Satiation and cross promotion: Selling and swapping users in mobile games

One of the main challenges facing the mobile game industry is an alarming level of satiation, that is, a decline in user engagement and consequently in ad viewing, spending, and retention. Satiation lowers users’ CLV to an extent that renders acquisition from the likes of Facebook and Google untenable, driving game publishers to cross-promote, that is, sell and swap users among themselves. We model this cross-promotion as first, a screening mechanism, in that the fact of playing a game indicates specific preferences that might be suitable to an exchange with similar games; and second, as a resetting mechanism that enables the swapped users to reset their engagement in the new game, thus rendering the swap or sell beneficial to both buyer and seller. We show that there exists an optimal level of satiation with a game, and with this level, we show the conditions under which the game publisher cross promotes, and when it does, what the conditions are for selling rather than swapping. We extend the analysis to the case in which advertising costs and conversion rates are related; explain why they might be negatively correlated, and show that our main results still hold

Investigation of Differences in Diffusion Between Positive and Negative Word-Of-Mouth

Our study investigates how WoM valence (a) influences WoM diffusion frequency and speed and (b) moderates the type of social ties activated during WoM transmission. Additionally we analyze whether WoM reflecting hearsay shows different diffusion patterns than WoM originating from a personal and direct experience made by the WoM sender

The merchants of meta: A research agenda to understand the future of retailing in the metaverse

Due to rapid technological developments, the metaverse is quickly garnering attention from all areas of retailing. With a projected market of $800 billion by 2024, the metaverse is expected to radically reshape retailing in the digital world. However, very little is known about the metaverse from a customer, retailer, or brand perspective. This article summarizes how the metaverse has been conceptualized thus far in the literature and the popular press. The authors offer a new conceptualization of the metaverse that contains four distinct dimensions: online collaboration, high consumer immersion, unique digital assets, and digital personas. Considering that the technologies currently used to provide high consumer immersion (e.g., augmented reality, virtual reality) and unique digital assets (e.g., blockchain technology) are not fully developed or commercialized, the authors also propose the concept of a transitory metaverse to understand the current stage of metaverse development better. The authors conclude by providing 27 directions for future research based on a full factorial of how the metaverse dimensions amplify three customer touchpoints in the digital experience (digital economic exchange, complex social relationships, direct environment interaction) for the three main stakeholders of any retailing exchange (consumers, retailers, brands) along the entire customer journey (pre-purchase, purchase, post-purchase)

Seeding as Part of the Marketing Mix:Word-of-Mouth Program Interactions for Fast-Moving Consumer Goods

Seeded marketing campaigns (SMCs) have become part of the marketing mix for many fast-moving consumer goods (FMCG) companies. In addition to making large investments in advertising and sales promotions, these firms now encourage seed agents or microinfluencers to discuss brands with friends and acquaintances to create further value. It is thus critical to understand how an FMCG seeding program interacts with traditional marketing tools when estimating the effectiveness of such efforts. However, the issue is still underexplored. The authors present the first empirical analysis of this question using a rich data set collected on four brands from various European FMCG markets. They combine advertising and sales promotion data from FMCG brand managers with sales and retail variables from market research companies as well as firm-created word-of-mouth variables from SMC agencies. The authors analyze the data using several approaches, confronting challenges of endogeneity and multicollinearity. They consistently find that firm-created word of mouth through SMC programs interacts negatively with all tested forms of advertising but positively with promotional activities. This phenomenon has significant implications for understanding the utility of SMCs and how they should be managed. The analysis implies that SMCs may increase total sales by approximately 3%-18% throughout the campaigns

When the road is rocky: Investigating the role of vulnerability in consumer journeys

AbstractJourney research has primarily analyzed agentic, solo travelers making rational single-purchase decisions. In contrast, we examine a journey where consumers and their traveling companions are vulnerable and must navigate an unfamiliar service system. We explore how vulnerability shapes consumer journeys, how service and system factors impact vulnerability, and how traveling companions influence agency and vulnerability. Using data from an extensive study into end-of-life care, our results reveal novel insights into the role of consumer vulnerability throughout a journey. We show how the ebb and flow of consumer vulnerability shapes the journey, and how the journey shapes vulnerability. Traveling companions, themselves vulnerable, play a major role in influencing vulnerability and the journey itself. We offer managerial implications for organizations whose consumers are in vulnerable situations.</jats:p

Les magasins de marques phares dans les mondes virtuels: l'impact de l'exposition au magasin virtuel sur l'attitude envers la marque et l'intention d'achat dans la vie réelle

International audienceLes hyperréalités virtuelles, connues aussi sous le nom de mondes sociaux virtuels, ont connu un intérêt managérial grandissant durant ces dernières années. Bien qu'elles aient également fait l'objet d'un certain intérêt dans la littérature académique, la mesure de l'influence de la présence des entreprises dans Second Life sur l'attitude envers la marque et l'intention d'achat de la marque dans la vie réelle reste encore floue. À partir d'une étude effectuée auprès de 580 résidents de Second Life, nous montrons que l'exposition aux magasins de marques phares dans les mondes virtuels influence positivement l'attitude associée à la marque et l'intention d'achat dans la vie réelle. De plus, nous montrons que l'expérience d'achat d'un utilisateur (fréquence de courses, fréquence d'achat, dépenses par achat) et les gratifications liées à l'usage modèrent significativement les relations citées plus haut.Nos résultats apportent une contribution managériale et théorique dans la mesure où ils fournissent des preuves empiriques d'effets d'imbrication entre les mondes virtuels et la vie réelle et permettent de développer des recommandations sur le design optimal des magasins au sein des mondes sociaux virtuels

Rebranding korporacyjny i jego znaczenie – perspektywa teoretyczna

Purpose: The purpose of this article is to introduce the theoretical conditions related to corporate rebranding issues – in the perspective of marketing theory, management theory and organizational theory, through literature analysis (both Polish and foreign sources – well-known Polish journals and prestigious international journals) from these three areas. Design/methodology/approach: The article is based on a literature review within the field of management and marketing theory, with account being taken of the meaning of the rebranding process in the context of the organizational theory. The article presents models of corporate rebranding and well-structured definitions. Findings: Organizations and their corporate brands that currently operate in a hyper competitive and highly turbulent environment are constantly looking for sources of competitive advantage. Brand creators are trying to give it a unique character and stand out from the others. The brand is therefore assumed to be an entity that directly reaches the hearts and minds of consumers. However, how to maintain this emotion associated with a given brand, how to permanently reach the hearts of consumers who change their tastes and penchants so quickly? This change in the environment and consumer trends often forces evolutions in the entire marketing strategy of the organization as well as in the strategy regarding the brand and/or its architecture. These changes can be both slow and rapid, involving many or just one or more selected elements related to branding (evolutionary and revolutionary rebranding). Research limitations/implications: There are still few publications in the literature describing and explaining the effects of rebranding strategies carried out in various ways, both in the marketing context as well as in the psychological (consumer reactions) and sociological context (consumer trends impact). Neither does this article does explore this research area, which implies further research for authors. Originality/value: The presented research is a new approach to the subject and thus can make an original contribution to the science of brand management. JEL: M31, M39 Acknowledgements This research received no funds. Suggested Citation: Mróz-Gorgoń, B., & Haenlein, M. (2021). Corporate Rebranding and Its Meaning – Theory Perspective. Problemy Zarządzania (Management Issues), 19(1), 77–91.Cel: przedstawienie teoretycznych uwarunkowań związanych z problematyką rebrandingu przedsiębiorstw – w perspektywie teorii marketingu, teorii zarządzania i teorii organizacji, poprzez analizę literatury (studia literaturowe oparto zarówno na źródłach polskich, jak i na zagranicznych – prestiżowe czasopisma międzynarodowe) ze wskazanych trzech obszarów. Metodologia: artykuł jest oparty na przeglądzie literatury z zakresu teorii zarządzania i marketingu oraz z uwzględnieniem znaczenia procesu rebrandingu w kontekście teorii organizacji. W artykule przedstawiono modele korporacyjnego rebrandingu i ustrukturyzowane w formie tabeli definicje. Wyniki: organizacje i ich marki korporacyjne, które obecnie działają w hiperkonkurencyjnym i wysoce burzliwym środowisku, nieustannie poszukują źródeł przewagi konkurencyjnej. Twórcy marki starają się nadać jej niepowtarzalny charakter i wyróżnić się na tle innych. Z założenia marka jest więc bytem, który trafia bezpośrednio do serc i umysłów konsumentów. Jak jednak utrzymać emocje związane z daną marką, jak na stałe trafić do serc konsumentów, którzy tak szybko zmieniają gusta i upodobania? Ta zmiana otoczenia i trendów konsumenckich wymusza często zmiany w całej strategii marketingowej organizacji, a także w strategii dotyczącej marki i/lub jej architektury. Zmiany te mogą być powolne, ale i szybkie, obejmujące wiele lub tylko jeden, lub więcej wybranych elementów związanych z brandingiem (rebranding ewolucyjny i rewolucyjny). Ograniczenia/implikacje badawcze: w literaturze wciąż jest niewiele publikacji opisujących i wyjaśniających skutki strategii rebrandingu realizowanych na różne sposoby tak w kontekście marketingowym, jak i psychologicznym (reakcje konsumenckie) i socjologicznym (wpływ trendów konsumenckich). W niniejszym artykule nie dokonano eksploracji tego obszaru badawczego, co implikuje potrzebę dalszych badań. Oryginalność/wartość: prezentowane badania stanowią nowe podejściem do tematu, a tym samym mogą wnosić oryginalny wkład w naukę o zarządzaniu marką. JEL: M31, M39 Acknowledgements This research received no funds. Suggested Citation: Mróz-Gorgoń, B., & Haenlein, M. (2021). Corporate Rebranding and Its Meaning – Theory Perspective. Problemy Zarządzania (Management Issues), 19(1), 77–91

Two hearts in three-quarter time: How to waltz the social media/viral marketing dance

The concept of viral marketing has been discussed in the literature for over 15 years, since Jeffrey Rayport first introduced the term in 1996. However, the more widespread use of social media has recently pushed this idea to a whole new level. We provide insight into the relationship between social media and viral marketing, and illustrate the six steps executives should take in order to dance the social media/viral marketing waltz. We define viral marketing as electronic word-of-mouth whereby some form of marketing message related to a company, brand, or product is transmitted in an exponentially growing way--often through the use of social media applications. We consider the three conditions that need to be fulfilled to create a viral marketing epidemic (i.e., giving the right message to the right messengers in the right environment) and present four different groups of social media viral marketing campaigns (nightmares, strokes-of-luck, homemade issues, and triumphs). We conclude with five points of caution that managers should heed when trying to launch their own viral marketing campaign.Web 2.0 User-generated content Social media Viral marketing Word-of-mouth