Avoiding Pitfalls in Experimental Research in Marketing

Spilski, Anja; Gröppel‐Klein, Andrea; Gierl, Heribert

doi:10.15358/0344-1369-2018-2-58

Cited by 13 publications

(4 citation statements)

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“…When testing the effects of experimental factors, PROCESS is considered preferable to SEM (Hayes et al., 2017). Using an experimental factor as the independent variable fails a primary assumption of SEM—that independent variables are continuous (Spilski et al., 2018). PROCESS accounts for the use of categorical and dichotomous variables as independent variables (Hayes, 2018).…”

Section: Resultsmentioning

confidence: 99%

Are some narratives better than others?: The impact of different narrative forms on adolescents’ intentions to text and drive

et al. 2022

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Psychological reactance theory posits individuals seek to restore freedom when threatened. Communication scholars have hypothesized persuasive messages can constitute threats to freedom. The current study engages questions about the potential for different forms of narratives in public service announcements (PSAs) to trigger freedom threats by examining responses to a PSA campaign that utilized three forms of narrative (celebrity testimonials, peer testimonials, and accident stories) to decrease adolescent texting and driving intentions. Participants (N = 214) watched anti‐texting and driving narratives, and completed measures of threat to freedom, anger, negative cognition, and attitudes/intentions toward texting/driving. Compared to celebrity/peer testimonial PSAs, accident stories triggered increased anger and, indirectly, decreased intentions to drive safely. The results also suggest the need for continued examination of the best way to model psychological reactance theory, and the value of further research explicating anger as a mechanism of message effects.

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Section: Resultsmentioning

confidence: 99%

Are some narratives better than others?: The impact of different narrative forms on adolescents’ intentions to text and drive

et al. 2022

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“…Participants were also asked about their CC experience before they were randomly assigned to the experimental groups (see A socio-demographics and CC habits). This sampling ensures internal validity (Spilski et al, 2018).…”

Section: The Experiments On Consumer’s Moral Judgment In CC Contextsmentioning

confidence: 99%

Collaborative Consumers Can Be Ethical Consumers: Adapting the Defining Issues Test to Understand Ethical Reasoning in Collaborative Consumption Markets

et al. 2023

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Collaborative consumption activities like saving food and buying used clothes are an important and rapidly growing part of sustainable consumer behavior. Many political and commercial campaigns promote collaborative consumption practices by highlighting subsets of normative motives, such as sustainable, social, and ecological effects. Whether or not consumers can comprehend these claims and incorporate them into their decision-making process is, however, unclear. This article introduces a new experimental study design to ethical consumer research—an adapted version of the Defining Issues Test—that enables to assess consumers’ ability to cognitively and intuitively understand moral arguments in collaborative consumption contexts. The experiment was conducted with N = 435 collaborative consumers from Germany. The findings indicate that in different collaborative consumption contexts, consumers consider different moral arguments as important. Furthermore, the findings also indicate that consumers can incorporate the provider’s point of view in their moral judgment.

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“…We also considered several control variables that have been found to be important in the context, such as age, education, income, and personality, such as routine seeking, emotional stability, and need for security (measured according to Costa and McCrae 1992;Rammstedt and John 2005). None of the variables correlated significantly and higher than r = .20 with the dependent variables (Spilski et al 2018) of our hypotheses H1-H4, neither in study 1 nor in study 2. Therefore, these variables did not need to be included as covariates in the analyses (Meyvis and Van Osselaer 2018).…”

Section: Controlsmentioning

confidence: 99%

(Hedonic) Shopping Will Find a Way: The COVID-19 Pandemic and its Impact on Consumer Behavior

Gröppel‐Klein¹,

Kirsch²,

Spilski³

2021

MAR

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The issue currently permeating is how COVID-19 affects our lives, including in terms of consumer behavior. For example, sales of men’s suits have fallen sharply since March 2020, while there has been high demand for jogging pants. While German online retailing was able to increase sales by double digits in 2020, downtown retailers of non-food articles (e.g., textiles, shoes, etc.) had to accept a decrease of more than 20% (HDE 2021, p. 11). Our article focuses on the questions of whether consumer behavior has been fundamentally affected by the crisis, whether previously formed shopping patterns have dissipated and led to new shopping behavior, and whether old habits will return. Using two surveys at different timestamps of the pandemic, we analyze the impact on consumers’ shopping styles and particularly discuss whether the pandemic has permanently changed online shopping tendencies and ethical behavior, and whether the desire for experience-oriented shopping has changed.

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Avoiding Pitfalls in Experimental Research in Marketing

Cited by 13 publications

References 0 publications

Are some narratives better than others?: The impact of different narrative forms on adolescents’ intentions to text and drive

Are some narratives better than others?: The impact of different narrative forms on adolescents’ intentions to text and drive

Collaborative Consumers Can Be Ethical Consumers: Adapting the Defining Issues Test to Understand Ethical Reasoning in Collaborative Consumption Markets

(Hedonic) Shopping Will Find a Way: The COVID-19 Pandemic and its Impact on Consumer Behavior

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