Journal of the Academy of Marketing Science

2016 - 2025

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

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Volume 49, issue 6, 2021

Advertising, incentives, and the upsell: how advertising differentially moderates customer- vs. retailer-directed price incentives’ impact on consumers’ preferences for premium products pp. 1043-1064

Chadwick J. Miller, Daniel C. Brannon, Jim Salas and Martha Troncoza

The influence of the online community, professional critics, and location similarity on review ratings for niche and mainstream brands pp. 1065-1087

Jake Hoskins, Shyam Gopinath, J. Cameron Verhaal and Elham Yazdani

Should firms invest more in marketing or R&D to maintain sales leadership? An empirical analysis of sales leader firms pp. 1088-1108

Gautham Vadakkepatt, Venkatesh Shankar and Rajan Varadarajan

Space between products on display: the impact of interspace on consumer estimation of product size pp. 1109-1131

Yuli Zhang, Hyokjin Kwak, Marina Puzakova and Charles R. Taylor

Separating customer heterogeneity, points pressure and rewarded behavior to assess a retail loyalty program pp. 1132-1150

Alina Nastasoiu, Neil T. Bendle, Charan K. Bagga, Mark Vandenbosch and Salvador Navarro

When drivers become inhibitors of organic consumption: the need for a multistage view pp. 1151-1174

Robert Mai, Stefan Hoffmann and Ingo Balderjahn

From franchisee experience to customer experience: their effects on franchisee performance pp. 1175-1200

Pushpinder Gill and Stephen K. Kim

Self-oriented competitiveness in salespeople: sales management implications pp. 1201-1221

Wyatt A. Schrock, Douglas E. Hughes, Yanhui Zhao, Clay Voorhees and John R. Hollenbeck

Relating entertainment features in screenplays to movie performance: an empirical investigation pp. 1222-1242

Brianna JeeWon Paulich and V. Kumar

Correction to: Relating entertainment features in screenplays to movie performance: an empirical investigation pp. 1243-1243

Brianna JeeWon Paulich and V. Kumar

The differing impacts of brand-line breadth and depth on customers’ repurchasing behavior of frequently purchased packaged goods pp. 1244-1266

Philippe Aurier and Victor D. Mejía

Correction to: Operationalizing salesperson performance with secondary data: aligning practice, scholarship, and theory pp. 1267-1268

Willy Bolander, Nawar N. Chaker, Alec Pappas and Daniel R. Bradbury

Volume 49, issue 5, 2021

Pandemics and marketing: insights, impacts, and research opportunities pp. 835-854

Gopal Das, Shailendra Pratap Jain, Durairaj Maheswaran, Rebecca J. Slotegraaf and Raji Srinivasan

On salesperson judgment and decision making pp. 855-863

Son K. Lam and Michel Borgh

How does consumer engagement evolve when brands post across multiple social media? pp. 864-881

Vasu Unnava and Ashwin Aravindakshan

How does the adoption of digital payment technologies influence unorganized retailers’ performance? An investigation in an emerging market pp. 882-902

Anirban Adhikary, Krishna Sundar Diatha, Sourav Bikash Borah and Amalesh Sharma

When imperfect is preferred: the differential effect of aesthetic imperfections on choice of processed and unprocessed foods pp. 903-924

Jacob Suher, Courtney Szocs and Koert Ittersum

Exploring embeddedness, centrality, and social influence on backer behavior: the role of backer networks in crowdfunding pp. 925-946

Yuho Chung, Yiwei Li and Jianmin Jia

Knowledge structure in product- and brand origin–related research pp. 947-968

Saeed Samiee and Brian R. Chabowski

Does your skin color matter in buyer–seller negotiations? The implications of being a Black salesperson pp. 969-993

David Gligor, Christopher Newman and Saim Kashmiri

Seller marketing capability, brand reputation, and consumer journeys on e-commerce platforms pp. 994-1020

Jifeng Mu and Jonathan Z. Zhang

Synergistic and cannibalization effects in a partnership loyalty program pp. 1021-1042

Matilda Dorotic, Dennis Fok, Peter C. Verhoef and Tammo H. A. Bijmolt

Volume 49, issue 4, 2021

Innovation in the digital economy: a broader view of its scope, antecedents, and consequences pp. 627-631

Alina Sorescu and Martin Schreier

Understanding anthropomorphism in service provision: a meta-analysis of physical robots, chatbots, and other AI pp. 632-658

Markus Blut, Cheng Wang, Nancy V. Wünderlich and Christian Brock

Conversational robo advisors as surrogates of trust: onboarding experience, firm perception, and consumer financial decision making pp. 659-676

Christian Hildebrand and Anouk Bergner

Behaviorally targeted location-based mobile marketing pp. 677-702

Stefan F. Bernritter, Paul E. Ketelaar and Francesca Sotgiu

Online reviews generated through product testing: can more favorable reviews be enticed with free products? pp. 703-722

Ina Garnefeld, Tabea Krah, Eva Böhm and Dwayne D. Gremler

Digital customization of consumer investments in multiple funds: virtual integration improves risk–return decisions pp. 723-742

Sesil Lim, Bas Donkers, Patrick Dijl and Benedict Dellaert

Online program engagement and audience size during television ads pp. 743-761

Beth L. Fossen and Alexander Bleier

Digital business capability: its impact on firm and customer performance pp. 762-789

Dominik M. Wielgos, Christian Homburg and Christina Kuehnl

How and when do big data investments pay off? The role of marketing affordances and service innovation pp. 790-810

Luigi M. De Luca, Dennis Herhausen, Gabriele Troilo and Andrea Rossi

Retail service innovations and their impact on retailer shareholder value: evidence from an event study pp. 811-833

Lien Lamey, Els Breugelmans, Maya Vuegen and Anne ter Braak

Volume 49, issue 3, 2021

The importance of behavioral outcomes pp. 437-440

John Hulland and Mark Houston

A theory of multiformat communication: mechanisms, dynamics, and strategies pp. 441-461

Jordan W. Moffett, Judith Anne Garretson Folse and Robert W. Palmatier

Operationalizing salesperson performance with secondary data: aligning practice, scholarship, and theory pp. 462-481

Willy Bolander, Nawar N. Chaker, Alec Pappas and Daniel R. Bradbury

Sample-based longitudinal discrete choice experiments: preferences for electric vehicles over time pp. 482-500

Katharina Keller, Christian Schlereth and Oliver Hinz

Correction to: Sample-based longitudinal discrete choice experiments: preferences for electric vehicles over time pp. 501-501

Katharina Keller, Christian Schlereth and Oliver Hinz

No conversion, no conversation: consequences of retail salespeople disengaging from unpromising prospects pp. 502-520

William L. Cron, Sascha Alavi, Johannes Habel, Jan Wieseke and Hanaa Ryari

The dynamic nature of marketing constructs pp. 521-541

Lars Bergkvist and Martin Eisend

Sales enablement: conceptualizing and developing a dynamic capability pp. 542-565

Robert M. Peterson, Avinash Malshe, Scott B. Friend and Howard Dover

Show it or say it: how brand familiarity influences the effectiveness of image-based versus text-based logos pp. 566-583

Carter Morgan, Tatiana M. Fajardo and Claudia Townsend

A customer portfolio management model that relates company’s marketing to its long-term survival pp. 584-600

Leigh McAlister and Shameek Sinha

Governance implications of modularity in sourcing relationships pp. 601-625

Nukhet Harmancioglu, Stefan Wuyts and Peren Ozturan

Volume 49, issue 2, 2021

The biasing effect of common method variance: some clarifications pp. 221-235

Hans Baumgartner, Bert Weijters and Rik Pieters

How value co-creation and co-destruction unfolds: a longitudinal perspective on dialogic engagement in health services interactions pp. 236-257

Debbie Isobel Keeling, Kathleen Keeling, Ko Ruyter and Angus Laing

Pay attention, please! Person brand building in organized online attention economies pp. 258-279

Andrew N. Smith and Eileen Fischer

Corporate social responsibility in luxury contexts: potential pitfalls and how to overcome them pp. 280-303

Jenni Sipilä, Sascha Alavi, Laura Marie Edinger-Schons, Sabrina Dörfer and Christian Schmitz

How young companies can effectively manage their slack resources over time to ensure sales growth: the contingent role of value-based selling pp. 304-326

Ad Jong, Nicolas A. Zacharias and Edwin J. Nijssen

Conflict and performance in channels: a meta-analysis pp. 327-349

Kamran Eshghi and Sourav Ray

Customer inertia marketing pp. 350-373

Conor M. Henderson, Lena Steinhoff, Colleen M. Harmeling and Robert W. Palmatier

Discovering heterogeneous consumer journeys in online platforms: implications for networking investment pp. 374-396

Ho Kim, Juncai Jiang and Norris I. Bruce

We can fix this! Donor activism for nonprofit supply generation pp. 397-417

Tonya Williams Bradford

Buyer–supplier relationship dynamics: a systematic review pp. 418-436

Ali Shamsollahi, Danielle A. Chmielewski-Raimondo, Simon J. Bell and Reza Kachouie

Volume 49, issue 1, 2021

Reviewers as developmental coaches pp. 1-4

Mark B. Houston and John Hulland

An updated paradigm for evaluating measurement invariance incorporating common method variance and its assessment pp. 5-29

Jan-Benedict E.M. Steenkamp and Alberto Maydeu-Olivares

A strategic framework for artificial intelligence in marketing pp. 30-50

Ming-Hui Huang and Roland T. Rust

Social media marketing strategy: definition, conceptualization, taxonomy, validation, and future agenda pp. 51-70

Fangfang Li, Jorma Larimo and Leonidas C. Leonidou

An emerging theory of loyalty program dynamics pp. 71-95

Jisu J. Kim, Lena Steinhoff and Robert W. Palmatier

Disentangling the meanings of brand authenticity: The entity-referent correspondence framework of authenticity pp. 96-118

Julie Guidry Moulard, Randle D. Raggio and Judith Anne Garretson Folse

Effects of front-of-pack labels on the nutritional quality of supermarket food purchases: evidence from a large-scale randomized controlled trial pp. 119-138

Pierre Dubois, Paulo Albuquerque, Olivier Allais, Céline Bonnet, Patrice Bertail, Pierre Combris, Saadi Lahlou, Natalie Rigal, Bernard Ruffieux and Pierre Chandon

Engaging a product-focused sales force in solution selling: interplay of individual- and organizational-level conditions pp. 139-163

Anna Salonen, Harri Terho, Eva Böhm, Ari Virtanen and Risto Rajala

Correction to: Engaging a product-focused sales force in solution selling: interplay of individual- and organizational-level conditions pp. 164-165

Anna Salonen, Harri Terho, Eva Böhm, Ari Virtanen and Risto Rajala

Consumer dynamics: theories, methods, and emerging directions pp. 166-196

Jonathan Z. Zhang and Chun-Wei Chang

Correction to: Consumer dynamics: theories, methods, and emerging directions pp. 197-197

Jonathan Z. Zhang and Chun-Wei Chang

Upper echelons research in marketing pp. 198-219

Kimberly A. Whitler, Ben Lee, Ryan Krause and Neil A. Morgan