Marketing

Research Output 1984 2019

2019
2 Citations (Scopus)

A bibliometric analysis of extended key account management literature

Kumar, P., Sharma, A. & Salo, J., Jan 1 2019, (Accepted/In press) In : Industrial Marketing Management.

Research output: Contribution to journalArticle

Bibliometric analysis
Key account management
Planning
Governance
Management research

Digital and social media research

Chen, Z. & Stephen, A. T., Apr 15 2019, Handbook of Research Methods in Consumer Psychology. Taylor and Francis Inc., p. 358-370 13 p.

Research output: Chapter in Book/Report/Conference proceedingChapter

Social Media
Research
Social media
Digital media
1 Citation (Scopus)

Experiential product framing and its influence on the creation of consumer reviews

Gallo, I., Townsend, C. & Alegre, I., May 1 2019, In : Journal of Business Research. 98, p. 177-190 14 p.

Research output: Contribution to journalArticle

Product review
Marketers
Functionality
Consumer experience
Marketing

Individualized No-Show Predictions: Effect on Clinic Overbooking and Appointment Reminders

Li, Y., Tang, S., Johnson, J. & Lubarsky, D. A., Jan 1 2019, In : Production and Operations Management.

Research output: Contribution to journalArticle

Cost reduction
Prediction
Overbooking
Profitability
Scheduling
1 Citation (Scopus)

Store Manager–Store Performance Relationship: A Research Note

Arnold, T. J., Grewal, D., Motyka, S., Kim, N., Sharma, A. & Srivastava, R., Jan 1 2019, In : Journal of Retailing.

Research output: Contribution to journalArticle

Managers
Supervisors
Profitability
Top management teams
Frontline employees

The impact of the mere presence of social media share icons on product interest and valuation

Townsend, C., Neal, D. T. & Morgan, C., Jul 1 2019, In : Journal of Business Research. 100, p. 245-254 10 p.

Research output: Contribution to journalArticle

Social media
Icon
Purchase
Retailers
Consumer perceptions
2018
2 Citations (Scopus)

Aligning sales and operations management: an agenda for inquiry

Rangarajan, D., Sharma, A., Paesbrugghe, B. & Boute, R., Apr 3 2018, In : Journal of Personal Selling and Sales Management. 38, 2, p. 220-240 21 p.

Research output: Contribution to journalArticle

sales
Sales
management
firm
qualitative research
1 Citation (Scopus)

Buying beauty for the long run: (Mis)predicting liking of product aesthetics

Buechel, E. C. & Townsend, C., Jan 1 2018, In : Journal of Consumer Research. 45, 2, p. 275-297 23 p.

Research output: Contribution to journalArticle

product design
beauty
aesthetics
intuition
Aesthetics
2 Citations (Scopus)

Effect of service-related resources on employee and customer outcomes in trade shows

Jha, S., Balaji, M. S., Ranjan, K. R. & Sharma, A., Jan 1 2018, (Accepted/In press) In : Industrial Marketing Management.

Research output: Contribution to journalArticle

Trade shows
Employees
Resources
Customer orientation
Personnel
5 Citations (Scopus)

Personal selling and the purchasing function: where do we go from here?

Paesbrugghe, B., Sharma, A., Rangarajan, D. & Syam, N., Jan 2 2018, In : Journal of Personal Selling and Sales Management. 38, 1, p. 123-143 21 p.

Research output: Contribution to journalArticle

Purchasing
selling
Sales
customer
sales
3 Citations (Scopus)

Sales and customer development: An agenda for inquiry

Sharma, A. & Syam, N., Feb 1 2018, In : Industrial Marketing Management. 69, p. 133-134 2 p.

Research output: Contribution to journalArticle

Agenda
Marketing management
Business-to-business market
Empirical research
Business-to-business marketing
5 Citations (Scopus)
Donation
Response rate
Field experiment
Donation behavior
Consumer research
24 Citations (Scopus)
Artificial intelligence
Industrial revolution
Machine learning
Sales management
Personal selling
3 Citations (Scopus)

When public recognition for charitable giving backfires: The role of independent self-construal

Simpson, B., White, K. & Laran, J., Apr 1 2018, In : Journal of Consumer Research. 44, 6, p. 1257-1273 17 p.

Research output: Contribution to journalArticle

donation
activation
Self-construal
Donation
Charitable giving
2017
10 Citations (Scopus)

Demographics, attitudes, and technology readiness: A cross-cultural analysis and model validation

Rojas-Méndez, J. I., Parasuraman, A. & Papadopoulos, N., 2017, In : Marketing Intelligence and Planning. 35, 1, p. 18-39 22 p.

Research output: Contribution to journalArticle

Predictors
Model validation
Cross-cultural analysis
Technology readiness
Demographics
2 Citations (Scopus)

Multimodal content analysis for effective advertisements on youtube

Vedula, N., Sun, W., Lee, H., Gupta, H., Ogihara, M., Johnson, J., Ren, G. & Parthasarathy, S., Dec 15 2017, Proceedings - 17th IEEE International Conference on Data Mining, ICDM 2017. Institute of Electrical and Electronics Engineers Inc., Vol. 2017-November. p. 1123-1128 6 p.

Research output: Chapter in Book/Report/Conference proceedingConference contribution

Multimedia signal processing
Video signal processing
Neural networks
Websites
Marketing
9 Citations (Scopus)

Purchasing-driven sales: Matching sales strategies to the evolution of the purchasing function

Paesbrugghe, B., Rangarajan, D., Sharma, A., Syam, N. & Jha, S., Apr 1 2017, In : Industrial Marketing Management. 62, p. 171-184 14 p.

Research output: Contribution to journalArticle

Purchasing
Sales strategies
Key accounts
Innovation
Costs
8 Citations (Scopus)

Risk (Mis)perception: When greater risk reduces risk valuation

Khan, U. & Kupor, D. M., Feb 1 2017, In : Journal of Consumer Research. 43, 5, p. 769-786 18 p.

Research output: Contribution to journalArticle

seizure
fatigue
insurance
Values
travel

Sequential pattern based temporal contour representations for content-based multimedia timeline analysis

Ren, G., Johnson, J., Lee, H. & Ogihara, M., Jan 31 2017, Proceedings - 2016 15th IEEE International Conference on Machine Learning and Applications, ICMLA 2016. Institute of Electrical and Electronics Engineers Inc., p. 657-664 8 p. 7838220

Research output: Chapter in Book/Report/Conference proceedingConference contribution

11 Citations (Scopus)
acceptance
interpersonal communication
Word-of-mouth
Acceptance
Stranger
38 Citations (Scopus)

The Future of Frontline Research: Invited Commentaries

Rafaeli, A., Altman, D., Gremler, D. D., Huang, M. H., Grewal, D., Iyer, B., Parasuraman, A. & de Ruyter, K., Feb 1 2017, In : Journal of Service Research. 20, 1, p. 91-99 9 p.

Research output: Contribution to journalArticle

effects of technology
emotion
customer
employee
Personnel
4 Citations (Scopus)
beauty
aesthetics
donation
costs
wastefulness
16 Citations (Scopus)

The Role of the Sales-Service Interface and Ambidexterity in the Evolving Organization: A Multilevel Research Agenda

Rapp, A. A., Bachrach, D. G., Flaherty, K. E., Hughes, D. E., Sharma, A. & Voorhees, C. M., Feb 1 2017, In : Journal of Service Research. 20, 1, p. 59-75 17 p.

Research output: Contribution to journalArticle

sales
Sales
organization
customer
firm
12 Citations (Scopus)

When Service Customers Do Not Consume in Isolation: A Typology of Customer Copresence Influence Modes (CCIMs)

Colm, L., Ordanini, A. & Parasuraman, A., Aug 1 2017, In : Journal of Service Research. 20, 3, p. 223-239 17 p.

Research output: Contribution to journalArticle

social isolation
typology
Managers
customer
manager
2016
6 Citations (Scopus)

Alliteration Alters: Phonetic Overlap in Promotional Messages Influences Evaluations and Choice

Davis, D., Bagchi, R. & Block, L. G., Mar 1 2016, In : Journal of Retailing. 92, 1, p. 1-12 12 p.

Research output: Contribution to journalArticle

Evaluation
Pricing
Shirt
Marketing communications
Purchase behavior
6 Citations (Scopus)

Consumer goal pursuit

Laran, J., Aug 1 2016, In : Current Opinion in Psychology. 10, p. 22-26 5 p.

Research output: Contribution to journalArticle

Weights and Measures
Food
Research

Evaluation of subsidiary marketing performance: Combining process and outcome performance metrics

Grewal, D., Iyer, G. R., Kamakura, W. A., Mehrotra, A. & Sharma, A., Jan 1 2016, International Series in Operations Research and Management Science. Springer New York LLC, p. 491-513 23 p. (International Series in Operations Research and Management Science; vol. 238).

Research output: Chapter in Book/Report/Conference proceedingChapter

Performance Metrics
Marketing
Evaluation
Industry
Performance metrics
10 Citations (Scopus)

Exploring the differences between conscious and unconscious goal pursuit

Laran, J., Janiszewski, C. & Salerno, A., Jun 1 2016, In : Journal of Marketing Research. 53, 3, p. 442-458 17 p.

Research output: Contribution to journalArticle

Efficacy
Product attributes
Resources
Trade-offs
7 Citations (Scopus)

How being busy can increase motivation and reduce task completion time

Wilcox, K., Laran, J., Stephen, A. T. & Zubcsek, P. P., Mar 1 2016, In : Journal of Personality and Social Psychology. 110, 3, p. 371-384 14 p.

Research output: Contribution to journalArticle

Software
time
Research
management
software
13 Citations (Scopus)

How content acquisition method affects word of mouth

Chen, Z. & Berger, J., 2016, In : Journal of Consumer Research. 43, 1, p. 86-102 17 p.

Research output: Contribution to journalArticle

Word-of-mouth
everyday life
diagnostic
conversation
news
5 Citations (Scopus)

Innovation from emerging market firms: what happens when market ambitions meet technology challenges?

Sharma, A. & Jha, S., Jan 1 2016, In : Journal of Business and Industrial Marketing. 31, 4, p. 507-518 12 p.

Research output: Contribution to journalArticle

Innovation
Emerging market firms
Business to business
Development process
China
32 Citations (Scopus)

Linking service design to value creation and service research

Andreassen, T. W., Kristensson, P., Lervik-Olsen, L., Parasuraman, A., McColl-Kennedy, J. R., Edvardsson, B. & Colurcio, M., Mar 21 2016, In : Journal of Service Management. 27, 1, p. 21-29 9 p.

Research output: Contribution to journalArticle

marketing
services
Value creation
Service design
conceptual framework
2 Citations (Scopus)

Loss of control and self-regulation: The role of childhood lessons

Vanbergen, N. & Laran, J., 2016, In : Journal of Consumer Research. 43, 4, p. 534-548 15 p.

Research output: Contribution to journalArticle

self-regulation
childhood
parents
deficit
consumption behavior

Planning merchandising decisions to account for regional and product assortment differences

Grewal, D., Levy, M., Mehrotra, A. & Sharma, A., Jan 1 2016, International Series in Operations Research and Management Science. Springer New York LLC, p. 469-490 22 p. (International Series in Operations Research and Management Science; vol. 238).

Research output: Chapter in Book/Report/Conference proceedingChapter

Sales
Planning
Retailing
Internet
Best Practice
3 Citations (Scopus)

Returns on key accounts: do the results justify the expenditures?

Sharma, A. & Evanschitzky, H., Mar 7 2016, In : Journal of Business and Industrial Marketing. 31, 2, p. 174-182 9 p.

Research output: Contribution to journalArticle

Expenditure
Key accounts
Firm growth
Design methodology
Survival rate
14 Citations (Scopus)

The contingent nature of the symbolic associations of visual design elements: The case of brand logo frames

Fajardo, T. M., Zhang, J. & Tsiros, M., 2016, In : Journal of Consumer Research. 43, 4, p. 549-566 18 p.

Research output: Contribution to journalArticle

purchase
research focus
Contingent
Visual Design
Logos
16 Citations (Scopus)

The effect of stress on consumer

Durante, K. M. & Laran, J., Oct 1 2016, In : Journal of Marketing Research. 53, 5, p. 814-828 15 p.

Research output: Contribution to journalArticle

Resources
Conceptualization
Consumer behaviour
Saving behavior
5 Citations (Scopus)

The price of not putting a price on love

McGraw, A. P., Davis, D., Scott, S. E. & Tetlock, P. E., Jan 1 2016, In : Judgment and Decision Making. 11, 1, p. 40-47 8 p.

Research output: Contribution to journalArticle

Love
Taboo
Cost-Benefit Analysis
Costs and Cost Analysis
Trade-offs
12 Citations (Scopus)

The role of numerosity in judgments and decision-making

Bagchi, R. & Davis, D., Aug 1 2016, In : Current Opinion in Psychology. 10, p. 89-93 5 p.

Research output: Contribution to journalArticle

Decision Making
Weights and Measures
Reward
Heuristics
6 Citations (Scopus)
Field study
Purchase
Consumer response
Consumer products
Assortment
4 Citations (Scopus)

Walking in my shoes: How expectations of role reversal in future negotiations affect present behaviors

Bagchi, R., Koukova, N. T., Gurnani, H., Nagarajan, M. & Oza, S., Jun 1 2016, In : Journal of Marketing Research. 53, 3, p. 381-395 15 p.

Research output: Contribution to journalArticle

Shoes
Reversal
Concession
Seller
Buyers
6 Citations (Scopus)
selling
sales
Sales
market
management
2015
130 Citations (Scopus)

An Updated and Streamlined Technology Readiness Index: TRI 2.0

Parasuraman, A. & Colby, C. L., Feb 19 2015, In : Journal of Service Research. 18, 1, p. 59-74 16 p.

Research output: Contribution to journalArticle

Technology readiness
Mobile commerce
Cloud computing
social media
commerce
15 Citations (Scopus)

Behavioral issues in price setting in business-to-business marketing: A framework for analysis

Iyer, G. R., Hong Xiao, S., Sharma, A. & Nicholson, M., Jan 1 2015, In : Industrial Marketing Management. 47, p. 6-16 11 p.

Research output: Contribution to journalArticle

Price setting
Business-to-business marketing
Pricing
Business to business
Pricing research
15 Citations (Scopus)

Beyond "Pink It and Shrink It" Perceived Product Gender, Aesthetics, and Product Evaluation

van Tilburg, M., Lieven, T., Herrmann, A. & Townsend, C., Apr 1 2015, In : Psychology and Marketing. 32, 4, p. 422-437 16 p.

Research output: Contribution to journalArticle

Esthetics
Femininity
Masculinity
Research
Psychology
Cognitive Dissonance
Research
Incumbents
Incomplete information

Orchestrating human capital in the Indian IT service market: From entrepreneurial management to professional management

Sheth, J. & Sharma, A., Mar 24 2015, Business Models and People Management in the Indian IT Industry: From People to Profits. Taylor and Francis Inc., p. 79-92 14 p.

Research output: Chapter in Book/Report/Conference proceedingChapter

Human capital
Entrepreneurial management
IT services
436 Citations (Scopus)

Service Research Priorities in a Rapidly Changing Context

Ostrom, A. L., Parasuraman, A., Bowen, D. E., Patrício, L. & Voss, C. A., May 18 2015, In : Journal of Service Research. 18, 2, p. 127-159 33 p.

Research output: Contribution to journalArticle

Information technology
Research priorities
Innovation
Personnel
interdisciplinary research
39 Citations (Scopus)

The impact of dynamic presentation format on consumer preferences for hedonic products and services

Roggeveen, A. L., Grewal, D., Townsend, C. & Krishnan, R., Nov 1 2015, In : Journal of Marketing. 79, 6, p. 34-49 16 p.

Research output: Contribution to journalArticle

Consumer preferences
Retailers
Willingness-to-pay
Evaluation
Service experience

The inherent primacy of aesthetic attribute processing

Townsend, C. & Sood, S., Jul 24 2015, The Psychology of Design: Creating Consumer Appeal. Taylor and Francis Inc., p. 207-217 11 p.

Research output: Chapter in Book/Report/Conference proceedingChapter

Primacy