On the Road to Addiction: The Facilitative and Preventive Roles of Marketing Cues

8 Pages Posted: 1 Jun 2014

See all articles by Ingrid Martin

Ingrid Martin

California State University, Long Beach

Michael A. Kamins

State University of New York (SUNY), Stony Brook

Dante M. Pirouz

University of Western Ontario - The Richard Ivey School of Business

Scott Davis

Texas A&M University - Department of Marketing

Kelly Haws

Vanderbilt University - Marketing

Ann M. Mirabito

Baylor University - Hankamer School of Business

Sayantani Mukherjee

California State University, Long Beach

Justine Rapp

University of Nebraska at Lincoln

Aditi Grover

Plymouth State College

Date Written: May 30, 2014

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.

Keywords: Addiction, marketing cues, maladaptive consumption, self-control, harmful consequences

Suggested Citation

Martin, Ingrid and Kamins, Michael A. and Pirouz, Dante M. and Davis, Scott and Haws, Kelly and Mirabito, Ann M. and Mukherjee, Sayantani and Rapp, Justine and Grover, Aditi, On the Road to Addiction: The Facilitative and Preventive Roles of Marketing Cues (May 30, 2014). Journal of Business Research, Vol. 66, August 2013; Vanderbilt Owen Graduate School of Management Research Paper No. 2443794. Available at SSRN: https://ssrn.com/abstract=2443794

Ingrid Martin

California State University, Long Beach ( email )

1250 Bellflower Blvd
Long Beach, CA 90064
United States

Michael A. Kamins

State University of New York (SUNY), Stony Brook ( email )

Health Science Center
Stony Brook, NY
United States

Dante M. Pirouz

University of Western Ontario - The Richard Ivey School of Business ( email )

1151 Richmond Street North
London, Ontario N6A 3K7
Canada

HOME PAGE: http://www.dantepirouz.com

Scott Davis

Texas A&M University - Department of Marketing ( email )

430 Wehner
College Station, TX 77843-4218
United States

Kelly Haws

Vanderbilt University - Marketing ( email )

Nashville, TN 37203
United States

Ann M. Mirabito (Contact Author)

Baylor University - Hankamer School of Business ( email )

1 Bear Place 98007
Waco, TX 76798
United States

HOME PAGE: http://business.baylor.edu/directory/?id=Ann_Mirabito

Sayantani Mukherjee

California State University, Long Beach ( email )

1250 Bellflower Blvd.
Long Beach, CA 90840-4601
United States

Justine Rapp

University of Nebraska at Lincoln ( email )

NE

Aditi Grover

Plymouth State College ( email )

Anthropology/Social Science
Plymouth, NH 05089
United States

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