purchase intent

How Do Consumers Respond to Gender-based Pricing?

How Do Consumers Respond to Gender-based Pricing?

  • MSI

Markets are growing increasingly transparent. While one of the easiest ways to segment customers is by gender, pricing differences based on this factor are becoming more apparent and harder to justify. Women perceive such pricing discrimination for comparable product as unfair. This reduces purchase intent and their liking of and appreciation for the brand, while men tend to rationalize such differences as justified by product attributes (e.g., dry cleaning a “blouse” versus a “dress shirt”).

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Here is When Promotions Work for High-Involvement Products

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.

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Brands Should Communicate Positive Reviews to Customers Post-Purchase

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.

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Negative Outcomes from Multiple Influencer Exposures Fade Over Time

Negative Outcomes from Multiple Influencer Exposures Fade Over Time

  • JOURNAL OF ADVERTISING RESEARCH

A single persuasive message by a social media influencer can positively drive consumer behaviors and attitudes, but what are the potential effects from multiple exposures over time? With an eye on consumer skepticism in today's dynamic media environments, this article explores both short-term and long-term effects in this area. Hint: Time heals.

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How Do Consumers Respond to Ads that Mix Black and White Actors?

How Do Consumers Respond to Ads that Mix Black and White Actors?

  • JOURNAL OF ADVERTISING RESEARCH

Many companies and brands increasingly incorporate racially diverse actors, often mixing Blacks and Caucasians in their advertising, yet not much is known about its effectiveness. New research explores how actor race and social tie strength—essentially the potency of the bond between the two actors—translate into consumer responses, with indirect effects on purchase intention.

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Shoppers Like Explicit Donation Links in Cause-Related Marketing Ads

Shoppers Like Explicit Donation Links in Cause-Related Marketing Ads

  • JOURNAL OF ADVERTISING RESEARCH

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.

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Do Sustainability Claims Help New Products?

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.

When Are Dogs an Advertiser’s Best Friend?

When Are Dogs an Advertiser’s Best Friend?

  • Rohit H. Trivedi; Thorsten Teichert
  • JOURNAL OF ADVERTISING RESEARCH

Animals have been used in ads effectively for decades, yet little is known about their effects on consumer reactions along the purchase-decision process. New research shows evidence of animals’ influences on different stages of the decision-making journey, with women reacting more positively than men. But the outcomes changed when human models were included in the ads.

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Appeal Predicts Gay Inclusive-Ad Outcomes

Appeal Predicts Gay Inclusive-Ad Outcomes

  • Bradley J. Bond and Justine Rapp Farrell (both at University of San Diego)
  • JOURNAL OF ADVERTISING RESEARCH

When gay couples are featured in an ad, advertising appeal can be more important than sexual orientation in predicting consumer behavior—specifically with intentions to purchase and recommend a brand or product—according to research at the University of San Diego.

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