Marketing

Research Output 1984 2019

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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
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
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
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
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
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
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
2014
2 Citations (Scopus)

Frequent flyer programs: Empirically assessing consumers' reasonable expectations

Olazabal, A., Marmorstein, H. & Sarel, D., Mar 2014, In : American Business Law Journal. 51, 1, p. 175-250 76 p.

Research output: Contribution to journalArticle

Consumer expectations
Frequent flyer program
13 Citations (Scopus)

From bye to buy: Homophones as a phonological route to priming

Davis, D. & Herr, P. M., Apr 2014, In : Journal of Consumer Research. 40, 6, p. 1063-1077 15 p.

Research output: Contribution to journalArticle

consumption behavior
semantics
Homophones
Route
Priming
25 Citations (Scopus)

Hedonic eating goals and emotion: When sadness decreases the desire to indulge

Salerno, A., Laran, J. & Janiszewski, C., 2014, In : Journal of Consumer Research. 41, 1, p. 135-151 17 p.

Research output: Contribution to journalArticle

eating behavior
emotion
well-being
human being
Salient
20 Citations (Scopus)

Licensing indulgence in the present by distorting memories of past behavior

May, F. & Irmak, C., Oct 1 2014, In : Journal of Consumer Research. 41, 3, p. 624-641 18 p.

Research output: Contribution to journalArticle

present
eating behavior
license
manufacturing
Licensing
84 Citations (Scopus)
assortment
heuristics
stimulus
moderator
rating

Using aesthetics and self-affirmation to encourage openness to risky (and safe) choices

Shu, S. B. & Townsend, C., Mar 2014, In : Journal of Experimental Psychology: Applied. 20, 1, p. 22-39 18 p.

Research output: Contribution to journalArticle

Esthetics
Annual Reports
Risk-Taking
Research
2 Citations (Scopus)

When controversy sparks Buzz-and when it doesn't

Berger, J. & Chen, Z., 2014, In : Harvard Business Review. APR

Research output: Contribution to journalArticle

Electric sparks