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The bad-influencer effect: Indulgence undermines social connection J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2024-05-09 Jessica Gamlin, Maferima Touré-Tillery
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The show must go on: The role of contract frames in safeguarding relationship continuity J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2024-05-07 Erik Mooi, Qiong Wang, Steven Seggie, Sandy D. Jap
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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
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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 Vasileios Davvetas, Aulona Ulqinaku, Constantine S. Katsikeas
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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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Bibliometric reviews—some guidelines J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2024-03-22 John Hulland
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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 Vivek Astvansh, Anshu Suri, Hoorsana Damavandi
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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 Jiajun Wu, Jun Ye, Junhong Chu
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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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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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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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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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“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
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Marketers on board: The influence of marketing-experienced board members (MEBMs) on firm innovativeness inputs and the moderating roles of CEO job characteristics J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-06-30 Ben Lee, Shekhar Misra, Christophe Haon
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How do firms value sales career paths? J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-06-17 Ali Reza Keshavarz, Dominique Rouzies, Francis Kramarz, Bertrand Quelin, Michael Segalla
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On the role of scarcity in marketing: Identifying research opportunities across the 5Ps. J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-06-06 Caroline Roux,Kelly Goldsmith,Christopher Cannon
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Defining, and understanding commitment to, activity streaks J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-06-02 Danny Weathers, T. Andrew Poehlman
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From homo sapiens to homo superior? Wearable robotics as the platform for transhumanist marketing J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-06-02 Martin Mende, Stephanie M. Noble, Thomas Sugar
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Co-creating educational consumer journeys: A sensemaking perspective J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-06-02 Michael B. Beverland, Pınar Cankurtaran, Pietro Micheli, Sarah JS Wilner
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The future of artificial intelligence and robotics in the retail and service sector: Sketching the field of consumer-robot-experiences J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-06-01 Stephanie M. Noble, Martin Mende
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What is happening to my nearby stores? The own- and cross-effect of a radical store transformation on existing customers J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-05-30 Els Breugelmans, Marleen Hermans, Manfred Krafft, Mirja Kroschke, Felix Lehmkuhle, Murali Mantrala
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Uncertainty marketing tactics: An overview and a unifying framework J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-05-29 Aleksandra Kovacheva, Hristina Nikolova
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Weathering the crash: Do customer-company relationships pay off during economic crises? J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-05-29 Forrest V. Morgeson, Udit Sharma, Xiaoxu Wu Schultz, Anita Pansari, Ayalla Ruvio, G. Tomas M. Hult
Do stronger relationships with customers (customer-company relationships [CCR]) help firms better weather economic crises? To answer this question, we examine firm performance during the stock market crashes associated with the two most severe economic crises of the last 15 years—the protracted Great Recession crisis (2008–2009) and the shorter but extreme COVID-19 pandemic crisis (2020). Juxtaposing
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The time-varying effects of rhetorical signals in crowdfunding campaigns J. Acad. Mark. Sci. (IF 18.2) Pub Date : 2023-05-26 Masoud Moradi, Mayukh Dass, Dennis Arnett, Vishag Badrinarayanan