Pub Date : 2024-01-29DOI: 10.1080/10696679.2024.2305444
Colin Gabler, Ashish Kalra
While the benefits of salesforce creativity are well-documented, recent calls underscore the lack of research on how to develop a creative salesforce. Adopting social learning theory, we position e...
{"title":"How ethical leaders foster salesperson creativity: exploring the roles of social power, job autonomy, and internal competitive work environment","authors":"Colin Gabler, Ashish Kalra","doi":"10.1080/10696679.2024.2305444","DOIUrl":"https://doi.org/10.1080/10696679.2024.2305444","url":null,"abstract":"While the benefits of salesforce creativity are well-documented, recent calls underscore the lack of research on how to develop a creative salesforce. Adopting social learning theory, we position e...","PeriodicalId":16424,"journal":{"name":"Journal of Marketing Theory and Practice","volume":"11 1","pages":""},"PeriodicalIF":3.0,"publicationDate":"2024-01-29","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139772874","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2024-01-29DOI: 10.1080/10696679.2024.2305445
Kai Haverila, Matti Haverila, Akshaya Rangarajan
Business resources and processes such as Big Data Marketing Analytics (BDMA) are becoming increasingly focused on meeting the needs and objectives of customers. Consequently, this research aims to ...
大数据营销分析（BDMA）等业务资源和流程越来越注重满足客户的需求和目标。因此，本研究旨在 ...
{"title":"The impact of the decision-making role on perceived satisfaction, value for money, and reinvest intentions at varying levels of perceived financial performance in the context of Big Data Marketing Analytics","authors":"Kai Haverila, Matti Haverila, Akshaya Rangarajan","doi":"10.1080/10696679.2024.2305445","DOIUrl":"https://doi.org/10.1080/10696679.2024.2305445","url":null,"abstract":"Business resources and processes such as Big Data Marketing Analytics (BDMA) are becoming increasingly focused on meeting the needs and objectives of customers. Consequently, this research aims to ...","PeriodicalId":16424,"journal":{"name":"Journal of Marketing Theory and Practice","volume":"87 4 1","pages":""},"PeriodicalIF":3.0,"publicationDate":"2024-01-29","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139756233","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2024-01-29DOI: 10.1080/10696679.2024.2305454
Varinder M. Sharma, Andreas Klein
Unfamiliar online retailers far exceed the number of familiar stores, yet they lack consumer trust that may result in lower sales and, ultimately, failure. This study develops and tests a conceptua...
{"title":"A signaling theory-based analysis of website features, investment perception and trust propensity in initial trust formation on unfamiliar small online retailers","authors":"Varinder M. Sharma, Andreas Klein","doi":"10.1080/10696679.2024.2305454","DOIUrl":"https://doi.org/10.1080/10696679.2024.2305454","url":null,"abstract":"Unfamiliar online retailers far exceed the number of familiar stores, yet they lack consumer trust that may result in lower sales and, ultimately, failure. This study develops and tests a conceptua...","PeriodicalId":16424,"journal":{"name":"Journal of Marketing Theory and Practice","volume":"10 1","pages":""},"PeriodicalIF":3.0,"publicationDate":"2024-01-29","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139763012","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2024-01-29DOI: 10.1080/10696679.2024.2305456
Thomas L. Powers, Dawn B. Valentine, Karen N. Kennedy
This article investigates the relationship of the internal perception of market orientation by managers and salespeople, as well as the external perspectives of customers, across varying levels of ...
本文研究了在不同层次的企业中，管理人员和销售人员对市场导向的内部认知与客户的外部观点之间的关系。
{"title":"Firm performance and perceptions of market orientation","authors":"Thomas L. Powers, Dawn B. Valentine, Karen N. Kennedy","doi":"10.1080/10696679.2024.2305456","DOIUrl":"https://doi.org/10.1080/10696679.2024.2305456","url":null,"abstract":"This article investigates the relationship of the internal perception of market orientation by managers and salespeople, as well as the external perspectives of customers, across varying levels of ...","PeriodicalId":16424,"journal":{"name":"Journal of Marketing Theory and Practice","volume":"17 1","pages":""},"PeriodicalIF":3.0,"publicationDate":"2024-01-29","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139756006","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2024-01-29DOI: 10.1080/10696679.2023.2295449
Atefeh Talebnejad, Mohammad Sharifi-Tehrani
This study, based on social identity theory, probes the effect of national identity (NI) on consumer preference for local and foreign language branding considering direct, moderation, and moderated...
{"title":"The effect of national identity on brand name language preference: evidence of nonlinear and moderated moderation effects","authors":"Atefeh Talebnejad, Mohammad Sharifi-Tehrani","doi":"10.1080/10696679.2023.2295449","DOIUrl":"https://doi.org/10.1080/10696679.2023.2295449","url":null,"abstract":"This study, based on social identity theory, probes the effect of national identity (NI) on consumer preference for local and foreign language branding considering direct, moderation, and moderated...","PeriodicalId":16424,"journal":{"name":"Journal of Marketing Theory and Practice","volume":"224 1","pages":""},"PeriodicalIF":3.0,"publicationDate":"2024-01-29","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139588811","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2024-01-22DOI: 10.1080/10696679.2024.2305455
Sonia Kashyap, Lakhwinder Singh Kang
Grounded in the Job Demands-Resources (JD-R), Conservation of Resources (COR) model, and Social Exchange Theory (SET), the present study has developed an integrated model where internal branding ac...
{"title":"Unraveling the effects of “living the brand”: a resource generating outlook","authors":"Sonia Kashyap, Lakhwinder Singh Kang","doi":"10.1080/10696679.2024.2305455","DOIUrl":"https://doi.org/10.1080/10696679.2024.2305455","url":null,"abstract":"Grounded in the Job Demands-Resources (JD-R), Conservation of Resources (COR) model, and Social Exchange Theory (SET), the present study has developed an integrated model where internal branding ac...","PeriodicalId":16424,"journal":{"name":"Journal of Marketing Theory and Practice","volume":"4 1","pages":""},"PeriodicalIF":3.0,"publicationDate":"2024-01-22","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139561674","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2023-11-28DOI: 10.1080/10696679.2023.2280564
Antigone G. Kyrousi, Eirini Koronaki, Athina Y. Zotou, Anastasios Panopoulos
This paper investigates how consumers’ individual differences (personal values and characteristics in the adaptations level of personality) affect responses to luxury advertising laden with two opp...
{"title":"One value does not ‘fit’ all: value-laden luxury advertising through the lens of consumer individuality","authors":"Antigone G. Kyrousi, Eirini Koronaki, Athina Y. Zotou, Anastasios Panopoulos","doi":"10.1080/10696679.2023.2280564","DOIUrl":"https://doi.org/10.1080/10696679.2023.2280564","url":null,"abstract":"This paper investigates how consumers’ individual differences (personal values and characteristics in the adaptations level of personality) affect responses to luxury advertising laden with two opp...","PeriodicalId":16424,"journal":{"name":"Journal of Marketing Theory and Practice","volume":"47 42","pages":""},"PeriodicalIF":3.0,"publicationDate":"2023-11-28","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"138515162","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2023-11-10DOI: 10.1080/10696679.2023.2273560
Vinicius Castilho Vargas, Valter Afonso Vieira, Luiz Rodrigo Cunha Moura, Cid Gonçalves Filho
ABSTRACTOffline paid media (e.g. TV and radio) and online paid media (e.g. Google AdWords and Facebook) are complementary advertising channels that create a cyclical Echoverse effect for the communication strategy. Retailers do not know how offline and online paid media form reciprocal feedback loops when associating with earned social media, owned print advertising and organic search. To understand these cyclical loops, the authors test an Echoverse model using longitudinal data from a grocery supermarket chain and apply a model using vector error correction regression. We find empirical evidence supporting our Echoverse model. First, time-series data show that offline paid media, online paid media, and owned print advertising affect retailers’ profits and revenues. Second, from a reciprocal viewpoint, offline paid media, online paid media, and owned print advertising increase earned social media, which boosts organic search. Disclosure statementThe authors declare no conflict of interest in this research.
{"title":"The use of offline and online paid media, earned social media, and organic search in explaining supermarket’s performance: a cyclical Echoverse model","authors":"Vinicius Castilho Vargas, Valter Afonso Vieira, Luiz Rodrigo Cunha Moura, Cid Gonçalves Filho","doi":"10.1080/10696679.2023.2273560","DOIUrl":"https://doi.org/10.1080/10696679.2023.2273560","url":null,"abstract":"ABSTRACTOffline paid media (e.g. TV and radio) and online paid media (e.g. Google AdWords and Facebook) are complementary advertising channels that create a cyclical Echoverse effect for the communication strategy. Retailers do not know how offline and online paid media form reciprocal feedback loops when associating with earned social media, owned print advertising and organic search. To understand these cyclical loops, the authors test an Echoverse model using longitudinal data from a grocery supermarket chain and apply a model using vector error correction regression. We find empirical evidence supporting our Echoverse model. First, time-series data show that offline paid media, online paid media, and owned print advertising affect retailers’ profits and revenues. Second, from a reciprocal viewpoint, offline paid media, online paid media, and owned print advertising increase earned social media, which boosts organic search. Disclosure statementThe authors declare no conflict of interest in this research.","PeriodicalId":16424,"journal":{"name":"Journal of Marketing Theory and Practice","volume":"35 2","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-11-10","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"135093255","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
ABSTRACTThis paper defines the Metaverse in the business environment using a holistic lens, highlighting opportunities and challenges. The research is based on a systematic literature review (SLR) that collects definitions, opportunities and challenges of the Metaverse from the latest marketing and management research streams. A definition of the Metaverse, including opportunities and challenges for the business environment, is provided. Furthermore, the research results highlight the emergence of the Metaverse as a technology that facilitates communication, actor interaction and knowledge dissemination, both for the competitive advantage of companies and for the social interaction of people in society. Disclosure statementNo potential conflict of interest was reported by the author(s).
{"title":"Defining the Metaverse with challenges and opportunities in the business environment","authors":"Roberto Bruni, Michela Piccarozzi, Federica Caboni","doi":"10.1080/10696679.2023.2273555","DOIUrl":"https://doi.org/10.1080/10696679.2023.2273555","url":null,"abstract":"ABSTRACTThis paper defines the Metaverse in the business environment using a holistic lens, highlighting opportunities and challenges. The research is based on a systematic literature review (SLR) that collects definitions, opportunities and challenges of the Metaverse from the latest marketing and management research streams. A definition of the Metaverse, including opportunities and challenges for the business environment, is provided. Furthermore, the research results highlight the emergence of the Metaverse as a technology that facilitates communication, actor interaction and knowledge dissemination, both for the competitive advantage of companies and for the social interaction of people in society. Disclosure statementNo potential conflict of interest was reported by the author(s).","PeriodicalId":16424,"journal":{"name":"Journal of Marketing Theory and Practice","volume":" 5","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-11-09","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"135192302","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2023-09-22DOI: 10.1080/10696679.2023.2245548
Purva Kansal, Saubhagya Bhalla
ABSTRACTCollaborative consumption (CC) is becoming a key concept in marketing. Despite the topic’s relevance, the academic literature on consumer behavior in collaborative consumption remains very fragmented. This present research aims to provide a systematic review of consumer behavior in collaborative consumption research in the existing literature. An extensive literature review was systematically conducted on collaborative consumption spread over the time period between 2010 to 2021 published journals which were identified from online academic and research databases of Web of science and EBSCO. A total of 97 conceptual and empirical articles were analyzed based on criteria such as year of publication, theoretical underpinning, methodological approaches, etc. The paper highlights the critical emergent themes and sub-themes, extensively used methodologies and analysis approaches, and dominant theoretical underpinnings. By providing the distribution schema of collaborative consumption articles based on the mentioned criteria and the future research areas, the present study will help future researchers understand the current status of collaborative consumption research in the marketing and consumer behavior discipline and take this research area forward. Our theme-based segregation of collaborative consumption gives a deeper insight to the managers of sharing services concerning the key motivations and constraints of collaborative consumption. This systematic literature review provides a holistic view of consumer behavior in collaborative consumption. It highlights three major research themes (customer-centric studies, sustainability-centric studies, and consumer trust studies) and their related and relevant sub-themes to date addressed in the research studies. Disclosure statementNo potential conflict of interest was reported by the author(s).Supplementary dataSupplemental data for this article can be accessed online at https://doi.org/10.1080/10696679.2023.2245548
【摘要】协同消费(CC)正在成为市场营销中的一个重要概念。尽管该主题具有相关性，但关于协作消费中的消费者行为的学术文献仍然非常分散。本研究旨在对现有文献中合作消费研究中的消费者行为进行系统回顾。从Web of science和EBSCO的在线学术和研究数据库中识别出2010年至2021年期间发表的期刊，系统地对协作消费进行了广泛的文献综述。根据出版年份、理论基础、方法方法等标准，共分析了97篇概念性和实证性文章。本文强调了关键的新兴主题和副主题，广泛使用的方法和分析方法，以及主要的理论基础。本研究通过提供基于上述标准和未来研究领域的协同消费文章分布图式，有助于未来研究者了解市场营销和消费者行为学科中协同消费研究的现状，并推动这一研究领域向前发展。我们的基于主题的协作消费分离为共享服务的管理者提供了关于协作消费的关键动机和约束的更深入的见解。这篇系统的文献综述提供了协作消费中消费者行为的整体观点。它强调了三个主要的研究主题(以客户为中心的研究，以可持续发展为中心的研究和消费者信任研究)以及迄今为止在研究中讨论的相关和相关的子主题。披露声明作者未报告潜在的利益冲突。本文的补充数据可以在线访问https://doi.org/10.1080/10696679.2023.2245548
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