The value of empirical generalizations in marketing

Hanssens, Dominique M.

doi:10.1007/s11747-017-0567-0

Cited by 36 publications

(27 citation statements)

References 10 publications

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“…They carefully identify and synthesize relevant literature to evaluate a specific research question, substantive domain, theoretical approach, or methodology and thereby provide readers with a state-of-the-art understanding of the research topic. Many of these benefits are highlighted in Hanssens' (2018) paper titled "The Value of Empirical Generalizations in Marketing," published in this same issue of JAMS.…”

Section: Purpose Of Review Papersmentioning

confidence: 99%

Review articles: purpose, process, and structure

Palmatier

Houston

Hulland

2017

J. of the Acad. Mark. Sci.

581

353

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Many research disciplines feature high-impact journals that are dedicated outlets for review papers (or review-conceptual combinations) (e.g., Academy of Management Review, Psychology Bulletin, Medicinal Research Reviews). The rationale for such outlets is the premise that research integration and synthesis provides an important, and possibly even a required, step in the scientific process. Review papers tend to include both quantitative (i.e., meta-analytic, systematic reviews) and narrative or more qualitative components; together, they provide platforms for new conceptual frameworks, reveal inconsistencies in the extant body of research, synthesize diverse results, and generally give other scholars a Bstate-of-the-art^snapshot of a domain, often written by topic experts (Bem 1995). Many premier marketing journals publish meta-analytic review papers too, though authors often must overcome reviewers' concerns that their contributions are limited due to the absence of Bnew data.F urthermore, relatively few non-meta-analysis review papers appear in marketing journals, probably due to researchers' perceptions that such papers have limited publication opportunities or their beliefs that the field lacks a research tradition or Brespect^for such papers. In many cases, an editor must provide strong support to help such review papers navigate the review process. Yet, once published, such papers tend to be widely cited, suggesting that members of the field find them useful (see Bettencourt and Houston 2001).In this editorial, we seek to address three topics relevant to review papers. First, we outline a case for their importance to the scientific process, by describing the purpose of review papers. Second, we detail the review paper editorial initiative conducted over the past two years by the Journal of the Academy of Marketing Science (JAMS), focused on increasing the prevalence of review papers. Third, we describe a process and structure for systematic (i.e., non-meta-analytic) review papers, referring to Grewal et al. (2018) insights into parallel meta-analytic (effects estimation) review papers. (For some strong recent examples of marketing-related meta-analyses, see Knoll and Matthes 2017;Verma et al. 2016). Purpose of review papersIn their most general form, review papers Bare critical evaluations of material that has already been published,^some that include quantitative effects estimation (i.e., meta-analyses) and some that do not (i.e., systematic reviews) (Bem 1995, p. 172). They carefully identify and synthesize relevant literature to evaluate a specific research question, substantive domain, theoretical approach, or methodology and thereby provide readers with a state-of-the-art understanding of the research topic. Many of these benefits are highlighted in Hanssens' (2018) paper titled "The Value of Empirical Generalizations in Marketing," published in this same issue of JAMS.The purpose of and contributions associated with review papers can vary depending on their specific type and research question, but i...

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Section: Purpose Of Review Papersmentioning

confidence: 99%

Review articles: purpose, process, and structure

Palmatier

Houston

Hulland

2017

J. of the Acad. Mark. Sci.

581

353

View full text Add to dashboard Cite

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“…While financial stress and household income were explored, other factors including psychographic and product‐related ones remain unexplored. Once empirical progress has been made, the authors encourage scholars to conduct quantitative effects estimation (i.e., meta‐analyses) to estimate the true effect sizes of the relationships between constructs so as to develop empirical generalizations (Grewal, Puccinelli, & Monroe, ; Hanssens, ).…”

Section: Limitations and Directions For Future Researchmentioning

confidence: 99%

Exploring materialism and frugality in determining product end‐use consumption behaviors

Evers

Gruner

Sneddon

et al. 2018

Psychology and Marketing

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Materialism is often blamed for consumers' unsustainable consumption behaviors and its contribution to a growing "throwaway culture." Conversely, frugal consumers are regarded as both restrained in their acquisition, and resourceful in their use and disposal of products. In this paper, the authors challenge and empirically test these prevailing beliefs. The authors focus on a much-neglected aspect of the consumption continuum: the disposal of products at the end-use of consumption, and how key consumer traits (i.e., materialism and frugality) influence behaviors at this stage. Specifically, the authors examined three creative end-use consumption behaviors with a sample of 398 US consumers. Results support the counter-intuitive notion that materialism, alongside frugality, has a positive impact on consumers' sustainable consumption behaviors. The data suggest that materialistic consumers are prone to finding new and different uses for products and alternative methods of product disposal. The study's results also support the notion that frugality interacts with materialism to increase intentions to find alternative methods of product disposal. The authors discuss the implications pertaining to their findings and pave the way for future research in sustainable consumption. K E Y W O R D Screative end-use consumption behavior, frugality, materialism, PLS-SEM

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“…However, the somewhat inconclusive results, in respect to the influence of the offered saving level, show that the interaction between saving level, product type and product category cannot be fully explained, albeit the "product category" factor might overshadow the hypothesised interaction effects. We used investigative procedures commonly used in marketing research [94,95], to identify how consumers react to different promotional formats and different product categories apart from other influencing factors. Additional factors (e.g., price fairness and price knowledge) might be relevant in revising the framework, as it could not fully account for the sum of our results, in particular when consumers evaluated utilitarian products.…”

Section: Discussionmentioning

confidence: 99%

The Effectiveness of Promotional Cues for Organic Products in the German Retail Market

2019

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The market for organic products is constantly growing, but successfully promoting them remains a controversial issue. Marketing research shows that organic products such as fruits and vegetables cannot be advertised effectively via monetary promotions (e.g., discounts); however, how promotional effectiveness is affected by other promotional actions (e.g., offering premiums instead of discounts) or the product type promoted (e.g., promoting hedonic products such as organic ice cream instead of utilitarian products) has not been empirically investigated to date. Through a study conducted with 487 German participants, we demonstrate that monetary promotion is less effective for organic than for conventional products. In contrast, non-monetary promotion (via offering increased content) enhances promotional effectiveness more for organic than for conventional products. Increased heuristic processing can explain these findings, as consumers focus more on the heuristic cues offered by non-monetary promotion when confronted with organic, and in particular hedonic organic, products.

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The value of empirical generalizations in marketing

Cited by 36 publications

References 10 publications

Review articles: purpose, process, and structure

Review articles: purpose, process, and structure

Exploring materialism and frugality in determining product end‐use consumption behaviors

The Effectiveness of Promotional Cues for Organic Products in the German Retail Market

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