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purchase consideration

Explaining Algorithmic Decisions to Ensure Perceived Fairness

  • MSI

What kind of interface does your ecommerce website or app use? How does that affect the customer experience? These are important questions because how your purchase interface is framed affects the customer experience along the entire decision journey, according to this MSI working paper. “Quantity-integrated” formats, where the customer indicates simultaneously whether and how much to buy of something, are more profitable than sequential formats, where the customer is first asked for their purchase decision, followed by a specific quantity.

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  • Article

Audience Trends for Products with Supply Constraints

IRI’s Michael Tscherwinski addressed the challenges marketers are facing due to supply-constraints and provided a best-practices playbook for unlocking opportunities. IRI’s 2022 outlook on product availability predicts continued challenges. Inflation, supply chain issues, as well as the war in the Ukraine, impact the operations of CPG companies. Category out-of-stock conditions are widespread, and many CPGs are pausing media. However, Procter & Gamble, one of the largest advertisers in the world, stated that it would continue to invest in marketing.

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What a Product’s Weight Conveys to Consumers

  • Marketing Science Institute

A product’s shape, packaging or logo contributes to consumer understanding and reactions to that product, previous research has found. But what impression does the perceived weight of a product convey and how can this be used for advertising and marketing purposes? Researchers Priya Raghubir, Lu Yang and Dengfeng Yan looked into this and discovered that consumers use a stability heuristic for weight judgements. Shorter, broader objects are judged to be heavier and thus are considered more stable. And when it comes to food items, weight also plays on such things as calorie assessment.

Do Sustainability Claims Help New Products?

  • MSI

Claims of sustainability may seem like a significant advantage for a product. But unless they are portrayed right, such claims often fizzle and anemic sales result. One of the consumer attitudes purveyors must account for is that such products sacrifice quality for sustainability. One way to offset this preconception is to highlight the product’s innovative qualities. Communicating the brand’s commitment to corporate social responsibility (CSR) is even more helpful.

Building Brands: Psychological and Media Drivers of Marketing Effectiveness (Event Summary)

  • THE ARF & IPA

Building successful brands require a deep understanding of why consumers behave the way they do and the associated media drivers. The Advertising Research Foundation and the IPA /EffWorks Global 2020 partnered to share our most relevant research, case studies and keynotes from Marketing Effectiveness leaders. Editor’s Note: The full summary is available to members only.

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Virtual Reality Demystified: How Effective Are Panoramic Tours?

  • JOURNAL OF ADVERTISING RESEARCH

For companies that advertise using virtual self-guided panoramic tours, there hasn’t been much insight into how this form of virtual reality influences consumer behavior. But a forthcoming study in the Journal of Advertising Research, available online via JAR’s Digital First platform, shows that such tours can attract customers, increase authenticity and decrease perceptions that they are being manipulated.

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Key Planning Tool Gets a Facelift for the Digital Age

  • JOURNAL OF ADVERTISING RESEARCH

A key planning tool that is widely used by advertising professionals for strategic and creative guidance, is seriously out of date, according to a forthcoming Journal of Advertising Research study available online on the JAR’s Digital First platform. Researchers in Japan and South Korea propose a refresh to the Foote, Cone & Belding (FCB) grid, created in 1980, to reflect current-day products and consumers’ online purchase decisions.

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Strategies for Scientific Claims in Cosmetics Ads

  • Jie G. Fowler (Valdosta State University), Les Carlson (University of Nebraska) and Himadri Roy Chaudhuri (Institute of Management Technology, Ghaziabad, India)
  • JOURNAL OF ADVERTISING RESEARCH

Advertisers of cosmeceuticals—cosmetics that have potential health benefits —have had little guidance as to the types and frequency of scientific claims they make in their advertisements. This study offers a typology of such claims as well as insight into how the targeted consumer perceives them when making a purchase decision.

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