Market Trends & Consumer Behaviour
Cross Ownership Versus Merger Under Product Differentiation Summary This paper compares passive cross ownership (CO) — where firms hold non‑controlling shares in rivals — with full mergers in an oligopolistic industry with horizontally differentiated products. The main finding: under Cournot (quantity) competition, insiders (the firms that cooperate) can be better off under symmetric CO than […]
Charity Without Choice: The Impact of Receiving Prosocial Gifts on Subsequent Donations Summary This paper investigates how receiving prosocial gifts — donations made to a charity in someone’s name — affects the recipient’s willingness to donate to the same charity later. Across four experiments (total N across studies = hundreds), the authors show that when […]
Crane NXT to improve counterfeit detection abilities via planned full acquisition of Italian inspection and detection firm Antares Vision Summary Crane NXT has signed definitive agreements to acquire a 30% stake in Antares Vision S.p.A. at €5.00 per share (approximately €120 million), and will launch a mandatory tender offer in Italy at the same price […]
First Response Matters: The Impact of First Public Response to Social Media Complaints on Observers’ Brand Attitude Summary This study examines how a brand’s first public reply to social media complaints shapes observers’ brand attitude. Using signalling theory across four experiments, the authors compare two primary first-response strategies: privately-oriented (asking to move the conversation to […]
Colour Saturation and Perceived Sensory Intensity: An Account of Psychological Proximity Summary This research article reports five studies showing that higher colour saturation in products and packaging increases consumers’ anticipated sensory intensity across multiple senses (smell, taste, touch, sound and texture). The authors find the effect using both product colouring and packaging across categories including […]
When Less Pressure Leads to More Talk: Sales Tactics and Word‐of‐Mouth Summary This research examines how different frontline sales tactics shape customers’ word-of-mouth (WOM) behaviour. Across five experiments in clothing, travel, fitness and electronics contexts, the authors compare two tactics: encourage-to-deliberate (agency-supportive, noncoercive) versus pressure-to-purchase (coercive, urgency-driven). They show that encourage-to-deliberate tactics produce more positive […]
Understanding Gen Z Consumers: A Typology of (Un)sustainable Purchases Summary This study applies neutralization theory to explain why Generation Z often holds pro-environmental attitudes but does not always make sustainable purchases. Based on 25 in-depth interviews (ages 18–26), the authors identify four established neutralization techniques used by Gen Z—denial of responsibility, condemning the condemners, appeal […]
The Rise of the Deinfluencers: Perceived Similarity and Anticipated Emotions in Advocating Mindful Consumption on Social Media Summary This article presents a multi-study investigation into the growing phenomenon of “deinfluencers” — social media figures who discourage purchases and promote simpler, more sustainable consumption. Drawing on social cognitive theory, the authors test how perceived homophily (similarity) […]
GenAI Use Behavior and Post‐Failure Perceptions Among People With Functional Disabilities: A Multimethod Study Summary This paper examines how people with functional disabilities (hearing, visual and mobility impairments) adopt and respond to generative AI (GenAI). Using two complementary studies — a survey (Study 1, n=284) employing a genetic algorithm and Bayesian regression, and an experiment […]
Experiential Engagement: A Scale for Experiential Contexts Summary This paper develops and validates a short, unidimensional scale to measure “experiential engagement” across varied experiential contexts (e.g., sport, music, arts). Drawing on a systematic review of 25 context-specific engagement scales (466 items), the authors identify three recurring facets underlying contextual engagement: behavioural involvement, intimacy, and influence. […]
