Journal of the Academy of Marketing Science

2016 - 2025

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

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Volume 46, issue 6, 2018

Advancing marketing strategy research pp. 983-986

Robert W. Palmatier

Selling, general, and administrative expense (SGA)-based metrics in marketing: conceptual and measurement challenges pp. 987-1011

Annette Ptok, Rupinder P. Jindal and Werner Reinartz

Correction to: selling, general, and administrative expense (SGA)-based metrics in marketing: conceptual and measurement challenges pp. 1012-1013

Annette Ptok, Rupinder P. Jindal and Werner Reinartz

Institutions and opportunism in buyer–supplier exchanges: the moderated mediating effects of contractual and relational governance pp. 1014-1031

Shibin Sheng, Kevin Zheng Zhou, Julie Juan Li and Zhaoyang Guo

The emotional review–reward effect: how do reviews increase impulsivity? pp. 1032-1051

Scott Motyka, Dhruv Grewal, Elizabeth Aguirre, Dominik Mahr, Ko Ruyter and Martin Wetzels

How can firms stop customer revenge? The effects of direct and indirect revenge on post-complaint responses pp. 1052-1071

Yany Grégoire, Fateme Ghadami, Sandra Laporte, Sylvain Sénécal and Denis Larocque

How the frequency and amount of corporate donations affect consumer perception and behavioral responses pp. 1072-1088

Liyin Jin and Yanqun He

Modeling the effects of dynamic group influence on shopper zone choice, purchase conversion, and spending pp. 1089-1107

Xiaoling Zhang, Shibo Li and Raymond R. Burke

Understanding the quality–quantity conundrum of customer referral programs: effects of contribution margin, extraversion, and opinion leadership pp. 1108-1132

Vijay Viswanathan, Sebastian Tillmanns, Manfred Krafft and Daniel Asselmann

I thought it was over, but now it is back: customer reactions to ex post time extensions of sales promotions pp. 1133-1147

Ina Garnefeld, Eva Böhm, Lena Klimke and Andrea Oestreich

Flexible cutoff values for fit indices in the evaluation of structural equation models pp. 1148-1172

Thomas Niemand and Robert Mai

Volume 46, issue 5, 2018

“Keep on Turkin’”? pp. 789-794

John Hulland and Jeff Miller

Identity change vs. strategy change: the effects of rebranding announcements on stock returns pp. 795-812

Yanhui Zhao, Roger J. Calantone and Clay M. Voorhees

Unlocking the power of marketing: understanding the links between customer mindset metrics, behavior, and profitability pp. 813-836

J. Andrew Petersen, V. Kumar, Yolanda Polo and F. Javier Sese

Customer query handling in sales interactions pp. 837-856

Sunil Singh, Detelina Marinova, Jagdip Singh and Kenneth R. Evans

Are conservative approaches to new product selling a blessing in disguise? pp. 857-878

Michel Borgh and Jeroen Schepers

An escalation of commitment perspective on allocation-of-effort decisions in professional selling pp. 879-894

Robert Mayberry, James Sanders Boles and Naveen Donthu

Initiating value co-creation: Dealing with non-receptive customers pp. 895-920

Avinash Malshe and Scott B. Friend

Online group influence and digital product consumption pp. 921-947

Jifeng Mu, Ellen Thomas, Jiayin Qi and Yong Tan

What brand extensions need to fully benefit from their parental heritage pp. 948-963

Paul W. Miniard, Rama K. Jayanti, Cecilia M. O. Alvarez and Peter R. Dickson

Scanning for discounts: examining the redemption of competing mobile coupons pp. 964-982

Paul Mills and César Zamudio

Volume 46, issue 4, 2018

Unstructured data in marketing pp. 557-590

Bitty Balducci and Detelina Marinova

Building and leveraging sports brands: evidence from 50 years of German professional soccer pp. 591-611

Hauke A. Wetzel, Stefan Hattula, Maik Hammerschmidt and Harald J. Heerde

Sales force leadership during strategy implementation: a social network perspective pp. 612-631

Babak Hayati, Yashar Atefi and Michael Ahearne

The copycat CMO: firms’ imitative behavior as an explanation for CMO presence pp. 632-651

Cecilia Wiedeck and Andreas Engelen

Gamified interactions: whether, when, and how games facilitate self–brand connections pp. 652-673

Axel Berger, Tobias Schlager, David E. Sprott and Andreas Herrmann

A meta-analytic review of influence strategies in marketing channel relationships pp. 674-702

Wesley James Johnston, Angelina Nhat-Hanh Le and Julian Ming-Sung Cheng

The role of leadership in salespeople’s price negotiation behavior pp. 703-724

Sascha Alavi, Johannes Habel, Paolo Guenzi and Jan Wieseke

When one bad apple spoils consumers’ judgment of the brand: exposure to an employee’s non-workplace transgression and potential remedies pp. 725-743

Allison R. Johnson, Valerie S. Folkes and Juan Wang

Innovation pathway to profitability: the role of entrepreneurial orientation and marketing capabilities pp. 744-766

S. Arunachalam, Sridhar N. Ramaswami, Pol Herrmann and Doug Walker

Correction to: Innovation pathway to profitability: the role of entrepreneurial orientation and marketing capabilities pp. 767-767

S. Arunachalam, Sridhar N. Ramaswami, Pol Herrmann and Doug Walker

Friends with benefits: social coupons as a strategy to enhance customers’ social empowerment pp. 768-787

Sara Hanson and Hong Yuan

Volume 46, issue 3, 2018

Making emerging phenomena a research priority pp. 361-365

Manjit S. Yadav

Good, better, engaged? The effect of company-initiated customer engagement behavior on shareholder value pp. 366-383

Sander F. M. Beckers, Jenny Doorn and Peter C. Verhoef

When marketing strategy meets culture: the role of culture in product evaluations pp. 384-402

Reo Song, Sangkil Moon, Haipeng (Allan) Chen and Mark B. Houston

Effects of offline ad content on online brand search: insights from super bowl advertising pp. 403-430

Deepa Chandrasekaran, Raji Srinivasan and Debika Sihi

Effect of analysts’ earnings pressure on marketing spending and stock market performance pp. 431-452

Imran S. Currim, Jooseop Lim and Yu Zhang

Marketers’ use of alternative front-of-package nutrition symbols: An examination of effects on product evaluations pp. 453-476

Christopher L. Newman, Scot Burton, J. Craig Andrews, Richard G. Netemeyer and Jeremy Kees

Retail space invaders: when employees’ invasion of customer space increases purchase intentions pp. 477-496

Carol L. Esmark and Stephanie M. Noble

Pricing hybrid bundles by understanding the drivers of willingness to pay pp. 497-515

Jeffrey Meyer, Venkatesh Shankar and Leonard L. Berry

Do life events always lead to change in purchase? The mediating role of change in consumer innovativeness, the variety seeking tendency, and price consciousness pp. 516-536

Nicole Koschate-Fischer, Wayne D. Hoyer, Nicola E. Stokburger-Sauer and Jan Engling

Where does pride lead? Corporate managerial hubris and strategic emphasis pp. 537-556

MinChung Kim, Guiyang Xiong and Kwang-Ho Kim

Volume 46, issue 2, 2018

The future of the marketing department at business schools pp. 169-172

Jan-Benedict E. M. Steenkamp

An exploratory study of business-to-business online customer reviews: external online professional communities and internal vendor scorecards pp. 173-189

Michelle D. Steward, James A. Narus and Michelle L. Roehm

The impact of a sales team’s perceived entitativity on customer satisfaction pp. 190-211

Chen Wang, JoAndrea Hoegg and Darren W. Dahl

Why do suppliers choose wholesale price contracts? End-of-season payments disincentivize retailer marketing effort pp. 212-233

Anna G. Devlin, Wedad Elmaghraby and Rebecca W. Hamilton

Cause marketing and customer profitability pp. 234-251

Michel Ballings, Heath McCullough and Neeraj Bharadwaj

Understanding the long-term implications of retailer returns in business-to-business relationships pp. 252-272

Lauren Skinner Beitelspacher, Thomas L. Baker, Adam Rapp and Dhruv Grewal

Debates and assumptions about motion picture performance: a meta-analysis pp. 273-299

François A. Carrillat, Renaud Legoux and Allègre L. Hadida

Building a multi-category brand: when should distant brand extensions be introduced? pp. 300-316

Jeffrey R. Parker, Donald R. Lehmann, Kevin Lane Keller and Martin G. Schleicher

Hey big spender! A golden (color) atmospheric effect on tipping behavior pp. 317-337

Na Young Lee, Stephanie M. Noble and Dipayan Biswas

Pre-release consumer buzz pp. 338-360

Mark B. Houston, Ann-Kristin Kupfer, Thorsten Hennig-Thurau and Martin Spann

Volume 46, issue 1, 2018

Review articles: purpose, process, and structure pp. 1-5

Robert W. Palmatier, Mark B. Houston and John Hulland

The value of empirical generalizations in marketing pp. 6-8

Dominique M. Hanssens

Meta-analysis: integrating accumulated knowledge pp. 9-30

Dhruv Grewal, Nancy Puccinelli and Kent B. Monroe

Business cycle research in marketing: a review and research agenda pp. 31-58

Marnik G. Dekimpe and Barbara Deleersnyder

Cost-effective service excellence pp. 59-80

Jochen Wirtz and Valarie Zeithaml

On the significance of statistically insignificant results in consumer behavior experiments pp. 81-91

Robert A. Peterson and U. N. Umesh

Marketing survey research best practices: evidence and recommendations from a review of JAMS articles pp. 92-108

John Hulland, Hans Baumgartner and Keith Marion Smith

Strategic goal accomplishment in export ventures: the role of capabilities, knowledge, and environment pp. 109-129

Stavroula Spyropoulou, Constantine S. Katsikeas, Dionysis Skarmeas and Neil A. Morgan

The substitution strategy dilemma: substitute selection versus substitute effectiveness pp. 130-146

Zachary G. Arens and Rebecca W. Hamilton

The impact of retail format diversification on retailers’ financial performance pp. 147-167

Yuying Shi, Jeremy M. Lim, Barton A. Weitz and Stephen L. France