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The impact of corporate social irresponsibility on prosocial consumer behavior J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2024-04-25 Sumin Kim, Hongwei He, Anders Gustafsson
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Native advertising effectiveness: The role of congruence and consumer annoyance on clicks, bounces, and visits J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2024-04-20 Alexander C. LaBrecque, Clay M. Voorhees, Farnoosh Khodakarami, Paul W. Fombelle
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Addressing grand challenges through the bottom-up marketing approach: Lessons from subsistence marketplaces and marketplace literacy J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2024-04-17 Madhu Viswanathan, Arun Sreekumar, Srinivas Sridharan, Gaurav R. Sinha
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Pairing up with anthropomorphized artificial agents: Leveraging employee creativity in service encounters J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2024-04-04 Lexie Lan Huang, Rocky Peng Chen, Kimmy Wa Chan
Even as artificial agents (AAs) become more prevalent in service encounters, customers continue to express generally unfavorable views of their creativity, which can lead to negative service evaluations. Drawing on anthropomorphism and group stereotyping literature, the authors propose a trait transference effect from human employees to AAs in dyadic service teams. The results of five studies confirm
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Brand transgressions: How, when, and why home country bias backfires J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2024-03-28
Abstract Despite heightened interest in brand transgressions among academics and practitioners, the literature remains silent about the influence of a brand’s origin on consumer responses to brand misconduct. This leaves managers unaware of how to adapt post-transgression recovery strategies at home and abroad. Contrary to the in-group country bias literature, we theorize an “origin-backfire” effect:
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When the road is rocky: Investigating the role of vulnerability in consumer journeys J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2024-03-28 Lynn Sudbury-Riley, Philippa Hunter-Jones, Ahmed Al-Abdin, Michael Haenlein
Journey research has primarily analyzed agentic, solo travelers making rational single-purchase decisions. In contrast, we examine a journey where consumers and their traveling companions are vulnerable and must navigate an unfamiliar service system. We explore how vulnerability shapes consumer journeys, how service and system factors impact vulnerability, and how traveling companions influence agency
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Why advertisers should embrace event typicality and maximize leveraging of major events J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2024-03-27 François A. Carrillat, Marc Mazodier, Christine Eckert
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Are you looking for something specific or just looking around? Adaptive selling on the basis of customer shopping goals in retail sales J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2024-03-22 Yenee Kim, Richard G. McFarland
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Showcase the smiles or the tears? How elicited perspectives determine optimal charity appeal content J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2024-03-20 Diogo Hildebrand, Rhonda Hadi, Sankar Sen
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The accessor effect: How (and for whom) renters’ lack of perceived brand commitment dilutes brand image J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2024-03-08 Aaron J. Barnes, Tiffany Barnett White
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Platform-level consequences of performance-based commission for service providers: Evidence from ridesharing J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2024-03-08 Orhan Bahadır Doğan, V. Kumar, Avishek Lahiri
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Cobotic service teams and power dynamics: Understanding and mitigating unintended consequences of human-robot collaboration in healthcare services J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2024-03-02 Ilana Shanks, Maura L. Scott, Martin Mende, Jenny van Doorn, Dhruv Grewal
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Brand warmth elicits feedback, not complaints J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2024-03-01
Abstract Consumers perceive brands on their intended goals that can benefit or harm consumers. These warmth perceptions become consequential when a consumer experiences a product-harm incident. Conventional wisdom suggests that brand warmth may inhibit consumers from reporting such incidents to the brand and/or regulators. However, the authors’ analyses of field data show that brand warmth increases
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Marketing’s role in promoting dignity and human rights: A conceptualization for assessment and future research J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2024-03-01 Cait Lamberton, Tom Wein, Andrew Morningstar, Sakshi Ghai
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Soothing the unsatisfied or pleasing the satisfied? The effects of managerial responses to positive versus negative reviews on customer ratings and financial performance J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2024-03-01
Abstract Managerial responses (MRs) have gained increasing attention as an important intervention strategy for addressing online customer reviews. This study seeks to answer the question of how a firm should prioritize responding to customers’ positive reviews (MR-P) and negative reviews (MR-N). We examine the differential effect of the MR-P ratio and the MR-N ratio on subsequent customer review ratings
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Revitalizing educational institutions through customer focus J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2024-02-23 Vikas Mittal, Jihye Jung
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Delivering affordable clean energy to consumers J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2024-02-05 Praveen K. Kopalle, Jesse Burkhardt, Kenneth Gillingham, Lauren S. Grewal, Nailya Ordabayeva
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(Mis)alignment between facial and textual emotions and its effects on donors engagement behavior in online crowdsourcing platforms J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2024-01-25 Elham Yazdani, Anindita Chakravarty, Jeff Inman
Although textual and facial emotion expressions in prosocial appeals have been studied separately in past research, there has been little work on the misalignment (compared to alignment) between them. Using a multi-method approach comprising experiments and panel data of 6,098 crowdfunding projects from Gofundme, we investigate how emotions expressed in the cover image and the project description interact
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Beyond text: Marketing strategy in a world turned upside down J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2024-01-18 Xin (Shane) Wang, Neil Bendle, Yinjie Pan
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Purpose orientation: An emerging theory transforming business for a better world J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2024-01-11 Christopher P. Blocker, Joseph P. Cannon, Jonathan Z. Zhang
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Shifting focus in the fight against core environmental challenges J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2024-01-09 Gergana Y. Nenkov
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Silently killing your panelists one email at a time: The true cost of email solicitations J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2024-01-05 Alina Ferecatu, Arnaud De Bruyn, Prithwiraj Mukherjee
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Crossing incentive alignment and adaptive designs in choice-based conjoint: A fruitful endeavor J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2024-01-05 Verena Sablotny-Wackershauser, Marcel Lichters, Daniel Guhl, Paul Bengart, Bodo Vogt
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Engaging customers and suppliers for environmental sustainability: Investigating the drivers and the effects on firm performance J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2024-01-03 Amalesh Sharma, Sourav Bikash Borah, Tanjum Haque, Anirban Adhikary
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Diversity representation in advertising J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-12-26 Colin Campbell, Sean Sands, Brent McFerran, Alexis Mavrommatis
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How an ethos of repair shapes material sustainability in services J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-12-22 D. Matthew Godfrey, Linda L. Price
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Women’s underrepresentation in business-to-business sales: Reasons, contingencies, and solutions J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-12-07 Aline Isabelle Lanzrath, Christian Homburg, Robin-Christopher M. Ruhnau
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When feeling powerless, we crave nostalgia: The impact of powerlessness on the preference for nostalgic products J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-12-01 Sheng Bi, Jun Pang, Huan Chen, Andrew Perkins
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The greenguard effect: When and why consumers react less negatively following green product failures J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-12-02 Ali Tezer, Matthew Philp, Anshu Suri
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How speaking versus writing to conversational agents shapes consumers’ choice and choice satisfaction J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-11-30 David Schindler, Tobias Maiberger, Nicole Koschate-Fischer, Wayne D. Hoyer
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Toward a theory of consumer digital trust: Meta-analytic evidence of its role in the effectiveness of user-generated content J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-11-18 Rachel E. Hochstein, Colleen M. Harmeling, Taylor Perko
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Highlighting Discrepancies in Brand Messaging Increases Social Media Engagement J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-11-13 Todd Pezzuti
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Recall environment and post-recall stock market response J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-11-11 Amir Javadinia, Manpreet Gill, Satish Jayachandran
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Deploying artificial intelligence in services to AID vulnerable consumers J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-11-11 Erik Hermann, Gizem Yalcin Williams, Stefano Puntoni
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How within-person research can extend marketing knowledge J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-11-03 Dayle Childs, Nick Lee, John W. Cadogan, Belinda Dewsnap
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Marketing capability and the turnaround of financially distressed firms J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-10-31 Abhi Bhattacharya, Joseph Johnson, Ashkan Faramarzi, Niket Jindal, Ross W. Johnson
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How lack of knowledge on emissions and psychological biases deter consumers from taking effective action to mitigate climate change J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-10-23 Karen Page Winterich, Rebecca Walker Reczek, Tamar Makov
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Get the picture? Using visuals to represent theory J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-10-19 Dina Rasolofoarison, Cristel Antonia Russell
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Short-Asking with Long-Encouraging (SALE): A simple method to increase purchase quantity J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-10-05 Zoe Y. Lu, Christopher K. Hsee, Kaiyang Wu
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The positive effects of integrated advertising, featuring diverse ensembles, on societal identification and mainstream brand value J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-10-05 Conor M. Henderson, Marc Mazodier, Jamel Khenfer
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Multichannel discount spillover in B2B markets J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-09-29 Andrew T. Crecelius, Justin M. Lawrence, Robert W. Palmatier, Jonathan Z. Zhang
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On the strategic use of product scarcity in marketing J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-09-27 Rebecca W. Hamilton, A. R. Shaheen Hosany
When does product scarcity create lasting value for consumers and firms? We propose a framework overlaying the dimensions of demand-driven versus supply-driven scarcity and strategic versus non-strategic drivers of product scarcity. This framework generates three insights for the strategic use of product scarcity in marketing. First, because value from product scarcity is co-created by firms and consumers
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The local environment matters: Evidence from digital healthcare services for patient engagement J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-09-20 Ruba Aljafari, Franck Soh, Pankaj Setia, Ritu Agarwal
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“Sorry about my manager”: Mitigating customer-facing adverse manager behaviors J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-09-18 Jeff S. Johnson
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Mindful consumption: Its conception, measurement, and implications J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-09-12 Sharad Gupta, Jagdish Sheth
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Service strategy’s effect on firm performance: A meta-analysis of the servitization literature J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-09-05 Ashkan Faramarzi, Stefan Worm, Wolfgang Ulaga
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Disposal-based scarcity: How overstock reduction methods influence consumer brand perceptions and evaluations J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-09-01 Oanh Dinh Yen Nguyen, Tania Bucic, Liem Viet Ngo, Harmen Oppewal
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Achieving social and economic sustainability through innovations in transformative services: A case of healthcare organizations in an emerging market J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-08-21 Amalesh Sharma, Sourav Bikash Borah, Aditya Christopher Moses
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Making new enemies: How suppliers’ digital disintermediation strategy shifts consumers’ use of incumbent offerings J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-08-21 Nico Schauerte, Ricarda Schauerte, Maren Becker, Thorsten Hennig-Thurau
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Product recall effectiveness and consumers’ participation in corrective actions J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-08-19 Sascha Raithel, Stefan J. Hock, Alexander Mafael
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Leveraging B2B field service technicians as a “second sales force”: How service situations affect selling activity and success J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-08-19 Manuel Berkmann, Maik Eisenbeiss, Werner Reinartz, Nico Schauerte
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Stick to my guns: he impact of crowding on consumers’ responsiveness to sale promotions J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-08-09 Linying (Sophie) Fan, Zhongqiang (Tak) Huang, Xing-Yu (Marcos) Chu, Yuwei Jiang
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Customer behavior across competitive loyalty programs J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-08-08 Farnoosh Khodakarami, J. Andrew Petersen, Rajkumar Venkatesan
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Dynamic and global drivers of salesperson effectiveness J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-08-07 Danny P. Claro, Carla Ramos, Robert W. Palmatier
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Direct mail to prospects and email to current customers? Modeling and field-testing multichannel marketing J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-08-05 Albert Valenti, Shuba Srinivasan, Gokhan Yildirim, Koen Pauwels
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Avengers, assemble! A network-based contingency analysis of spillover effects in multi-brand alliances J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-07-24 Jan Klostermann, Tobias K. Hinze, Franziska Völckner, Ann-Kristin Kupfer, Rouven Schwerdtfeger
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Research on sales and ethics: Mapping the past and charting the future J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-07-20 Nathaniel N. Hartmann, Heiko Wieland, Brandon Gustafson, Johannes Habel
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The effect of customer asset strategies on acquisition performance in business-to-government markets J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-07-17 Shuai Yan, Ju-Yeon Lee, Brett W. Josephson
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Building effective inside-outside sales rep dyads: A collaboration perspective J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-07-08 Huanhuan Shi, Shrihari Sridhar, Rajdeep Grewal
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A theory of sales system shocks J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-07-08 Nathaniel N. Hartmann, Nawar N. Chaker, Bruno Lussier, Denis Larocque, Johannes Habel