IDEAS home Printed from https://ideas.repec.org/a/eee/jbrese/v66y2013i8p1219-1226.html
   My bibliography  Save this article

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

Author

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

Abstract

This research broadens the focus on the addiction process by examining the role of marketing cues in the “pre-addiction” phase of the consumption continuum that is broadly conceptualized to include behavior that may or may not result in addiction. If addictive behavior is to occur then dependence on that behavior occurs leading to negative or harmful consequences as consumption increases over time becoming a critical component of the individual's life. Of central interest to this research are the environmental triggers that influence such pre-addiction consumption behaviors with a specific focus on the role marketing cues can play in facilitating and preventing the progression from non-use to addiction. We suggest that marketing cues have the potential to heavily influence the path towards and away from addiction and we identify types of cues that can impact each phase, or multiple phases, of the consumption continuum.

Suggested Citation

  • Martin, Ingrid M. & Kamins, Michael A. & Pirouz, Dante M. & Davis, Scott W. & Haws, Kelly L. & Mirabito, Ann M. & Mukherjee, Sayantani & Rapp, Justine M. & Grover, Aditi, 2013. "On the road to addiction: The facilitative and preventive roles of marketing cues," Journal of Business Research, Elsevier, vol. 66(8), pages 1219-1226.
    • Handle: RePEc:eee:jbrese:v:66:y:2013:i:8:p:1219-1226
    DOI: 10.1016/j.jbusres.2012.08.015
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0148296312002305
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.jbusres.2012.08.015?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Risto Moisio & Mariam Beruchashvili, 2010. "Questing for Well-Being at Weight Watchers: The Role of the Spiritual-Therapeutic Model in a Support Group," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 36(5), pages 857-875, February.
    2. O'Guinn, Thomas C & Faber, Ronald J, 1989. "Compulsive Buying: A Phenomenological Exploration," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 16(2), pages 147-157, September.
    3. Lisa E. Bolton & Joel B. Cohen & Paul N. Bloom, 2006. "Does Marketing Products as Remedies Create "Get Out of Jail Free Cards"?," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 33(1), pages 71-81, June.
    4. Nancy M. Ridgway & Monika Kukar-Kinney & Kent B. Monroe, 2008. "An Expanded Conceptualization and a New Measure of Compulsive Buying," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 35(4), pages 622-639, August.
    5. Gergana Y. Nenkov & J. Jeffrey Inman & John Hulland, 2008. "Considering the Future: The Conceptualization and Measurement of Elaboration on Potential Outcomes," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 35(1), pages 126-141, November.
    6. Gourville, John T & Soman, Dilip, 1998. "Payment Depreciation: The Behavioral Effects of Temporally Separating Payments from Consumption," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 25(2), pages 160-174, September.
    7. Rook, Dennis W & Fisher, Robert J, 1995. "Normative Influences on Impulsive Buying Behavior," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 22(3), pages 305-313, December.
    8. Folkes, Valerie S & Martin, Ingrid M & Gupta, Kamal, 1993. "When to Say When: Effects of Supply on Usage," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 20(3), pages 467-477, December.
    9. June Cotte & Kathryn A. Latour, 2009. "Blackjack in the Kitchen: Understanding Online versus Casino Gambling," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 35(5), pages 742-758, September.
    10. Lisa E. Bolton & Americus Reed II & Kevin G. Volpp & Katrina Armstrong, 2008. "How Does Drug and Supplement Marketing Affect a Healthy Lifestyle?," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 34(5), pages 713-726, August.
    11. Maura L. Scott & Stephen M. Nowlis & Naomi Mandel & Andrea C. Morales, 2008. "The Effects of Reduced Food Size and Package Size on the Consumption Behavior of Restrained and Unrestrained Eaters," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 35(3), pages 391-405, July.
    12. Hoch, Stephen J & Loewenstein, George F, 1991. "Time-Inconsistent Preferences and Consumer Self-Control," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 17(4), pages 492-507, March.
    13. Kamins, Michael A. & Noy, Avi & Steinhart, Yael & Mazursky, David, 2011. "The Effect of Social Cues on Sniping Behavior in Internet Auctions: Field Evidence and a Lab Experiment," Journal of Interactive Marketing, Elsevier, vol. 25(4), pages 241-250.
    14. Rook, Dennis W, 1987. "The Buying Impulse," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 14(2), pages 189-199, September.
    15. Altman, D.G. & Levine, D.W. & Coeytaux, R. & Slade, J. & Jaffe, R., 1996. "Tobacco promotion and susceptibility to tobacco use among adolescents aged 12 through 17 years in a nationally representative sample," American Journal of Public Health, American Public Health Association, vol. 86(11), pages 1590-1593.
    16. Baltagi, Badi H & Levin, Dan, 1986. "Estimating Dynamic Demand for Cigarettes Using Panel Data: The Effects of Bootlegging, Taxation and Advertising Reconsidered," The Review of Economics and Statistics, MIT Press, vol. 68(1), pages 148-155, February.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Previte, Josephine & Fry, Marie-Louise & Drennan, Judy & Hasan, Syed Fazal E., 2015. "Friends or foes: Group influence effects on moderate drinking behaviors," Journal of Business Research, Elsevier, vol. 68(10), pages 2146-2154.
    2. Wendy Attaya Boland & Ingrid M. Martin & Marlys J. Mason, 2020. "In search of well‐being: Factors influencing the movement toward and away from maladaptive consumption," Journal of Consumer Affairs, Wiley Blackwell, vol. 54(4), pages 1178-1194, December.
    3. Cui, Charles Chi & Mrad, Mona & Hogg, Margaret K., 2018. "Brand addiction: Exploring the concept and its definition through an experiential lens," Journal of Business Research, Elsevier, vol. 87(C), pages 118-127.
    4. Gainsbury, Sally M. & Aro, David & Ball, Dianne & Tobar, Christian & Russell, Alex, 2015. "Optimal content for warning messages to enhance consumer decision making and reduce problem gambling," Journal of Business Research, Elsevier, vol. 68(10), pages 2093-2101.
    5. Hing, Nerilee & Lamont, Matthew & Vitartas, Peter & Fink, Elian, 2015. "Sports bettors' responses to sports-embedded gambling promotions: Implications for compulsive consumption," Journal of Business Research, Elsevier, vol. 68(10), pages 2057-2066.
    6. Aiken, Kirk Damon & Bee, Colleen & Walker, Nefertiti, 2018. "From passion to obsession: Development and validation of a scale to measure compulsive sport consumption," Journal of Business Research, Elsevier, vol. 87(C), pages 69-79.
    7. Yang, Zhiyong & Netemeyer, Richard G., 2015. "Differential effects of parenting strategies on child smoking trajectories: A longitudinal assessment over twelve years," Journal of Business Research, Elsevier, vol. 68(6), pages 1273-1282.
    8. Kukar-Kinney, Monika & Scheinbaum, Angeline Close & Schaefers, Tobias, 2016. "Compulsive buying in online daily deal settings: An investigation of motivations and contextual elements," Journal of Business Research, Elsevier, vol. 69(2), pages 691-699.
    9. Davis, Brennan & Grier, Sonya, 2015. "A tale of two urbanicities: Adolescent alcohol and cigarette consumption in high and low-poverty urban neighborhoods," Journal of Business Research, Elsevier, vol. 68(10), pages 2109-2116.
    10. Stacie F. Waites & Adam Farmer & Carol L. Esmark Jones, 2021. "Building toward a solid foundation: The effect of thinking concretely about the future," Journal of Consumer Affairs, Wiley Blackwell, vol. 55(1), pages 254-273, March.
    11. Mrad, Mona & Cui, Charles Chi, 2020. "Comorbidity of compulsive buying and brand addiction: An examination of two types of addictive consumption," Journal of Business Research, Elsevier, vol. 113(C), pages 399-408.
    12. Mrad, Mona & Majdalani, Joelle & Cui, Charles Chi & El Khansa, Zeinab, 2020. "Brand addiction in the contexts of luxury and fast-fashion brands," Journal of Retailing and Consumer Services, Elsevier, vol. 55(C).
    13. Sainam, Preethika & Putsis, William P. & Zauberman, Gal, 2018. "What I think I will do versus what I say I do: Mispredicting marijuana use among teenage drug users," Journal of Business Research, Elsevier, vol. 85(C), pages 317-324.
    14. Scott, Kristin A. & Mason, Marlys J. & Mason, James D., 2015. "I'm not a smoker: Constructing protected prototypes for risk behavior," Journal of Business Research, Elsevier, vol. 68(10), pages 2198-2206.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Ayadi, Nawel & Giraud, Magali & Gonzalez, Christine, 2013. "An investigation of consumers' self-control mechanisms when confronted with repeated purchase temptations: Evidence from online private sales," Journal of Retailing and Consumer Services, Elsevier, vol. 20(3), pages 272-281.
    2. Bas Verplanken & Ayana Sato, 2011. "The Psychology of Impulse Buying: An Integrative Self-Regulation Approach," Journal of Consumer Policy, Springer, vol. 34(2), pages 197-210, June.
    3. Klaus Wertenbroch, 1998. "Consumption Self-Control by Rationing Purchase Quantities of Virtue and Vice," Marketing Science, INFORMS, vol. 17(4), pages 317-337.
    4. Yinlong Zhang & L.J. Shrum, 2008. "The Influence of Self-Construal on Impulsive Consumption," Working Papers 0006, College of Business, University of Texas at San Antonio.
    5. Lee, Julie Anne & Kacen, Jacqueline J., 2008. "Cultural influences on consumer satisfaction with impulse and planned purchase decisions," Journal of Business Research, Elsevier, vol. 61(3), pages 265-272, March.
    6. Darrat, Aadel A. & Darrat, Mahmoud A. & Amyx, Douglas, 2016. "How impulse buying influences compulsive buying: The central role of consumer anxiety and escapism," Journal of Retailing and Consumer Services, Elsevier, vol. 31(C), pages 103-108.
    7. Horváth, Csilla & Büttner, Oliver B. & Belei, Nina & Adıgüzel, Feray, 2015. "Balancing the balance: Self-control mechanisms and compulsive buying," Journal of Economic Psychology, Elsevier, vol. 49(C), pages 120-132.
    8. Pornpitakpan, Chanthika & Han, Jie Hui, 2013. "The effect of culture and salespersons’ retail service quality on impulse buying," Australasian marketing journal, Elsevier, vol. 21(2), pages 85-93.
    9. Gopalkrishnan R. Iyer & Markus Blut & Sarah Hong Xiao & Dhruv Grewal, 2020. "Impulse buying: a meta-analytic review," Journal of the Academy of Marketing Science, Springer, vol. 48(3), pages 384-404, May.
    10. Ying Wang & Jialing Pan & Yizhi Xu & Jianli Luo & Yongjiao Wu, 2022. "The Determinants of Impulsive Buying Behavior in Electronic Commerce," Sustainability, MDPI, vol. 14(12), pages 1-18, June.
    11. Aysen Akyuz, 2018. "Determinant Factors Influencing Impulse Buying Behavior of Turkish Customers in Supermarket Setting," International Journal of Research in Business and Social Science (2147-4478), Center for the Strategic Studies in Business and Finance, vol. 7(1), pages 01-10, January.
    12. Sirgy, M. Joseph & Lee, Dong-Jin & Yu, Grace B. & Gurel-Atay, Eda & Tidwell, John & Ekici, Ahmet, 2016. "Self-expressiveness in shopping," Journal of Retailing and Consumer Services, Elsevier, vol. 30(C), pages 292-299.
    13. Dholakia, Utpal M. & Gopinath, Mahesh & Bagozzi, Richard P., 2005. "The role of desires in sequential impulsive choices," Organizational Behavior and Human Decision Processes, Elsevier, vol. 98(2), pages 179-194, November.
    14. Supriya M. Kalla & A.P. Arora, 2011. "Impulse Buying," Global Business Review, International Management Institute, vol. 12(1), pages 145-157, February.
    15. Mittal, Sheetal & Chawla, Deepak & Sondhi, Neena, 2016. "Segmentation of impulse buyers in an emerging market – An exploratory study," Journal of Retailing and Consumer Services, Elsevier, vol. 33(C), pages 53-61.
    16. de Kervenoael, Ronan & Aykac, D. Selcen O. & Palmer, Mark, 2009. "Online social capital: Understanding e-impulse buying in practice," Journal of Retailing and Consumer Services, Elsevier, vol. 16(4), pages 320-328.
    17. Bandyopadhyay, Nirmalya & Sivakumaran, Bharadhwaj & Patro, Sanjay & Kumar, Ravi Shekhar, 2021. "Immediate or delayed! Whether various types of consumer sales promotions drive impulse buying?: An empirical investigation," Journal of Retailing and Consumer Services, Elsevier, vol. 61(C).
    18. Sheetal Mittal & Neena Sondhi & Deepak Chawla, 2018. "Process of Impulse Buying: A Qualitative Exploration," Global Business Review, International Management Institute, vol. 19(1), pages 131-146, February.
    19. Farah, Maya F. & Ramadan, Zahy B., 2017. "Disruptions versus more disruptions: How the Amazon dash button is altering consumer buying patterns," Journal of Retailing and Consumer Services, Elsevier, vol. 39(C), pages 54-61.
    20. Aiken, Kirk Damon & Bee, Colleen & Walker, Nefertiti, 2018. "From passion to obsession: Development and validation of a scale to measure compulsive sport consumption," Journal of Business Research, Elsevier, vol. 87(C), pages 69-79.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jbrese:v:66:y:2013:i:8:p:1219-1226. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/jbusres .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.