Marketing Letters

2003 - 2025

Current editor(s): Joel Steckel and Peter Golder

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Volume 34, issue 4, 2023

Profitability of behavior-based price discrimination pp. 535-547

Sumit Shrivastav

The adoption and disadoption of electric vehicles by innovators pp. 549-573

Madhavan Parthasarathy and Walfried Lassar

Can power predict consumers’ preferences for aesthetic products? The moderating role of locus of control pp. 575-589

Mengmeng Xu, Hongyan Jiang and Huimin Tan

The impact of commodity taxation on product variety: a multi-category investigation pp. 591-604

Sungtak Hong and Kanishka Misra

Consumer misestimations of small recurring changes vs. a single large lump sum pp. 605-617

Kunter Gunasti and Haipeng (Allan) Chen

The Oversensitivity in Gift-Giving Phenomenon pp. 619-631

Julian Givi and Yumei Mu

Role of music tempo in choosing from large and small choice sets: insights from functional magnetic resonance imaging (fMRI) pp. 633-652

Kaijun Zhang, Hongkun Liu and Jun Ye

CEO inside-debt compensation and strategic emphasis pp. 653-667

Nithya Shankar and Bill B. Francis

Cued-recall asymmetries: the case of brand names and logos pp. 669-684

Sara Loughran Dommer and Jeffrey R. Parker

Making brand activism successful: How advice-giving can boost support behavior and reap benefits for the brand pp. 685-696

Carina Thürridl and Frauke Mattison Thompson

Need to evaluate as a predictor of creating and seeking online word of mouth pp. 697-712

Mengran Xu, Rebecca Walker Reczek and Richard E. Petty

Platform break-even market share pp. 713-725

Daniel Arce

Personalized subject lines in email marketing pp. 727-733

Laurens Defau and Alexander Zauner

Volume 34, issue 3, 2023

Tighter nets for smaller fishes? Mapping the development of statistical practices in consumer research between 2008 and 2020 pp. 351-365

Antonia Krefeld-Schwalb and Benjamin Scheibehenne

Understanding effect sizes in consumer psychology pp. 367-374

Rodrigo S. Dias, Stephen A. Spiller and Gavan J. Fitzsimons

Are scientific practices improving in consumer research? A glass half-full and half-empty pp. 375-382

Michel Tuan Pham

Great expectations: argument order expectations shape the efficacy of order effects in one-sided advertisements pp. 383-395

Joshua J. Clarkson, Alan D. J. Cooke and Nathanael S. Martin

Expectation-based consumer purchase decisions: behavioral modeling and observations pp. 397-413

Justin Jia, Jia Li and Weixin Liu

How uncertainty affects information search among consumers: a curvilinear perspective pp. 415-428

Sharlene He and Derek D. Rucker

Movie fit uncertainty and interplay between traditional advertising and social media marketing pp. 429-448

Yinan Yu, Liangfei Qiu, Hailiang Chen and Benjamin Yen

Meaningless procedures can be meaningful for information security: consumer use of single and multiple cues in information security inferences pp. 449-461

Yong-Wan Park, Paul M. Herr and Byung Cho Kim

Sentiment deviations in responses to movie trailers across social media platforms pp. 463-481

Ye Hu, Ming Chen and Sam Hui

Signal effect of a targeted travel subsidy on consumer behavior during the coronavirus disease 2019 pandemic pp. 483-496

Takumi Tagashira

Social media sentiment polarization and its impact on product adoption pp. 497-512

Ping Zhao, Zhenfeng Ma, Tripat Gill and Chatura Ranaweera

What reviews foretell about opening weekend box office revenue: the harbinger of failure effect in the movie industry pp. 513-534

Pantelis Loupos, Yvette Peng, Sute Li and Hao Hao

Volume 34, issue 2, 2023

Customer satisfaction, loyalty behaviors, and firm financial performance: what 40 years of research tells us pp. 171-187

Vikas Mittal, Kyuhong Han, Carly Frennea, Markus Blut, Muzeeb Shaik, Narendra Bosukonda and Shrihari Sridhar

National customer orientation: an empirical test across 112 countries pp. 189-204

Ofer Mintz, Imran S. Currim and Rohit Deshpandé

An empirical examination of consumer co-creation process pp. 205-222

Kyungwon Lee, Can Uslay and Sengun Yeniyurt

Cultural differences in giving experiential (vs. material) gifts pp. 223-236

Minji Suh and Hyewon Cho

Strategic use of just-below numbers in packaged-foods calorie information pp. 237-250

Robert M. Schindler, Mathew S. Isaac and Rebecca Jen-Hui Wang

The role of presentation order in consumer choice: the abrupt disparity effect pp. 251-268

Kivilcim Dogerlioglu-Demir, Cenk Koçaş and Nilsah Cavdar Aksoy

An investigation of the impact of Black male and female actors on US movies’ box-office across countries pp. 269-291

Verdiana Giannetti and Jieke Chen

Hollywood caught in two worlds? The impact of the Bechdel test on the international box office performance of cinematic films pp. 293-308

Johann Valentowitsch

Bitcoin-denominated prices can reduce preference for vice products pp. 309-319

Joowon Park and Sachin Banker

Understanding non-fungible tokens (NFTs): insights on consumption practices and a research agenda pp. 321-336

Rami Alkhudary, Bertrand Belvaux and Nathalie Guibert

Vulnerable consumers: marketing research needs to pay more attention to the brain health of consumers pp. 337-342

Andrija Javor, Monika Koller, Nick Lee and Hans Breiter

How expressing one’s likes and dislikes affects enjoyment: a replication pp. 343-349

Julia Sophia Wittich, Jan R. Landwehr and Daniel Wentzel

Volume 34, issue 1, 2023

Reaching for rigor and relevance: better marketing research for a better world pp. 1-12

Shilpa Madan, Gita Venkataramani Johar, Jonah Berger, Pierre Chandon, Rajesh Chandy, Rebecca Hamilton, Leslie K. John, Aparna A. Labroo, Peggy J. Liu, John G. Lynch, Nina Mazar, Nicole L. Mead, Vikas Mittal, Christine Moorman, Michael I. Norton, John Roberts, Dilip Soman, Madhu Viswanathan and Katherine White

A lure or a turn-off: social media reactions to business model innovation announcements pp. 13-33

Melanie Bowen, Xiaohan Hannah Wen and Shinhye Kim

The impact of touchscreen devices on consumers’ choice confidence and purchase likelihood pp. 35-53

Johannes D. Hattula, Walter Herzog and Ravi Dhar

Is cash perceived as more valuable than digital money? The mediating effect of psychological ownership and psychological distance pp. 55-68

Kun Zhou, Jun Ye and Xiao-xiao Liu

Money for Nothing: The Impact of Compensation on Customers’ Bad-Mouthing in Service Recovery Encounters pp. 69-82

Jasenko Arsenovic, Bo Edvardsson, Tobias Otterbring and Bård Tronvoll

“No, Thanks”: How Do Requests for Feedback Affect the Consumption Behavior of Non-Compliers? pp. 83-97

Dikla Perez, Gal Oestreicher-Singer, Lior Zalmanson and Matthew Matan Rubin

Advertising creativity and its effects: a meta-analysis of the moderating role of modality pp. 99-111

William K. Darley and Jeen-Su Lim

The creative touch: the influence of haptics on creativity pp. 113-124

Claire Heeryung Kim, Kelly B. Herd and H. Shanker Krishnan

Effects of labeling on risk taking in “leveling-up” decisions: ascending versus descending permutations and ending in terminal values pp. 125-138

Haoyu Liu, Lifeng Yang and Duane T. Wegener

Detrimental impact of contagious disease cues on consumer preference for anthropomorphic products pp. 139-153

Ying Ding and Sunxu Xu

“Dark patterns” in online services: a motivating study and agenda for future research pp. 155-160

Julian Runge, Daniel Wentzel, Ji Young Huh and Allison Chaney

Ad expenditures and perceived quality: a replication and extension pp. 161-169

Koushyar Rajavi, Donald R. Lehmann, Kevin Lane Keller and Alireza Golmohammadi

Volume 33, issue 4, 2022

Predicting Firm Market Performance Using the Social Media Promoter Score pp. 545-561

Sunghun Chung, Donghyuk Shin and Jooyoung Park

How internal reference prices determine when a price’s location will influence consumer judgments pp. 563-575

Katina Kulow, Keith S. Coulter, Michael J. Barone and Xingbo (Bo) Li

A dynamic model of price competition and promotion in prescription drug markets pp. 577-591

Abhik Roy

Effects of linguistic style on persuasiveness of word-of-mouth messages with anonymous vs. identifiable sources pp. 593-605

Jie Chen, Wenjian Fan, Junlong Wei and Zunli Liu

Language matters: humanizing service robots through the use of language during the COVID-19 pandemic pp. 607-623

Smriti Kumar, Elizabeth G. Miller, Martin Mende and Maura L. Scott

Narrative information on secondhand products in e-commerce pp. 625-644

Jian Xu, Zhe Li, Xuequn Wang and Chunyu Xia

Counterfeit patronage: human values, counterfeit experience and construal level pp. 645-658

Xuemei Bian, Yanisa Tantiprapart, George Chryssochoidis and Kai-Yu Wang

Chooser or suitor? The effects of mating cues on men’s versus women’s reactions to commercial rejection pp. 659-679

Rui Chen, Hao Shen and Chun-Ming Yang

The power of nostalgia: Age and preference for popular music pp. 681-692

Callum Davies, Bill Page, Carl Driesener, Zac Anesbury, Song Yang and Johan Bruwer

DPS 2.0: on the road to a cashless society pp. 693-704

Nwamaka A. Anaza, Delancy H. S. Bennett, Yana Andonova and Emeka Anaza

Crypto-marketing: how non-fungible tokens (NFTs) challenge traditional marketing pp. 705-711

Reto Hofstetter, Emanuel Bellis, Leif Brandes, Melanie Clegg, Cait Lamberton, David Reibstein, Felicia Rohlfsen, Bernd Schmitt and John Z. Zhang

Volume 33, issue 3, 2022

Introducing Marketing Letters’ data policy pp. 361-364

Aparna A. Labroo, Natalie Mizik and Russell Winer

Marketing insights from text analysis pp. 365-377

Jonah Berger, Grant Packard, Reihane Boghrati, Ming Hsu, Ashlee Humphreys, Andrea Luangrath, Sarah Moore, Gideon Nave, Christopher Olivola and Matthew Rocklage

Correction to: Marketing insights from text analysis pp. 379-379

Jonah Berger, Grant Packard, Reihane Boghrati, Ming Hsu, Ashlee Humphreys, Andrea Luangrath, Sarah Moore, Gideon Nave, Christopher Olivola and Matthew Rocklage

The effect of trust in management on salespeople’s selling orientation pp. 381-397

Peter Dickson, Erick M. Mas, Michelle Solt, Tessa Garcia-Collart and Jaclyn L. Tanenbaum

“A little competition goes a long way”: Substitutive effects of emotional intelligence and workplace competition on salesperson creative selling pp. 399-413

Ashish Kalra, Riley Dugan and Raj Agnihotri

Prepayment and future cross-buying: an exploratory analysis pp. 415-439

Shinhye Kim, Alberto Sa Vinhas and U.N. Umesh

Correction to: Prepayment and future cross-buying: an exploratory analysis pp. 441-441

Shinhye Kim, Alberto Sa Vinhas and U. N. Umesh

Plural forms and dual distribution: the “external” party’s perspective and the role of path dependency pp. 443-469

Alberto Sa Vinhas

Coordinating supply-related scarcity appeals with online reviews pp. 471-484

Elika Kordrostami, Yuping Liu-Thompkins and Vahid Rahmani

Measuring the impact of rarity on price: evidence from NBA Top Shot pp. 485-498

Yeonjoon Lee

Revisiting the paradox of whether retail buyers behave more like consumers or industrial purchasers: the case of price discounts pp. 499-521

Jyrki Isojärvi, Jaakko Aspara and Reza Movarrei

Perceiving Control over the Exchange on Peer-to-Peer Platforms: Measurement and Effects in the Second-Hand Market pp. 523-541

Rémi Mencarelli, Renaud Lunardo, Cindy Lombart, Markus Blut and Ericka Henon

Volume 33, issue 2, 2022

To buy or how much to buy? Partition dependence in purchase-quantity decisions pp. 177-188

Nader T. Tavassoli and Matteo Visentin

Investigating cross-media effects in a multichannel marketing environment: the role of email, catalog, television, and radio pp. 189-201

Karthik Sridhar, Ashish Kumar and Ram Bezawada

The effect of competition on product removal pp. 203-214

Xabier Barriola

Consumer motives for buying regional products: the REGIOSCALE pp. 215-236

Nadine Waehning and Raffaele Filieri

Building consumer connection with new brands through rituals: the role of mindfulness pp. 237-250

Maggie Wenjing Liu, Qichao Zhu and Xian Wang

Does music really work? The two-stage audiovisual cross-modal correspondence effect on consumers’ shopping behavior pp. 251-276

Shuai Yang, Xinyu Chang, Sixing Chen, Shan Lin and William T. Ross

We are more tolerant than I: self-construal and consumer responses toward deceptive advertising pp. 277-291

Sohyun Bae, Xiaoyan Liu and Sharon Ng

Strengthening the satisfaction loyalty link: the role of relational switching costs pp. 293-310

Heiner Evanschitzky, Valentina Stan and Liane Nagengast

Speaking the same language: the power of words in crowdfunding success and failure pp. 311-323

Ling Peng, Geng Cui, Ziru Bao and Shuman Liu

The street music business: consumer responses to buskers performing on the street and on online video platforms pp. 325-350

Samuel Stäbler and Kim Katharina Mierisch

Virtual currencies: different schemes and research opportunities pp. 351-360

Gianluca Scheidegger and Priya Raghubir

Volume 33, issue 1, 2022

Sparking conversations: Editors’ Pick with commentaries and thematic article compilations pp. 1-4

Aparna A. Labroo, Natalie Mizik and Russell Winer

The memory-search frame effect: impacts on consumers’ retrieval and evaluation of consumption experiences pp. 5-17

Kao Si and Xianchi Dai

The role of timeframes in the retrieval and temporal location judgments of past events pp. 19-25

Yanping Tu and Dilip Soman

Commentary: the role of age in consumer’s retrieval and evaluation of consumption experiences pp. 27-30

Cassandra Denise Davis and Aimee Drolet

When Less is More: Consumers Prefer Brands that Donate More in Relative versus Absolute Terms pp. 31-43

Elizabeth A. Keenan, Anne V. Wilson and Leslie K. John

The effect of unavailable donation opportunities on donation choice pp. 45-60

Coby Morvinski

Anthropomorphizing makes material goods as happiness-inducing as experiences pp. 61-73

Jacob C. Lee, Sara Kim and Phyllis Xue Wang

Using virtual reality to increase charitable donations pp. 75-87

Kirk Kristofferson, Michelle E. Daniels and Andrea C. Morales

Drivers of autonomous vehicles—analyzing consumer preferences for self-driving car brand extensions pp. 89-112

Felix Eggers and Fabian Eggers

The effect of augmented reality versus traditional advertising: a comparison between neurophysiological and self-reported measures pp. 113-128

Rumen Pozharliev, Matteo Angelis and Dario Rossi

ROBOT–BRAND FIT THE INFLUENCE OF BRAND PERSONALITY ON CONSUMER REACTIONS TO SERVICE ROBOT ADOPTION pp. 129-142

Sungwoo Choi, Stella X Liu and Choongbeom Choi

The impact of lay beliefs about AI on adoption of algorithmic advice pp. 143-155

Benjamin von Walter, Dietmar Kremmel and Bruno Jäger

Anthropomorphized artificial intelligence, attachment, and consumer behavior pp. 157-162

Erik Hermann

Affective Computing in Marketing: Practical Implications and Research Opportunities Afforded by Emotionally Intelligent Machines pp. 163-169

Delphine Caruelle, Poja Shams, Anders Gustafsson and Line Lervik-Olsen

Correction to: Mobility as a service (MaaS): the importance of transportation psychology pp. 171-171

Geoff Tomaino, Jasper Teow, Ziv Carmon, Leonard Lee, Moshe Ben-Akiva, Charlene Chen, Wai Yan Leong, Shanjun Li, Nan Yang and Jinhua Zhao

Correction to: Robot–brand fit the influence of brand personality on consumer reactions to service robot adoption pp. 173-176

Sungwoo Choi, Stella X. Liu and Choongbeom Choi