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A Thematic Exploration of Digital, Social Media, and Mobile Marketing: Research Evolution from 2000 to 2015 and an Agenda for Future Inquiry
Over the past 15 years, digital media platforms have revolutionized marketing, offering new ways to reach, inform, engage, sell to, learn about, and provide service to customers. As a means of taking stock of academic work's ability to contribute to this revolution, this article tracks the changes in scholarly researchers' perspectives on three major digital, social media, and mobile (DSMM) marketing themes from 2000 to 2015. The authors first use keyword counts from the premier general marketing journals to gain a macro-level view of the shifting importance of various DSMM topics since 2000. They then identify key themes emerging in five-year time frames during this period: (1) DSMM as a facilitator of individual expression, (2) DSMM as decision support tool, and (3) DSMM as a market intelligence source. In both academic research to date and corresponding practitioner discussion, there is much to appreciate. However, there are also several shortcomings of extant research that have limited its relevance and created points of disconnect between academia and practice. Finally, in light of this, an agenda for future research based on emerging research topics is advanced.
Journal Article
Modeling the Clickstream: Implications for Web-Based Advertising Efforts
In this paper, we develop an analytical approach to modeling consumer response to banner ad exposures at a sponsored content Web site that reveals significant heterogeneity in (unobservable) click proneness across consumers. The effect of repeated exposures to banner ads is negative and nonlinear, and the differential effect of each successive ad exposure is initially negative, though nonlinear, and levels off at higher levels of passive ad exposures. Further, significant correlations between session and consumer click proneness and banner exposure sensitivity suggest gains from repeated banner exposures when consumers are less click prone. For a particular number of sessions, more clicks are generated from consumers who revisit over a longer period of time, than for those with the same number of sessions in a relatively shorter timeframe. We also find that consumers are equally likely to click on banner ads placed early or late in navigation path and that exposures have a positive cumulative effect in inducing click-through in future sessions. Our results have implications for online advertising response measurement and dynamic ad placement, and may help guide advertising media placement decisions.
Journal Article
Marketing Analytics for Data-Rich Environments
The authors provide a critical examination of marketing analytics methods by tracing their historical development, examining their applications to structured and unstructured data generated within or external to a firm, and reviewing their potential to support marketing decisions. The authors identify directions for new analytical research methods, addressing (1) analytics for optimizing marketing-mix spending in a data-rich environment, (2) analytics for personalization, and (3) analytics in the context of customers' privacy and data security. They review the implications for organizations that intend to implement big data analytics. Finally, tuming to the future, the authors identify trends that will shape marketing analytics as a discipline as well as marketing analytics education.
Journal Article
Online Display Advertising: Targeting and Obtrusiveness
We use data from a large-scale field experiment to explore what influences the effectiveness of online advertising. We find that matching an ad to website content and increasing an ad's obtrusiveness independently increase purchase intent. However,
in combination
, these two strategies are ineffective. Ads that match both website content
and
are obtrusive do worse at increasing purchase intent than ads that do only one or the other. This failure appears to be related to privacy concerns: the negative effect of combining targeting with obtrusiveness is strongest for people who refuse to give their income and for categories where privacy matters most. Our results suggest a possible explanation for the growing bifurcation in Internet advertising between highly targeted plain text ads and more visually striking but less targeted ads.
Journal Article
Advertising Spillovers: Evidence from Online Field Experiments and Implications for Returns on Advertising
The author analyzes the impact of online ads on the advertiser's competitors, using data from randomized field experiments on a restaurant-search website. He finds that ads increase the chances of sales for nonadvertised restaurants significantly. The spillover benefits are concentrated on restaurants that serve the advertiser's cuisine and have a high rating on the restaurant-search website. The extent of spillovers also depends on the intensity of the advertising effort. The spillovers are largest when the intensity (frequency) of advertising is low. As the intensity increases, the spillovers disappear and the advertiser gains more sales. These patterns are consistent with the following mechanism: ads increase the chance of consumers buying the advertised product but also remind consumers of similar (nonadvertised) options. Higher ad intensity leads to a stronger direct effect favoring the advertiser and can offset the spillover caused by the broader reminder.
Journal Article
CONSUMER HETEROGENEITY AND PAID SEARCH EFFECTIVENESS: A LARGE-SCALE FIELD EXPERIMENT
Internet advertising has been the fastest growing advertising channel in recent years, with paid search ads comprising the bulk of this revenue. We present results from a series of large-scale field experiments done at eBay that were designed to measure the causal effectiveness of paid search ads. Because search clicks and purchase intent are correlated, we show that returns from paid search are a fraction of non-experimental estimates. As an extreme case, we show that brand keyword ads have no measurable short-term benefits. For non-brand keywords, we find that new and infrequent users are positively influenced by ads but that more frequent users whose purchasing behavior is not influenced by ads account for most of the advertising expenses, resulting in average returns that are negative.
Journal Article
How Well Does Advertising Work? Generalizations from Meta-Analysis of Brand Advertising Elasticities
The authors conduct a meta-analysis of 751 short-term and 402 long-term direct-to-consumer brand advertising elasticities estimated in 56 studies published between 1960 and 2008. The study finds several new empirical generalizations about advertising elasticity. The most important are as follows: The average short-term advertising elasticity is.12, which is substantially lower than the prior meta-analytic mean of.22; there has been a decline in the advertising elasticity over time; and advertising elasticity is higher (1) for durable goods than nondurable goods, (2) in the early stage than the mature stage of the life cycle, (3) for yearly data than quarterly data, and (4) when advertising is measured in gross rating points than monetary terms. The mean long-term advertising elasticity is.24, which is much lower than the implied mean in the prior meta-analysis (.41). Many of the results for short-term elasticity hold for long-term elasticity, with some notable exceptions. The authors discuss the implications of these findings.
Journal Article
Understanding Customer Experience Throughout the Customer Journey
Understanding customer experience and the customer journey over time is critical for firms. Customers now interact with firms through myriad touch points in multiple channels and media, and customer experiences are more social in nature. These changes require firms to integrate multiple business functions, and even external partners, in creating and delivering positive customer experiences. In this article, the authors aim to develop a stronger understanding of customer experience and the customer journey in this era of increasingly complex customer behavior. To achieve this goal, they examine existing definitions and conceptualizations of customer experience as a construct and provide a historical perspective of the roots of customer experience within marketing. Next, they attempt to bring together what is currently known about customer experience, customer journeys, and customer experience management. Finally, they identify critical areas for future research on this important topic.
Journal Article