NAMING STRATEGIES AS A TOOL FOR COMMUNICATION: APPLICATION TO MOVIE TITLES

Jaihak Chung 글로벌지식마케팅경영학회 2019 Global Fashion Management Conference Vol.2019 No.07

A General Consumer Preference Model for Experience Products: Application to Internet Recommendation Services

Chung, Jaihak,Rao, Vithala R. SAGE Publications 2012 JOURNAL OF MARKETING RESEARCH Vol.49 No.3

THE DIFFERENTIAL EFFECTS OF WOM COMMUNICATION AGAINST MASS COMMUNICATION ON INDIVIDUAL CONSUMER PREFERENCE AND CONSUMER HETEROGENEITY

Jaihak Chung,Youngchan Kim 글로벌지식마케팅경영학회 2016 Global Marketing Conference Vol.2016 No.7

We study the differential effects of a variety of WOM and mass communication activities on the means and on the variances of individual preference parameters. Analyzing the effects of communication on the means of individual preference parameters provides useful information regarding how much WOM and mass communication activities increase or decrease consumers’ preference parameters. Such a study helps us better understand how communication activities influence consumer heterogeneity. This raises a new question: “Do WOM and mass communication activities make consumers homogeneous or heterogeneous in terms of their product preferences?” This important question has not been previously addressed in the marketing literature. We propose a two-level choice model using a hierarchical Bayesian probit to incorporate the differential effects of mass and WOM communication activities, and the proper interaction between communication activities and product attributes. Using actual movie choice data, we analyze the effects of WOM communication activities compared to those of mass communication activities. Furthermore, we measure the differential effects of communication activities and the interaction effects between communication and product attributes. Based on the empirical analysis, we provide relevant managerial guidelines about communication activities.

The Past, Present, and Future of Marketing Research in Asia

Chung, Jaihak Korean Marketing Association 2016 ASIA MARKETING JOURNAL Vol.17 No.4

The lack of international research networks in Asia has been a major barrier in bridging scattered Asian academic societies. As a result, most researchers in Asia are not familiar with which journals they can access for their research, nor where they can submit their valuable research manuscripts. Asian Marketing Journal (AMJ) and the International Conference of Asian Marketing Associations (ICAMA), both of which are managed by Asian scholars for Asian scholars, are expected to take on such roles to make a significant contribution to Asian academic societies by encouraging them to study and share research topics that are more relevant and helpful to Asian market studies that come from an Asian researcher's perspective. This study aims to acknowledge and explain the successful settlement of the International Conference of Asian Marketing Associations (ICAMA) and its representative journal, Asia Marketing Journal (AMJ), by discussing how ICAMA and AMJ were created, why they are necessary to Asian researchers, and what goals they hope to achieve. Another, arguably more important objective of this study is to provide Asian researchers with information on what topics Asian academia has been researching since 2000, and guide researchers as to which journals in Asian academia can publish their marketing research papers.

광고 모델 관련 광고 노이즈가 브랜드 인지도와 브랜드 태도에 미치는 영향

정재학(Jaihak Chung),이상미(Sang-Mi Lee) 한국마케팅과학회 2008 마케팅과학연구 Vol.18 No.3

  광고를 제작, 집행하는 과정에서 기업은 때로 본의 아니게 소비자에게 흔동을 야기 시켜 해당 제품이 무엇인지 잘 못 인지시키거나 제품 이미지를 잘 못 이해하게 하는 경우가 있다. 본 연구는 광고를 제작, 집행하는 과정에서 소비자가 특정 광고를 인지하고 이해하는 데 혼동을 일으키는 모든 제반 요소를 노이즈라고 정의하고 이 요인이 실재 존재하는 지, 또 광고 효과에 일마나 영향을 미치는 지를 알아보고자 한다. 본 연구에서는 가능한 여러 형태의 광고 노이즈 현상 중 특히 한 모델이 동일 시점에서 여러 제품의 광고에 중복 출연함으로 인해 특정 광고에 대한 소비자 혼란을 야기시키는 광고 중복 출연에 따른 노이즈 현상과 한 제품의 광고에서 기용한 현재 광고모델이 과거 광고 모델과 다른 이미지를 가지고 있음으로 인해 해당 광고에 대한 소비자 혼란을 야기 시키는 모델 교체에 따른 광고 노이즈 현상을 연구 하고자 한다. 더 나아가 산업에서 많이 나타나고 있는 모델의 광고 중복 출연과 동일 제품에 대한 광고 모델을 교체하는 것이 소비자 혼란을 일으킬 수 있고 소비자 혼란은 결국, 광고 효과에 부정적인 영항을 미칠 수 있다. 본 연구는 이와 더불어 여섯 가지 조절 변수를 찾아내어 광고 노이즈가 광고 효과에 미치는 부정적인 영항이 어느 경우에 더욱 커지거나 또는 감소하는 지를 알아보고자 하였다.<BR>  광고 중복 출연에 따른 노이즈가 광고 효과에 미치는 영항을 실증 분석한 결과를 해석하면 다음과 같이 정리할 수 있다. 첫째, 동시에 여러 광고에 출연하는 모델을 자사 브랜드광고에 기용하는 것은 브랜드 인지도와 브랜드 태도를 향상하는 데 모두 부정적인 역할을 한다. 둘째, 하지만, 광고 중복도가 높은 모델을 이용해야 한다면 특히 브랜드 인지도에 미치는 부정적인 영항을 줄이기 위해서 제품 이미지와 모델 이미지와의 적합성 정도가 높은 광고모델을 선정하는 것이 바람직하다. 셋째, 광고 중복도가 높은 모델을 이용할 경우, 자사 제품 광고에서 해당 모델이 유지해야 할 이미지가 해당 모델이 중복 출연한 광고 속에서 유지하는 이미지와 달리 하는 것이 자사 제품 인지도 향상에 도움이 되나 중요한 것은 자사 제품 태도 향상에는 효과 차이가 없다는 점이다. 넷째, 자사 모델이 중복 출연한 광고의 제품과 자사 제품이 유사할수록 모델의 광고 중복도는 브랜드 인지도와 브랜드 태도에 모두 부정적 영항을 미친다.<BR>  또한, 모델 교체로 인한 소비자 혼란이 광고 효과에 미치는 영향을 실증 분석한 결과를 해석하면 다음과 같다 첫째, 한 제품의 광고에 여러 모델을 기용할수록 브랜드 인지도에 부정적 영항을 미치지만 브랜드 태도에는 오히려 긍정적 영항을 미치고 있었다. 둘째, 기존 광고 모델보다 현재 광고모델의 광고 적합성이 높으면 제품 광고의 모델 중복도가 브랜드에 미치는 부정적 영향은 약화되지만 브랜드 태도에 모델 중복도가 미치는 영항을 조절하지는 못했다. 셋째, 기존 모델과 현재 모델과의 이미지기 유사하면 모델 중복이 브랜드 인지도에 부정적인 영항을 미치지만 브랜드 태도에는 긍정적 영항을 미친다. 마지막으로 기존 광고와 현재 광고의 컨셉이 유사할 수록 제품 광고의 모델 중복도가 브랜드 인지도에 미치는 영항은 긍정적이었다. 특히, 본 연구에서 살펴본 두 가지 광고 노이즈 현상, 즉 동일 모델의 광고 중복 출연이 모델 교체보다 광고 효과에 부정적인 영항을 미치는 경향이 있으며, 광고 노이즈 현상은 브랜드 태도보다는 브랜드 인지도 형성에 더 뚜렷한 영항을 미침을 알 수 있었다.   Most of the extant studies on communication effects have been devoted to the typical issue, "what types of communication activities are more effective for brand awareness or brand attitudes?" However, little research has addressed another question on communication decisions, "what makes communication activities less effective?"<BR>  Our study focuses on factors negatively influenced on the efficiency of communication activities, especially of Advertising. Some studies have introduced concepts closely related to our topic such as consumer confusion, brand confusion, or belief confusion. Studies on product belief confusion have found some factors misleading consumers to misunderstand the physical features of products. Studies on brand confusion have uncovered factors making consumers confused on brand names. Studies on advertising confusion have tested the effects of ad models" employed by many other firms for different products on communication efficiency.<BR>  We address a new concept, Ad noises, which are any factors interfering with consumers exposed to a particular advertisement in understanding messages provided by advertisements. The objective of this study is to understand the effects of ad noises caused by ad models on brand awareness and brand attitude.<BR>  There are many different types of AD noises. Particularly, we study the effects of AD noises generated from ad model selection decision. Many companies want to employ celebrities as AD models while the number of celebrities who command a high degree of public and media attention are limited. Inevitably, several firms have been adopting the same celebrities as their AD models for different products. If the same AD model is adopted for TV commercials for different products, consumers exposed to those TV commercials are likely to fail to be aware of the target brand due to interference of TV commercials, for other products, employing the same AD model. This is an ad noise caused by employing ad models who have been exposed to consumers in other advertisements, which is the first type of ad noises studied in this research.<BR>  Another type of AD noises is related to the decision of AD model replacement for the same product advertising. Firms sometimes launch another TV commercial for the same products. Some firms employ the same AD model for the new TV commercial for the same product and other firms employ new AD models for the new TV commercials for the same product. The typical problem with the replacement of AD models is the possibility of interfering with consumers in understanding messages of the TV commercial due to the dissimilarity of the old and new AD models.<BR>  We studied the effects of these two types of ad noises, which are the typical factors influencing on the effect of communication : (1) ad noises caused by employing ad models who have been exposed to consumers in other advertisements and (2) ad noises caused by changing ad models with different images for same products. First, we measure the negative influence of AD noises on brand awareness and attitudes, in order to provide the importance of studying AD noises.<BR>  Furthermore, our study unveiled the mediating conditions(variables) which can increase or decrease the effects of ad noises on brand awareness and attitudes.<BR>  We study the effects of three mediating variables for ad noises caused by employing ad models who have been exposed to consumers in other advertisements: (1) the fit between product image and AD model image, (2) similarity between AD model images in multiple TV commercials employing the same AD model, and (3) similarity between products of which TV commercial employed the same AD model. We analyze the effects of another three mediating variables for ad noises caused by changing ad models with different images for same products: (l) the fit of old and new AD models for the same pr

PRICING STRATEGY FOR BASE AND MULTIPLE ADD-ON PRODUCTS: AN EMPIRICAL INVESTIGATION OF MOBILE GAMES

Seongsoo Jang,Jaihak Chung 글로벌지식마케팅경영학회 2016 Global Marketing Conference Vol.2016 No.7

This paper investigates how pricing actions of base and multiple add-on products sequentially offered in the marketplace affect their sales with a consideration of the interactive price relationships between base and add-on products and among multiple add-on products, as well as a moderating role of product characteristics.

UTILIZING QUALITATIVE INFORMATION IN ONLINE REVIEWS FOR SALES FORECASTING: THE VALUE OF FUNCTIONAL AND EMOTIONAL USER-GENERATED CONTENT

Seongsoo Jang,Jaihak Chung,Vithala R. Rao 글로벌지식마케팅경영학회 2016 Global Marketing Conference Vol.2016 No.7

Customers’ final purchase decisions for electronic products are understandably influenced by previous experiences, marketing messages such as price and promotion, and opinions from other consumers (Simonson and Rosen 2014). In particular, millions of product reviews are posted daily on online review boards or social media represent aggregate consumer preference data (Decker and Trusov 2010). Past studies analyzing online reviews or word-of-mouth (WOM) have focused more on the quantitative dimension of volume of WOM (or “how much people say”), but less on qualitative dimension of valence of WOM (or “what people say”) (Gopinath, Thomas, and Krishnamurthi 2014). However, recent studies have analyzed disaggregate-level UGC by performing text mining in addition to a general analysis of volume and valence of OUGC. Onishi and Manchanda (2012) investigate the relationship between movie sales and both TV advertising and blogs. Although the authors find that the volume and the valence of OUGC (i.e., blogs) are predictive of market outcomes, they retain only certain words (i.e., advertising, award, interesting, and viewed) that consumers would find useful, therefore having general predictive power for market outcomes. Gopinath, Thomas, and Krishnamurthi (2014) address the relationship between the content of online WOM, advertising, and brand performance of cell phones and find that the volume of OUGC does not have significant impact on sales, but only the valence of recommendation UGC has a direct impact. Liu, Singh, and Srinivasan (2015) find that both the volume and sentiments of Tweets do not outperform the information content of Tweets in predicting TV series ratings. Although these three papers have investigated the importance of qualitative UGC through text mining techniques, such studies have not accounted for the detailed dimensions of specific contents. For example, Onishi and Manchanda (2012) use only 4 words out of top 30 frequently cited words for their analysis, and Gopinath, Thomas, and Krishnamurthi (2014) classify the OUGC into three disaggregated dimensions (i.e., attribute, emotion, and recommendation) without further classifications of subcategories and valence of positivity and negativity. Liu, Singh, and Srinivasan (2015) mainly focus on positive and negative Tweet contents about TV shows, lacking further classification of functional and emotional dimensions. In contrast to these studies, this study aims to examine in-depth multidimensional aspects of the content of online reviews, i.e., qualitative UGC, and their impacts on product sales. In this process, we develop defensible measurements of UGC by executing a comprehensive empirical text analysis and evaluate the impact of measures of qualitative UGC relative to volume measure of quantitative UGC. Specifically, we analyze a large data set of UGC on the 350 most talked-about smartphone games from seven different genres (e.g., action, arcade, shooting, puzzle, role playing, simulation, and sports) over a 30 month period, August 2010 to February 2013. We utilize a theoretical framework that classifies qualitative UGC into two major perceptions of functional and emotional dimensions. Prior studies show that perceptions of both functional (cognitive) and emotional (affective) dimensions should be considered to investigate their effects on perceived user satisfaction (Coursaris and van Osch 2015) and online shopping behavior (Van der Heijden 2004). It is evident that both functional and emotional UGC influence consumers to purchase a focal product (Lovett, Peres, and Shachar 2013). The functional UGC relates to the positive and negative attributes and beliefs about a product, and the emotional UGC pertains to the feelings and emotions in response to product experience. As an example, consider one innovative car-racing mobile game which, although expensive, has 3D graphics and high level of complexity. After playing this game, consumers may express their feedback on this game online by describing it as well-made, unique, but sometimes fearful (because a high bill charge is expected from excessive playing time), and addictive (because they like the game too much to stop playing it). This type of online reviews contains different types of UGC: functional (e.g., quality, innovativeness) and emotional (e.g., fear). Another layer of our analysis involves the heterogeneity of impact on product sales across different qualitative UGCs. Specifically, we consider the effects of functional UGC on product sales across emotional contexts such as anger and happiness, in other words, a simultaneous association between functional UGC and emotional UGC. For example, although a consumer may be attracted by some reviews on the high quality graphics of a mobile game (functional UGC), she may hesitate to purchase this product because other reviews express their fear about high cost of purchasing virtual goods (emotional UGC). Accordingly, we expect the functional UGC’s effects on sales to be moderated (amplified or reduced) by emotional UGC. We accommodate such interaction effects in both aggregate and disaggregate models. To the best of our knowledge, this study is the first to empirically identify two dimensions of qualitative UGC (functional and emotional), and shed light on the effects of multidimensional UGC categories on sales. Our findings on the influence of qualitative UGC on product sales are quite different from the prevailing view that firms should pay attention more to the volume of UGC (Chevalier and Mayzlin 2006; Liu 2006) but little to the valence of UGC (Duan, Gu, and Whinston 2008; Godes and Mayzlin 2004; Liu 2006). Rather, our research is in line with recent three papers (Gopinath, Thomas, and Krishnamurthi 2014; Liu, Singh, and Srinivasan 2015; Onishi and Manchanda 2012) in terms of the importance of considering specific contents from a vast amount of text data. However, our paper provides two key contributions. First, we show that specific categories of qualitative online UGC such as functional and emotional variables can be used to predict product sales; this result will be of a high managerial relevance. Especially, traditional methods that use simple metrics such as volume and valence of UGC are less accurate than our method that employs a sophisticated, multidimensional content analysis. Second, the results offer guidance to firms in determining which specific UGC (quantitative or qualitative; functional or emotional; under what contexts) they should focus on for increasing the efficiency of their online marketing activities. Utilizing a large dataset of online reviews on 350 mobile games consisting of four million postings generated for thirty months, the authors identified 76 representative words to describe the functional and emotional UGC using text analysis and word classification. We combined the resulting UGC volumes with weekly sales, resulting in 1,835 observations for analysis with hierarchical Bayesian methods. We find that functional UGC includes 54 representative words to describe various levels of product quality, product innovativeness, price acceptability, and product simplicity, and emotional UGC includes 22 words to express anger, fear, shame, love, contentment, and happiness. The results show that the volume and valence of aggregated functional UGC and the share of aggregated emotional UGC have the positive effects on sales. The volume and valence of functional UGC subcategories have mixed effects on sales and the link is moderated by the share of emotional UGC subcategories. These results are in contrast to those in the literature. Further, a sales forecasting model which includes 13 variables of UGC subcategories shows the best predictive validity. The authors discuss the implications of these results for online marketers.

HOW TO NAME A PRODUCT? NAMING STRATEGIES FOR MOVIES

Jiyeon Eoh,Jaihak Chung 글로벌지식마케팅경영학회 2014 Global Marketing Conference Vol.2014 No.7

Product naming is one of the most important communication decisions for any firm to deliver product information to consumers. Product names are highly likely to have critical impacts on the market performances of products, in particular, consisting of unobservable attributes such as motion pictures, music, books, and games. The purpose of this study is to analyze the effects of product naming strategies on their market performances and provide managerial implications on how to name products, especially for experience goods such as movies. We, firstly, suggest a conceptual framework to describe naming decisions as two-stage strategic decisions. The first stage decision is about what type of product information should be provided to consumers via a product name, which we call information choice strategy, and the second stage decision is about how to express the product information in the name, which we call expression strategy. We develop a two-level hierarchical Bayesian log-linear model to consider the main effects of product information strategy with the 1st level of the model, and the mediate effects of expression strategies with the 2nd level of the model. We applied the model to a data set consisting of viewership, names, and release dates of 634 movies released in eight countries where English is an official language. We have decided the types of naming strategies with the help of three industry practitioners, who have been working in the film industry for over 10 years as a producer, marketer, and investor, respectively. The country characteristics, obtained from Hofsted's Homepage (National culture scores of each country) and the World Bank (GDP and population of each country at the released t year), were considered for country heterogeneity. The empirical results show that information choice for movie titles have significant impacts on the movie viewership. Especially, movie titles including story or negative words have more positive impact on their market performances. One of the important findings is that the effects of “what to choose” depends on “how to express”. For example, not frequently used words, nonwords, proper nouns, foreign words in movie titles have positive impacts on the viewership. Popular words used for movie titles have a positive influence directly on the viewership. Interestingly, while sentences for movie titles have negative impacts on the viewership, storyline and theme expressed in sentences show positive impacts on the viewership. Another important finding is the mediating effects of country and product heterogeneities. The effects of naming strategy differs across movie genres and country characteristics. This study makes at least three contributions to the literature. Firstly, this study suggest a conceptual framework an empirical model for naming strategies in the literature. Secondly, this study provides information on what type of naming strategies are more effective on market performance, which has never been addressed in the literature. Lastly, the study provides some managerial implications which are useful for researchers and industry practitioners who are interested in product naming.

WHAT PEOPLE SAY REALLY MATTERS: THE IMPORTANCE OF FUNCTIONAL AND EMOTIONAL CONTENT IN ONLINE CONSUMER REVIEWS FOR PRODUCT SALES

Seongsoo Jang,Jaihak Chung,,Vithala R. Rao 글로벌지식마케팅경영학회 2018 Global Marketing Conference Vol.2018 No.07

This paper presents a way of classifying qualitative online consumer reviews (OCRs) in terms of functional and emotional dimensions and measures the direct and indirect impact of both volume and valence of OCRs on product sales. Utilizing four million online postings across 342 mobile games for thirty months, the authors use text analysis and word classification and identify 74 representative words to describe the various levels of functional OCRs consisting of product quality, product innovativeness, price acceptability, and product simplicity, and emotional OCRs including anger, fear, shame, love, contentment, and happiness. They combine the resulting OCR volumes with weekly sales, resulting in 1,835 observations for analysis with hierarchical Bayesian methods. Results suggest that the volume and valence of aggregated functional OCRs and the valence of aggregated emotional OCRs have the positive effects on sales. The volume and valence of functional OCR subcategories have mixed effects on sales and the link is moderated by the share of emotional OCR subcategories. Further, a sales forecasting model which includes 13 variables of OCR subcategories shows the best predictive validity.

경쟁을 고려한 최적가격 책정 모형 : 컨조인트 초이스 시뮬레이션을 이용하여 By Utilizing of Conjoint Choice

임혜경,정재학 서강대학교 경영연구소 2005 서강경영논총 Vol.16 No.2