Subjects -> BUSINESS AND ECONOMICS (Total: 3570 journals)
    - ACCOUNTING (132 journals)
    - BANKING AND FINANCE (306 journals)
    - BUSINESS AND ECONOMICS (1248 journals)
    - CONSUMER EDUCATION AND PROTECTION (20 journals)
    - COOPERATIVES (4 journals)
    - ECONOMIC SCIENCES: GENERAL (212 journals)
    - ECONOMIC SYSTEMS, THEORIES AND HISTORY (235 journals)
    - FASHION AND CONSUMER TRENDS (20 journals)
    - HUMAN RESOURCES (103 journals)
    - INSURANCE (26 journals)
    - INTERNATIONAL COMMERCE (145 journals)
    - INTERNATIONAL DEVELOPMENT AND AID (103 journals)
    - INVESTMENTS (22 journals)
    - LABOR AND INDUSTRIAL RELATIONS (61 journals)
    - MACROECONOMICS (17 journals)
    - MANAGEMENT (595 journals)
    - MARKETING AND PURCHASING (116 journals)
    - MICROECONOMICS (23 journals)
    - PRODUCTION OF GOODS AND SERVICES (143 journals)
    - PUBLIC FINANCE, TAXATION (37 journals)
    - TRADE AND INDUSTRIAL DIRECTORIES (2 journals)

PRODUCTION OF GOODS AND SERVICES (143 journals)                     

Showing 1 - 137 of 137 Journals sorted alphabetically
Asia Pacific Journal of Marketing and Logistics     Hybrid Journal   (Followers: 8)
Asian Journal of Marketing     Open Access   (Followers: 5)
Australasian Marketing Journal (AMJ)     Hybrid Journal   (Followers: 4)
BMC Health Services Research     Open Access   (Followers: 22)
Capital Markets Law Journal     Hybrid Journal   (Followers: 4)
Cleaner Environmental Systems     Open Access  
Cleaner Production Letters     Hybrid Journal  
Cleaner Waste Systems     Open Access   (Followers: 2)
Consumption Markets & Culture     Hybrid Journal   (Followers: 6)
Customer Needs and Solutions     Hybrid Journal   (Followers: 4)
Direct Marketing An International Journal     Hybrid Journal   (Followers: 4)
Disaster Prevention and Management     Hybrid Journal   (Followers: 30)
Economic & Labour Market Review     Hybrid Journal   (Followers: 13)
Electronic Markets     Hybrid Journal   (Followers: 6)
Emerging Markets Review     Hybrid Journal   (Followers: 10)
European Journal of Marketing     Hybrid Journal   (Followers: 22)
Financial Markets, Institutions & Instruments     Hybrid Journal   (Followers: 38)
Food Packaging and Shelf Life     Hybrid Journal   (Followers: 3)
Foundations and Trends® in Marketing     Full-text available via subscription   (Followers: 11)
Future Business Journal     Open Access   (Followers: 2)
Global Journal of Emerging Market Economies     Hybrid Journal   (Followers: 1)
Health Services and Outcomes Research Methodology     Hybrid Journal   (Followers: 6)
Health Services Management Research     Hybrid Journal   (Followers: 16)
Health Services Research     Hybrid Journal   (Followers: 18)
i+Diseño : Revista científico-académica internacional de Innovación, Investigación y Desarrollo en Diseño     Open Access  
Independent Journal of Management & Production     Open Access   (Followers: 1)
Ingeniería y Competitividad     Open Access  
International Journal of Advanced Operations Management     Hybrid Journal   (Followers: 7)
International Journal of Bank Marketing     Hybrid Journal   (Followers: 4)
International Journal of Business and Emerging Markets     Hybrid Journal   (Followers: 1)
International Journal of Business Forecasting and Marketing Intelligence     Hybrid Journal   (Followers: 3)
International Journal of Electronic Marketing and Retailing     Hybrid Journal   (Followers: 5)
International Journal of Emerging Markets     Hybrid Journal   (Followers: 3)
International Journal of Entrepreneurial Venturing     Hybrid Journal   (Followers: 1)
International Journal of Financial Services Management     Hybrid Journal   (Followers: 1)
International Journal of Information Systems and Supply Chain Management     Full-text available via subscription   (Followers: 10)
International Journal of Inventory Research     Hybrid Journal  
International Journal of Lean Six Sigma     Hybrid Journal   (Followers: 8)
International Journal of Logistics Economics and Globalisation     Hybrid Journal   (Followers: 3)
International Journal of Managing Projects in Business     Hybrid Journal   (Followers: 3)
International Journal of Market Research     Hybrid Journal   (Followers: 14)
International Journal of Nonprofit & Voluntary Sector Marketing     Hybrid Journal   (Followers: 7)
International Journal of Pharmaceutical and Healthcare Marketing     Hybrid Journal   (Followers: 4)
International Journal of Planning and Scheduling     Hybrid Journal   (Followers: 2)
International Journal of Product Development     Hybrid Journal   (Followers: 1)
International Journal of Production Economics     Hybrid Journal   (Followers: 19)
International Journal of Production Management and Engineering     Open Access   (Followers: 4)
International Journal of Production Research     Hybrid Journal   (Followers: 13)
International Journal of Productivity and Quality Management     Hybrid Journal   (Followers: 4)
International Journal of Quality and Service Sciences     Hybrid Journal   (Followers: 2)
International Journal of Quality Innovation     Open Access   (Followers: 4)
International Journal of Research in Marketing     Hybrid Journal   (Followers: 18)
International Journal of Service Industry Management     Hybrid Journal   (Followers: 1)
International Journal of Services and Standards     Hybrid Journal   (Followers: 1)
International Journal of Services Operations and Informatics     Hybrid Journal   (Followers: 1)
International Journal of Services Sciences     Hybrid Journal  
International Journal of Supply Chain and Inventory Management     Hybrid Journal   (Followers: 7)
International Journal of Supply Chain and Operations Resilience     Hybrid Journal   (Followers: 3)
International Journal of Supply Chain Management     Open Access   (Followers: 15)
International Journal of Systems Science : Operations & Logistics     Hybrid Journal  
International Journal of Technology Marketing     Hybrid Journal   (Followers: 3)
International Journal of Trade and Global Markets     Hybrid Journal   (Followers: 2)
Internet Reference Services Quarterly     Hybrid Journal   (Followers: 33)
JCMS : Journal of Common Market Studies     Hybrid Journal   (Followers: 48)
Journal of Advances in Management Research     Hybrid Journal   (Followers: 1)
Journal of Benefit-Cost Analysis     Hybrid Journal   (Followers: 2)
Journal of Business & Industrial Marketing     Hybrid Journal   (Followers: 8)
Journal of Business Logistics     Hybrid Journal   (Followers: 8)
Journal of Business Venturing     Hybrid Journal   (Followers: 29)
Journal of Cleaner Production     Hybrid Journal   (Followers: 27)
Journal of Consumer Marketing     Hybrid Journal   (Followers: 19)
Journal of Database Marketing & Customer Strategy Management     Hybrid Journal   (Followers: 5)
Journal of Direct Data and Digital Marketing Practice     Hybrid Journal   (Followers: 6)
Journal of Emerging Knowledge on Emerging Markets     Open Access  
Journal of Entrepreneurial Finance     Open Access  
Journal of Financial Markets     Hybrid Journal   (Followers: 28)
Journal of Food Products Marketing     Hybrid Journal   (Followers: 1)
Journal of Foodservice Business Research     Hybrid Journal  
Journal of Global Marketing     Hybrid Journal   (Followers: 4)
Journal of Global Operations and Strategic Sourcing     Hybrid Journal   (Followers: 1)
Journal of Health Services Research and Policy     Hybrid Journal   (Followers: 16)
Journal of International Consumer Marketing     Hybrid Journal   (Followers: 9)
Journal of International Financial Markets, Institutions and Money     Hybrid Journal   (Followers: 19)
Journal of Loss Prevention in the Process Industries     Hybrid Journal   (Followers: 7)
Journal of Marketing     Full-text available via subscription   (Followers: 51)
Journal of Marketing Communications     Hybrid Journal   (Followers: 11)
Journal of Marketing Education     Hybrid Journal   (Followers: 7)
Journal of Marketing Research     Full-text available via subscription   (Followers: 70)
Journal of Nonprofit & Public Sector Marketing     Hybrid Journal   (Followers: 5)
Journal of Operations and Supply Chain Management     Open Access   (Followers: 6)
Journal of Political Marketing     Hybrid Journal   (Followers: 3)
Journal of Prediction Markets     Full-text available via subscription   (Followers: 1)
Journal of Product Innovation Management     Hybrid Journal   (Followers: 23)
Journal of Production Research & Management     Full-text available via subscription   (Followers: 3)
Journal of Productivity Analysis     Hybrid Journal   (Followers: 4)
Journal of Progressive Human Services     Hybrid Journal   (Followers: 1)
Journal of Public Policy & Marketing     Full-text available via subscription   (Followers: 14)
Journal of Relationship Marketing     Hybrid Journal   (Followers: 7)
Journal of Retailing and Consumer Services     Hybrid Journal   (Followers: 5)
Journal of Service Research     Hybrid Journal   (Followers: 6)
Journal of Services Marketing     Hybrid Journal   (Followers: 11)
Journal of Strategic Marketing     Hybrid Journal   (Followers: 11)
Journal of Targeting Measurement and Analysis for Marketing     Hybrid Journal   (Followers: 1)
Journal of Technology Management & Innovation     Open Access   (Followers: 5)
Journal of the Academy of Marketing Science     Hybrid Journal   (Followers: 25)
Journal of Vacation Marketing     Hybrid Journal   (Followers: 2)
Logistics     Open Access   (Followers: 1)
Logistics Journal     Open Access   (Followers: 2)
Management and Administrative Sciences Review     Open Access  
Management and Production Engineering Review     Open Access   (Followers: 1)
Manufacturing & Service Operations Management     Full-text available via subscription   (Followers: 17)
Marketing Intelligence & Planning     Hybrid Journal   (Followers: 4)
Marketing Letters     Hybrid Journal   (Followers: 10)
Marketing Review     Full-text available via subscription  
Marketing Science     Full-text available via subscription   (Followers: 34)
Psychological Services     Full-text available via subscription   (Followers: 4)
Psychology & Marketing     Hybrid Journal   (Followers: 10)
Qualitative Market Research: An International Journal     Hybrid Journal   (Followers: 3)
Quantitative Marketing and Economics     Hybrid Journal   (Followers: 4)
Reproduction Fertility and Development     Hybrid Journal   (Followers: 4)
Review of Pacific Basin Financial Markets and Policies     Hybrid Journal  
Revista Eletrônica Academicus     Open Access  
Revue Interventions économiques     Open Access   (Followers: 1)
Service Business     Hybrid Journal   (Followers: 1)
Service Oriented Computing and Applications     Hybrid Journal   (Followers: 2)
Service Science     Full-text available via subscription   (Followers: 1)
Services Marketing Quarterly     Hybrid Journal   (Followers: 5)
Social Marketing Quarterly     Hybrid Journal   (Followers: 6)
Strategy Management Logistics     Open Access   (Followers: 2)
Supply Chain Forum : an International Journal     Full-text available via subscription   (Followers: 7)
Sustainable Production and Consumption     Full-text available via subscription   (Followers: 1)
Technology Operation Management     Hybrid Journal  
The Journal of Futures Markets     Hybrid Journal   (Followers: 6)
The Service Industries Journal     Hybrid Journal   (Followers: 4)
Universal Journal of Industrial and Business Management     Open Access  
Venture Capital: An International Journal of Entrepreneurial Finance     Hybrid Journal   (Followers: 1)
WPOM - Working Papers on Operations Management     Open Access   (Followers: 1)

           

Similar Journals
Journal Cover
Journal of the Academy of Marketing Science
Journal Prestige (SJR): 4.614
Citation Impact (citeScore): 7
Number of Followers: 25  
 
  Hybrid Journal Hybrid journal (It can contain Open Access articles)
ISSN (Print) 1552-7824 - ISSN (Online) 0092-0703
Published by Springer-Verlag Homepage  [2469 journals]
  • An extended health belief model for COVID-19: understanding the
           media-based processes leading to social distancing and panic buying

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      Abstract: Building on the health belief model (HBM), this research tests, over six months, how the exposure to COVID-related information in the media affects fear, which in turn conditions beliefs about the severity of the virus, susceptibility of getting the virus, and benefits of safety measures. These health beliefs ultimately lead to social distancing and panic buying. As a first contribution, we find that fear is not directly triggered by the objective severity of a crisis, but rather formed over time by the way individuals are exposed to media. Second, we show that fear affects behaviors through the components of the HBM which relate to the risks/benefits of a situation. Last, we find that critical thinking about media content amplifies the “adaptive” responses of our model (e.g., health beliefs, social distancing) and reduces its “maladaptive” responses (e.g., panic buying). Interestingly, we note that the beneficial effect of critical thinking about media content disappears as the level of fear increases over time. The implications of these findings for policymakers, media companies, and theory are further discussed.
      PubDate: 2022-05-16
       
  • Consequences of platforms' remuneration models for digital content:
           initial evidence and a research agenda for streaming services

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      Abstract: Nowadays, platforms in many industries offer content for a (monthly) flat rate (e.g., music streaming). While flat rates are efficient in reducing transaction costs for administering customers, platforms’ rules for remunerating content right holders are crucial for royalty allocation and, as a result, heavily discussed in several industries. The music industry’s business practices could be on the verge of their next disruption. There is an ongoing heated debate with respect to how the income of flat rates through streaming services should be allocated to right holders (labels and artists). This research investigates aspects of the supply and demand side effects as well as the resulting monetary consequences of changing the currently applied proportional-to-usage remuneration policy (pro rata) to a user-centric policy. Using individual-level data from 3,326 participants and data from Spotify’s API, we empirically quantify the monetary consequences of this change for the music industry. Depending on the remuneration system, we find a substantial reallocation of nearly 170 million € per year at Spotify. We discuss demand and supply-side consequences that may change the way music is currently produced and consumed. We conclude with a research agenda on the impact of business conventions for users, platforms, and artists in the music streaming industry.
      PubDate: 2022-05-16
       
  • To exploit or explore' The impact of crowdfunding project descriptions
           and backers’ power states on funding decisions

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      Abstract: Reward-based crowdfunding attracts significant research efforts to understand its success drivers; the current study expands such efforts by exploring the word choices within project descriptions and their potential effects for crowdsourced funding of innovative projects. Project descriptions have the potential to influence backer funding decisions significantly, and creators have complete control over them, suggesting the relevance of this previously unexplored factor. A secondary data analysis of 245,704 online requests for new project funding indicates greater success for project descriptions that emphasize exploitation rather than exploration themes. A series of follow-up experiments also demonstrate that risk perceptions mediate decision-making processes, and that a person’s power state is an important moderator of funding intentions. In particular, potential backers with less power are more likely to fund a project with an exploitation-focused description rather than one with an exploration focus. Conversely, backers with greater power perceive both project types as equally attractive, but they also are more likely to fund an explorative project than those with less power. These novel contributions help clarify how funding for startups varies as a function of specific word choices in funding requests, as well as the role of power in determining individual funding behaviors.
      PubDate: 2022-05-16
       
  • A multi-system organizing framework for inter-firm control: a
           comprehensive perspective on control

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      Abstract: Marketing inter-firm control considers how one party to an exchange manages the behaviors and/or performance outcomes of another. Despite the existence of mature, robust theories in the marketing literature such as transaction cost economics, agency theory, organizational control theory, and the theory of relational exchange, many questions of control remain. Three areas important to modern day inter-firm management and not addressed by extant channels are third-party control (control by a non-dyadic constituent), self-control (control by and of the actor), and control as a function of daily routine. To consider these and other aspects of control, this paper applies a general framework to examine issues of control and governance. This framework considers control systems (dyadic control, third-party control, and self-control), control modes (formal and informal control) the rules of control (setting standards, monitoring, and sanctioning), and the costs and welfare maximization of such rules. It also addresses control behaviors and outcomes. Introducing a single organizing control framework and demonstrating its use, this paper explains the multi-system control framework, offers research propositions, and provides a research agenda.
      PubDate: 2022-05-07
       
  • The opportunities and costs of highly involved organizational buyers

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      Abstract: This research investigates the impact of an organizational buyer’s product involvement on the customer firm’s and supplier’s financial outcomes. The results suggest that highly involved organizational buyers are willing to pay more, which benefits the supplier, but they are also perceived by the supplier as having greater expertise in negotiations, which benefits the customer. In Study 1, the authors examine the effects of buyer product involvement using a survey of organizational buyers matched with profit data from their supplier. The findings suggest that the prevailing mechanism that drives the effects of buyer product involvement is contingent upon different customer and supplier levers. Study 2 examines the theorized mechanisms via a second survey and an experiment. This research contributes to literatures on buying and negotiations by revealing the importance of considering the potential effects of a buyer’s product involvement. Suppliers can leverage a more highly involved buyer by developing strong connections with the focal product; customers should encourage their buyers to be highly involved and leverage their knowledge of the market but limit their influence within the customer firm.
      PubDate: 2022-05-07
       
  • Corporate lobbying and product recalls: an investigation in the U.S.
           medical device industry

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      Abstract: While corporate political activity is increasing, its effects on firms’ marketing-relevant outcomes have been largely overlooked in the literature. We propose that corporate lobbying will decrease a firm’s emphasis on product safety and, in turn, increase its product recalls. We further propose that the positive indirect effect of corporate lobbying on a firm’s product recalls via lower emphasis on product safety will be moderated by the firm’s (a) CEO’s functional background and (b) focus on radical (vs. incremental) innovation. We provide empirical support for the proposed model using data on 86 U.S. medical device firms from 2005–2018. The findings extend the literature on the effects of non-market forces on firms’ marketing-relevant outcomes. They also extend the literature on the antecedents of product recalls, which has, hitherto, overlooked the role of non-market forces. The findings on the moderating roles of the firm’s marketing CEO and focus on radical (vs. incremental) innovation generate actionable managerial implications.
      PubDate: 2022-05-05
       
  • Brand-generated social media content and its differential impact on
           loyalty program members

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      Abstract: Social media and loyalty programs are mainstays of contemporary marketing, but despite their prominence—and their potential synergies—the two are seldom researched together. Here, drawing on the heuristic-systematic model, we theorize and demonstrate that the dimensions of customer experience in brand-generated social media content lead to different sales responses from loyalty program and non-loyalty program customers. Based on several thousand social media posts connected to both loyalty and non-loyalty program sales, we show that relational and intellectual content have greater effects in driving sales to loyalty program members while behavioral content drives greater sales to non-loyalty program members. These findings improve our understanding of the financial outcomes of social media tactics, providing researchers and marketers with an understanding of the differences in responses across customer groups and a framework to optimize social media content.
      PubDate: 2022-05-05
       
  • Consumer resource integration and service innovation in social commerce:
           the role of social media influencers

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      Abstract: Abstract Social media technologies have given rise to influencers who shape the purchasing behaviors of their followers (peer consumers), thus enabling consumer-initiated social commerce. However, few studies have explored how social media influencers, and more broadly, consumers, actively integrate resources to engage in service innovation in social commerce. This qualitative study (involving two firms and their influencers) examines the emerging roles of social media influencers and their resource integration behaviors in service innovation. Drawing on the service-dominant logic and the technology affordance theory, the study advances a framework that identifies the resource integration behaviors that underlie two primary roles of influencers—communicator and innovator—and explains how social media technology affordances facilitate these behaviors, and thereby, the ensuing innovation outcomes. By focusing on the technology-mediated processes of social media influencers’ engagement in service innovation, we contribute to research and practice in consumer-led service innovation in the emerging digital world.
      PubDate: 2022-05-01
       
  • A self-determination theory-based meta-analysis on the differential
           effects of intrinsic and extrinsic motivation on salesperson performance

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      Abstract: Abstract While companies devote extensive resources to sales force monitoring and compensation, executives continue to puzzle over how to properly motivate their sales personnel to perform more effectively and efficiently. Which matters more for performance—extrinsic incentives or intrinsic motivators—and under what conditions' While motivation has been studied for decades, the phenomenon remains a chief concern facing many organizations today. Findings from 293 effect sizes nested within 127 studies (n = 77,560) demonstrate that motivation is significantly associated with salesperson performance (r = .245, 95% CI = .238 to .252). In addition, the meta-analytic findings indicate that intrinsic motivation is more significantly associated with performance (r = .298, 95% CI = .287 to .308) than extrinsic motivation (r = .176, 95% CI = .166 to .186). The multivariate analyses also confirm that intrinsic motivation has stronger effects than extrinsic motivation on salesperson performance after controlling for sample characteristics such as age, gender, and tenure. Moreover, we find that the relationship between intrinsic motivation and performance is greater than that of extrinsic motivation and performance for both younger and older salespeople, salespeople with longer job tenure and years of sales experience, female salespeople, salespeople selling in a B2B context, and salespeople located within the U.S. We discuss the theoretical importance of these findings, offer practical implications for sales managers, and suggest avenues for future scholarly research.
      PubDate: 2022-05-01
       
  • The boomerang effect of zero pricing: when and why a zero price is less
           effective than a low price for enhancing consumer demand

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      Abstract: Abstract Prior literature has demonstrated the power of zero pricing to boost consumer demand, but the current research shows a novel “boomerang effect”: a zero (vs. low, nonzero) price can lower demand when the offer comes with high incidental costs (e.g., the time cost in commuting to an offline class; the physical risk of getting a new vaccine). Five studies show that zero pricing, relative to low pricing, has a boosting (boomerang) effect on demand when incidental costs are low (high). The diverging effects of zero pricing on demand are explained by a dual-process model with a positive affective pathway and negative scrutiny pathway. Zero pricing triggers both positive affect and cognitive scrutiny of incidental costs; when incidental costs are high, the scrutiny pathway overrides the affective pathway and decreases demand. The finding has managerial implications as incidental costs often vary widely between marketing channels and over a product’s life cycle.
      PubDate: 2022-05-01
       
  • Shareholder wealth implications of software firms’ transition to cloud
           computing: a marketing perspective

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      Abstract: Abstract Moving into cloud computing represents a major marketing shift because it replaces on-premises offerings requiring large, up-front payments with hosted computing resources made available on-demand on a pay-per-use pricing scheme. However, little is known about the effect of this shift on cloud vendors’ financial performance. This study draws on a longitudinal data set of 435 publicly listed business-to-business (B2B) firms within the computer software and services industries to investigate, from the vendors’ perspective, the shareholder wealth effect of transitioning to the cloud. Using a value relevance model, we find that an unanticipated increase in the cloud ratio (i.e., the share of a firm’s revenues from cloud computing) has a positive and significant effect on excess stock returns; and it has a negative and significant effect on idiosyncratic risk. Yet these effects vary across market structures and firms. In particular, unanticipated increases in market maturity intensify the positive effect of moving into the cloud on excess stock returns. Further, unexpected increases in advertising intensity strengthen the negative effect of shifting to the cloud on idiosyncratic risk.
      PubDate: 2022-05-01
       
  • Can advertising benefit women’s development' Preliminary insights
           from a multi-method investigation

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      Abstract: Abstract We examine the interaction effect of country-level aggregate advertising spending and internet access on women’s development. We explain why this interaction effect either enhances or discourages women’s development. Our empirical analysis of aggregate advertising spending across forty-eight countries over five years uncovers a conditional effect. Advertising may have adverse consequences on women’s development when internet access is low. However, in conjunction with high levels of internet access, advertising corresponds to advancing women’s development. Through an experimental study, we show one possible mechanism for this development: on one hand, the growing trend of femvertising produces comments supportive of women’s empowerment. On the other, stereotypically-sexist ads elicit psychological reactance to objectifying messages. Both the celebration of messaging that supports women and the criticism of sexist stereotyping are now being widely shared online. To explore this phenomenon globally, we conducted a qualitative analysis of social media responses to Dove ads aired within multiple countries. We find that consumers amplified empowering advertisements across a range of different cultural contexts. These findings have implications for advertisers, marketers, and policy makers: such constituencies should consider how advertising can facilitate women’s development by providing marketplace conditions that promote personal evolution into unattained-but-attainable versions of the self.
      PubDate: 2022-05-01
       
  • Did clickbait crack the code on virality'

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      Abstract: Abstract Although clickbait is a ubiquitous tactic in digital media, we challenge the popular belief that clickbait systematically leads to enhanced sharing of online content on social media. Using the Persuasion Knowledge Model, we predict that clickbait tactics may be perceived by some readers as a manipulative attempt, leading to source derogation where the publisher may be perceived as less competent and trustworthy. This, in turn, may reduce some readers’ intention to share content. Using a controlled experiment, we confirm that high-emotional headlines are shared more and show evidence that clickbait often leads to inferences of manipulative intent and source derogation. We then use a well-known secondary data set containing 19,386 articles from 27 leading online publishers. We supplement it with Twitter share data, sentiment analysis, topic modeling, and additional control variables. We confirm that, on average, clickbait articles elicit far fewer shares than non-clickbait articles. Our results are stable, with large effect sizes even after controlling for endogenous selection.
      PubDate: 2022-05-01
       
  • Managing differential effects of salespersons’ regulatory foci–a dual
           process model of dominant and supplemental pathways

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      Abstract: Abstract Extant research on salespersons’ regulatory foci has mainly focused on behaviors that are congruent with salespersons’ regulatory orientations (dominant pathway) to the neglect of alternate, yet essential salesperson behaviors that may render less “fit” (supplemental pathway). Moreover, the literature is also silent on managerial actions that can motivate salespeople to perform even when the environment is not conducive to perceived fit. Using a triadic dataset from salespeople, their managers, and archival performance records, the authors find that a competitive psychological climate can strengthen the regulatory fit of promotion focus and adaptive selling, which can be further reinforced (inadvertently disrupted) if managers deploy outcome (behavioral) control. By contrast, prevention focus shows an opposite pattern, in which behavioral control strengthens, whereas outcome control weakens, the perceived fit of prevention focus and service behaviors in a highly competitive climate. Importantly, our findings elucidate the complementary (as opposed to contradictory) nature of the dual process model of dominant and supplemental pathways, by illustrating their positive synergistic effect on salesperson performance. Together, these findings clarify the underlying dual mechanisms of regulatory foci and their respective boundary conditions, thereby shedding light on ambiguities in extant literature and providing actionable managerial guidance.
      PubDate: 2022-05-01
       
  • Choreographing salesperson face-to-face visits with a buyer organization:
           a social network perspective

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      Abstract: Abstract Salesperson face-to-face visits with buyer organizations are an inherently dynamic phenomenon and choreographing changes in those visits is important for a salesperson to identify and pursue sales opportunities. Drawing on social network theory and adopting a novel within-tie change perspective, we provide guidance regarding salesperson choreographing. We do so by focusing on how often a salesperson visits a buyer organization (i.e., change in visit intensity, visit intensity trend, duration of relations) and the functions a salesperson visits in a buyer organization (i.e., change in diversity of visited functions, change in visit concentration on top-management). Our model of salesperson choreographing is tested using data from 2934 salesperson–buyer organization relationships over seven consecutive sales periods. Random coefficient models illustrate the complex and nuanced interplay of various aspects of salesperson choreographing on sales with a buyer organization. The findings provide actionable guidance for salespeople to better manage the choreographing of limited visits.
      PubDate: 2022-05-01
       
  • A brand (new) experience: art, aesthetics, and sensory effects

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      PubDate: 2022-05-01
       
  • Marketing experience of CEOs and corporate social performance

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      Abstract: Abstract Corporate social performance (CSP) is increasingly becoming an important firm performance dimension in its own right. Since the CEO plays a pivotal role in setting the firm’s strategic actions, the examination of CSP’s antecedents has often focused on how CEO characteristics may impact CSP. According to upper echelons theory, one such key characteristic is the CEO’s functional background. As CEO experience in marketing may instill a CSP-supportive mindset in line with stakeholder theory, we examine how such CEO marketing experience may promote CSP and how situational factors may moderate this. Analyses of 3,569 CEOs from 1,999 firms from 2001 to 2016 reveal that CEO prior experience in marketing positively relates to CSP. This finding is robust to multiple analytical methods and endogeneity checks. Further, marketing experience’s effect is stronger than that of other functional experiences. Moderation results indicate this effect is associated more with executive discretion than job demands.
      PubDate: 2022-05-01
       
  • Brand actions and financial consequences: a review of key findings and
           directions for future research

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      Abstract: Abstract The brand-finance interface has been an important area of research in marketing for over three decades. Using the brand-value chain framework as a conceptual foundation, we review the literature that links core brand-related actions to stock market outcomes and accounting-based performance metrics and, more importantly, capture what has been learned collectively. We classify brand actions that have been examined in prior research by their cause (proactive vs. reactive) and scope (strategic vs. tactical) and describe their impacts on various financial performance metrics (e.g., stock returns, Tobin’s q), emphasizing key mediators and moderators influencing the process. We then utilize this framework to identify gaps or ambiguities in prior research findings and suggest research questions to help advance our understanding of the financial value implications of brand-related actions.
      PubDate: 2022-04-30
       
  • Correction to: Collect them all! Increasing product category cross-selling
           using the incompleteness effect

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      PubDate: 2022-04-20
       
  • The value relevance of digital marketing capabilities to firm performance

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      Abstract: Abstract Digital transformation of the marketing organization forces firms to develop new digital marketing capabilities (DMCs) to remain competitive. However, despite considerable academic and managerial interest, the value relevance of DMCs beyond the value achieved through classic marketing capabilities (CMCs) remains unclear. Similarly, research investigating the interaction effect of DMCs and CMCs is scarce. We address both research gaps by drawing on a mixed-methods approach combining in-depth interviews and a multi-industry, multisource dataset. The results reveal that DMCs significantly contribute to firm profitability beyond the influence of CMCs. Drawing on the contingent view of resource-based theory, we investigate the moderating influence of organizational and environmental contingencies on the interaction effect of DMCs and CMCs. This investigation reveals important tradeoffs that result in actionable managerial implications for realizing the complementarity potential—and preventing the substitutive potential—of a firm’s DMCs and CMCs.
      PubDate: 2022-04-20
       
 
JournalTOCs
School of Mathematical and Computer Sciences
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