ORCID Profile
0000-0001-5284-4131
Current Organisation
Queensland University of Technology (QUT)
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Publisher: SAGE Publications
Date: 04-09-2019
Abstract: Like Cinderella, many repurposed products involve a biographical transformation, from a tattered past identity (e.g., an old airbag) to a product with a valuable but different new identity (e.g., a backpack made from an airbag). In this article, the authors argue that marketers should help customers infer such product stories by highlighting the products’ tattered past identities. Three field experiments and four controlled experiments show that making a product’s past identity salient boosts demand across a variety of repurposed products. This is because past identity salience induces narrative thoughts about these products’ biographies, which in turn allows customers to feel special. Results also suggest that this strategy of past identity salience needs to be particularly well-crafted for products with easily discernible past identities. These findings highlight a promising new facet of storytelling (i.e., stories that customers self-infer in response to minimal marketer input) create new opportunities for promoting products with a prior life and deliver detailed guidance for the largely unexplored, growing market for upcycled and recycled products.
Publisher: WARC Limited
Date: 09-2003
Publisher: Wiley
Date: 03-2011
DOI: 10.1002/CB.351
Publisher: Wiley
Date: 2013
DOI: 10.1002/CB.1417
Publisher: Wiley
Date: 15-12-2004
DOI: 10.1002/MAR.20050
Publisher: Informa UK Limited
Date: 07-2010
Publisher: Emerald
Date: 02-1999
DOI: 10.1108/03090569910249247
Abstract: Investigates the relationship between print advertisement wording and consumer interest in relation to cell phone promotion. Reports on an experiment involving two independent variables: message framing and felt involvement levels. Shows how these variables interact regarding attitudes towards cell phones for a New Zealand s le. These findings provide new insights as well as support for previous empirical research. Discusses theoretical and managerial implications and directions for future research.
Publisher: Cognizant, LLC
Date: 14-10-2014
DOI: 10.3727/108354214X14090817031152
Abstract: The theoretical contribution of this study lies with its focus on subjective experiencing, that is, the emotional convergence between feeling states, and perceptions of servicescapes and holiday activities. An empirical study models the impact of recreational needs on the perceived importance of destination attributes and intentions to participate in activities. A s le of prospective tourists was asked to indicate how important they considered servicescape elements to be in their general holiday planning. They were also asked to report on their emotional state (orientation) as a proxy for their needs for recreation, and to state their intention and likely involvement with holiday activities. Results suggest that those with high recreational needs (self-reflexive and inward-looking) regard elements of tourism servicescapes as significantly more important than those without (who are outward-looking and energetic), as well as show significant variations in their inclinations to be active and explorative at destinations. Rather, those with higher recreational needs as measured by combinations of lack of energy, self-confidence, and physiological well-being look for creature comfort, coziness, and familiarity, in other words, for things they already know and have experienced before. Subjective experiencing and service performance evaluations are thereby suggested to be influenced by emotional states. These states may also impact tourists' recognition of destination uniqueness as a major component of a destination's competitive advantage that cannot easily be copied. As a consequence, it may be worth reconsidering the role of recreation in tourism service design. Turning an inwardlooking focus bent on recreation to an outward-looking one interested in discovery would enable more tourists to more fully experience the destination before they leave.
Publisher: SAGE Publications
Date: 06-05-2020
Abstract: This study examines how Chinese cultural elements influence the responses of Chinese tourists toward different price discount presentations used by destination retailers. It identifies “8” and combinations of it (e.g., 88) as Chinese cultural icons. It investigates how presenting discounts containing “88” influence the gift purchase intentions and attitudes toward gift shops and the tourism destination of Chinese outbound tourists. The results from two experiments show that Chinese tourists are more likely to purchase gifts and have positive attitudes toward gift shops and their destination when destination retailers use “Pay 88%” than when they use the economically equivalent “Get 12% off” as a price discount. These effects are sequentially driven by consumers’ perceptions of cultural acknowledgment and their positive affect. Moreover, the effects only hold when the country of origin of the retailer is Western it disappears when it is Chinese.
Publisher: Informa UK Limited
Date: 05-02-2016
Publisher: Wiley
Date: 07-05-2012
DOI: 10.1002/CB.1377
Publisher: Informa UK Limited
Date: 28-12-2016
Publisher: Elsevier BV
Date: 10-2017
Publisher: Informa UK Limited
Date: 12-2004
Publisher: Informa UK Limited
Date: 18-05-2015
Publisher: Emerald
Date: 02-2002
DOI: 10.1108/02634500210414765
Abstract: Investigates the relationship between the fast‐forwarding of pre‐recorded television ads by consumers, known as zipping, and how this interacts with consumers seeing ads repeated while watching television. An issue which is yet to be examined in the literature. Reports on an experiment which studies the effects of ad zipping and repetition. Shows how these variables operate in an independent fashion for a New Zealand s le. These findings provide new insight for advertising strategists and also support previous empirical research. Discusses how zipped ads generate ad recognition, and repeated ads result in the higher recall of ad content.
Publisher: Cognizant, LLC
Date: 19-12-2014
DOI: 10.3727/108354214X14146846679600
Abstract: Tourist in idual differences, such as levels of knowledge, are increasingly recognized as influencing how people respond to information. However, little research has examined the role of consumer knowledge on responses to different components of cruise advertising information. Using input from an industry panel combined with insight and measures from the literature, the results of this field experiment show that consumer knowledge interacts with two aspects of advertising—testimonial expertise and advertising copy—to influence purchase intentions towards a cruise. The results offer important implications for researchers and tourism managers regarding how consumer knowledge influences which types of advertising information are most persuasive to consumers. Results also indicate that expert consumers have more favorable attitudes than novice consumers towards cruise advertising.
Publisher: Emerald
Date: 31-08-2022
DOI: 10.1108/APJML-02-2022-0123
Abstract: The purpose of this study is to examine the impact of scarcity and the Lifestyles of Health and Sustainability (LOHAS) consumption tendency on the purchase intention of organic foods. The study used the protection motivation theory and the stimulus-organism-response theory to understand the impact of comparatively new variables like “perceived scarcity” and “perceived consumer effectiveness” (PCE) on the consumer's organic food purchase intentions. The study is using structural equation modeling with 402 organic food consumers. The participants are regular consumers who bought organic food from specialized shops and supermarkets in the previous few months. The data has been collected at organic food specialized shops and supermarkets that sell organic foods. The results showed that LOHAS consumption tendency (LCT), scarcity and PCE positively affect attitude. Similarly, LCT and PCE direct affect trust. Scarcity and PCE directly positive impact on purchase intention of organic food products. Interestingly, LCT had no direct impact on the purchase intention of the product. Trust and attitude were found to be significant mediators impacting purchase intention. The study contributes to the past theoretical literature on LOHAS consumption by analyzing new constructs like scarcity and PCE in the context of organic food consumption. These findings will be crucial for marketers planning to launch organic products in new markets.
Publisher: Informa UK Limited
Date: 03-07-2018
Publisher: Springer Science and Business Media LLC
Date: 30-01-2009
Publisher: Emerald
Date: 07-1999
DOI: 10.1108/02634509910275944
Abstract: With its large population and increasingly open approach to foreign business dealings, China has been heralded as a land of opportunity for Western business. “What are the keys to business success?” Addresses this issue by Investigating key success factors for trade with China. Presents results from a survey of New Zealand organisations trading with China. Top‐ranking issues reveal a micro‐business focus (e.g. negotiation strategy, business etiquette). Low‐ranking issues include the need to understand advertising in China, and to have an intensive knowledge of the Chinese language. Correlations between importance and knowledge scores suggest that cultural issues are perceived as less important by those with a high degree of knowledge concerning trade relation intermediaries. Larger firms are also found to rate an understanding of negotiation strategy as more important than small firms.
Publisher: Emerald
Date: 09-2001
Abstract: This research examines cross‐country differences in marketing imagery. Marketing imagery in music videos broadcast in the UK and New Zealand are studied. Results suggest that UK music videos have more brand references, fashion imagery, darkside products and role model behaviour outcomes than New Zealand music shows. Pop music marketing references are mainly visual while hard rock has more darkside products, brand references and punishment outcomes.
Publisher: Elsevier BV
Date: 09-2020
Publisher: Informa UK Limited
Date: 18-06-2014
Publisher: Emerald
Date: 21-09-2018
Abstract: This paper aims to examine how a shopper’s level of psychological entitlement influences how consumers respond to different types of apology by a service provider. Two experiments were performed. Study 1 tests the hypotheses that entitled shoppers prefer empathy apologies to norm violation apologies and that this effect is mediated by disgust and anger. Study 2 tests whether relative superiority apologies are more effective. Study 1 shows that entitled shoppers prefer empathy apologies. Mediation analysis shows that entitled people feel disgust for norm violation apologies. Study 2 shows that entitled shoppers prefer relative superiority apologies. A standard apology results in negative perceptions of interactional justice, disgust and negative employee evaluations. Limitations include the scenario method. Implications include entitlement as a moderator of service recovery effectiveness, examining different types of apology and mediators which contribute to the marketing and entitlement literature. The findings have implications for training employees in service recovery. Employees should not use a standard apology or an apology that treats entitled consumers as similar to other shoppers. Employees should express empathy or make them feel that they are a more valued customer than other store customers. This research shows how entitlement moderates consumer responses to service recovery. The research answers calls to study different types of apology rather than studying a standard apology (vs no apology). The research is the first to relate entitlement to apologies and to show how disgust and justice perceptions underlie an entitled person’s judgments in service recovery.
Publisher: Informa UK Limited
Date: 03-01-2015
Publisher: Springer Science and Business Media LLC
Date: 22-01-2015
Publisher: Frontiers Media SA
Date: 28-05-2019
Publisher: Informa UK Limited
Date: 09-2009
Publisher: Informa UK Limited
Date: 12-2003
Publisher: Informa UK Limited
Date: 18-09-2017
Publisher: Wiley
Date: 03-2003
DOI: 10.1002/MAR.10070
Publisher: Emerald
Date: 31-05-2011
DOI: 10.1108/03090561111119976
Abstract: Marketers spend considerable resources to motivate people to consume their products and services as a means of goal attainment. Why people change their consumption behaviour is based largely on these goals many products and services are used by consumers in an effort to attain hoped‐for selves and/or to avoid feared selves. Despite the importance for marketers in understanding how current performance influences a consumer's future efforts, this topic has received little attention in marketing research. The aim of this paper is to fill some of the gaps. The paper provides a theoretical framework and uses two studies to test this. Study 1, of 203 women, aged 27‐65, examines the predictions in the context of women and visible signs of skin aging. Feedback information is measured and approach and avoidance regulatory systems are manipulated by priming hoped‐for and feared possible selves. Study 2, of 281 undergraduate men and women, replicates the findings of Study 1 with manipulated feedback, using a different context (gym training) and a s le of both male and females. The research shows that when consumers pursue a hoped‐for self, it is expectations of success that most strongly drive their motivation. It also shows why doing badly when trying to avoid a feared self is more motivating than doing well. The findings have important implications as they reveal how managers can motivate customers to keep using a product or service. The paper makes several contributions to the consumer goal research literature since little is known about how positive (hoped‐for selves) and negative (feared selves) reference points in self‐regulation differentially influence consumer goal‐directed behaviour.
Publisher: Wiley
Date: 12-09-2017
DOI: 10.1002/MAR.21034
Publisher: Informa UK Limited
Date: 2002
Publisher: Wiley
Date: 24-11-2020
DOI: 10.1002/MAR.21433
Publisher: Springer Science and Business Media LLC
Date: 21-03-2007
Publisher: SAGE Publications
Date: 06-1998
DOI: 10.1016/S1441-3582(98)70238-1
Abstract: This study examines how moods elicited by television programmes influence viewer attitudes, intentions, cognitive responses and recall when considered in conjunction with a commercial's affective tone, and message framing. Three hypotheses are tested addressing: (1) The predictions of the mood congruency and mood consistency models. (2) Whether mood effects for the two models are moderated by self-esteem. (3) The interaction of mood state and message framing. An experiment using actual television programmes and differentially framed and affectively toned commercials found that sad commercials resulted in more favorable intentions and greater recall than happy commercials under both happy and sad mood conditions. These findings contradict prevailing mood theory, yet are supported by protection motivation theory, cognitive priming, stereotyping and self-discrepancy perspectives. The mood, affective tone and self-esteem interaction was not evident. Framing results support research on the negative bias and the notion that incongruent information prompts more elaborative processing.
Publisher: Informa UK Limited
Date: 13-10-2017
Publisher: Wiley
Date: 09-04-2014
DOI: 10.1111/JAN.12423
Abstract: To identify key predictors and moderators of mental health 'help-seeking behavior' in adolescents. Mental illness is highly prevalent in adolescents and young adults however, in iduals in this demographic group are among the least likely to seek help for such illnesses. Very little quantitative research has examined predictors of help-seeking behaviour in this demographic group. A cross-sectional design was used. A group of 180 volunteers between the ages of 17-25 completed a survey designed to measure hypothesized predictors and moderators of help-seeking behaviour. Predictors included a range of health beliefs, personality traits and attitudes. Data were collected in August 2010 and were analysed using two standard and three hierarchical multiple regression analyses. The standard multiple regression analyses revealed that extraversion, perceived benefits of seeking help, perceived barriers to seeking help and social support were direct predictors of help-seeking behaviour. Tests of moderated relationships (using hierarchical multiple regression analyses) indicated that perceived benefits were more important than barriers in predicting help-seeking behaviour. In addition, perceived susceptibility did not predict help-seeking behaviour unless in iduals were health conscious to begin with or they believed that they would benefit from help. A range of personality traits, attitudes and health beliefs can predict help-seeking behaviour for mental health problems in adolescents. The variable 'Perceived Benefits' is of particular importance as it is: (1) a strong and robust predictor of help-seeking behaviour and (2) a factor that can theoretically be modified based on health promotion programmes.
Publisher: Emerald
Date: 06-2001
Publisher: Oxford University Press (OUP)
Date: 06-2012
DOI: 10.1086/662038
Publisher: Oxford University Press (OUP)
Date: 06-2004
DOI: 10.1086/383430
Publisher: Informa UK Limited
Date: 10-2010
Publisher: Elsevier BV
Date: 04-2019
Publisher: Emerald
Date: 08-2002
DOI: 10.1108/03090560210430845
Abstract: A content analysis of 191 music videos from New Zealand television examined three research questions: what levels and types of violence are evident? What products and brands are associated with violence? Do differences exist between different musical genres, and videos of New Zealand performers versus overseas artists? Results revealed that violence is evident in a significant proportion of music videos, and that particular products are associated with displays of people‐focused, object‐focused and combined types of violence. Furthermore, foreign heavy rock was not associated with people‐focused violence. Implications are discussed regarding perceptual context, encoding and marketing ethics.
Publisher: Emerald
Date: 06-04-2010
DOI: 10.1108/03090561011020516
Abstract: This research has been conducted with the aim of determining if celebrity endorsers in political party advertising have a significant impact on UK voter intentions. The use of celebrity endorsements is commonplace in the USA, but little is known about its effects in the UK. This research also aims to incorporate the use of celebrity endorsements in political party advertising with the political salience construct. Political salience represents how prominent politics and political issues are in the minds of the eligible voter. A 2 (endorser: celebrity non‐celebrity)×2 (political salience: high low) between‐subjects factorial design experiment was used. The results show that celebrity endorsements do play a significant role in attitudes towards the political advert, attitudes towards the endorser and voter intention. However, this effect is significantly moderated by political salience. The results show that low political salience respondents were significantly more likely to vote for the political party when a celebrity endorser is used. However, the inverse effect is found for high political salience respondents. The results offer significant insights into the effect that celebrity endorsers could have in future elections and the importance that political salience plays in the effectiveness of celebrity endorsement. If political parties are to target those citizens that do not actively engage with politics then the use of celebrity endorsements would make a significant impact, given the results of this research. This research would be of particular interest to political party c aigners as well as academics studying the effects of advertising and identity salience.
Publisher: Emerald
Date: 11-2002
DOI: 10.1108/07363760210444850
Abstract: Despite their increasing use by advertisers, little research has examined the effectiveness of infomercials. This study explores the influence of infomercial advertisement design elements, such as the use of customer testimonials or expert comments, and consumer characteristics, such as level of prior interest in the advertised product, upon perceptions of advertising effectiveness. With the assistance of the New Zealand ision of an international infomercial marketer, we conducted a survey of consumers who had bought products in response to viewing an infomercial. Based on 878 respondents, our findings indicate that infomercial advertising is more effective when employing expert comments, testimonials, product demonstrations, the use of target market models, celebrity endorsers, product comparisons, and bonus offers. Age also impacted how consumers view infomercials, as did the type of product purchased.
Publisher: Informa UK Limited
Date: 2002
Publisher: Elsevier BV
Date: 06-2019
Publisher: Elsevier BV
Date: 03-2019
Publisher: Informa UK Limited
Date: 04-2008
Publisher: Elsevier BV
Date: 09-2014
No related grants have been discovered for Brett Martin.