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Seeing is smelling: Pictures improve product evaluations by evoking olfactory imagery International Journal of Research in Marketing (IF 8.047) Pub Date : 2024-02-10 Varun Sharma, Zachary Estes
Scents can improve product evaluations, but incorporating scents in advertising and packaging is relatively inefficient and oftentimes hard to implement (e.g., online). We therefore present a theoretical framework that explains how pictures on packages and in advertisements can evoke imagined scents (olfactory imagery), thereby improving evaluations and increasing choice shares, without delivering
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Do great powers come with great responsibility? Opportunities and tensions of new technologies in marketing International Journal of Research in Marketing (IF 8.047) Pub Date : 2024-02-07 J. Jeffrey Inman, Robert J. Meyer, David A. Schweidel, Raji Srinivasan
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Communicating with B2B buyers after “Dropping the Ball”: Using digital and non-digital communication formats to recover from salesperson transgressions International Journal of Research in Marketing (IF 8.047) Pub Date : 2024-02-02 Stephanie M. Mangus, Huanhuan Shi, Judith Anne Garretson Folse, Eli Jones, Shrihari Sridhar
Salespeople are inundated with new sales enablement tools and digital communication options daily, creating new ways to communicate with customers and navigate the inevitable case of “dropping the ball.” This research investigates how different communication formats cushion the blow and minimize damage from salesperson transgressions. Study 1 utilizes firm-provided communication and performance data
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The Role Of Reviewer Badges In The Dynamics Of Online Reviews International Journal of Research in Marketing (IF 8.047) Pub Date : 2024-01-29 Elham Yazdani, Shyam Gopinath, Stephen J. Carson
In this research, we examine the role of reviewer badges in the spread of opinion in the context of online reviews. Specifically, we investigate how ratings from badged and non-badged reviewers influence the opinions of subsequent reviewers, how this influence varies depending on whether the subsequent reviewer is badged, and the dynamics of review time and recent product popularity. Using a multimethod
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Does Bigger Still Mean Better? How Digital Transformation Affects the Market Share-Profitability Relationship International Journal of Research in Marketing (IF 8.047) Pub Date : 2024-01-27 Felix Anton Sklenarz, Alexander Edeling, Alexander Himme, Julian R.K. Wichmann
Extensive research has examined the effect of market share on profitability and, in general, has found a significantly positive relationship between the two metrics. However, this article demonstrates that the digital transformation of companies has substantially altered this relationship and its underlying mechanisms. The authors first theoretically develop the different influences of digital transformation
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Virtual Luxury in the Metaverse: NFT-Enabled Value Recreation in Luxury Brands International Journal of Research in Marketing (IF 8.047) Pub Date : 2024-01-04 Wuxia Bao, Liselot Hudders, Shubin Yu, Emma Beuckels
With the emergence and popularity of non-fungible tokens (NFTs), the luxury brand industry has experienced an increase in their use of NFTs. This study employs multiple-case studies, thematic analysis method, and grounded theory to analyze 40 luxury NFT campaigns from 2021 and 2022. The analysis applies a sociotechnical perspective, integrating the technical factors of NFTs and the social factors of
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The role of performance reward discrepancies in driving dealers’ servitization International Journal of Research in Marketing (IF 8.047) Pub Date : 2024-01-04 Peng Wang, Maggie Chuoyan Dong
Although servitization is increasingly popular in manufacturing industries, little is known about how manufacturers can compel their dealers to cooperate with the servitization process to the same degree. Drawing on social comparison theory, we propose that a dealer will adjust its servitization level according to the reward discrepancy, or the difference between its annual reward, allocated by the
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Branded Response to Generic Entry: Detailing Beyond the Patent Cliff International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-12-21 Vijay Ganesh Hariharan, Vardit Landsman, Stefan Stremersch
The literature on pharmaceutical marketing devotes little attention to the promotion of branded drugs after generic competitors enter the market. This paper addresses this gap in the literature and explores how the sales of branded drugs respond to specific promotional strategies following generic entry. We focus on physician detailing, and specifically, firms’ post-generic-entry decisions regarding
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Hitting the bullseye: Accurately measuring willingness to pay for innovations with open and closed direct questions International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-12-20 Jonas Schmidt, Michael Steiner, Manfred Krafft, Nadine Eckel, Darren W. Dahl
Knowledge of a customer’s willingness to pay (WTP) at early stages of product development is key to the success of innovations. However, since innovative products do not exist yet, only the hypothetical WTP can be surveyed, inducing a measurement bias. Unfortunately, little is known about the factors that induce this bias and how it differs depending on the method utilized in measuring WTP. We address
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Navigating the Double-Edged Sword: Executive Hubris and its Impact on Customer Acquisition and Retention International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-12-19 Flora F. Gu, Fine.F. Leung, Danny T. Wang, Yi Tang
This research employs upper echelons theory to examine whether executive hubris augments a firm's customer acquisition while concurrently impairing its customer retention. Drawing on an information processing perspective, we suggest that the influence of executive hubris on customer acquisition and retention is shaped by executives' selective attention to information. This influence is observed to
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Separating Substitution and Psychological Effects of Price with A Two-step Conjoint Approach: Application to Luxury Goods International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-12-10 Yao (Alex) Yao, Sha Yang, K. Sudhir
Price can have direct psychological effects on utility, beyond the standard indirect substitution effect through its impact on the budget available for other goods. This paper proposes a theory driven modeling framework to (i) empirically disentangle and measure the psychological and substitution effects of price, and (ii) identify heterogeneous drivers of the psychological effect. We then provide
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How Mortality Salience Hurts Brands with Different Personalities International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-11-29 Polina Landgraf, Antonios Stamatogiannakis, Haiyang Yang
From deadly disease outbreaks to crimes and terrorism, consumers often experience mortality salience (MS). We examine how MS-inducing events impact brand evaluations. We propose that under MS, consumers avoid experiencing change. Because consumers perceive brands with an exciting personality to be more closely associated with the notion of change than brands with other types of personality, the onset
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Brand advertising competition across economic cycles International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-11-28 Peren Özturan, Barbara Deleersnyder, Ayşegül Özsomer
This study investigates how brands’ responses to competitors’ advertising actions change over the business cycle. In an empirical analysis of advertising activity by 105 brands in six consumer packaged goods categories over 10 years in a market that experienced severe economic swings, we show that managers become more aggressive in contractions. Brands respond not only more often to competitors’ advertising
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Editorial Board International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-11-20
Abstract not available
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Announcement: New IJRM Editor International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-11-20
Abstract not available
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How Can Academics Generate Better Research Ideas? Inspiration from Ideation Practice International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-10-27 Stefan Stremersch
How can academic scholars come up with great ideas, such that their research becomes even more important, relevant, and interesting? Based on ideation practices of sophisticated companies, this paper triggers academic researchers to self-reflect on: (1) the source used for ideation, (2) the scope applied to ideation, (3) the sharing of ideas during ideation, and (4) the selection of ideas. The paper
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Economic Consequences of Online Tracking Restrictions: Evidence from Cookies International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-10-20 Klaus M. Miller, Bernd Skiera
In recent years, European regulators have debated restricting the time an online tracker can track a user to protect consumer privacy better. Despite the significance of these debates, there has been a noticeable absence of any comprehensive cost-benefit analysis. This article fills this gap on the cost side by suggesting an approach to estimate the economic consequences of lifetime restrictions on
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Consumers’ Multistage Data Control in Technology-Mediated Environments International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-09-28 Johanna Zimmermann, Kelly D. Martin, Jan H. Schumann, Thomas Widjaja
New technologies create novel tensions, such as between providing consumers with greater control over their personal data and enhancing the technological sophistication of firms’ offerings (e.g., through automation). Resolving such control-related tensions requires specific, comprehensive conceptualizations and measures of consumers’ perceived data control. Drawing from conceptual notions of control
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Empirical Pattern of Mobile Ad Fraud from Publisher and Advertising Campaign International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-09-28 Yitian Sky Liang, Xinlei Jack Chen, Yuxin Chen, Ping Xiao, Jinglong Zhang
Ad fraud has serious consequences for brands. It also contaminates academic research if scholars neglect a significant level of ad fraud in their data. However, only limited theoretical work has addressed this topic, and empirical research is scarce. In this article, we take a first step to document empirical patterns of mobile ad fraud using two datasets. The datasets are commonly available to buyers
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Customer success management, customer health, and retention in B2B industries International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-09-16 Bryan Hochstein, Clay M. Voorhees, Alexander B. Pratt, Deva Rangarajan, Duane M. Nagel, Vijay Mehrotra
Customer Success (CS) Management is an emerging B2B marketing strategy. The task of CS management is to increase customer retention through dedicated and ongoing proactive attention to improving the value customers realize from a product or solution. Leveraging a theories-in-use approach, we demonstrate the adoption of CS management across a wide range of B2B settings and unpack how the implementation
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How Video Conferencing Promotes Preferences for Self-Enhancement Products International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-09-15 Li Huang, Laura Pricer
The pandemic has led to a significant increase in the use of video conferencing platforms such as Zoom, Google Meet and Microsoft Teams. Yet little is known about the impact of video conferencing on subsequent consumer decisions. Across six studies, we examine the effects of video conferencing in both consumption (e.g., sales) and nonconsumption (e.g., school and work) contexts and find that video
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AI ON THE STREET: CONTEXT-DEPENDENT RESPONSES TO ARTIFICIAL INTELLIGENCE International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-09-03 Matilda Dorotic, Emanuela Stagno, Luk Warlop
As artificial intelligence (AI) applications proliferate, their creators seemingly anticipate that users will make similar trade-offs between costs and benefits across various commercial and public applications, due to the technological similarity of the provided solutions. With a multimethod investigation, this study reveals instead that users develop idiosyncratic evaluations of benefits and costs
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Sharing Information with AI (vs Human) Impairs Brand Trust: The Role of Audience Size Inferences and Sense of Exploitation International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-09-01 Deniz Lefkeli, Mustafa Karatas, Zeynep Gürhan-Canli
This research examines whether and why disclosing information to AI as opposed to humans influences an important brand-related outcome—consumers’ trust in brands. Results from two pilot studies and nine controlled experiments (n = 2,887) show that consumers trust brands less when they disclose information to AI as opposed to humans. The effect is driven by consumers’ belief that AI shares information
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DEPART: Decomposing prices using atheoretical regression trees International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-09-03 Huidi Lu, Ralf van der Lans, Kristiaan Helsen, Dinesh K. Gauri
Regular prices and temporary discounts are important elements for retailers’ and brands’ pricing decisions. These two variables need to be considered separately because consumer sensitivities to their changes typically differ. Although the scope and richness of retail datasets have grown rapidly in recent years, most of them only record actual prices paid by customers and lack direct information about
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Sending mixed signals: How congruent versus incongruent signals of popularity affect product appeal International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-09-01 Sarit Moldovan, Meyrav Shoham, Yael Steinhart
A high volume of sales or online reviews can make a product seem more popular and established and consequently enhance its appeal. But is it advisable to display both metrics? We focus on the interplay between volume of sales and number of reviews and explore what happens when these signals are perceived as congruent versus incongruent. Five experimental studies and an analysis of field data demonstrate
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Editorial Board International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-08-28
Abstract not available
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Standing Out from the Crowd: When and Why Color Complexity in Social Media Images Increases User Engagement International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-08-24 Vamsi K. Kanuri, Christian Hughes, Brady T. Hodges
Firms increasingly rely on images to drive user engagement with their social media content. However, evidence is limited on when and why image characteristics can draw social media users’ attention and increase engagement. In this research, the authors theorize that color complexity in images can serve as an external cue that draws social media users’ attention and provokes a shift from the peripheral
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Consumer responses to firm-owned devices in self-service technologies: Insights from a data privacy perspective International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-08-10 Stefanie Sohn, Oliver Schnittka, Barbara Seegebarth
While self-service technologies (SSTs) enable customers to produce services such as food ordering, hotel check-in, and retail store checkout on their own, they involve the use of devices that are either firm-owned (e.g., the retailer provides a handheld device for self-checkout) or customer-owned (e.g., a customer uses a personal smartphone for self-checkout). With the increasing relevance of customer-owned
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Overwhelming Targeting Options:Selecting Audience Segments for Online Advertising International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-08-09 Iman Ahmadi, Nadia Abou Nabout, Bernd Skiera, Elham Maleki, Johannes Fladenhofer
Even as online advertising continues to grow, a central question remains: Who to target? Yet, advertisers know little about how to select from the hundreds of audience segments for targeting (and combinations thereof) for a profitable online advertising campaign. Utilizing insights from a field experiment on Facebook (Study 1), we develop a model that helps advertisers solve the cold-start problem
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Reported and Communicated Shifts in Strategic Emphasis and Firm Performance International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-08-09 Sonja Gensler, Karlo Oehring, Thorsten Wiesel
In light of scarce resources, firms strategically weigh off between investments in value creation and value appropriation. They do so by placing more emphasis on one of the two strategic orientations which defines their strategic emphasis. So far, literature has relied on accounting data – specifically on reported investments in R&D and advertising – to operationalize reported strategic emphasis and
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Using different advertising humor appeals to generate firm-level warmth and competence impressions International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-08-09 Chi Hoang, Klemens Knöferle, Luk Warlop
An online experiment and a large-scale correlational study show that the effects of a humor appeal in product advertising go beyond consumers’ general attitudes toward the ad and the advertised product. A humor appeal influences consumers’ perceptions of the advertised firms’ competence and warmth. Importantly, the competence and warmth signaling values of humor in advertising vary with the nature
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Donor happiness comes from afar: The role of donation beneficiary social distance and benevolence International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-08-09 Gopal Das, Patrick van Esch, Shailendra Pratap Jain, Yuanyuan (Gina) Cui
Although donors may prefer contributing to causes that help those who are socially closer to them, we propose that donating to socially distant beneficiaries makes donors feel happier. This occurs because donating to distant (vs. close) others results in an experience of greater benevolence. We further identify regulatory focus as a boundary condition of these effects. In one choice study and four
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The managerial relevance of marketing science: Properties and genesis International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-08-04 Nico Schauerte, Maren Becker, Monika Imschloss, Julian R.K. Wichmann, Werner J. Reinartz
Part of marketing academia’s mandate is to generate findings that improve management practice. Managerial relevance plays a key role in this mandate as it describes a research project’s potential to influence managerial decision-making and thinking. Therefore, it is crucial to understand what makes research managerially relevant and to uncover success factors in the genesis of such research. This study
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The intended and unintended effects of synced advertising: When persuasion knowledge could help or backfire International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-07-23 Claire M. Segijn, Eunah Kim, Garim Lee, Chloe Gansen, Sophie C. Boerman
Developments in digital technologies have extended the abilities of marketers to collect, process, and share consumer data to optimize personalized messages across media in real time, a strategy known as synced advertising. Previous research has found promising effects related to synced advertising. At the same time, consumer knowledge appears to be low, and informing consumers could increase their
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Detrimental effects of anthropomorphism on the perceived physical safety of artificial agents in dangerous situations International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-07-20 Xueni (Shirley) Li, Sara Kim, Kimmy Wa Chan, Ann L. McGill
Designers of artificial agents often give them humanlike features, reflecting assumptions that humanlike agents evoke more positive evaluations than machinelike agents do. However, through four studies, the current article reveals a detrimental effect of anthropomorphizing embodied artificial agents. This effect occurs because these agents appear physically less safe in dangerous situations, which
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Consumer Preferences and Firm Technology Choice International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-07-06 Yi Liu, Pinar Yildirim, Z. John Zhang
Advances in technology change the way consumers search and shop for products. Emerging is the trend of home-shopping devices such as Amazon’s Alexa and Google Home, which allow consumers to search or order products. We investigate how consumer brand and technology preferences may interact with the functionalities of technology-enabled shopping (TES) devices to determine the channel structure and market
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Providing assets in the sharing economy: Low childhood socioeconomic status as a barrier International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-06-24 Yuechen Wu, Ruijuan Wang, Huizhen Jin, Meng Zhu
In the past few decades, the modern marketplace has offered consumers a proliferation of models for consumption based on sharing and access. Extant literature provides systematic examinations of motives for consuming products through the sharing economy on the demand side, but factors that affect consumers' asset-providing decisions on the supply side remain understudied. The current paper explores
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How culture shapes consumer responses to anthropomorphic products International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-06-21 Sara Baskentli, Rhonda Hadi, Leonard Lee
Anecdotal evidence suggests that Eastern consumers respond more favorably to anthropomorphic products than their Western counterparts. In the present work, we examine the validity of this common intuition and uncover the specific cultural dimension underlying this difference in consumer response. Specifically, across a cross-national field study and three controlled experiments, we demonstrate that
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Can firms benefit from integrating high-frequency survey measures with objective service quality data? International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-06-21 Jihoon Cho, Anocha Aribarg, Puneet Manchanda
The advent of digitization has allowed firms to collect high-frequency data - subjective and objective - to monitor their service performance. This paper proposes a methodological framework to help firms understand the value of collecting these data. We apply the framework to novel high-frequency, individual-level, cross-sectional and time-series measures of subjective post-purchase perceptions (via
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Understanding the sequential interdependence of mobile app adoption within and across categories International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-06-16 Xiaochi Sun, Xuebin Cui, Yacheng Sun
This research examines the interdependencies in users’ sequential app adoptions within and across diverse app categories. We employ a Zero-inflated Negative Binomial (ZINB) model to analyze a unique, granular, and individual-level mobile app adoption dataset, revealing three main findings. First, users’ app adoption decisions are highly history-dependent and category-specific in a nonlinear fashion
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Suspicious online product reviews: An empirical analysis of brand and product characteristics using Amazon data International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-06-16 Eunhee Emily Ko, Douglas Bowman
Concerns over the authenticity of reviews hinder their usefulness. Consumers discount the information they get from reviews, and this particularly harms brands with high ratings. The authors argue that perceived brand strength, brand advertising effort, price, and sales each act as signals that help positive reviews of a brand seem more reliable. They investigate this by studying Amazon.com reviews
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Editorial Board International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-06-09
Abstract not available
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Outstanding IJRM Area Editors and Reviewers International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-06-09
Abstract not available
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Winner of the 2023 Jan-Benedict E.M. Steenkamp Award for Long-Term Impact International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-06-09
Abstract not available
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Winner 2022 IJRM Best Article International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-06-09
Abstract not available
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Financial consequences of adding bricks to clicks International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-06-10 Erik Maier, Rico Bornschein, Rico Manss, Damian Hesse
Many e-commerce retailers are adding “bricks to clicks” – that is, opening an offline channel in addition to their digital sales channel(s). Taking the perspective of such an online pure player, this research assesses the effects of offline channel additions on the financial performance (e.g., sales, profits) and customer behavior (e.g., basket size, return rate) in the extended channel network as
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How firm communication affects the impact of layoff announcements on brand strength over time International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-06-09 Samuel Stäbler, Alexander Himme, Alexander Edeling, Max Backhaus
Firms usually undertake layoffs to improve financial performance. However, layoffs often have negative effects on various stakeholders, including consumers. In this paper, we examine the magnitude and duration of the potential negative effect of layoff announcements on brand strength. We also examine how a firm's communication accompanying a layoff can potentially counteract the observed negative effect
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Timing customer reactivation initiatives International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-05-29 Niels Holtrop, Jaap E. Wieringa
Firms operating in non-contractual settings apply customer reactivation initiatives such as email messages to stimulate customers who have become inactive temporarily or permanently to resume their transaction activities. Thus, firms need to know which customers are inactive, and when a customer becomes inactive. Existing approaches struggle to distinguish active from inactive customers and do not
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Category expansion through cross-channel demand spillovers International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-05-25 Ali Umut Guler
Does the local presence of premium branded stores with strong associations to a product group help promote the relevant category as a whole? Based on the Starbucks example, this paper documents such a demand spillover effect for coffee across channels and firms: The firm’s stores stimulate coffee demand in mass-market grocery channels, benefiting rival firms that target consumption at home. I show
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Image features and demand in the sharing economy: A study of Airbnb International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-04-20 Jiaxiu He, Bingqing Li, Xin (Shane) Wang
Peer-to-peer marketplaces and the sharing economy are reshaping many markets. Airbnb is attractive to many customers because of its non-standardized, diverse selections and superior value over hotels, but Airbnb properties also come with more uncertainty than hotels. Images of the property can help resolve uncertainty. This study focuses on the background image (the image displayed in search results)
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One-of-a-kind products: Leveraging strict uniqueness in mass customization International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-04-17 Franziska Krause, Jonas Görgen, Emanuel de Bellis, Nikolaus Franke, Pia Burghartz, Ilse-Maria Klanner, Gerald Häubl
This research examines product uniqueness in its most pure form—products that are literally one of a kind. It does so in mass customization (MC) settings where consumers configure their own products. Due to extremely large solution spaces that are typically available in MC, a specific product configured by a consumer is often one of a kind in that it has never been produced before. How might firms
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Editorial: On ChatGPT and beyond: How generative artificial intelligence may affect research, teaching, and practice International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-04-08 Renana Peres, Martin Schreier, David Schweidel, Alina Sorescu
How does ChatGPT, and other forms of Generative Artificial Intelligence (GenAI) affect the way we have been conducting—and evaluating—academic research, teaching, and business practice? What are the implications for the theory and practice of marketing? What are the opportunities and threats, and what are some interesting avenues for future research? This editorial aims to kick off an initial discussion
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Editorial Board International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-03-16
Abstract not available
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Estimating the effect of brand beliefs on brand evaluations when beliefs are measured with error International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-02-25 Garrett P. Sonnier, Oliver J. Rutz, Adrian F. Ward
We consider the internal validity of estimates of the effects of brand beliefs on brand evaluations when beliefs are measured with error. Consumer research suggests numerous errors that may impact belief measures. However, the literature has not determined precisely why and how myriad types of error matter for the evaluation-belief relationship. Furthermore, the literature has not explicitly considered
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How business-to-business salespeople deal with buying center dissenters International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-02-18 Jeff S. Johnson
Salespeople routinely sell to multiple members with influence over the purchasing decision in the customer organization. Given these buying center members’ varying needs, wants, perspectives, and motivations, dispositions toward a sales discussion can be heterogeneous. Salespeople may encounter situations in which members of the buying center react positively to the sales discussion, with the exception
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Adverse inclusion of asymmetric advertisers in position auctions International Journal of Research in Marketing (IF 8.047) Pub Date : 2023-01-25 Zibin Xu, Yi Zhu, Shantanu Dutta
Product listing platforms commonly use generalized second-price auctions to select competing advertisers for limited ad positions. However, when advertisers are asymmetric, position auctions may confound the post-auction competition structure and thus endogenize the bidders’ values of the ad positions. We build an analytical model to examine the impact of position auctions on an asymmetric market structure
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The motivational dynamics of arousal and values in promoting sustainable behavior: A cognitive energetics perspective International Journal of Research in Marketing (IF 8.047) Pub Date : 2022-12-29 Li Yan, Kyle B. Murray
This research applies Cognitive Energetics Theory (CET) to explain when and why consumers engage in sustainable behavior. Across six studies, we find a positive interaction effect of arousal and openness-to-change on sustainable behaviors. In particular, openness-to-change (vs conservation) increases the likelihood of engaging in effortful sustainable behaviors in a high-arousal state rather than in
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Charitable maximizers: The impact of the maximizing mindset on donations to human recipients International Journal of Research in Marketing (IF 8.047) Pub Date : 2022-12-29 Jingjing Ma, Yu (Anna) Lin, Danit Ein-Gar
The majority of donations are dedicated to helping human recipients. Building on prior literature that demonstrates the role of downward social comparisons between donors and donation recipients in elevating willingness to help those in need, we propose that a maximizing mindset increases such downward social comparisons, which in turn promote donations to human recipients. A set of seven studies,
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Satiation and cross promotion: Selling and swapping users in mobile games International Journal of Research in Marketing (IF 8.047) Pub Date : 2022-12-22 Michael Haenlein, Barak Libai, Eitan Muller
One of the main challenges facing the mobile game industry is an alarming level of satiation, that is, a decline in user engagement and consequently in ad viewing, spending, and retention. Satiation lowers users’ CLV to an extent that renders acquisition from the likes of Facebook and Google untenable, driving game publishers to cross-promote, that is, sell and swap users among themselves. We model
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Advertising’s sequence of effects on consumer mindset and sales: A comparison across brands and product categories International Journal of Research in Marketing (IF 8.047) Pub Date : 2022-12-21 Albert Valenti, Gokhan Yildirim, Marc Vanhuele, Shuba Srinivasan, Koen Pauwels
Advertising has the power to influence how consumers experience, think, and feel about brands, but the sequence of these mindset effects may differ by brand and category. This paper analyzes how the mindset factors of cognition, affect, and experience mediate advertising effects on sales, using data from 178 fast-moving consumer good brands in 18 categories over seven years. The authors compare the