From keyword to keywords: the role of keyword portfolio variety and disparity in product sales

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Xia Cao ◽  
Zhi Yang ◽  
Feng Wang ◽  
Chongyu Lu ◽  
Yueyan Wu
Keyword(s):  
Mobile Devices ◽  
Negative Binomial ◽  
Relative Effectiveness ◽  
Mobile Environment ◽  
Content Type ◽  
Search Advertising ◽  
Positive Effects ◽  
Paid Search ◽  
Negative Effect ◽  
Paid Search Advertising

PurposeThis study investigates the effect of keyword portfolio characteristics on sales in paid search advertising. The authors propose two keyword portfolio characteristics (variety and disparity) and examine the effects of portfolio variety and portfolio disparity on direct and indirect sales in both PC and mobile environment.Design/methodology/approachBy conducting a field study at a large e-commerce platform, the authors use a negative binomial model to develop empirical findings that provide insights into paid search advertising strategies.FindingsFor main effect, (1) portfolio variety has a negative effect on direct sales. However, (2) portfolio disparity has positive effects on both direct and indirect sales. Advertising channels influence the contribution of keyword portfolio to sales. (3) On mobile devices, portfolio variety positively affects both direct and indirect sales. However, portfolio disparity negatively affects both direct and indirect sales. (4) On PCs, portfolio variety negatively affects both direct and indirect sales. However, portfolio disparity positively affects both direct and indirect sales on PC.Practical implicationsThe findings provide advertisers with insights into how to manage keyword portfolio between mobile devices and PCs.Originality/valueThe current study shifts the attention from keyword to keywords (keyword portfolio), which extends the paid search literature. Moreover, it also contributes to the literature by comparing the relative effectiveness of mobile and PC search advertising.

How marketer-generated content characteristics affect consumer engagement? Empirical evidence from China's WeChat food marketing

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Si Tan ◽  
Weiping Chen
Keyword(s):  
Body Text ◽  
Negative Binomial ◽  
Negative Binomial Regression ◽  
Food Marketing ◽  
Consumer Engagement ◽  
Content Type ◽  
Positive Effects ◽  
Binomial Regression ◽  
Media Research ◽  
Text Content

Purpose Leveraging marketer-generated content (MGC) can increase firms' success. However, few studies uncover the effects of MGC-related attributes on consumer engagement in the context of food marketing. This paper aims to explore the influence of MGC characteristics (valence, content types, vividness and interactivity) on consumer engagement.Design/methodology/approachThis study uses WeChat official account data of seven food companies from China and conducts negative binomial regression models.FindingsThe findings indicate that different MGC-related characteristics have separate impacts on consumer WeChat engagement. Title valence, transactional title content and title with punctuation vividness negatively affect consumers' consuming engagement. Knowledgeable or entertaining title content and title with interactivity both positively affect consumers' consuming engagement. Moreover, transactional body text content negatively influences consumers' contributing engagement, whereas entertaining body text content shows positive effects. Vivid and interactive MGC body text attributes enhance consumers' contributing engagement behavior.Originality/value This study contributes to social media research in food marketplaces and sheds light on the effect of different WeChat MGC characteristics on separate consumer engagement.

Effects of online advertising on automobile sales

2014 ◽  
Vol 52 (5) ◽  
pp. 834-851 ◽  
Author(s):  
Jianping Peng ◽  
Guoying Zhang ◽  
Shaoling Zhang ◽  
Xin Dai ◽  
Jing Li
Keyword(s):  
Online Advertising ◽  
Content Type ◽  
Search Advertising ◽  
Positive Effects ◽  
Advertising Strategies ◽  
Automobile Sales ◽  
Advertising Spending ◽  
The Relationship ◽  
Practical Implications ◽  
Allocation Strategies

Purpose – The purpose of this paper is to explore the effects of online advertising spending on automobile sales through both search and non-search advertising. Design/methodology/approach – Sales data of the top 52 vehicle models were collected in two consecutive years in China. The advertising spending data of both formats were collected from a leading consulting company and a major search engine company. Then several empirical models were proposed to evaluate the effects of online advertising on automobile sales. Two extended models were further investigated for search advertising. Findings – The results revealed that both formats of online advertising have significantly positive effects on automobile sales. However, excessive spending on non-search advertising does not help sales and a moderate budget is preferred. On the other hand, spending on search advertising has no such constraint to improve the vehicle sales. Practical implications – The empirical findings have proved the importance of online advertising to the automobile companies and thus can help companies improve their decision making in online advertising allocation strategies. Originality/value – This study provides a better understanding of the relationship between online advertising spending and automobile sales, and helps business to define sophisticated online advertising strategies to improve sales performance.

Exploring M-Commerce and Social Media

2017 ◽  
pp. 1-21 ◽  
Author(s):  
Panagiota Papadopoulou
Keyword(s):  
Social Media ◽  
Mobile Devices ◽  
Mobile Phones ◽  
Mobile Environment ◽  
Commercial Activity ◽  
Business Opportunities ◽  
Negative Effect ◽  
Similarities And Differences ◽  
Use Of Social Media ◽  
Mobile Context

The proliferation of mobile phones and tablets shape a new arena for online commercial activity with unprecedented opportunities and challenges. In this omnipresent mobile environment, understanding consumer behavior constitutes a challenge for m-commerce vendors, as they seek to understand factors that affect it, positively and negatively, and to integrate social media in their mobile strategy and across mobile devices. This paper presents an exploratory qualitative research examining separately mobile phones and tablets and the use of social media, in the context of m-commerce. The results of our qualitative analysis show important factors for m-commerce and social media adoption and use, highlighting the similarities and differences between mobile phones and tablets. Our qualitative results also reveal factors having a negative effect to m-commerce, for both mobile devices. Business opportunities enabled by social media for m-commerce and how these can be leveraged in this promising multiple-device mobile context are also discussed.

Beyond reach: an extended model of global brand effects

2019 ◽  
Vol 36 (5) ◽  
pp. 647-674 ◽  
Author(s):  
Timo Mandler
Keyword(s):  
Product Category ◽  
Extended Model ◽  
Content Type ◽  
Global Brands ◽  
Brand Evaluations ◽  
Product Categories ◽  
Positive Effects ◽  
Global Brand ◽  
Negative Effect ◽  
Brand Effects

Purpose Despite considerable investigations of the various outcomes of perceived brand globalness (PBG), the concept itself remains ambiguous, demanding further conceptual refinement. The purpose of this paper is to contribute to global branding literature by suggesting an extended conceptualization of PBG, and empirically testing a corresponding extended model of global brand effects, relative to the conventional operationalization. Design/methodology/approach An empirical study (n=907) involving 63 brands across eight different product categories provides new insights into the composition of global brand effects by explicitly discriminating between different facets of consumers’ brand globalness perceptions (i.e. perceived market reach (PMR), perceived standardization (PST) and global consumer culture positioning (GCCP)). Findings The results clearly show that effects associated with global brands are not exclusively positive. While PMR and GCCP have positive effects on consumers’ brand evaluations and attitudes, PST has a strong negative effect on the same outcomes. These effects apply to both domestic and foreign global brands and occur irrespective of the perceived level of risk associated with a given product category. Originality/value The results provide managers a clearer picture of the up- and downsides of brand globalness perceptions and urge future studies on global brands to incorporate constructs that account for facets beyond a brand’s market reach to capture the phenomenon holistically.

Personality determinants of need for interaction with a retail employee and its impact on self-service technology (SST) usage intentions

2017 ◽  
Vol 11 (3) ◽  
pp. 214-231 ◽  
Author(s):  
Hyun-Joo Lee
Keyword(s):  
Structural Equation ◽  
Online Survey ◽  
Equation Modeling ◽  
Thinking Style ◽  
Content Type ◽  
Positive Effects ◽  
Negative Effect ◽  
Experiential Thinking ◽  
Low Levels ◽  
Self Service

Purpose The purpose of this study was, first, to link interpersonal-hedonic values, intuitive-experiential thinking style, external locus of control (LOC) and sociability to the need for interaction with a retail employee; and, second, to empirically test the moderating effect of the time convenience of self-service technologies (SSTs) on the proposed relationships in the model. Design/methodology/approach This study was conducted in a retail setting in which an automated checkout process occurred with the use of self-checkout systems. A self-administered, online survey approach was utilized targeting consumer panel members. Data were analyzed using structural equation modeling. Findings Interpersonal-hedonic values, external LOC and sociability emerged as reliable antecedents of the need for interaction with a retail employee, whereas the intuitive-experiential thinking style did not. This study also showed the inverse relationship between the need for interaction with a retail employee and the intentions to use SSTs. In relation to the moderating role of the time convenience of SSTs, the positive effects of interpersonal-hedonic values, intuitive-experiential thinking style, external LOC and sociability on the need for interaction with a retail employee were shown lesser for consumers with low levels of the time convenience of SSTs. The negative effect of the need for interaction with a retail employee on the intentions to use SSTs was shown to be greater for consumers with low levels of the time convenience of SSTs. Originality/value The present study adds to a growing body of literature on SSTs by exploring the causal and hierarchical effects of personality traits that determine the intentions to use SSTs.

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