On the road to addiction: The facilitative and preventive roles of marketing cues

Martin, Ingrid M.; Kamins, Michael A.; Pirouz, Dante; Davis, Scott W.; Haws, Kelly L.; Mirabito, Ann M.; Mukherjee, Sayantani; Rapp, Justine M.; Grover, Aditi

doi:10.1016/j.jbusres.2012.08.015

Cited by 76 publications

(118 citation statements)

References 56 publications

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“…Similarly, Stewart and Martin (1994) suggest that to assess consumer reactions accurately, research should approximate as close as possible the situation in which a warning will be noticed and followed. It is particularly important to evaluate warning messages in commercial environments to ensure no unintended consequences result, as some marketing cues designed to ward-off harmful consumption may actually contribute to increased consumption (Martin et al, 2013;Ringold, 2002). For example, there is evidence that anti-smoking PSAs that demonstrate the harmful health consequences of smoking results in increased tobacco consumption among some smokers (Martin & Kamins, 2010).…”

Section: Literature Reviewmentioning

confidence: 99%

“…Addictive behaviour is reflected in the pathological pursuits of some form of reward or relief from stress in a compulsive manner (Martin et al, 2013). Disordered gambling has been classified as a behavioural addiction in the latest edition of the DSM (DSM-5, American Psychiatric Association, 2013) due to research demonstrating clinical, phenomenological, genetic, neurobiological, and other similarities with disordered alcohol and substance use (Potenza, 2014).…”

Section: Introductionmentioning

confidence: 99%

“…Disordered gambling is the first and only behavioural addiction to be recognised as pathological, however other conditions based on compulsive and excessive consumption were considered, including compulsive Internet use, gaming, shopping, and sex. One marketing and consumption framework suggests that marketing cues can impact the progression along the consumption continuum, including moving individuals away from addictive behaviours (Martin et al, 2013). Examples include the use of interruptions to consumption in the form of pop-up warnings combined with consumer education campaigns.…”

Section: Introductionmentioning

confidence: 99%

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Optimal content for warning messages to enhance consumer decision making and reduce problem gambling

Gainsbury

Aro²,

Ball³

et al. 2015

Journal of Business Research

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Warning messages for electronic gaming machines (EGMs) have been mandated to increase consumers' ability to make informed rational decisions and reduce excessive gambling consumption. However existing warnings have limited effectiveness. This paper presents the results of the first in situ trial of dynamic warnings for EGMs to evaluate the impact of message content. A series of dynamic warning messages was displayed across EGMs in venues. Gamblers (N=667) completed surveys to assess message recall and impact on thoughts and behaviours. Participants recalled messages that encouraged self-appraisal to a greater extent than messages providing information. Both message types had a small impact on behaviour by reducing gambling consumption. Messages that specifically discuss money spent appear to have the greatest impact. Salient and effective warnings that interrupt continuous and excessive consumption can serve as the first line of defence in the prevention of harmful behaviours and impede consumers' movement towards addiction.

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Section: Literature Reviewmentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

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Optimal content for warning messages to enhance consumer decision making and reduce problem gambling

Gainsbury

Aro²,

Ball³

et al. 2015

Journal of Business Research

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“…Este florescimento no uso do smartphone tornou mais saliente a temática de podermos estar perante uma adição, em que se verifica a passagem de um hábito para uma necessidade (Kwon, Kim, Cho, & Yang, 2013;Roberts, Yaya, Manolis, 2014) ou a passagem do gostar para o querer usar o smartphone, ponto de inflexão considerado por Grover et al (2011) num processo que é progressivo, frequentemente iniciado com usos aparentemente benignos deste dispositivo, que são moldados por factores múltiplos até configurarem uma padrão aditivo estruturado (Martin et al, 2013).…”

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P851-Padrões de uso do smartphone potencialmente disfuncionais em adultos portugueses

Silva

Teixeira

Soliz

2017

R Est Inv Psico y Educ

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ResumoA globalização da informação em múltiplos domínios da vida dos indivíduos congrega vantagens e riscos. O presente estudo propôs-se avaliar a existência de padrões de uso do smartphone potencialmente disfuncionais junto de uma amostra de conveniência constituída por 164 participantes adultos. Os participantes responderam a: versão portuguesa do Smartphone Addiction Inventory; questionário sociodemográfico; questionário de sintomas clínicos sugestivos de uso problemático/dependência de smartphones. Ainda que a maioria dos participantes (90.9%) não apresente sintomas de perturbação associada ao uso de smartphones, 6.7% apresenta sintomas moderados e 2.4% sintomas graves. Os resultados sugerem a importância da realização de rastreios neste domínio. Palavras-chave: adição; smartphone; compulsão; tolerância; abstinência. AbstractThe globalization of information in multiple domains of individuals' lives is associated to advantages, but also to risks. The present study aimed to evaluate the existence of potentially dysfunctional smartphone use patterns in a convenience sample of 164 adults. Participants answered to: Portuguese version of the Smartphone Addiction Inventory; Sociodemographic questionnaire; Questionnaire of clinical symptoms suggestive of problematic use/dependence on smartphones. Although majority of participants (90.9%) showed no symptoms of disturbance associated with the use of smartphones, 6.7% presented moderate symptoms and 2.4% severe symptoms. These results underline the importance of screening in this domain. Keywords:addiction, smartphone; compulsion, withdrawal, tolerance Na era das tecnologias da comunicação e da informação (TCI) assistimos à reconfiguração, nos últimos 15 anos, de estilos de vida, formas de relacionamento, meios de trabalho, acesso ao conhecimento, entre muitas outras vertentes cruciais da existência humana. A informação, particularmente aquela que se sustenta das e nas novas tecnologias assumiu um papel indispensável na vida quotidiana, (Salehan, & Negahban, 2013) Paralelamente, a exuberância da vida contemporânea tem visto surgir vários comportamentos, para além dos associados tradicionalmente à ingestão de substâncias psicoativas, que produzem uma resposta de recompensa cerebral a curto prazo, que podem gerar comportamentos repetidos e persistentes apesar do conhecimento das suas consequências adversas, e que apresentam como expressão regular o controle diminuído sobre o comportamento por parte do indivíduo. Dadas as suas características específicas estas condições foram abordadas historicamente sob diferentes perspetivas, que vão desde a sua consideração no espectro impulsivo-compulsivo, à sua inserção no grupo das perturbações de controle dos impulsos e, mais recentemente, à sua inclusão na categoria das adições sem substâncias (Grant, Potenza, Weinstein, & Gorelick, 2010).Esta evolução espelha-se nas reflexões suscitadas pelas classificações internacionais, que no caso explicito da DSM-5, cria uma categoria para a adição ao jogo (retirando-a do grupo das perturbaç...

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“…It continues to be cited as a source of inspiration for TCR papers (e.g. Martin et al, 2013;Pechmann et al, 2011) and arguably is easily conflated with TCR (Wansink, 2012, p. 67). Yet within the context of marketing, development and consumer well-being, we find it problematic for its functionalist, logical empiricist perspective and elision of power relations.…”

mentioning

confidence: 99%

The discourses of marketing and development: towards ‘critical transformative marketing research’

Tadajewski

Chelekis

DeBerry‐Spence

et al. 2014

Journal of Marketing Management

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In order to understand the connection between development, marketing and transformative consumer research (TCR), with its attendant interest in promoting human well-being, this article begins by charting the links between US 'exceptionalism', 'Manifest Destiny' and modernisation theory, demonstrating the confluence of US perspectives and experiences in articulations and understandings of the contributions of marketing practice and consumer research to society. Our narrative subsequently engages with the rise of social marketing (1960s-) and finally TCR (2006-). We move beyond calls for an appreciation of paradigm plurality to encourage TCR scholars to adopt a multiple paradigmatic approach as part of a three-pronged strategy that encompasses an initial 'provisional moral agnosticism'. As part of this stance, we argue that scholars should value the insights provided by multiple paradigms, turning each paradigmatic lens sequentially on to the issue of the relationship between marketing, development and consumer well-being. After having scrutinised these issues using multiple perspectives, scholars can then decide whether to pursue TCR-led activism. The final strategy that we identify is termed 'critical intolerance'.

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On the road to addiction: The facilitative and preventive roles of marketing cues

Cited by 76 publications

References 56 publications

Optimal content for warning messages to enhance consumer decision making and reduce problem gambling

Optimal content for warning messages to enhance consumer decision making and reduce problem gambling

P851-Padrões de uso do smartphone potencialmente disfuncionais em adultos portugueses

The discourses of marketing and development: towards ‘critical transformative marketing research’

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