Journal of the Academy of Marketing Science

2016 - 2025

Current editor(s): John Hulland, Anne Hoekman and Mark Houston

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Volume 53, issue 1, 2025

Greetings from the new JAMS editorial team pp. 1-3

Charles H. Noble, Stephanie M. Noble, Costas Katsikeas, Stephan Ludwig and Raji Srinivasan

Influencer marketing unlocked: Understanding the value chains driving the creator economy pp. 4-28

Barak Libai, Ana Babić Rosario, Maximilian Beichert, Bas Donkers, Michael Haenlein, Reto Hofstetter, P. K. Kannan, Ralf Lans, Andreas Lanz, H. Alice Li, Dina Mayzlin, Eitan Muller, Daniel Shapira, Jeremy Yang and Lingling Zhang

Customer insights for innovation: A framework and research agenda for marketing pp. 29-51

Stefan Stremersch, Elke Cabooter, Ivan A. Guitart and Nuno Camacho

Influencer marketing effectiveness: A meta-analytic review pp. 52-78

Meizhi Pan, Markus Blut, Arezou Ghiassaleh and Zach W. Y. Lee

Network centrality and firm performance: A meta-analysis pp. 79-104

Mehdi Nezami, Natalie Chisam and Robert W. Palmatier

The unheard voice of marketing research: Breaking through to news and social media pp. 105-128

Samuel Stäbler and Michael Haenlein

Unintended consequences of in-store technology for frontline employees: An empirics-first approach pp. 129-149

Anastasia Nanni and Andrea Ordanini

The idea marketplace: Diversity, social capital, and innovation pp. 150-171

Andreas H. Heusler, Natasha Z. Foutz, Martin Spann and Lucas Stich

The attenuation effects of time and “sensemaking” surveys on customer revenge pp. 172-196

Yany Grégoire, Mansur Khamitov, François A. Carrillat and Mina Rohani

Effects of sampling healthy versus unhealthy foods on subsequent food purchases pp. 197-212

Dipayan Biswas, Annika Abell, Mikyoung Lim, J. Jeffrey Inman and Johanna Held

Rural women microentrepreneurs, consumer acquisition, and value delivery: Evidence from a quasi-experiment in rural India pp. 213-231

Aindrila Chatterjee, Amit J. Chauradia and Kiran Pedada

Marketing inputs and outcome heterogeneity: Using a quantile regression framework in the entertainment industry pp. 232-254

Alexa B. Burmester, Michel Clement, Jan U. Becker and Cord Otten

Chief marketing officer pay: The revenue growth consequences of employing internal and external benchmarks pp. 255-278

Hui Feng, Kimberly A. Whitler and Michael A. Wiles

Dealing with regression models’ endogeneity by means of an adjusted estimator for the Gaussian copula approach pp. 279-299

Benjamin D. Liengaard, Jan-Michael Becker, Mikkel Bennedsen, Phillip Heiler, Luke Taylor and Christian M. Ringle

Volume 52, issue 6, 2024

Out through the inn door … pp. 1551-1554

John Hulland

In pursuit of actionable research implications pp. 1555-1559

Mark B. Houston

Customer experience orientation: Conceptual model, propositions, and research directions pp. 1560-1584

Farah Arkadan, Emma K. Macdonald and Hugh N. Wilson

Why advertisers should embrace event typicality and maximize leveraging of major events pp. 1585-1607

François A. Carrillat, Marc Mazodier and Christine Eckert

Don’t give me just positive feedback: How positive and negative feedback can increase feedback-based goal setting and proactive customer service behavior pp. 1608-1626

Bulent Menguc, Seigyoung Auh, Dionysius Ang and Nimet Uray

Regulating the sharing economy: The effects of day caps on short- and long-term rental markets and stakeholder outcomes pp. 1627-1650

Patrick Gauß, Sonja Gensler, Michael Kortenhaus, Nadine Riedel and Andrea Schneider

The robo bias in conversational reviews: How the solicitation medium anthropomorphism affects product rating valence and review helpfulness pp. 1651-1672

Dimitrios Tsekouras, Dominik Gutt and Irina Heimbach

Food and technology: Using digital devices for restaurant orders leads to indulgent outcomes pp. 1673-1691

Annika Abell, Dipayan Biswas and Christian Arroyo Mera

Native advertising effectiveness: The role of congruence and consumer annoyance on clicks, bounces, and visits pp. 1692-1712

Alexander C. LaBrecque, Clay M. Voorhees, Farnoosh Khodakarami and Paul W. Fombelle

Effects of gifting on relationship performance: Strategies for avoiding suspicion and unfairness perceptions pp. 1713-1740

Carlos Bauer, Fine Leung and Robert W. Palmatier

The effects of observing punishment on consumers’ decisions to punish other companies during industry-wide crises pp. 1741-1760

Shijiao (Joseph) Chen, Yi Li and Jun Yao

Felt something, hence it works: Merely adding a sensory signal to a product improves objective measures of product efficacy and product evaluations pp. 1761-1779

Dan King, Sumitra Auschaitrakul and Yanfen (Cindy) You

Are you looking for something specific or just looking around? Adaptive selling on the basis of customer shopping goals in retail sales pp. 1780-1804

Yenee Kim and Richard G. McFarland

Showcase the smiles or the tears? How elicited perspectives determine optimal charity appeal content pp. 1805-1819

Diogo Hildebrand, Rhonda Hadi and Sankar Sen

Dynamic interplays between online reviews and marketing promotions pp. 1820-1841

Yufei Zhang, Clay M. Voorhees and G. Tomas M. Hult

The show must go on: The role of contract frames in safeguarding relationship continuity pp. 1842-1858

Erik Mooi, Qiong Wang, Steven Seggie and Sandy D. Jap

Volume 52, issue 5, 2024

Addressing the greatest global challenges (UN SDGs) with a marketing lens pp. 1263-1272

Dhruv Grewal, Praveen K. Kopalle and John Hulland

Shifting focus in the fight against core environmental challenges pp. 1273-1278

Gergana Y. Nenkov

Addressing grand challenges through the bottom-up marketing approach: Lessons from subsistence marketplaces and marketplace literacy pp. 1279-1300

Madhu Viswanathan, Arun Sreekumar, Srinivas Sridharan and Gaurav R. Sinha

Consumer vulnerability dynamics and marketing: Conceptual foundations and future research opportunities pp. 1301-1322

Martin Mende, Tonya Williams Bradford, Anne L. Roggeveen, Maura L. Scott and Mariella Zavala

Revitalizing educational institutions through customer focus pp. 1323-1342

Vikas Mittal and Jihye Jung

The local environment matters: Evidence from digital healthcare services for patient engagement pp. 1343-1365

Ruba Aljafari, Franck Soh, Pankaj Setia and Ritu Agarwal

Achieving social and economic sustainability through innovations in transformative services: A case of healthcare organizations in an emerging market pp. 1366-1390

Amalesh Sharma, Sourav Bikash Borah and Aditya Christopher Moses

Marketing’s role in promoting dignity and human rights: A conceptualization for assessment and future research pp. 1391-1411

Cait Lamberton, Tom Wein, Andrew Morningstar and Sakshi Ghai

The food production–consumption chain: Fighting food insecurity, loss, and waste with technology pp. 1412-1430

Dhruv Grewal, Abhijit Guha, Stephanie M. Noble and Kara Bentley

Deploying artificial intelligence in services to AID vulnerable consumers pp. 1431-1451

Erik Hermann, Gizem Yalcin Williams and Stefano Puntoni

Delivering affordable clean energy to consumers pp. 1452-1474

Praveen K. Kopalle, Jesse Burkhardt, Kenneth Gillingham, Lauren S. Grewal and Nailya Ordabayeva

How lack of knowledge on emissions and psychological biases deter consumers from taking effective action to mitigate climate change pp. 1475-1494

Karen Page Winterich, Rebecca Walker Reczek and Tamar Makov

Corporate sustainability research in marketing: Mapping progress and broadening our perspective pp. 1495-1512

Youngtak M. Kim, Neil T. Bendle, John Hulland and Michael D. Pfarrer

The greenguard effect: When and why consumers react less negatively following green product failures pp. 1513-1530

Ali Tezer, Matthew Philp and Anshu Suri

Mindful consumption: Its conception, measurement, and implications pp. 1531-1549

Sharad Gupta and Jagdish Sheth

Volume 52, issue 4, 2024

Bibliometric reviews—some guidelines pp. 935-938

John Hulland

Beyond text: Marketing strategy in a world turned upside down pp. 939-954

Xin (Shane) Wang, Neil Bendle and Yinjie Pan

Pairing up with anthropomorphized artificial agents: Leveraging employee creativity in service encounters pp. 955-975

Lexie Lan Huang, Rocky Peng Chen and Kimmy Wa Chan

Brand transgressions: How, when, and why home country bias backfires pp. 976-997

Vasileios Davvetas, Aulona Ulqinaku and Constantine S. Katsikeas

When feeling powerless, we crave nostalgia: The impact of powerlessness on the preference for nostalgic products pp. 998-1017

Sheng Bi, Jun Pang, Huan Chen and Andrew Perkins

Service strategy’s effect on firm performance: A meta-analysis of the servitization literature pp. 1018-1044

Ashkan Faramarzi, Stefan Worm and Wolfgang Ulaga

When the road is rocky: Investigating the role of vulnerability in consumer journeys pp. 1045-1068

Lynn Sudbury-Riley, Philippa Hunter-Jones, Ahmed Al-Abdin and Michael Haenlein

The accessor effect: How (and for whom) renters’ lack of perceived brand commitment dilutes brand image pp. 1069-1085

Aaron J. Barnes and Tiffany Barnett White

Multichannel discount spillover in B2B markets pp. 1086-1106

Andrew T. Crecelius, Justin M. Lawrence, Robert W. Palmatier and Jonathan Z. Zhang

Brand warmth elicits feedback, not complaints pp. 1107-1129

Vivek Astvansh, Anshu Suri and Hoorsana Damavandi

“Sorry about my manager”: Mitigating customer-facing adverse manager behaviors pp. 1130-1151

Jeff S. Johnson

Short-Asking with Long-Encouraging (SALE): A simple method to increase purchase quantity pp. 1152-1170

Zoe Y. Lu, Christopher K. Hsee and Kaiyang Wu

Recall environment and post-recall stock market response pp. 1171-1194

Amir Javadinia, Manpreet Gill and Satish Jayachandran

Marketing capability and the turnaround of financially distressed firms pp. 1195-1215

Abhi Bhattacharya, Joseph Johnson, Ashkan Faramarzi, Niket Jindal and Ross W. Johnson

Silently killing your panelists one email at a time: The true cost of email solicitations pp. 1216-1239

Alina Ferecatu, Arnaud Bruyn and Prithwiraj Mukherjee

Platform-level consequences of performance-based commission for service providers: Evidence from ridesharing pp. 1240-1261

Orhan Bahadır Doğan, V. Kumar and Avishek Lahiri

Volume 52, issue 3, 2024

Introducing the ARTS framework: A tool for constructive re-inquiry pp. 605-609

Kelly Goldsmith, Jillian Hmurovic and Cait Lamberton

Crossing incentive alignment and adaptive designs in choice-based conjoint: A fruitful endeavor pp. 610-633

Verena Sablotny-Wackershauser, Marcel Lichters, Daniel Guhl, Paul Bengart and Bodo Vogt

How speaking versus writing to conversational agents shapes consumers’ choice and choice satisfaction pp. 634-652

David Schindler, Tobias Maiberger, Nicole Koschate-Fischer and Wayne D. Hoyer

Research on sales and ethics: Mapping the past and charting the future pp. 653-671

Nathaniel N. Hartmann, Heiko Wieland, Brandon Gustafson and Johannes Habel

Making new enemies: How suppliers’ digital disintermediation strategy shifts consumers’ use of incumbent offerings pp. 672-694

Nico Schauerte, Ricarda Schauerte, Maren Becker and Thorsten Hennig-Thurau

How within-person research can extend marketing knowledge pp. 695-714

Dayle Childs, Nick Lee, John W. Cadogan and Belinda Dewsnap

Correction: How within-person research can extend marketing knowledge pp. 715-715

Dayle Childs, Nick Lee, John W. Cadogan and Belinda Dewsnap

Product recall effectiveness and consumers’ participation in corrective actions pp. 716-735

Sascha Raithel, Stefan J. Hock and Alexander Mafael

Leveraging B2B field service technicians as a “second sales force”: How service situations affect selling activity and success pp. 736-761

Manuel Berkmann, Maik Eisenbeiss, Werner Reinartz and Nico Schauerte

How do firms value sales career paths? pp. 762-788

Ali Reza Keshavarz, Dominique Rouzies, Francis Kramarz, Bertrand Quelin and Michael Segalla

The effect of customer asset strategies on acquisition performance in business-to-government markets pp. 789-814

Shuai Yan, Ju-Yeon Lee and Brett W. Josephson

Direct mail to prospects and email to current customers? Modeling and field-testing multichannel marketing pp. 815-834

Albert Valenti, Shuba Srinivasan, Gokhan Yildirim and Koen Pauwels

Building effective inside-outside sales rep dyads: A collaboration perspective pp. 835-858

Huanhuan Shi, Shrihari Sridhar and Rajdeep Grewal

Marketers on board: The influence of marketing-experienced board members (MEBMs) on firm innovativeness inputs and the moderating roles of CEO job characteristics pp. 859-891

Ben Lee, Shekhar Misra and Christophe Haon

Customer behavior across competitive loyalty programs pp. 892-913

Farnoosh Khodakarami, J. Andrew Petersen and Rajkumar Venkatesan

Stick to my guns: The impact of crowding on consumers’ responsiveness to sale promotions pp. 914-933

Linying (Sophie) Fan, Zhongqiang (Tak) Huang, Xing-Yu (Marcos) Chu and Yuwei Jiang

Volume 52, issue 2, 2024

A theory of sales system shocks pp. 261-283

Nathaniel N. Hartmann, Nawar N. Chaker, Bruno Lussier, Denis Larocque and Johannes Habel

Co-creating educational consumer journeys: A sensemaking perspective pp. 284-305

Michael B. Beverland, Pınar Cankurtaran, Pietro Micheli and Sarah JS Wilner

“Coopetition” in the presence of team and individual incentives: Evidence from the advice network of a sales organization pp. 306-328

Christian Homburg, Theresa R. Schyma (née Morguet), Sebastian Hohenberg, Yashar Atefi and Robin-Christopher M. Ruhnau

How product complexity affects consumer adoption of new products: The role of feature heterogeneity and interrelatedness pp. 329-348

Andreas Fürst, Nina Pecornik and Wayne D. Hoyer

Effects of advertising and R&D on spillovers from a rival’s bankruptcy pp. 349-369

Niket Jindal and Rebecca J. Slotegraaf

The time-varying effects of rhetorical signals in crowdfunding campaigns pp. 370-398

Masoud Moradi, Mayukh Dass, Dennis Arnett and Vishag Badrinarayanan

Dynamic and global drivers of salesperson effectiveness pp. 399-425

Danny P. Claro, Carla Ramos and Robert W. Palmatier

Does scarcity increase or decrease donation behaviors? An investigation considering resource-specific scarcity and individual person-thing orientation pp. 426-448

Malika Malika, Tanuka Ghoshal, Pragya Mathur and Durairaj Maheswaran

Avengers, assemble! A network-based contingency analysis of spillover effects in multi-brand alliances pp. 449-469

Jan Klostermann, Tobias K. Hinze, Franziska Völckner, Ann-Kristin Kupfer and Rouven Schwerdtfeger

The impact of scarcity cues on purchase likelihood of art-infused products pp. 470-488

Mansi Gupta, Gopal Das, Felix Septianto and Henrik Hagtvedt

Weathering the crash: Do customer-company relationships pay off during economic crises? pp. 489-511

Forrest V. Morgeson, Udit Sharma, Xiaoxu Wu Schultz, Anita Pansari, Ayalla Ruvio and G. Tomas M. Hult

Does your demonstration tell the whole story? How a process mindset and social presence impact the effectiveness of product demonstrations pp. 512-530

Christine Ringler, Nancy J. Sirianni, Joann Peck and Anders Gustafsson

Defining, and understanding commitment to, activity streaks pp. 531-553

Danny Weathers and T. Andrew Poehlman

How marketers and consumers synchronize temporal modes to cocreate ritual vitality pp. 554-575

Tonya Williams Bradford and John F. Sherry

Why and when to launch new products during a recession: An empirical investigation of the U.K. FMCG industry and the U.S. automobile industry pp. 576-598

M. Berk Talay, Koen Pauwels and Steven H. Seggie

Get the picture? Using visuals to represent theory pp. 599-603

Dina Rasolofoarison and Cristel Antonia Russell

Volume 52, issue 1, 2024

Uncertainty marketing tactics: An overview and a unifying framework pp. 1-22

Aleksandra Kovacheva and Hristina Nikolova

Correction to: Uncertainty marketing tactics: An overview and a unifying framework pp. 23-23

Aleksandra Kovacheva and Hristina Nikolova

Access-based customer journeys pp. 24-43

Lez Trujillo-Torres, Eda Anlamlier, Laetitia Mimoun, Lagnajita Chatterjee and Delphine Dion

Brand loyalty in the face of stockouts pp. 44-74

Uzma Khan and Alexander DePaoli

Feeling the values: How pride and awe differentially enhance consumers’ sustainable behavioral intentions pp. 75-96

Li Yan, Hean Tat Keh and Kyle B. Murray

Do consumers benefit from national-brand listings by hard discounters? pp. 97-118

Inge Geyskens, Barbara Deleersnyder, Marnik G. Dekimpe and Didi Lin

Let’s face it: When and how facial emojis increase the persuasiveness of electronic word of mouth pp. 119-139

Tobias Maiberger, David Schindler and Nicole Koschate-Fischer

Immunizing customers against negative brand-related information pp. 140-163

Omar Merlo, Andreas B. Eisingerich and Wayne D. Hoyer

Investigating the disruptiveness of the sharing economy at the individual consumer level: How consumer reflexivity drives re-engagement in sharing pp. 164-195

Stella Yiyan Li, Antje R. H. Graul and John Jianjun Zhu

Personalized email marketing in loyalty programs: The role of multidimensional construal levels pp. 196-216

Junzhou Zhang and Yuping Liu-Thompkins

What is happening to my nearby stores? The own- and cross-effect of a radical store transformation on existing customers pp. 217-238

Els Breugelmans, Marleen Hermans, Manfred Krafft, Mirja Kroschke, Felix Lehmkuhle and Murali Mantrala

Correction to: What is happening to my nearby stores? The own- and cross-effect of a radical store transformation on existing customers pp. 239-239

Els Breugelmans, Marleen Hermans, Manfred Krafft, Mirja Kroschke, Felix Lehmkuhle and Murali Mantrala

What is the impact of a conflict delisting on firm value? An investigation of the role of conflict and firm characteristics pp. 240-259

Marleen Hermans, Néomie Raassens and Kathleen Cleeren