Consumer Attitudes

• Targets & Segments
• Article

Here is When Promotions Work for High-Involvement Products

• MSI

Promotions should be crafted toward the shopper’s mindset to be most effective and enhance the shopping experience. For routine purchases of low-involvement product categories, shoppers are often in a “deliberative mindset,” and so they respond well to general promotions. Brands in high involvement categories, however, must engage shoppers in an “implemental mindset.” To be effective, promotions must be equally focused and specific.

• Targets & Segments
• Article

Brands Should Communicate Positive Reviews to Customers Post-Purchase

• JOURNAL OF ADVERTISING RESEARCH

Can reading online customer reviews (OCRs) influence the opinion of a consumer who has already experienced a product? The answer is yes, new research finds. It turns out, consumers are far more persuaded by online customer reviews than previously thought, according to this research. The findings have significant implications in how best to communicate with customers post-purchase.

• Targets & Segments
• Article

How Speech VS. Text Disclosure Affects Privacy Expectations

• MSI

Even though consumers “opt-in” to sharing their personal data at the initial point of disclosure, they continue to maintain certain expectations on how their data will be used. According to this study, this is especially true when such data is shared online through voice rather than text. To meet these concerns, managers should adapt data capture, storage and use policies to meet evolving concerns.

• Audience & Media Measurement
• Article

Covid-19 Impact by Category: An Age-Period-Cohort Analysis

• MSI

Lockdowns and other widespread Covid-19 disruptions caused significant changes in buyer behaviors. For instance, it was a major catalyst in shifting buying behavior from in-store to online. With the pandemic receding, how can we know which trends may persist and for which categories, and which might drop off? Since all consumers were affected, no untreated experiment control group exists. However, one strategy could prove fruitful, age-period-cohort (APC) analyses. APCs offer an alternative way to analyze changes in consumer behavior before and after the pandemic.

• Creative & Branded Content
• Article

Different Design Elements Boost Effectiveness Depending on the Type of Ad

• JOURNAL OF ADVERTISING RESEARCH

How can the use of colors and design elements improve the effectiveness of ads? New research provides a different blueprint for graphic designers, depending on whether the ad is functional or experiential.

• Creative & Branded Content
• Article

Which Prompts Better Green Behaviors: A Crying Tree or Smiling Forest?

• JOURNAL OF ADVERTISING RESEARCH

Some ads promoting pro-environmental behaviors put human-like faces on natural images like oceans, volcanos and forests, among others. Marketing scholars ask: which anthropomorphic character is more effective—one that is happy or sad? The answer lies in whether the content is perceived as a sudden disaster or an ongoing tragedy.

• Audience & Media Measurement
• Article

How Will GDPR Impact Market Concentration

• MSI

What are the effects of the 2018 EU General Data Protection Regulation? According to this analysis, the nuanced effects include reduced data sharing online and increased market concentration of the top four web technology categories. These together represent 94% of website-vendor ties. They are advertising, hosting, audience measurement, and social media.

• Audience & Media Measurement
• Article

Does Privacy Regulation Affect Online Consumer Behavior?

The European Union’s General Data Protection Regulation (GDPR) dictates how firms are to collect, store and employ personal information online. Given the importance of such data, the GDPR has a direct impact on the bottom line of millions of online firms. Researchers in this study wanted to understand the consequences of this regulation for website traffic and ecommerce. They found that at least initially, GDPR reduces online activity and economic results somewhat, especially from personalized marketing channels (display ads & emails). With greater enforcement and compliance long-term, however, the impact may be even greater.

• Audience & Media Measurement
• Article

Why Ad Expenditures Impact Perceived Quality in Some Cases But Not Others

• JOURNAL OF ADVERTISING RESEARCH

There is a ton of research on the signaling effects of ad spending. But new work tackles lingering questions: Why do advertising expenditures have a stronger impact on perceived quality for some brands and in some product categories but not as much for others? And how do increases in expenditures across different media channels affect quality perceptions?

• Targets & Segments
• Article

How Speed Preference During Travel Affects Mobile Marketing

• MSI

Today, it is more common than ever for consumers to access media and make decisions on the go. Marketers need to know how being in a state of mobility affects them in order to reach them with the right message at the right time. This study helps shed a little light on how such mobility itself may influence consumer thinking and behavior.