Marketing Letters

2003 - 2013

Edited by Randolph E. Bucklin and Joel E. Urbany

from Springer
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Volume 24, issue 1, 2013

Budget allocation for customer acquisition and retention while balancing market share growth and customer equity pp. 1-11

Hsiu-Yuan Tsao

Customer satisfaction as a buffer against sentimental stock-price corrections pp. 13-27

Robert Merrin, Arvid O.. Hoffmann and Joost Pennings

Opposing effects of sociodemographic variables on price knowledge pp. 29-42

Charlotte Gaston-Breton and Priya Raghubir

Consumers’ online responses to the death of a celebrity pp. 43-55

Scott Radford and Peter Bloch

Payment method and perceptions of ownership pp. 57-69

Bernadette Kamleitner and Berna Erki

Customer portfolio composition and customer equity feedback effects: Student diversity and acquisition in educational communities pp. 71-84

Michael Lewis, Debanjan Mitra and Yeujun Yoon

Can a print publication be equally effective online? Testing the effect of medium type on marketing communications pp. 85-95

Robert Magee

Do consumers who conduct online research also post online reviews? A model of the relationship between online research and review posting behavior pp. 97-108

Girish Punj

Volume 23, issue 4, 2012

Consumer acceptance of the mobile Internet pp. 917-928

Joerg Koenigstorfer and Andrea Groeppel-Klein

Product survival analysis for the App Store pp. 929-941

Euy-Young Jung, Chulwoo Baek and Jeong-Dong Lee

Why consumers respond differently to absolute versus percentage descriptions of quantities pp. 943-957

Danny Weathers, Scott Swain and Jay Carlson

The vulnerability of defensiveness: The impact of persuasion attempts and processing motivations on trust pp. 959-971

Wenxia Guo and Kelley Main

The relative performance of different methods for selecting creative marketing personnel pp. 973-985

Niek Althuizen

Understanding consumers’ multichannel choices across the different stages of the buying process pp. 987-1003

Sonja Gensler, Peter Verhoef and Martin Böhm

In the mood to buy? Understanding the interplay of mood regulation and congruence in an international context pp. 1005-1018

Erik Maier, Robert Wilken, Helmut Schneider and Gülpınar Kelemci Schneider

More effective assessment of market performance in later stages of the product development process: The case of the motion picture industry pp. 1019-1031

Gerda Gemser, Mark Leenders and Charles Weinberg

Volume 23, issue 3, 2012

Sequential market basket analysis pp. 505-516

Wagner Kamakura

The effect of a no-pain, no-gain lay theory on product efficacy perceptions pp. 517-529

Thomas Kramer, Caglar Irmak, Lauren Block and Veronika Ilyuk

Consumers’ evaluation of allocation policies for scarce health care services: Vested interest activation trumps spatial and temporal distance pp. 531-543

Tim Benning, Els Breugelmans and Benedict G.C. Dellaert

Make me special: Gender differences in consumers’ responses to loyalty programs pp. 545-559

Valentyna Melnyk and Stijn Osselaer

Competitive effects of informative advertising in distribution channels pp. 561-584

Jianqiang Zhang, Weijun Zhong and Shue Mei

Multiattribute perceptual mapping with idiosyncratic brand and attribute sets pp. 585-601

Tammo Bijmolt and Michel Velden

What type of framing message is more appropriate with nine-ending pricing? pp. 603-614

Jungsil Choi, Kiljae Lee and Yong-Yeon Ji

It’s all in the mindset: Effects of varying psychological distance in persuasive messages pp. 615-628

Gergana Nenkov

Strategic orientations in a competitive context: The role of strategic orientation differentiation pp. 629-643

Rohit Deshpandé, Amir Grinstein and Elie Ofek

Competitive channel relationship management: When resellers establish competing manufacturer relationships pp. 645-659

Alberto Sa Vinhas and Richard Gibbs

Battle royal: Zero-price effect vs relative vs referent thinking pp. 661-669

Juan L. Nicolau

Correcting the t statistic for measurement error pp. 671-682

Srinivas Durvasula, Subhash Sharma and Kealy Carter

What characterizes Chinese consumer behavior? A cross-industry analysis of the Chinese diaspora in Japan pp. 683-700

Björn Frank, Gulimire Abulaiti and Takao Enkawa

When hedonic products help regulate my mood pp. 701-717

Inés López López and Salvador Ruiz de Maya

To divide or not to divide? The impact of partitioned pricing on the informational and sacrifice effects of price pp. 719-730

Franziska Völckner, Alexander Rühle and Martin Spann

A tale of two marketplaces: Consumption restriction, social comparison, and life satisfaction pp. 731-744

Ronald Hill, Kelly Martin and Lan Chaplin

Novel versus familiar brands: An analysis of neurophysiology, response latency, and choice pp. 745-759

Martin Reimann, Raquel Castaño, Judith Zaichkowsky and Antoine Bechara

Using discrete choice experiments to estimate willingness-to-pay intervals pp. 761-776

Christian Schlereth, Christine Eckert and Bernd Skiera

Revisiting low price guarantees: Does consumer versus retailer governance matter? pp. 777-791

Adilson Borges and Barry Babin

The timing and context of consumer decisions pp. 793-805

Euehun Lee, Anil Mathur, Choong Fatt and George Moschis

When counterfeits raise the appeal of luxury brands pp. 807-824

Simona Romani, Giacomo Gistri and Stefano Pace

How consumers use product reviews in the purchase decision process pp. 825-838

Sungha Jang, Ashutosh Prasad and Brian Ratchford

A mathematical reformulation of the reference price pp. 839-849

Kevin Dayaratna and P. Kannan

On the optimal number of advertising slots in a generalized second-price auction pp. 851-868

Alex Kim, Subramanian Balachander and Karthik Kannan

Effects of cognitive resource availability on consumer decisions involving counterfeit products: The role of perceived justification pp. 869-881

Jungkeun Kim, Jae-Eun Kim and Jongwon Park

The boomerang effect of mandatory sanitary messages to prevent obesity pp. 883-891

Carolina Werle and Caroline Cuny

Visual art in advertising: The effects of utilitarian vs. hedonic product positioning and price information pp. 893-904

Verena Huettl and Heribert Gierl

A new C-OAR-SE-based content-valid and predictively valid measure that distinguishes brand love from brand liking pp. 905-916

John Rossiter

Volume 23, issue 2, 2012

A reflection on analytical work in marketing: Three points of consensus pp. 381-389

Raphael Thomadsen, Robert Zeithammer, Ganesh Iyer, Dina Mayzlin, Yesim Orhun, Amit Pazgal, Devavrat Purohit, Ram Rao, Michael Riordan, Jiwoong Shin, Monic Sun and Miguel Villas-Boas

Marketing and politics: Models, behavior, and policy implications pp. 391-403

Brett R. Gordon, Mitchell Lovett, Ron Shachar, Kevin Arceneaux, Sridhar Moorthy, Michael Peress, Akshay Rao, Subrata Sen, David Soberman and Oleg Urminsky

Behavioral models of managerial decision-making pp. 405-421

Avi Goldfarb, Teck Hua Ho, Wilfred Amaldoss, Alexander Brown, Yan Chen, Tony Cui, Alberto Galasso, Tanjim Hossain, Ming Hsu, Noah Lim, Mo Xiao and Botao Yang

Price discrimination in service industries pp. 423-438

Anja Lambrecht, Katja Seim, Naufel Vilcassim, Amar Cheema, Yuxin Chen, Gregory S Crawford, Kartik Hosanagar, Raghuram Iyengar, Oded Koenigsberg, Robin S. Lee, Eugenio J. Miravete and Ozge Sahin

Process and context in choice models pp. 439-456

Moshe Ben-Akiva, André Jean-Louis de Palma, Daniel L. McFadden, Maya Abou-Zeid, Pierre-André Chiappori, Matthieu de Lapparent, Steven Durlauf, Mogens Fosgerau, Daisuke Fukuda, Stephane Hess, Charles F. Manski, Ariel Pakes, Nathalie Picard and Joan Walker

The Hot–Cold Decision Triangle: A framework for healthier choices pp. 457-472

Haiyang Yang, Ziv Carmon, Barbara Kahn, Anup Malani, Janet Schwartz, Kevin Volpp and Brian Wansink

Decision neuroscience and consumer decision making pp. 473-485

Carolyn Yoon, Richard Gonzalez, Antoine Bechara, Gregory Berns, Alain Dagher, Laurette Dubé, Scott Huettel, Joseph Kable, Israel Liberzon, Hilke Plassmann, Ale Smidts and Charles Spence

Beyond nudges: Tools of a choice architecture pp. 487-504

Eric Johnson, Suzanne Shu, Benedict G.C. Dellaert, Craig Fox, Daniel Goldstein, Gerald Häubl, Richard Larrick, John Payne, Ellen Peters, David Schkade, Brian Wansink and Elke Weber

Volume 23, issue 1, 2012

The relationship between online chatter and firm value pp. 1-12

Leigh McAlister, Garrett Sonnier and Tom Shively

The long-term box office performance of sequel movies pp. 13-29

Tirtha Dhar, Guanghui Sun and Charles Weinberg

How buyers forecast: Buyer–seller relationship as a boundary condition of the impact bias pp. 31-45

Ashwani Monga, Haipeng (Allan) Chen, Michael Tsiros and Mona Srivastava

Situational and trait interactions among goal orientations pp. 47-60

Kelly Haws, William Bearden and Utpal Dholakia

Building consumer self-control: The effect of self-control exercises on impulse buying urges pp. 61-72

Abdullah Sultan, Jeff Joireman and David Sprott

Do real payments really matter? A re-examination of the compromise effect in hypothetical and binding choice settings pp. 73-92

Holger Müller, Eike Benjamin Kroll and Bodo Vogt

When impediments make you jump rather than stumble: Regulatory nonfit, implementation intentions, and goal attainment pp. 93-107

Leona Tam and Jelena Spanjol

Creating brand personality with brand names pp. 109-117

Richard Klink and Gerard Athaide

Increasing choice satisfaction through goal-based labeling pp. 119-136

Frank Goedertier, Kristof Geskens, Maggie Geuens and Bert Weijters

Price–quality relationship in the presence of asymmetric dynamic reference quality effects pp. 137-161

Arieh Gavious and Oded Lowengart

The persistence of excess brand loyalty over multiple years pp. 163-175

Vipul Pare and John G. Dawes

Identifying consumer heterogeneity in unobserved categories pp. 177-194

Simon J. Blanchard, Wayne DeSarbo, A. Atalay and Nukhet Harmancioglu

All that glitters is not gold: The dual effect of activation technique in advertising pp. 195-208

Yael Steinhart

Effects of a regulatory match in sunk-cost effects: A mediating role of anticipated regret pp. 209-222

Junsik Kwak and Jongwon Park

The power of plain: Intensifying product experience with neutral aesthetic context pp. 223-235

Heather Honea and Sharon Horsky

Spillover effects of ingredient branded strategies on brand choice: A field study pp. 237-251

Vanitha Swaminathan, Srinivas Reddy and Sara Dommer

Construal-level mind-sets and the perceived validity of marketing claims pp. 253-261

Scott Wright, Chris Manolis, Drew Brown, Xiaoning Guo, John Dinsmore, C.-Y. Chiu and Frank Kardes

The effect of decision makers’ time perspective on intention–behavior consistency pp. 263-277

Koert Van Ittersum

Brand extensions via complements or substitutes: The moderating role of manufacturing transferability pp. 279-292

Huifang Mao, Babu John Mariadoss, Raj Echambadi and Pavan Chennamaneni

The relationship between in-store marketing and observed sales for organic versus fair trade products pp. 293-308

Erica Herpen, Erjen Nierop and Laurens Sloot

Network-based market knowledge and product innovativeness pp. 309-324

Yongchuan Bao, Shibin Sheng and Kevin Zhou

It is all in the mix: The interactive effect of music tempo and mode on in-store sales pp. 325-337

Klemens Knoferle, Eric Spangenberg, Andreas Herrmann and Jan Landwehr

The attraction effect is more pronounced for consumers who rely on intuitive reasoning pp. 339-351

Wen Mao and Harmen Oppewal

Regret and performance uncertainty in consumer repeat choice pp. 353-365

Rong Chen and Jianmin Jia

The effect of product positioning in a comparison table on consumers’ evaluation of a sponsor pp. 367-380

Jungsil Choi and Duane Myer