Publications

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  • Siepmann (geb. Scheiben), Carolin; Holthoff, Lisa Carola; Kowalczuk, Pascal: Conspicuous consumption of luxury experiences - An experimental investigation of status perceptions on social media. In: Journal of Product & Brand Management (2021). doi:10.1108/JPBM-08-2020-3047 Full text Citation Details

    Purpose

    As luxury goods are losing their importance for demonstrating status, wealth or power to others, individuals are searching for alternative status symbols. Recently, individuals have increasingly used conspicuous consumption and displays of experiences on social media to obtain affirmation. This study aims to analyze the effects of luxury and nonluxury experiences, as well as traditional luxury goods on status- and nonstatus-related dimensions.

    Design/methodology/approach

    After presenting the theoretical foundation, the authors conduct a study with 599 participants to compare status perceptions elicited by the conspicuous consumption of luxury goods, luxury experiences and nonluxury experiences. The authors investigate whether experiences that are visibly consumed on Instagram are replacing traditional luxury goods as the most important status symbols. Furthermore, the authors examine the effects of the content shown on nonstatus-related dimensions and analyze whether status perceptions differ between female and male social media communicators. Finally, the authors analyze how personal characteristics (self-esteem, self-actualization and materialism) influence the status perceptions of others on social media.

    Findings

    The results show that luxury goods are still the most important means of displaying status. However, especially for women, luxury experiences are also associated with a high level of social status. Thus, the results imply important gender differences in the perceptions of status- and nonstatus-related dimensions. Furthermore, the findings indicate that, in particular, the individual characteristics of self-actualization and materialism affect status perceptions depending on the posted content.

    Originality/value

    While the research has already considered some alternative forms of conspicuous consumption, little attention has been given to experiences as status symbols. However, with their growing importance as substitutes for luxury goods and the rise of social media, the desire to conspicuously consume experiences is increasing. The authors address this gap in the literature by focusing on the conspicuous display of luxury and nonluxury experiences on social media.

  • Weimar, Daniel; Holthoff, Lisa Carola; Biscaia, Rui: A bright spot for a small league - Social media performance in a football league without a COVID-19 lockdown. In: European Sport Management Quarterly (2021). doi:10.1080/16184742.2021.1903527 Full text Citation Details

    Research question

    Pull effects in attention from smaller leagues towards bigger leagues have been under discussion. Nevertheless, causal empirical evidence on such attention interception is non-existent, and the suspension of sport leagues during the COVID-19 lockdown provides a perfect context for examination. The purpose of this study is to test whether the fan interest towards smaller leagues suffers from the presence of bigger leagues.

    Research methods

    While COVID-19 suspended top professional football worldwide, the Belarus league remained active. We used daily follower statistics (Facebook, Twitter, Instagram, Youtube) three month before, during, and three months after the lockdown. Since we have these statistics for Belarus clubs as well as for 847 lockdown-affected football clubs (48 first division leagues, Nmax = 142,139), we use a difference-in-differences approach to estimate the effect of the shock caused by the lockdown.

    Results and findings

    Results indicate an increase in social media attention (throughout all social media channels) for Belarus clubs after the worldwide lockdown. A decrease was then observed after the revitalization of worldwide professional football leagues. The growth rates slowed down to an almost before COVID-19 level after the restart of other leagues.

    Implications

    First, keeping a league open during a pandemic boosts consumer/fan attention, which may lead league organizers and club managers to maintain a league open longer than advised by national health authorities. Second, since bigger leagues seem to pull of attention from smaller leagues, they could compensate the smaller leagues (financially or non-financial) for the loss of fan interest.

  • Siepmann (geb. Scheiben), Carolin; Kowalczuk, Pascal: Understanding Continued Smartwatch Usage: The Role of Emotional as well as Health and Fitness Factors. In: Electronic Markets (2021). doi:10.1007/s12525-021-00458-3 Full text Citation Details
  • Kowalczuk, Pascal; Siepmann (geb. Scheiben), Carolin; Adler, Jost: Cognitive, affective, and behavioral consumer responses to augmented reality in e-commerce: A comparative study. In: Journal of Business Research, Vol 124 (2021), p. 357-373. doi:10.1016/j.jbusres.2020.10.050 Citation Details
  • Weimar, Daniel; Holthoff, Lisa Carola; Biscaia, Rui: When Sponsorship Causes Anger - Understanding Negative Fan Reactions to Postings on Sports Clubs’ Online Social Media Channels. In: European Sport Management Quarterly (2020). doi:10.1080/16184742.2020.1786593 Citation Details

    Research question: Fans’ perception that sponsors are a financial need illustrating the increased commercialisation in sports is not always aligned with their view of a club’s culture. This perceived imbalance represents a challenge in the online marketing strategies of sports clubs. When club managers decide on the content of online social media posts/messages related to sponsors, they should be aware of potential fan reactions. Therefore, this study analyses how sponsor-related and other online social media communication of football clubs affect fan reactions.

    Research methods: We analyse Facebook postings (N = 4,603) published by German first division football clubs. After classifying postings regarding their content, we regress ‘Reactions’, ‘Shares’, and ‘Angry’ reactions on the content variable and further covariates. Linear regression models, Poisson regression models, and general dominance statistics are used for exploring variance within the data.

    Results and Findings: Fans react considerably angrier to sponsor-related posts than to other content except for defeat-related postings. Regarding overall reactions and shares, sponsor-related posts perform worst among different contents. In addition, the content of posts is elementary to negative reactions, but of less importance to overall reaction rates.

    Implications: Sports managers and sponsors should be aware of the potential negative shift in reactions when using clubs’ social media channels to share sponsor-related content. We recommend releasing sponsor-related posts as videos on game days to decrease the fraction of negative responses and simultaneously maximise the overall reactions.

  • Holthoff, Lisa Carola: The Emoji Sentiment Lexicon - Analysing Consumer Emotions in Social Media Communication. In: 49th Proceedings of the European Marketing Academy. Corvinus University of Budapest, Budapest, Hungary 2020. Full text Citation Details
  • Holthoff, Lisa Carola; Scheiben, Carolin: Conspicuous Consumption of Time: A Replication. In: Journal of Marketing Behavior, Vol 3 (2019) No 4, p. 355-362. doi:10.1561/107.00000055 Citation Details
  • Kowalczuk, Pascal: Consumer acceptance of smart speakers: a mixed methods approach. In: Journal of Research in Interactive Marketing, Vol 12 (2018) No 4, p. 418-431. doi:10.1108/JRIM-01-2018-0022 Citation Details
  • Adler, Jost; Kowalczuk, Pascal: Diffusion von Innovationen: Empirische Ermittlung der Parameter von unterschiedlichen Varianten des Bass-Modells (Teil 2: Lösung). In: WiSt, Vol 47 (2018) No 10, p. 61-65. doi:10.15358/0340-1650-2018-10-61 Citation Details
  • Adler, Jost; Kowalczuk, Pascal: Diffusion von Innovationen: Empirische Ermittlung der Parameter von unterschiedlichen Varianten des Bass-Modells (Teil 1: Aufgabenstellung). In: WiSt, Vol 47 (2018) No 9, p. 59-60. doi:10.15358/0340-1650-2018-9-59 Citation Details
  • Adler, Jost; Kowalczuk, Pascal: Abbildung der Diffusion von Innovationen anhand des Bass-Modells: Möglichkeiten der Parameterschätzung. In: WiSt, Vol 47 (2018) No 9, p. 10-17. doi:10.15358/0340-1650-2018-9-10 Citation Details
  • Klein, Andreas; Adler, Jost: Institutionenökonomische Betrachtung des Dienstleistungsmanagements. In: Corsten, Hans; Roth, Stefan (Ed.): Handbuch Dienstleistungs­management. 1st Edition. Vahlen, München 2018, p. 189-212. Citation Details
  • Scheiben, Carolin; Holthoff, Lisa Carola: Convenience Orientation in the 21st Century - Qualitative Insights from Interviews with Consumers and Marketing Professionals. In: Qualitative Consumer Research (Review of Marketing Research), Russell W. Belk (ed.), Vol 14 (2017), p. 175-206. doi:10.1108/S1548-643520170000014012 Full text Citation Details
  • Holthoff, Lisa Carola: How Do They Feel - Categorial Sentiment Analysis of Emojis For Social Media Communication. In: Moreau, Page; Puntoni, Stefano (Ed.): NA - Advances in Consumer Research. 44th Edition. Association for Consumer Research, Duluth, MN 2016, p. 735-735. Full text Citation Details
  • Adler, Jost; Scheiben, Carolin: Preisoptimierung bei nichtlinearen Preis-Absatz-Funktionen. In: WiSt, Vol 45 (2016) No 10, p. 522-529. Citation Details
  • Adler, Jost; Klein, Andreas: Marktforschung als Aufgabe für Gründungsunternehmen (Research Management). In: Freiling, Jörg; Kollmann, Tobias (Ed.): Entrepreneurial Marketing - Besonderheiten, Aufgaben und Lösungsansätze für Gründungsunternehmen, 2. Aufl. Gabler, Wiesbaden 2015, p. 361-392. Citation Details
  • Adler, Jost; Kurbiel, Shahrzad: Markov Chain Monte Carlo: Eine Methode zur Schätzung von Modellparametern. In: WiSt, Vol 44 (2015) No 5, p. 238-245. Citation Details
  • Ahlf, Henning: Identifikation von Influentials in virtuellen sozialen Netzwerken: Eine agentenbasierte Modellierung und Simulation sozialer Beeinflussungsprozesse (1). Universität Duisburg-Essen, Duisburg 2013. Citation Details
  • Adler, Jost; Klein, Andreas: Marktforschung als Aufgabe für Gründungsunternehmen (Research Management). In: Freiling, Jörg; Kollmann, Tobias (Ed.): Entrepreneurial Marketing - Besonderheiten, Aufgaben und Lösungsansätze für Gründungsunternehmen. Gabler, Wiesbaden 2008, p. 359-389. Citation Details
  • Adler, Jost; Klein, Andreas: Internationales Marketing - Sonderbeilage. In: Das Wirtschaftsstudium, Vol 35 (2006) No 11, p. 1-15. Citation Details
  • Adler, Jost: Ermittlung der Zahlungsbereitschaft für Value Added Commodities. In: Enke, Margit; Reimann, Martin (Ed.): Commodity Marketing. Gabler, Wiesbaden 2005, p. 121-149. Citation Details
  • Adler, Jost; Mclachlan, Christopher: Produktdifferenzierung durch Management der Kundenwahrnehmung. In: Enke, Margit; Reimann, Martin (Ed.): Commodity Marketing. Wiesbaden 2005, p. 199-216. Citation Details
  • Adler, Jost; Klein, Andreas: Internationales Industriegütermarketing. In: Backhaus, Klaus; Voeth, Markus (Ed.): Handbuch Industriegütermarketing. Gabler, Wiesbaden 2004, p. 923-944. Citation Details
  • Adler, Jost; Klein, Andreas: Kleingeld im Internet. In: E-Commerce-Magazin, Vol 7 (2004) No 6, p. 32-33. Citation Details
  • Pohl, Alexander; Adler, Jost: Pricing von After-Sales Services im Industriegüterbereich. In: Kaerner, Henning; Kasper, Martin; Mattmüller, Roland (Ed.): After-Sales: Beim zweiten Mal verkauft der Service. Frankfurt 2004, p. 65-82. Citation Details
  • Adler, Jost; Klein, Andreas; Häuser, Hendrik: Typisierung und Beurteilung von Micropayment-Systemen im Internet. 8 (April). Marketing, Duisburger Arbeitspapiere Zum (Ed.), Duisburger Arbeitspapiere zum Marketing, Nr. 8 (April), Duisburg 2004. Citation Details
  • Adler, Jost: Anbieter- und Vertragstypenwechsel: Eine nachfragerorientierte Analyse auf der Basis der Neuen Institutionenökonomik. DUV, Wiesbaden 2003. Citation Details
  • Weiber, Rolf; Adler, Jost: Der Wechsel von Geschäftsbeziehungen beim Kauf von Nutzungsgütern: Das Beispiel Telekommunikation. In: Rese, Mario; Söllner, Albrecht; Utzig, B. Peter (Ed.): Relationship Marketing: Standortbestimmung und Perspektiven (Festschrift zum 60. Geburtstag von Wullf Plinke). Springer, Heidelberg 2003, p. 71-103. Citation Details
  • Adler, Jost: Methoden zur Messung der Zahlungsbereitschaft von Nachfragern. 7. Marketing, Duisburger Arbeitspapiere Zum (Ed.), Duisburg 2003. PDF Citation Details
  • Weiber, Rolf; Adler, Jost: Hemmnisfaktoren im E-Business. In: Marketing - Zeitschrift für Forschung Praxis, Spezialausgabe "E-Marketing" (2002), p. 5-17. Citation Details
  • Weiber, Rolf; Adler, Jost: Diverse Stichworte in: Vahlens Großes Marketinglexikon. In: Diller, Hermann (Ed.): Vahlens Großes Marketinglexikon, 2. Auflage. Vahlen, München 2001. Citation Details
  • Weiber, Rolf; Adler, Jost: Marketing-Glossar, 2. Auflage. Trier 2001. Citation Details
  • Weiber, Rolf; Adler, Jost: Internationales Business-to-Business Marketing. In: Kleinaltenkamp, Michael; Plinke, Wulff (Ed.): Strategisches Business-to-Business Marketing. Springer, Berlin 2000, p. 321-429. Citation Details
  • Weiber, Rolf; Adler, Jost: Ausgewählte Probleme des internationalen Marketing. Nr. 5. Weiber, Rolf (Ed.), Forschungsberichte zum Marketing, 2. Auflage, Trier 1999. Citation Details
  • Adler, Jost: Eine informationsökonomische Perspektive des Kaufverhaltens. In: Das Wirtschaftsstudium, Vol 27 (1998), p. 341-347. Citation Details
  • Weiber, Rolf; Adler, Jost: Entwicklungslinien im strategischen Marketing-Management. In: Zeitschrift für betriebswirtschaftsliche Forschung, Vol 48 (1996), p. 154-172. Citation Details
  • Adler, Jost: Informationsökonomische Fundierung von Austauschprozessen: Eine nachfragerorientierte Betrachtung (1). Gabler, Wiesbaden 1996. Citation Details
  • Weiber, Rolf; Adler, Jost: Internationales Marketing. In: Kleinaltenkamp, Michael (Ed.): Lehrbrief des weiterbildenden Studiums Technischer Vertrieb an der Freien Universität Berlin. Berlin 1996. Citation Details
  • Weiber, Rolf; Adler, Jost: Der Einsatz von Unsicherheitsreduktionsstrategien im Kaufprozess: Eine informationsökonomische Analyse. In: Kontrakte, Geschäftsbeziehungen, Netzwerke und Neue Institutionenökonomik, ZfbF Sonderheft, Vol 35 (1995), p. 61-77. Citation Details
  • Weiber, Rolf; Adler, Jost: Informationsökonomisch begründete Typologisierung von Kaufprozessen. In: Zeitschrift für betriebswirtschaftliche Forschung, Vol 47 (1995), p. 43-65. Citation Details
  • Weiber, Rolf; Adler, Jost: Positionierung von Kaufprozessen im informationsökonomischen Dreieck: Operationalisierung und verhaltenswissenschaftliche Prüfung. In: Zeitschrift für betriebswirtschaftliche Forschung, Vol 47 (1995), p. 99-123. Citation Details
  • Adler, Jost: Informationsökonomische Fundierung von Austauschprozessen im Marketing. 3. Weiber, Rolf (Ed.), Arbeitspapiere zur Marketingtheorie, Trier 1994. Citation Details
  • Kurbiel, Shahrzad; Adler, Jost: Profitability Of Manufacturer Online Channel Addition To A Dual-Channel Retailer Structure. In: Proceedings of the 46th EMAC Annual Conference, Groningen, Netherlands. Citation Details
  • Adler, Jost; Kowalczuk, Pascal: Diffusion von Innovationen: Empirische Ermittlung der Parameter von unterschiedlichen Varianten des Bass-Modells (Teil 2: Lösung). In: WiSt (Lösung im Druck), Vol 47. Citation Details
  • Kurbiel, Shahrzad: . . Citation Details
  • Siepmann, Carolin: Consumer Behavior in the Digital Age: Essays on Consumption, Social Media, and Smart Technologies (1). Universität Duisburg-Essen, Dissertation Citation Details