An, J, Briley, D, Danziger, S & Levi, S 2023, 'The Impact of Social Investing on Charitable Donations', Management Science, vol. 69, no. 2, pp. 1264-1274.
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We examine the impact of social investing on charitable donations using a unique data set consisting of investment behaviors and donation transactions for more than 10,000 customers of an investment app platform. We find that investors switching to a recently introduced social fund reduced their donations, mainly in charities supporting causes similar to those of the social fund. However, 79% of the investors that switched to the social fund did not donate before switching, so the social fund attracted more people to fund social causes. Still, because of the substitution effect, we estimate social funds have a positive effect on society only if their annual contributions to social causes are greater than 3.2% of the balance invested. This paper was accepted by David Simchi-Levi, finance. Funding: This work was supported by the Henry Crown Institute of Business Research and the Jeremy Coller Foundation. Supplemental Material: Data files are available at https://doi.org/10.1287/mnsc.2022.4339 .
Burke, PF, Rose, J, Fifer, S, Masters, D, Kuegler, S & Cabrera, A 2023, 'A New Subjective Well-Being Index Using Anchored Best-Worst Scaling'.
Burke, PF, Schuck, S & Kearney, M 2023, 'Teachers’ Experiences of Emergency Remote Schooling During the Pandemic: Drivers for Student and Teacher Wellbeing', Australian Journal of Education, vol. 67, no. 2, pp. 124-142.
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This article discusses findings from a recent survey ( n = 297) of teachers’ views of both their own and their students’ experiences during the 2021 enforced emergency remote schooling period occurring in New South Wales Australia, due to the COVID-19 pandemic. The quantitative analysis reported here explores teachers’ views regarding teaching and learning during this challenging period. It identifies three latent constructs, learning, assessment, and interaction, and then uses structural equation modelling to identify the perceived impact of these constructs on student and teacher wellbeing. The remote schooling period had a significant negative impact for teachers and their students across a range of elements of teaching and learning, as well as wellbeing. Student learning experiences and their peer interactions were found to be strong predictors of students’ wellbeing outcomes. Assessment design and teachers’ feedback to students were significant in predicting levels of teacher wellbeing. Future research directions are also provided.
Chan, K, Khamis, S, Taylor, M & Waller, D 2023, 'Indigenous Research Methods to Build an Uncontested Space for Marketing Insight', International Journal of Market Research, vol. 65, no. 6, pp. 796-811.
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Many countries have ethnically diverse populations and marketing practitioners need to consider these diversities when undertaking research, particularly when exploring sensitive topics. In Australia, Indigenous Australians make up 3.3% of the population and are a commonly researched audience to gauge attitudes and ensure cultural offense does not occur due to unintended consequences of marketing activity. However, obtaining information from such a vulnerable group using quantitively based surveys is often inappropriate or insensitive. This paper introduces to Euro-western market researchers the concepts of flipping and yarning as a market research approach that has been used by Indigenous Australians for thousands of years. This circular market research approach demonstrates that ensuring a cultural understanding of the community can provide a foundation for a research approach that is ‘considered’ and respectful. It is hoped that this type of methodology can be used with other vulnerable communities as well as other diverse groups.
Chapman, KM, Richardson, FJ, Forster, CY, Middleton, EJT, White, TE, Burke, PF & Latty, T 2023, 'Artificial flowers as a tool for investigating multimodal flower choice in wild insects', Ecology and Evolution, vol. 13, no. 11, p. e10687.
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AbstractFlowers come in a variety of colours, shapes, sizes and odours. Flowers also differ in the quality and quantity of nutritional reward they provide to entice potential pollinators to visit. Given this diversity, generalist flower‐visiting insects face the considerable challenge of deciding which flowers to feed on and which to ignore. Working with real flowers poses logistical challenges due to correlations between flower traits, maintenance costs and uncontrolled variables. Here, we overcome this challenge by designing multimodal artificial flowers that varied in visual, olfactory and reward attributes. We used artificial flowers to investigate the impact of seven floral attributes (three visual cues, two olfactory cues and two rewarding attributes) on flower visitation and species richness. We investigated how flower attributes influenced two phases of the decision‐making process: the decision to land on a flower, and the decision to feed on a flower. Artificial flowers attracted 890 individual insects representing 15 morphospecies spanning seven arthropod orders. Honeybees were the most common visitors accounting for 46% of visitors. Higher visitation rates were driven by the presence of nectar, the presence of linalool, flower shape and flower colour and was negatively impacted by the presence of citral. Species richness was driven by the presence of nectar, the presence of linalool and flower colour. For hymenopterans, the probability of landing on the artificial flowers was influenced by the presence of nectar or pollen, shape and the presence of citral and/or linalool. The probability of feeding increased when flowers contained nectar. For dipterans, the probability of landing on artificial flowers increased when the flower was yellow and contained linalool. The probability of feeding increased when flowers contained pollen, nectar and linalool. Our results demonstrate the multi‐attribute nature of flower p...
Deroover, K, Knight, S, Burke, PF & Bucher, T 2023, 'Why do experts disagree? The development of a taxonomy', Public Understanding of Science, vol. 32, no. 2, pp. 224-246.
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People are increasingly exposed to conflicting health information and must navigate this information to make numerous decisions, such as which foods to consume, a process many find difficult. Although some consumers attribute these disagreements to aspects related to uncertainty and complexity of research, many use a narrower set of credibility-based explanations. Experts’ views on disagreements are underinvestigated and lack explicit identification and classification of the differences in causes for disagreement. Consequently, there is a gap in existing literature to understand the range of reasons for these contradictions. Combining the findings from a literature study and expert interviews, a taxonomy of disagreements was developed. It identifies 10 types of disagreement classified under three dimensions: informant-, information- and uncertainty-related causes for disagreement. The taxonomy may assist with adoption of more effective strategies to deal with conflicting information and contributes to research and practice of science communication in the context of disagreement.
Fam, K-S, Waller, DS & Grohs, R 2023, 'Celebrity Endorsements in Liked Advertisements: A Study of Asian Countries', Journal of Asia-Pacific Business, vol. 24, no. 1, pp. 39-54.
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Garvey, AM, Kim, T & Duhachek, A 2023, 'Bad News? Send an AI. Good News? Send a Human', Journal of Marketing, vol. 87, no. 1, pp. 10-25.
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The present research demonstrates how consumer responses to negative and positive offers are influenced by whether the administering marketing agent is an artificial intelligence (AI) or a human. In the case of a product or service offer that is worse than expected, consumers respond better when dealing with an AI agent in the form of increased purchase likelihood and satisfaction. In contrast, for an offer that is better than expected, consumers respond more positively to a human agent. The authors demonstrate that AI agents, compared with human agents, are perceived to have weaker intentions when administering offers, which accounts for this effect. That is, consumers infer that AI agents lack selfish intentions in the case of an offer that favors the agent and lack benevolent intentions in the case of an offer that favors the customer, thereby dampening the extremity of consumer responses. Moreover, the authors demonstrate a moderating effect, such that marketers may anthropomorphize AI agents to strengthen perceived intentions, providing an avenue to receive due credit from consumers when the agent provides a better offer and mitigate blame when it provides a worse offer. Potential ethical concerns with the use of AI to bypass consumer resistance to negative offers are discussed.
Golder, PN, Dekimpe, MG, An, JT, van Heerde, HJ, Kim, DSU & Alba, JW 2023, 'Learning from Data: An Empirics-First Approach to Relevant Knowledge Generation', Journal of Marketing, vol. 87, no. 3, pp. 319-336.
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A theory-first paradigm tends to be the dominant approach in much academic marketing research. In this approach, a theory is borrowed, refined, or developed and then tested empirically. In this challenging-the-boundaries article, the authors make a case for an empirics-first approach. “Empirics-first” refers to research that (1) is grounded in (originates from) a real-world marketing phenomenon, problem, or observation, (2) involves obtaining and analyzing data, and (3) produces valid marketing-relevant insights without necessarily developing or testing theory. The empirics-first approach is not antagonistic to theory but rather can serve as a stepping-stone to theory. The approach lends itself well to today’s data-rich environment, which can reveal novel research questions untethered to theory. The present article describes the underlying principles of an empirics-first approach, which consists of exploring a domain purposefully without preconceptions. Using a rich set of published examples, the authors offer guidance on how to implement empirics-first research and how it can lead to valuable knowledge development. Advice is also offered to scholars on how to report empirics-first research and to reviewers and to editorial teams on how to evaluate it. The ultimate objective is to pave a way for the empirics-first approach to enter the mainstream of academic marketing research.
Han, JJ, Smale, MC & Lee, J 2023, 'How power increases preference for experiential purchases but not for material purchases', Psychology & Marketing, vol. 40, no. 6, pp. 1089-1102.
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AbstractWhile recent research indicates that experiential purchases lead to greater happiness than material purchases (i.e., experiential advantage), we have a limited understanding of when and why consumers prefer experiential purchases. In this paper, we address this topic and find that consumers' feelings of power play a significant role in their preference for experiential purchases. Across four experimental studies, using multiple manipulations and stimuli, we demonstrate that feelings of high (vs. low) power lead to increased consumer preference for experiential, but not material, purchases. Mediation (Study 3) and moderation (Study 4) analyses revealed that this phenomenon is driven by greater expected happiness from experiential purchases for consumers feeling high (vs. low) power. We contribute to the experiential purchase literature by identifying consumer power as an important antecedent of consumers' preference for experiences and also add to the consumer power literature by documenting how perceived power affects consumer evaluations and decision‐making. Furthermore, our paper suggests that managers should target people in powerful positions or seek to facilitate feelings of greater power in potential customers when marketing experiential products.
Kearney, M, Young, K & Burke, PF 2023, 'An Examination of Special Education Teachers’ Digital Practices', Journal of Special Education Technology, vol. 38, no. 3, pp. 314-326.
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The aim of this study is to understand how mobile devices are being used to support students’ learning (i.e., mobile learning) in specialist schools, and in specialist support units within mainstream schools. A validated survey instrument is used to examine these practices through the lens of a sociocultural digital framework that highlights distinctive mobile learning approaches. One hundred and twenty-six teachers responded to the survey. The findings provide a nuanced understanding of teachers’ current digital pedagogical approaches, and show potential benefits for students, including increased agency. Possible directions for the development of special education teachers’ digital practices are also provided.
Kim, T, Lee, H, Kim, MY, Kim, S & Duhachek, A 2023, 'AI increases unethical consumer behavior due to reduced anticipatory guilt', Journal of the Academy of Marketing Science, vol. 51, no. 4, pp. 785-801.
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Kim, T, Usman, U, Garvey, A & Duhachek, A 2023, 'Artificial Intelligence in Marketing and Consumer Behavior Research', Foundations and Trends® in Marketing, vol. 18, no. 1, pp. 1-93.
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Lu, S & Mintz, O 2023, 'Marketing on the metaverse: Research opportunities and challenges', AMS Review, vol. 13, no. 1-2, pp. 151-166.
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Lu, SQ, Singh, S & de Roos, N 2023, 'Effects of online and offline advertising and their synergy on direct telephone sales', Journal of Retailing, vol. 99, no. 3, pp. 337-352.
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Mintz, O 2023, 'Metrics for Marketing Decisions: Drivers and Implications for Performance', NIM Marketing Intelligence Review, vol. 15, no. 1, pp. 18-23.
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Abstract Marketers are using metrics to diagnose, coordinate and monitor customer relationships and marketing efforts, set benchmarking goals to guide marketing implementation, and communicate the results of marketing outcomes with internal and external stakeholders. Even if the number of available metrics is striking, some studies found support for the idea that the more metrics managers employed for their decisions, the better the marketing performance. Studies by the author also showed that using non-financial marketing metrics, such as awareness, willingness to recommend and loyalty, seemed to be associated with better marketing mix performance outcomes than using financial metrics, such as target volume, NPV and net profit. Developing a customer-centric organizational structure encourages managers to consider and develop a greater reliance on metrics.
Mintz, O, Currim, IS & Deshpandé, R 2023, 'National customer orientation: an empirical test across 112 countries', Marketing Letters, vol. 34, no. 2, pp. 189-204.
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AbstractCustomer orientation is a central tenet of marketing. However, less is known about how customer orientation varies across countries and time. Mintz, Currim, and Deshpandé (Eur. J. Mark., 56: 1014–1041, 2022) propose a country-level construct, national customer orientation, and develop theoretical propositions on how a country’s wealth and average customer price sensitivity affect national customer orientation during and after global economic shocks without providing an empirical test. This paper tests drivers of national customer orientation by employing World Economic Forum and World Bank annual panel data from 112 countries between 2007 and 2017. The results show that customer orientation is a greater luxury of richer nations and price sensitivity is a partial mediator of that relationship; however, both relationships only transpire in non-recessionary times. The empirical test furthers scholarly research on national customer orientation and provides managers with country-level customer orientation benchmarks across countries and time.
Noguti, V, Ho, H, Padigar, M & Zhang, SX 2023, 'Do Individual Ambidexterity and Career Experience Help Technological Startup Founders Acquire Funding?', IEEE Transactions on Engineering Management, vol. 70, no. 12, pp. 4162-4174.
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In an extension of the entrepreneurship literature's long-standing emphasis on the role of human capital in attracting startup funding, we propose that tech-based startup founder’s ambidexterity and experience-based human capital have direct and interactive effects on new venture funding. Drawing on the human capital perspective, we consider ambidexterity an ability-based human capital that helps entrepreneurs navigate new venture environments and carry out entrepreneurial tasks more effectively. We compiled a unique dataset by gathering data from Crunchbase, social media sites, and entrepreneur’s online communications posted on Reddit. On the basis of text analyses on 115 startup founder’s public discourse using a purpose-built dictionary to measure ambidexterity, our empirical results confirm that founder ambidexterity has positive effects on tech startup funding and that these effects are moderated by founder’s experience-based human capital in terms of prior career experience and startup creation experience. This finding is complemented by semistructured interviews with venture capitalists providing evidence that funders consider founder ambidexterity in their investment decisions. Implications for literature and practice are discussed.
Pontes, V, Greer, DA, Pontes, N & Beatson, A 2023, 'Need for distinction moderates customer responses to preferential treatment', Journal of Services Marketing, vol. 37, no. 4, pp. 409-419.
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PurposeThis paper aims to examine how individuals’ need for distinction moderates the effect of perceived harm to others as a result of preferential treatment on customers’ attitudes towards the service provider.Design/methodology/approachTwo experiments test the hypothesis that when a customer receives preferential treatment, the effect of perceived harm to others on the customer’s attitudes towards the service provider is moderated by their need for distinction and mediated by negative moral emotions, such that mediation occurs for customers with a lower (but not higher) need for distinction.FindingsWhen customers have a lower need for distinction, they scan the environment to seek information about others when judging their own experience. In contrast, customers with a higher need for distinction tend to disregard others’ opinions and feelings, focusing solely on the benefits they receive from the service provider and avoiding moral emotions. Our results show that customers with a higher need for distinction tend to evaluate the service provider more favourably than those with a lower need for distinction in scenarios where the benefit given to an advantage customer imposes a disadvantage on other customers.Originality/valueTo the best of author’s knowledge, this research is the first to examine the interaction between perceived harm to others and one’s need for distinction as drivers of customers’ response to preferential treatment. The authors are the first to show that negative moral emotions may arise for customers with a lower need for distinction but not for those with a higher n...
Sepehr, S, Carlson, J, Rosenberger III, P & Pandit, A 2023, 'Social media discussion forums, home country and immigrant consumer acculturation: the case of Iranian immigrants in Australia', Journal of Consumer Marketing, vol. 40, no. 1, pp. 136-149.
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PurposeSocial media has transformed communication possibilities for immigrant consumers with their home country in their acculturation efforts. However, the acculturative outcomes of consumer interactions with the home country through social media are largely overlooked in previous research. This study aims to investigate the acculturative processes and outcomes resulting from interacting with the home country through social media.Design/methodology/approachA netnographic approach is used to collect data from a social media platform that provides an interactive social context in which Iranian immigrants in Australia share their experiences of immigration with non-immigrants who are considering and planning to migrate to Australia.FindingsFindings show how both immigrants and non-immigrant users via social media reflexively contribute to the formation of two competing collective narratives, namely, the dominant, romanticizing narrative and counter, pragmatic narratives. Findings highlight how notions of the home and host countries, and the idea of migrating from home to host, are constructed as the result of the circulation of the dominant and counter narratives. Further findings include how these two collective narratives come into play in the formation of three acculturative outcomes, namely, self-validating, ordinary experts and wellbeing. These insights extend consumer acculturation theory through highlighting the acculturative processes and outcomes of interactions with the home country via a social media platform. This includes, for example, how interacting with the home culture can take on assimilationist properties through the construction of a romanticized representation of th...
Sepehr, S, Holzmüller, H & Rosenberger, PJ 2023, 'City, Consumption and Interculturalism: How Cities Can Facilitate Consumer Acculturation', Australasian Marketing Journal, vol. 31, no. 4, pp. 303-313.
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With the rise of interculturalism as an alternative paradigm to the dominant multicultural integration policies in immigration countries, the importance of cities, as landscapes of intercultural interactions and consumption has become more and more important. This study aims to investigate how cities and city-related consumption practices play a role in consumer acculturation, an area that is largely overlooked in previous research. A hermeneutic approach is used to analyse and interpret the data collected through semi-structured and unstructured go-along interviews with 18 Iranian immigrants who live in Dortmund, Germany. Beyond the dichotomy of the home and host countries, the findings of this study show how city-related activities and interactions can lead to the construction of a sense of belonging to the hosting society. We show how such a sense of belonging can be constructed through immigrant consumers’ involvement in city-related rituals, private appropriation of public space and reterritorialisation.
Smith, AE, Zlatevska, N, Chowdhury, RMMI & Belli, A 2023, 'A Meta-Analytical Assessment of the Effect of Deontological Evaluations and Teleological Evaluations on Ethical Judgments/Intentions', Journal of Business Ethics, vol. 188, no. 3, pp. 553-588.
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Spanjaard, D, Garlin, F & Mohammed, H 2023, 'Tell Me a Story! Blending Digital Storytelling Into Marketing Higher Education for Student Engagement', Journal of Marketing Education, vol. 45, no. 2, pp. 167-182.
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Multimodal learning via the use of smart devices, online social interactions, and intuitive communication platforms are fundamentally changing teaching and learning settings. Consequently, educators face unique challenges around student engagement as learners increasingly look to the use of technology-enabled activities for meaningful collaboration. Within this context, this research explores the role of digital storytelling in promoting perceived individual student and group engagement, and how these interact with group functioning, in a postgraduate marketing subject. We evaluate the implementation of this assessment as an avenue to optimize the benefits of the blended learning setting. It contributes to understanding by incorporating the concept of collective, or collaborative engagement where there is a scarcity of research despite the widespread application of group assessment in business education, and marketing education in particular. We employed canonical correlation analysis as an exploratory technique to gain initial insight into its efficacy for student engagement. We contend that digital storytelling shows promise as an inherently social and interactive learning task to provide an authentic assessment for a range of marketing problems. In turn, these attributes provide a stimulating vehicle for student engagement that can promote learning and satisfaction.
Yan, L & Murray, KB 2023, 'The motivational dynamics of arousal and values in promoting sustainable behavior: A cognitive energetics perspective', International Journal of Research in Marketing, vol. 40, no. 3, pp. 679-699.
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Bairstow, N 2023, 'ChatBots Transforming Customer Interactions', Retail World.
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The retail landscape has undergone a remarkable transformation in recent years, and at the heart of this
evolution lies the integration of chatbots powered by artificial intelligence.
Bairstow, N 2023, 'Harnessing the Power of Local Area Marketing: The Key to Franchise Success', Business Franchise Magazine.
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Franchising offers entrepreneurs
an opportunity to own and
operate a business under an
established brand. It provides a
framework for success, allowing
individuals to tap into a proven
business model while benefiting
from the support and expertise of
the franchisor.
Bairstow, N 2023, 'Maximising Franchise Success with AI-Powered Chatbots', Business Franchise Magazine.
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Leveraging AI-powered chatbots is pivotal for franchise success. These intelligent bots enhance customer engagement, streamline operations, and provide consistent service across multiple locations. They offer 24/7 support, personalize interactions, and gather valuable customer data for data-driven decision-making. Ultimately, AI chatbots can drive efficiency and customer satisfaction, leading to franchise growth and profitability.
Bairstow, N 2023, 'Omnichannel: An elusive goal for many retailers', Retail World, pp. 48-48.
Bairstow, N 2023, 'Retailers Crucial in Tackling Food Waste', Retail World.
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By implementing a four-pronged strategy, Australia’s major retailers can reduce food waste during farming,
production, in store, and during consumption.
Bairstow, N 2023, 'The Power of Colour in Retail Marketing: A kaleidoscope of shopper’s attention', Retail World.
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The use of colour in Retailing as a tool, is often
overlooked yet immensely powerful, is the use of colour.
The strategic application of colours within a retail environment canevoke emotions, shape perceptions, and
ultimately drive purchasing decisions.
Bairstow, N 2023, 'Unlocking Future Retail', Retail World.
Mintz, O 2023, 'How conversations with customers will help you survive the period of upheaval in the markets', Globes.
Mintz, O, Bart, Y, Lenk, P & Reibstein, D 2023, 'Hybrid BYO Conjoint with Boosting for Data Fusion'.
Waller, D 2023, 'Attitudes Of The Young Towards Luxury Brands', Retail World, pp. 29-29.
Waller, D, Chan, K & Saluja, G 2023, 'What students told us ‘good’ feedback means to them', Times Higher Education.
