Faculty of Business

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    ArticlePublicationOpen Access
    Çevri̇mi̇çi̇ ve geleneksel: youtube ve televi̇zyon reklamlarına yöneli̇k tüketi̇ci̇ algılarının karşılaştırılması
    (Pazarlama ve Pazarlama Araştırmaları Derneği, 2018) Köz, Zeynep; Atakan, Şükriye Sinem; Business Administration; ATAKAN, Şükriye Sinem; Köz, Zeynep
    Bu araştırma, tüketicilerin YouTube ve televizyon reklamlarına yönelik tutumlarını incelemekte ve karşılaştırmaktadır. On iki tüketiciden veri toplamak için, kalitatif bir araştırma yöntemi olan ve derinlemesine görüşme tekniğini projektif tekniklerle birleştiren Zaltman Metafor Çıkarım Tekniği (ZMET) kullanılmıştır. Analiz, tüketicilerin YouTube reklamlarını televizyon reklamlarından daha enerjik, yenilikçi ve genç olarak algıladıklarını göstermektedir. YouTube reklamlarının tersine, televizyon reklamları yaşlı, klasik, rahatsız edici ve yapay olarak tasvir edilmektedir. Her ne kadar, tüketiciler açısından YouTube ve televizyon reklam içerikleri farklılaşmasa da, YouTube platformunun sunum avantajları (örn. yüksek kontrol imkanı, etkileşim özelliği, renkler, arka plan) YouTube reklam algısını pozitif olarak etkilemektedir. Elde edilen sonuçlar gösteriyor ki, reklam platformlarından bağımsız olarak, mizahi ve eğlendirici bir şekilde sunulan, gerçekçi, bilgi veren, izlenilen video ya da dizi içeriğine uygun reklam içerikleri tüketicilerin dikkatini çekmektedir.
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    How online consumer segments differ in long-term marketing effectiveness
    (Elsevier, 2014-11) Reimer, K.; Rutz, O. J.; Pauwels, Koen Hendrik; Business Administration; PAUWELS, Koen Hendrik
    Online commerce gives companies not only a growing global sales platform, but also powerful consumers enjoying 24/7 availability, choice proliferation and the power to opt in and out permission-based communication. Unfortunately, our knowledge is limited on long-term marketing effectiveness in this space and on how it differs across customer segments. Managers appear overwhelmed by the combination of rich online data on hundreds of thousands of customers and the typical aggregate-level data on offline marketing spending. This paper is the first to investigate the long-term impact of coupon promotions, TV, radio, print, and Internet advertising across customer segments for a major digital music provider with over 500,000 customers. We first segment customers and subsequently analyze how these segments respond in the long run to different marketing activities when purchasing music downloads. Our findings reveal that the effectiveness of marketing differs across segments, while standard segmentation approaches fail to identify the most valuable catches in a sea of consumers. In contrast to empirical generalizations on consumer packaged goods, heavy users of digital music products are least sensitive to price and most sensitive to TV advertising and to multiple touch points. Light users, the majority of consumers, are price sensitive and tend to opt out of targeted communication. Our research enables managers in the digital media space to target high-value customer segments with the most effective actions.
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    Paths to and off purchase: quantifying the impact of traditional marketing and online consumer activity
    (Springer International Publishing, 2016-07) Srinivasan, S.; Rutz, O. J.; Pauwels, Koen Hendrik; Business Administration; PAUWELS, Koen Hendrik
    This study investigates the effects of consumer activity in online media (paid, owned, and earned) on sales and their interdependencies with the traditional marketing mix elements of price, advertising and distribution. We develop an integrative conceptual framework that links marketing actions to online consumer activity metrics along the consumer’s path to purchase (P2P). Our framework proposes that the path to purchase has three basic stages–learning (cognitive), feeling (affective), behavior (conative)—and that these can be measured with novel online consumer activity metrics such as clicking on a paid search ads (cognitive) or Facebook likes and unlikes of the brand (affective). Our empirical analysis of a fast moving consumer good supports a know–feel–do pathway for the low–involvement product studied. We find, for example, that earned media can drive sales. However, we find that the news is not all good as it relates to online consumer activity: higher consumer activity on earned and owned media can lead to consumer disengagement in the form of unlikes. While traditional marketing such as distribution (60%) and price (20%) are the main drivers of sales variation for the studied brand, online owned (10%), (un)earned (3%), and paid (2%) media explain a substantial part of the path to purchase. It is noteworthy that TV advertising (5%) explains significantly less than online media in our case. Overall, our study should help strengthen marketers’ case for building share in consumers’ hearts and minds, as measured through consumer online activity and engagement.
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    ArticlePublicationOpen Access
    Product innovations, advertising, and stock returns
    (American Marketing Association, 2009-01) Srinivasan, S.; Pauwels, Koen Hendrik; Silva-Risso, J.; M. Hanssens, D.; Business Administration; PAUWELS, Koen Hendrik
    Under increased scrutiny from top management and shareholders, marketing managers feel the need to measure and communicate the impact of their actions on shareholder returns. In particular, how do customer value creation (through product innovation) and customer value communication (through marketing investments) affect stock returns? This article examines, conceptually and empirically, how product innovations and marketing investments for such product innovations lift stock returns by improving the outlook on future cash flows. The authors address these questions with a large-scale econometric analysis of product innovation and associated marketing mix in the automobile industry. They find that adding such marketing actions to the established finance benchmark model greatly improves the explained variance in stock returns. In particular, investors react favorably to companies that launch pioneering innovations, that have higher perceived quality, that are backed by substantial advertising support, and that are in large and growing categories. Finally, the authors quantify and compare the stock return benefits of several managerial control variables. The results highlight the stock market benefits of pioneering innovations. Compared with minor updates, pioneering innovations have an impact on stock returns that is seven times greater, and their advertising support is nine times more effective as well. Perceived quality of the new car introduction improves the firm’s stock returns, but customer liking does not have a statistically significant effect.Promotional incentives have a negative effect on stock returns, indicating that price promotions may be interpreted as a signal of demand weakness. Managers can combine these return estimates with internal data on project costs to help decide the appropriate mix of product innovation and marketing investment.