Showing papers in "The Journal of Marketing Theory and Practice in 2019"
TL;DR: In this paper, the authors investigated the impact of celebrity endorsement and the moderating effect of negative publicity on consumer purchase intention or attitudes in an emerging market by employing a quantitati...
Abstract: This study investigates the impact of celebrity endorsement and the moderating effect of negative publicity on consumer purchase intention or attitudes in an emerging market. Employing a quantitati...
91 citations
TL;DR: In this paper, the impact of electronic word-of-mouth (eWOM) on consumers' pre-and post-purchase behaviors has been investigated, focusing on the impact on the consu...
Abstract: Prior research has focused on the impact of electronic word-of-mouth (eWOM) on consumers’ pre-purchase and post-purchase behaviors. This article, however, focuses on the impact of eWOM on the consu...
52 citations
TL;DR: In this article, the concept of customer delight was introduced to the academic literature, and since then a plethora of academics have studied the construct across many diverse contexts, and the concept has been applied to a variety of domains.
Abstract: Nearly 20 years ago the concept of customer delight was introduced to the academic literature. Since then a plethora of academics have studied the construct across many diverse contexts. Unfortunat...
47 citations
TL;DR: In this article, the authors propose Social Practice Theory as a theoretical lens to study online swapping in the sharing economy, drawing on the idea of social practice theory to examine the underexplored practice.
Abstract: This research examines the underexplored practice of online swapping. We propose Social Practice Theory as a theoretical lens to study this emerging practice in the sharing economy. Drawing on inte...
35 citations
TL;DR: An integrated model is developed to identify the drivers that lead m-shoppers to repurchase and the impact of ubiquity on m-convenience and safety m-experience on both affective and cognitive reactions is shown.
Abstract: The aim of this work is to offer a better understanding of consumer continued intentions to use mobile devices to shop. An integrated model is developed to identify the drivers that lead m-shoppers...
34 citations
TL;DR: In this paper, a comprehensive understanding of consumers' collaborativistic consumption and access-based businesses is presented, where the authors focus on the relationship between consumers' access and access to information.
Abstract: While collaborative consumption and access-based businesses are thriving in the marketplace, researchers are yet in the process of attaining a comprehensive understanding of consumers’ collaborativ...
31 citations
TL;DR: In this paper, the authors study consumers' reactions when sharing services fail, drawing on attribution theory, they show that consumers forgive the failure of sharing services, and that they forgive the service providers.
Abstract: Despite rapid growth of the sharing economy, little is known about consumers’ reactions when sharing services fail. Drawing on attribution theory, in three studies we show that consumers forgive su...
28 citations
TL;DR: The sales force and sales managers often operate as boundary spanners in an external environment, putt... as mentioned in this paper investigates sales ethics from both an individual and an organizational perspective from both a personal and an individual perspective.
Abstract: Sales ethics have been investigated from both an individual and an organizational perspective. The sales force and sales managers often operate as boundary spanners in an external environment, putt...
25 citations
TL;DR: The modern-day sharing economy delivers a multitude of benefits to users and providers worldwide as discussed by the authors, while there is much discussion about its benefits (e.g., convenience, access, and income), due to i...
Abstract: The modern-day sharing economy delivers a multitude of benefits to users and providers worldwide. While there is much discussion about its benefits (e.g., convenience, access, and income), due to i...
21 citations
TL;DR: In this paper, the authors investigated various aspects of electronic word of mouth and their effects on business performance, but they neglected detailed topics in reviews, and explored this new aspect in reviews.
Abstract: While research has investigated various aspects of electronic word of mouth and their effects on business performance, it has neglected detailed topics in reviews. This study explores this new aspe...
20 citations
TL;DR: Based on an ambidexterity approach and using data from 384 Spanish bank branch managers, the results of as mentioned in this paper confirm that market orientation facilitates the development of dynamic exploratory...
Abstract: Based on an ambidexterity approach and using data from 384 Spanish bank branch managers, the results of this study confirm that market orientation facilitates the development of dynamic exploratory...
TL;DR: In this article, the authors examine the issues that impede the development of robust academic analysis of popular managerial practices and metrics using the case of the Net Promoter Score/System (NPS).
Abstract: This research examines the issues that impede the development of robust academic analysis of popular managerial practices and metrics using the case of the Net Promoter Score/System (NPS). The issu...
TL;DR: In this article, the authors investigate how environmental pressures cope with service firms may utilize crowdsourcing to identify externally-generated ideas to fuel innovation to cope with environmental pressures, and they find that environmental pressures may impact service firms' decision-making.
Abstract: To cope with environmental pressures, service firms may utilize crowdsourcing to identify externally-generated ideas to fuel innovation. This research investigates how environmental pressures—custo...
TL;DR: In marketing practice, blue, followed by red, is the most used color in brand logo designs as discussed by the authors. Academic studies have shown that blue is related more to trust than red, but extant empirical results are...
Abstract: In marketing practice, blue, followed by red, is the most used color in brand logo designs. Academic studies have shown that blue is related more to trust than red, but extant empirical results are...
TL;DR: In this paper, the authors use social problem theory to examine how salespeople obtain the internal support to address the needs of customers, and they propose effectiveness in coordinating internal resources is rel...
Abstract: This research uses social problem theory to examine how salespeople obtain the internal support to address the needs of customers. We propose effectiveness in coordinating internal resources is rel...
TL;DR: This DSP scale is developed and four dimensions of deal-seeking propensity are identified, used to segment shoppers based on their deal- seeking behaviors, with four distinct segments of shoppers identified.
Abstract: Today’s shoppers have a wide-range of shopping outlets available, including in-store, online, and mobile channels and the availability of deals and discounts across these channels is changing rapid...
TL;DR: The word "sharing" has been adopted by marketing practitioners and academics to explain a variety of market-based phenomena, leading to confusion around its meaning as mentioned in this paper, and the meaning of sharing has been investigated across four studies.
Abstract: The word “sharing” has been adopted by marketing practitioners and academics to explain a variety of market-based phenomena, leading to confusion around its meaning. Across four studies, the curren...
TL;DR: This article examined brand-related user-generated content (UGC) on three social media platforms: Facebook, Twitter, and YouTube, using content analysis of the content and its content features.
Abstract: This study advances the knowledge of social media by examining brand-related user-generated content (UGC) on three social media platforms: Facebook, Twitter, and YouTube. Using content analysis of ...
TL;DR: In this article, the authors examined whether it is important if salespeople like their manager and found that the outcome of manager likeability as perceived by the salesperson is unknown. But, they did find that managers like their managers more than other managers.
Abstract: This research examines whether it is important if salespeople like their manager. Little is known about the outcomes of manager likeability as perceived by the salesperson. This study introduces ma...
TL;DR: When judging the expensiveness of a product or service, consumers often make comparisons to similar offerings that serve as reference points as mentioned in this paper, and it has been shown that reference items in...
Abstract: When judging the expensiveness of a product or service, consumers often make comparisons to similar offerings that serve as reference points. Extant pricing literature shows that reference items in...
TL;DR: Even though most people still prefer ownership, it may not be the most practical mode of consumption in many situations anymore, especially for the younger generations as mentioned in this paper, according to a recent survey.
Abstract: Even though most people still prefer ownership, it may not be the most practical mode of consumption in many situations anymore, especially for the younger generations. A recent survey revealed tha...
TL;DR: Managerial practice can be informed of the distinct elements that shape PSC and of its ramifications for designing service delivery systems for different types of service.
Abstract: This study focuses on the notion of Perceived Service Complexity (PSC). PSC captures ‘the difficulty to assimilate the service delivery process, as perceived by frontline employees (FLEs)’ and is conceptualized and measured through the development and validation of a multidimensional construct consisting of three factors (Task-Related, Customer-Derived and ‘Service Nature’-Derived Complexity). The findings add to the organizational frontline literature and advance scholarly understanding of how aspects of FLEs’ working environment shape their ability to assimilate the service delivery process and successfully perform their roles during their interactions with customers. Based on these findings, managerial practice can be informed of the distinct elements that shape FLEs’ perceived service complexity as well as of its ramifications for designing successfully service delivery systems for different types of services.
TL;DR: In this paper, the impact of referral reward programs on consumers' acceptance of word of mouth recommendations was studied across a series of three experiments, and it was shown that recommendat...
Abstract: This article studies the impact of firm instituted referral reward programs on consumers’ acceptance of word of mouth recommendations. Across a series of three experiments, we show that recommendat...
TL;DR: In this article, the authors used a sample of mana-beans to study negotiators' attitudes towards unethical negotiating practices in international business and found that negotiators were concerned about their ethical business practices.
Abstract: As international business grows, focus on ethical business practices intensifies and insight into negotiators’ attitudes towards unethical negotiating practices is essential. Using a sample of mana...
TL;DR: In this article, the authors explore how consumers respond to subsequent product configurations that alter one attribute at the cost of the other, and how will laptop owners evaluate a configuration that makes one attribute worse than another.
Abstract: This research explores how consumers respond to subsequent product configurations that alter one attribute at the cost of the other. For example, how will laptop owners evaluate a configuration tha...
TL;DR: In this article, the secret to staying relevant to consumers across multiple generations was discussed using a mixed-methods a... approach. But the results showed that some brands such as John Deere remain relevant across generations, yet others fail (e.g., Kodak).
Abstract: Brands such as John Deere remain relevant across generations, yet others fail (e.g., Kodak). What is the secret to staying relevant to consumers across multiple generations? Using a mixed-methods a...
TL;DR: In this article, the authors posit that first impressions anchor preference in the salesperson, the belief that the target is consideration-worthy in a first encounter with a target. But they do not consider the effect of the target's appearance on the first impression.
Abstract: Thin slices of observations based on first impressions anchor preference in the salesperson—the rudimentary belief in a first encounter that the target is consideration-worthy. The authors posit th...