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Consumer Attitudes

Find the latest and most impactful research on consumer attitudes and behavior, including drivers and trends, here. All the research listed comes from the ARF or one of its subsidiaries: The Journal of Advertising Research (JAR), the Marketing Science Institute (MSI) or the Coalition for Innovative Media Measurement (CIMM). Feel free to bookmark this page, as it will be updated periodically.

MSI: Getting Abandoned Cart Shoppers to Check Out

While ecommerce offers many opportunities, it has its challenges. Case in point, a large number of customers can be found abandoning their shopping carts before checking out. What’s more, retargeting them with ads may not be enough to get them to complete their purchases. If such a tactic were combined with say, a tantalizing promotion, a revisit may occur, which could lead to a search and eventual purchase.  Read the article.

JAR: How Brands Can Use an Endorser’s Smile More Effectively

A study on endorsers’ smiles in service-brand marketing brings new relevance to the slogan, “Service with a smile.” But which type is more effective, broad or slight? Researchers analyzed these two different types of smiles and found that they resonated differently, depending on how consumers relate to other people and the brand. Service marketers can use the study’s methods to more easily develop and test their spokesperson’s smile.  Read the article.

CMO Briefs: Influencer Marketing: Best Practices, Trends & Covid’s Impact

Influencer marketing continues to grow ever more complex. Options are increasing and in today’s climate, striking the right tone with consumers is crucial. What consumers long to see is authentic relationships between brands and influencers. In just a few years, the paradigm has shifted away from a focus on major celebrities and toward niche, micro-influencers. So, while finding the right influencer is crucial, these complexities can make it challenging. Read more.

KaH: Influencer Marketing: Best Practices, Trends & Covid’s Impact

The growth of social media has made online influencers a more important marketing tool than ever before. At the same time, influencer marketing is growing more complex: Options are increasing and in today’s climate, striking the right tone with consumers is more important than ever before. What consumers want to see is authentic relationships between brands and influencers. In just a few years, the paradigm has shifted from a focus on major celebrities to niche, micro-influencers.  In sum, finding the right influencer is crucial and yet can be challenging.  Read more.

MSI: Country of Origin & Willingness to Pay

How do consumer’s latent sentiments about patriotism, nationalism, xenophobia and “economic patriotism” affect their willingness to pay for imports? This research shows that in cases of perceived economic, political or cultural conflict with the homeland, domestic products can shore up sales by emphasizing their connection a consumer’s country of origin. A “buy local” message helps defend against imports, even from allied nations.

Read the Working Paper.

MSI: Can Food Service Delivery Continue to Deliver?

Food delivery service grew substantially during the COVID-19 pandemic, due to restaurant shutdowns. But new research shows that most of the growth actually came from pre-pandemic customers placing more frequent and larger orders. As restaurants reopen, consumers may revert back to pre-pandemic behaviors, challenging future growth in this category.

Read the Working Paper.

JAR: Shoppers Like Explicit Donation Links in Cause-Related Marketing Ads

Companies increasingly target nonprofit web and social media followers by using cause-related marketing display ads on the websites of charity or nonprofit organizations. Two key formats are used: either transactional (representing an explicit donation amount that a consumer can make to the nonprofit) or nontransactional (representing online cause sponsorship). Which one is more successful? A new study has some answers.  Read the article.

JAR: Which Noncelebrity Endorser Is Best: Staff or Customer?

One way for smaller brands to save money on advertising is to use their customers and employees as endorsers, rather than spend big bucks (and risk fame fallout) on a superstar. So, which type of noncelebrity endorser is most effective, and under what circumstances? Findings from European researchers offer practical solutions to these questions.  Read the article.

MSI: How Consumption Capital May Explain Brand Preferences

Consumer packaged goods have experienced increasing fragmentation in recent decades. This is most often attributed to millennials’ preference toward smaller and seemingly more “authentic” brands. But is this true? New research suggests that generational differences in “consumption capital” may be an even more significant factor. This is based on the range of products available over time. Read the article.

MSI: Do Ad-Blockers Help — or Hurt — Consumers?

The emerging digital advertising ecosystem is rich with opportunities, but not without its challenges. One significant yet unforeseen one has been ad blockers. These hurt publishers and advertisers. Yet, consumers believe they benefit from them, since it gives them more control over their online experience. Is this true? New research finds that ad blockers may also make it harder for new brands to break through and compete, which leads to greater market concentration.  Read the article.