications of marketing exploitation and exploration: Moderating role of supplier collaboration', Journal of Business Research, vol. 68, no. 5, pp. 1026-1034.
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© 2014 Elsevier Inc. While previous studies suggest that firms can achieve superior performance by being ambidextrous-engaging in exploitative and exploratory activities simultaneously-research is scarce on the performance implications of pursuing ambidexterity in firms' marketing function. This investigation considers firms' ambidexterity in marketing to consist of exploratory and exploitative marketing activities and examines the individual and joint impact of these activities on market performance. In addition, this investigation proposes and tests the conjecture that firms' collaborations with suppliers would moderate the impact of marketing exploitation and exploration on firm performance differently. The findings from surveys of key informants in 220 firms show that pursuing marketing exploitation and exploration simultaneously hurts firms' market performance. Supplier collaboration enhances the impact of marketing exploration but weakens the impact of marketing exploitation on market performance.
Holden, SS & Zlatevska, N 2015, 'The partitioning paradox: The big bite around small packages', INTERNATIONAL JOURNAL OF RESEARCH IN MARKETING, vol. 32, no. 2, pp. 230-233.
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© 2015 Elsevier B.V. We replicate the research of Do Vale et al. (2008) and Scott et al. (2008) showing that the diet-conscious tend to eat more when a portion is broken into multiple smaller partitions than when it is unpartitioned. The results show that the partitioning paradox is clearer when diet-consciousness is manipulated than measured. A meta-analysis reveals that the partitioning paradox among the diet-conscious is a medium size effect, but also that partitioning has an opposite and equal size effect on the non-diet conscious: they eat more from the unpartitioned than the partitioned package.
Holden, SS, Zlatevska, N & Dubelaar, C 2015, 'Whether Smaller Plates Reduce Consumption Depends on Who's Serving and Who's Looking: A Meta-Analysis', The Journal of the Association of Consumer Research, vol. 1, no. 1, pp. 134-146.
Kwak, K, Duvvuri, SD & Russell, GJ 2015, 'An Analysis of Assortment Choice in Grocery Retailing', Journal of Retailing, vol. 91, no. 1, pp. 19-33.
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© 2014 New York University. Consumers in grocery retailing commonly buy bundles of products to accommodate current and future consumption. When all products in a particular bundle share common attributes (and are selected from the same product category), the consumer is said to assemble an assortment. This research examines the impact of assortment variety on the assortment choice process. In particular, we test the prediction that consumers demand less variety for higher quality items. To investigate this relationship, we employ a flexible choice model, suitable for the analysis of assortment choice. The model, based upon the assumption that the utility of purchase of one item in an assortment depends upon the set of items already selected, allows for a general utility structure across the assortment items. We apply the model to household assortment choice histories from the yogurt product category. Substantively, we show that yogurt choice is affected by brand quality perceptions (quality-tier competition). Moreover, we show that reaction to reductions in variety (number of yogurt flavors) is mediated by brand quality perceptions. Taken together, these empirical facts paint a picture of a consumer who is willing to trade-off variety against product quality in assortment choice.
Kwon, M, Saluja, G & Adaval, R 2015, 'Who said what: The effects of cultural mindsets on perceptions of endorser–message relatedness', Journal of Consumer Psychology, vol. 25, no. 3, pp. 389-403.
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AbstractThe cultural lens through which an ad is viewed can affect the extent to which an endorser of the product in an ad and the message s(he) communicates are thought about in relation to one another. Consumers with a collectivist mindset tend to think about information relationally. Consequently, they consider the endorsement in relation to the endorser and this affects their memory for both. It also affects recipients' concern with the fit between the endorser's message and the endorser and consequently influences their judgments of both the ad and the product being advertised. When people have an individualist mindset, on the other hand, they appear to treat the endorser and the endorsement as independent pieces of information and are less sensitive to their fit. Four studies support these conclusions and provide insights into how endorser–message relatedness impacts persuasion under different cultural mindset conditions.
Laurenceson, J, Burke, PF & Wei, E 2015, 'The Australian Public’s Preferences Over Foreign Investment in Agriculture', Agenda - A Journal of Policy Analysis and Reform, vol. 22, no. 1.
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This paper estimates a model of how the Australian public’s preferences over foreign investment in agriculture are determined. The results show that the attributes of foreign investment of greatest concern to the public are not the same as those used by the foreign investment approvals regime to flag proposals for scrutiny
Liu, Z, Yang, Z, Zeng, F & Waller, D 2015, 'The Developmental Process of Unethical Consumer Behavior: An Investigation Grounded in China', JOURNAL OF BUSINESS ETHICS, vol. 128, no. 2, pp. 411-432.
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This study seeks to understand how consumers make unethical decisions and how unethical consumer behavior (UCB) is formed in a relational society. By taking a relational interactive perspective and adopting a grounded theory approach, we have developed a theoretical framework for examining UCB's developmental process in a relational society. The framework reveals 4 levels (i.e., the socio-cultural, individual psychological, situational, and individual behavioral levels) and 12 paths of UCB formation. Importantly, this study finds that UCB in a relational society is influenced by guanxi-oriented social culture so deeply that it cannot be considered the result of a purely individual behavior choice. © 2014 Springer Science+Business Media Dordrecht.
Massey, GR, Wang, PZ, Waller, DS & Lanasier, EV 2015, 'Best–worst scaling: A new method for advertisement evaluation', Journal of Marketing Communications, vol. 21, no. 6, pp. 425-449.
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© 2013 Taylor & Francis. The evaluation and selection of advertisements with desired levels of attributes such as ethicality, likeability, humour, or information content, can be undertaken using a variety of methods. These include researchers' personal judgments, focus groups, expert panels, and ratings scale approaches. However, there is still no generally accepted systematic evaluation or selection procedure. This paper details a simple but powerful method known as ‘best–worst scaling’ (BWS) to evaluate and select advertisements on criteria of interest. BWS represents an important new tool for advertising researchers, advertising agencies and their clients, communications scholars, and policy makers to evaluate and select advertisements. This paper achieves three ends. First, it critiques existing methods of advertisement evaluation. Second, it demonstrates that BWS has greater validity than existing methods. Third, this is the first paper to present a worked example of how to use BWS, and demonstrate its use in an advertisement evaluation context. Importantly, BWS is not restricted to evaluating advertisements – it can be used to evaluate any items on criteria of interest.
Min, J & Kwak, K 2015, 'Environmental Uncertainty and Interfirm Controls: The Moderating Effect of Honesty', Journal of Marketing Thought, vol. 01, no. 04, pp. 22-28.
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Mintz, O & Currim, IS 2015, 'When does metric use matter less?', European Journal of Marketing, vol. 49, no. 11/12, pp. 1809-1856.
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Purpose– This paper aims to develop a conceptual framework, in an effort toward building a contingent theory of drivers and consequences of managerial metric use in marketing mix decisions, this paper develops a conceptual framework to test whether the relationship between metric use and marketing mix performance is moderated by firm and managerial characteristics.Design/methodology/approach– Based on reviews of the marketing, finance, management and accounting literatures, and homophily, firm resource- and decision-maker-based theories and 22 managerial interviews, a conceptual model is proposed. It is tested via generalized least squares – seemingly unrelated regression estimation of 1,287 managerial decisions.Findings– Results suggest that the impact of metric use on marketing mix performance is lower in firms which are more market oriented, larger and with worse recent business performance and for marketing and higher-level managers, while organizational involvement has a lesser nuanced effect.Research limitations/implications– While much is written on the importance of metric use to improve performance, this work is a first step toward understanding which settings are more difficult than others to accomplish this.Practical implications– Results allow identification of several conditional managerial strategies to improve marketing mix performance based on metric use.Originality/value– This paper contributes to...
Morrison, M, Greig, J, Read, DMY, Waller, DS & McCulloch, R 2015, 'Communicating information to difficult-to-reach landholders: perspectives of natural resource management communication practitioners', Australasian Journal of Environmental Management, vol. 22, no. 3, pp. 315-328.
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Landholder participation in conservation programs is vital for achieving the environmental goals of natural resource management organisations. However, some landholders can be difficult to reach. This article presents findings based on telephone interviews with communications practitioners within 22 Australian organisations involved with promoting national resource management. The research provides insights into how communication with difficult-to-reach landholders might be improved by investigating the perceptions and communication practices of Australian national resource management communications officers and their organisations. Overall, the results indicate that differing communication strategies were used and perceived as necessary to reach different groups of landholders. Nevertheless, while organisations used a range of communication channels, there is relatively little targeting of difficult-to-reach landholders, nor evaluation of the effectiveness of communications with difficult-to-reach landholders. We suggest that greater commitment, investment, effort and careful tailoring of channel–message combinations to landholder groups are likely to be necessary to improve communications and thereby achieve greater engagement in national resource management.
Noguti, V & Russell, CA 2015, 'The Moderating Role of Social Norms on the Effects of Product Placement in Television Fiction: A Field Study in Brazil', Journal of Current Issues and Research in Advertising, vol. 36, no. 1, pp. 20-34.
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Shamsaddini, R, Vesal, SM & Nawaser, K 2015, 'A new model for inventory items classification through integration of ABC-Fuzzy and fuzzy analytic hierarchy process', International Journal of Industrial and Systems Engineering, vol. 19, no. 2, pp. 239-239.
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Spanjaard, D, Freeman, L & Young, L 2015, 'Reflections on Journeys within the Supermarket', Australasian Marketing Journal, vol. 23, no. 4, pp. 303-310.
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In this paper, we deconstruct the ethnographic process to examine how adopting a multifaceted approach impacted our interpretation of the findings. The original intention was to undertake (only) structured, observational research to consider a fairly standard marketing problem – why do consumers choose some grocery brands over others. However we soon realized that such a format was unsatisfactory. Instead we recognized the need to consider both the content and process of shopping to understand the complexity of behaviours reflected. The results suggest that many consumers’ lives are created around various realities and they use consumption to engage and experience these.
Waller, DS 2015, 'Photoshop and Deceptive Advertising: An Analysis of Blog Comments', Studies in Media and Communication, vol. 3, no. 1, pp. 109-116.
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The advertising industry is often criticized for presenting unrealistic images of fashion and beauty which can have a negative influence on women and girls. In particular, a small number of advertisements for cosmetics have come under fire from advertising regulators in the UK and USA. This exploratory paper discusses two magazine advertisements for mascara which came to the attention of by the US regulatory authority (National Advertising Division of the Council of Better Business Bureaus) “for excessive photoshopping”, leading to both ads being withdrawn from future campaigns. Using content analysis, the paper will analyze bloggers’ comments about the decision to discover what were the main issues raised.
Waller, DS & Fam, KS 2015, 'Attitudes towards sexual images in Chinese advertisements by religion', International Journal of Chinese Culture and Management, vol. 3, no. 4, pp. 413-413.
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During the Cultural Revolution both advertising and various forms of religion were banned, while since the 1970s the opening up of the Chinese market has seen an increase in international organisations advertising and the officially atheist government recognising that religion as an important element in peoples’ lives. This paper looks at the results of a survey of 603 people (497 Atheists and 106 Buddhists) to determine their level offence towards nudity and underwear images in advertising, and ways to reduce the offensiveness. The results will assist companies in becoming more responsible for the images that they show in China.
Waller, DS & Lanasier, EV 2015, 'Attitudes of Indonesian Mothers Toward Food Advertising Directed to Children', Journal of Food Products Marketing, vol. 21, no. 4, pp. 397-412.
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Alcock, G, Wang, P & Waller, DS 1970, 'Viewing Preferences for TV Programs: Choices Across Different Platforms', Australia New Zealand Marketing Academy Conference, Sydney.
Alcock, G, Wang, PZ & Waller, DS 1970, 'Insights into Television Program Viewing: Free-to-Air Vs Online Streaming', American Marketing Association (AMA) Summer Educators Conference, Chicago.
Burke, PF, Sethi, S & Wei, X 1970, 'The multiple benefits of brands and features: Evaluating the position of breads on health, taste, and value', Innovation and Growth Strategies in Marketing, Australian and New Zealand Marketing Academy Conference, Australia and New Zealand Marketing Academy, Sydney, Australia.
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We outline a framework outlining how product positioning occurs in a multi-dimensionalconsideration of brand benefits, whilst accounting for how product features further shapeproduct positioning. Respondents evaluated supermarket breads described by brands and avariety of features (e.g., flour, claims, price). A holistic evaluation was made with respect tohealth, taste, value and overall preference. A brand’s relative position on multiple benefitswas derived via a discrete choice model, simultaneously accounting for the impact thatproduct features have on these same dimensions. This allows a direct comparison of thedrivers of positioning from a holistic, multi-attribute multi-brand perspective. The resultsshow the strong value that brands have in driving positioning, but also the role of somefeatures in furthering this. The research compliments other frameworks and methods inproduct positioning, and we outline its extension to benefit segmentation.
Duclos, R & Saluja, G 1970, 'The Psychology of Judicial Decision-Making: Ingroup/Outgroup Biases in Jurors’ Verdicts and Sentences', AP - Asia-Pacific Advances in Consumer Research, Meng, Association for Consumer Research Asia-Pacifc Conference, Hong Kong, pp. 229-230.
Holden, S & Zlatevska, N 1970, 'Can container size help reduce obesity? A meta analysis of the effect of container size on consumption', European Marketing Academy Conference.
Kwak, K & Wang, P 1970, 'Assessing Design-Induced Artifacts in Stated Choice Models', INFORMS Marketing Science, Baltimore, MD.
Kwak, K & Yoon, K 1970, 'Modeling Hybrid Behaviors of Inertia and Variety‐Seeking Tendencies in Grocery Shopping with Hidden Markov Model (HMM)', Australian and New Zealand Marketing Academy Conference, Sydney, Australia.
Menictas, C & Fine, B 1970, 'Can Brand Equity Predict Market Share? Moving from SFAT to MFAT Preference Elicitation Methods', Australian Market & Social Research Society National Conference, Sydney.
Singh, S, Bogomolova, S, Oppewal, H & Swait, J 1970, 'Consumer Shopping Behaviour: Fluidity of Time and Money', Australian and New Zealand Marketing Academy Conference, Australian and New Zealand Academy of Marketing, Sydney, Australia, pp. 826-826.
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In this study we examine consumers’ fluidity of time and money during grocery shopping – that is the difference between the actual and planned spending of time and money in a supermarket. While most studies consider time and money budgets as important, these variables are mostly used as control variables. The notion of fluidity ofconsumers’ time and money has received little attention in the literature. Using pilot data from supermarket intercept survey before and after the shopping trip, we empirically investigate the drivers of consumers’ fluidity of time and money. Our results indicate that in-store promotions, shopper attitudes and demographic characteristics influence the fluidity of money. However, the above mentioned variables do not drive the fluidity of time.
Singh, S, Waller, D & Noguti, V 1970, 'Choice of Digital Device and Facebook Advertising', 14th International Conference on Research in Advertising, London.
Tan, M, Dubelaar, C & Zlatevska, N 1970, 'The Effects of Social Setting and Portion Size on Food Consumption Amount', Asia-Pacific Advances in Consumer Research, Association for Consumer Research Asia-Pacific Conference, Association for Consumer Research, Duluth, MN, pp. 264-265.
Waller, DS 1970, 'Developing a Media Planning Toolkit to Provide Authentic Data for Advertising Students', UTS Teaching and Learning Forum, Sydney.
Zlatevska, N 1970, 'Is Failing to Plan Always Planning to Fail? When Planning Facilitates Failure', Asia-Pacific Advances in Consumer Research, Association for Consumer Research Asia-Pacific Conference, Association for Consumer Research, Duluth, MN, pp. 308-312.
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Mental simulation involving envisioning future scenarios in the mind’s eye, has been found to positively impact self-regulatorybehavior. In the present research, we questioned whether this is always the case. We find that individuals disengage from the pursuitof goal attainment following process simulation, but not following outcome simulation.
