OOIR: Observatory of International Research

Papers

(The median citation count of Journal of Marketing is 10. The table below lists those papers that are above that threshold based on CrossRef citation counts [max. 250 papers]. The publications cover those that have been published in the past four years, i.e., from 2020-04-01 to 2024-04-01.)

Article	Citations
Consumers and Artificial Intelligence: An Experiential Perspective	311
Artificial Intelligence in Utilitarian vs. Hedonic Contexts: The “Word-of-Machine” Effect	195
Blame the Bot: Anthropomorphism and Anger in Customer–Chatbot Interactions	190
Corporate Sociopolitical Activism and Firm Value	171
An Emerging Theory of Avatar Marketing	150
Evolution of Consumption: A Psychological Ownership Framework	134
Customer Experience Journeys: Loyalty Loops Versus Involvement Spirals	113
Informational Challenges in Omnichannel Marketing: Remedies and Future Research	106
Better Marketing for a Better World	104
Marketing Agility: The Concept, Antecedents, and a Research Agenda	104
Caring for the Commons: Using Psychological Ownership to Enhance Stewardship Behavior for Public Goods	96
Artificial Intelligence Coaches for Sales Agents: Caveats and Solutions	92
The Concept of Authenticity: What It Means to Consumers	82
Augmented Reality in Retail and Its Impact on Sales	82
Inefficiencies in Digital Advertising Markets	76
Pretty Healthy Food: How and When Aesthetics Enhance Perceived Healthiness	73
Influencer Marketing Effectiveness	73
The Faces of Success: Beauty and Ugliness Premiums in e-Commerce Platforms	70
Collaborative Market Driving: How Peer Firms Can Develop Markets Through Collective Action	70
“How Do I Carry All This Now?” Understanding Consumer Resistance to Sustainability Interventions	69
Reality Check: Infusing Ecological Value into Academic Marketing Research	67
A Meta-Analysis of When and How Advertising Creativity Works	66
Buy Less, Buy Luxury: Understanding and Overcoming Product Durability Neglect for Sustainable Consumption	66
Negative Reviews, Positive Impact: Consumer Empathetic Responding to Unfair Word of Mouth	65
The Influence of Social Norms on Consumer Behavior: A Meta-Analysis	57

When Algorithms Fail: Consumers’ Responses to Brand Harm Crises Caused by Algorithm Errors	56
A New Livestream Retail Analytics Framework to Assess the Sales Impact of Emotional Displays	55
Real-Time Brand Reputation Tracking Using Social Media	54
From Waste to Taste: How “Ugly” Labels Can Increase Purchase of Unattractive Produce	54
Providers Versus Platforms: Marketing Communications in the Sharing Economy	53
Do Nudges Reduce Disparities? Choice Architecture Compensates for Low Consumer Knowledge	52
Turning Complaining Customers into Loyal Customers: Moderators of the Complaint Handling–Customer Loyalty Relationship	51
Social Media, Influencers, and Adoption of an Eco-Friendly Product: Field Experiment Evidence from Rural China	51
Marketing Excellence: Nature, Measurement, and Investor Valuations	50
Capturing Marketing Information to Fuel Growth	49
The Rise of New Technologies in Marketing: A Framework and Outlook	48
Customer Satisfaction and Its Impact on the Future Costs of Selling	46
Variable Compensation and Salesperson Health	43
Conducting Research in Marketing with Quasi-Experiments	42
The Impact of Platform Protection Insurance on Buyers and Sellers in the Sharing Economy: A Natural Experiment	40
Learning from Data: An Empirics-First Approach to Relevant Knowledge Generation	39
Bad News? Send an AI. Good News? Send a Human	38
The Roar of the Crowd: How Interaction Ritual Chains Create Social Atmospheres	38
Finding Goldilocks Influencers: How Follower Count Drives Social Media Engagement	36
Visual Elicitation of Brand Perception	35
Tolerating and Managing Failure: An Organizational Perspective on Customer Reacquisition Management	34
Price No Object!: The Impact of Power Distance Belief on Consumers’ Price Sensitivity	33
Navigating the Last Mile: The Demand Effects of Click-and-Collect Order Fulfillment	32
The Double-Edged Effects of E-Commerce Cart Retargeting: Does Retargeting Too Early Backfire?	32
They’re Just Not That into You: How to Leverage Existing Consumer–Brand Relationships Through Social Psychological Distance	32
Is Nestlé a Lady? The Feminine Brand Name Advantage	32
Marketing Ideas: How to Write Research Articles that Readers Understand and Cite	32
Marketplace Literacy as a Pathway to a Better World: Evidence from Field Experiments in Low-Access Subsistence Marketplaces	31
Commentary: Artificial Intelligence: The Marketer’s Dilemma	31
The Platformization of Brands	29
Competitive Effects of Front-of-Package Nutrition Labeling Adoption on Nutritional Quality: Evidence from Facts Up Front–Style Labels	29
Fields of Gold: Scraping Web Data for Marketing Insights	29
How Physical Stores Enhance Customer Value: The Importance of Product Inspection Depth	26
Virtual Reality in New Product Development: Insights from Prelaunch Sales Forecasting for Durables	25
Strong Anxiety Boosts New Product Adoption When Hope Is Also Strong	25
Communication in the Gig Economy: Buying and Selling in Online Freelance Marketplaces	25
The Impact of Advertising and R&D on Bankruptcy Survival: A Double-Edged Sword	24
A Meta-Analysis of the Effects of Brands’ Owned Social Media on Social Media Engagement and Sales	24
Wage Inequality: Its Impact on Customer Satisfaction and Firm Performance	22
R2M Index 1.0: Assessing the Practical Relevance of Academic Marketing Articles	22
Do Spoilers Really Spoil? Using Topic Modeling to Measure the Effect of Spoiler Reviews on Box Office Revenue	22
GMO Labeling Policy and Consumer Choice	22
Faculty Research Incentives and Business School Health: A New Perspective from and for Marketing	21
Despite Efficiencies, Mergers and Acquisitions Reduce Firm Value by Hurting Customer Satisfaction	21
Identifying Market Structure: A Deep Network Representation Learning of Social Engagement	21
Effect of Alliance Network Asymmetry on Firm Performance and Risk	20
Penny for Your Preferences: Leveraging Self-Expression to Encourage Small Prosocial Gifts	20
The Impact of Corporate Social Responsibility on Brand Sales: An Accountability Perspective	20
Attribute Embedding: Learning Hierarchical Representations of Product Attributes from Consumer Reviews	20
Serendipity: Chance Encounters in the Marketplace Enhance Consumer Satisfaction	20

Why Unhappy Customers Are Unlikely to Share Their Opinions with Brands	20
Examining Why and When Market Share Drives Firm Profit	19
Do Promotions Make Consumers More Generous? The Impact of Price Promotions on Consumers’ Donation Behavior	19
Commentary: How AI Shapes Consumer Experiences and Expectations	19
Machine Learning for Creativity: Using Similarity Networks to Design Better Crowdfunding Projects	19
How Consumer Orchestration Work Creates Value in the Sharing Economy	19
Emotional Calibration and Salesperson Performance	19
Generating Content Increases Enjoyment by Immersing Consumers and Accelerating Perceived Time	18
Increasing Organ Donor Registrations with Behavioral Interventions: A Field Experiment	18
Salesperson Dual Agency in Price Negotiations	18
Shedding Light on the Dark Side of Firm Lobbying: A Customer Perspective	18
Analyzing the Cultural Contradictions of Authenticity: Theoretical and Managerial Insights from the Market Logic of Conscious Capitalism	17
Do Marketers Matter for Entrepreneurs? Evidence from a Field Experiment in Uganda	17
Complaint Publicization in Social Media	17
Commentary: Omnichannel from a Manufacturer’s Perspective	17
Mickey D’s Has More Street Cred Than McDonald’s: Consumer Brand Nickname Use Signals Information Authenticity	17
Speed Up, Size Down: How Animated Movement Speed in Product Videos Influences Size Assessment and Product Evaluation	17
Coins Are Cold and Cards Are Caring: The Effect of Pregiving Incentives on Charity Perceptions, Relationship Norms, and Donation Behavior	17
Marketing Thinking and Doing	16
Is Distance Really Dead in the Online World? The Moderating Role of Geographical Distance on the Effectiveness of Electronic Word of Mouth	16
Commentary: The Future of Marketing Is Agile	16
Connecting to Place, People, and Past: How Products Make Us Feel Grounded	16
Gimmicky or Effective? The Effects of Imaginative Displays on Customers’ Purchase Behavior	14
Complaint De-Escalation Strategies on Social Media	14
Platform Exploitation: When Service Agents Defect with Customers from Online Service Platforms	14
A Practice Perspective on Market Evolution: How Craft and Commercial Coffee Firms Expand Practices and Develop Markets	14
How Marketing Perks Influence Word of Mouth	13
Genetic Data: Potential Uses and Misuses in Marketing	13
The Upside of Negative: Social Distance in Online Reviews of Identity-Relevant Brands	13
Managing Members, Donors, and Member-Donors for Effective Nonprofit Fundraising	13
The Control–Effort Trade-Off in Participative Pricing: How Easing Pricing Decisions Enhances Purchase Outcomes	13
Managing the Versioning Decision over an App’s Lifetime	12
Onboarding Salespeople: Socialization Approaches	12
Carbon Footprinting and Pricing Under Climate Concerns	11
Halo or Cannibalization? How New Software Entrants Impact Sales of Incumbent Software in Platform Markets	11
Popping the Positive Illusion of Financial Responsibility Can Increase Personal Savings: Applications in Emerging and Western Markets	11
Households Under Economic Change: How Micro- and Macroeconomic Conditions Shape Grocery Shopping Behavior	11
Commentary: Trajectories and Twists: Perspectives on Marketing Agility from Emerging Markets	11
When Less Is More: How Mindset Influences Consumers’ Responses to Products with Reduced Negative Attributes	11
Commentary: Toward Formalizing Social Influence Structures in Business-to-Business Customer Journeys	11
How Political Identity Shapes Customer Satisfaction	11
Portraying Humans as Machines to Promote Health: Unintended Risks, Mechanisms, and Solutions	10
Brand Equity in Good and Bad Times: What Distinguishes Winners from Losers in Consumer Packaged Goods Industries?	10
Understanding the Performance Effects of “Dark” Salesperson Traits: Machiavellianism, Narcissism, and Psychopathy	10
Tarred with the Same Brush? Advertising Share of Voice and Stock Price Synchronicity	10
Values Created from Far and Near: Influence of Spatial Distance on Brand Evaluation	10
Investigating the Effects of Excise Taxes, Public Usage Restrictions, and Antismoking Ads Across Cigarette Brands	10