OOIR: Observatory of International Research

Papers

(The median citation count of Journal of Marketing is 9. 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 2020-11-01 to 2024-11-01.)

Article	Citations
Blame the Bot: Anthropomorphism and Anger in Customer–Chatbot Interactions	265
Artificial Intelligence in Utilitarian vs. Hedonic Contexts: The “Word-of-Machine” Effect	264
An Emerging Theory of Avatar Marketing	234
Better Marketing for a Better World	138
Influencer Marketing Effectiveness	129
Informational Challenges in Omnichannel Marketing: Remedies and Future Research	127
Augmented Reality in Retail and Its Impact on Sales	112
The Concept of Authenticity: What It Means to Consumers	101
Buy Less, Buy Luxury: Understanding and Overcoming Product Durability Neglect for Sustainable Consumption	93
“How Do I Carry All This Now?” Understanding Consumer Resistance to Sustainability Interventions	91
The Influence of Social Norms on Consumer Behavior: A Meta-Analysis	87
Reality Check: Infusing Ecological Value into Academic Marketing Research	82
Finding Goldilocks Influencers: How Follower Count Drives Social Media Engagement	80
When Algorithms Fail: Consumers’ Responses to Brand Harm Crises Caused by Algorithm Errors	80
Social Media, Influencers, and Adoption of an Eco-Friendly Product: Field Experiment Evidence from Rural China	77
Bad News? Send an AI. Good News? Send a Human	76
From Waste to Taste: How “Ugly” Labels Can Increase Purchase of Unattractive Produce	73
A New Livestream Retail Analytics Framework to Assess the Sales Impact of Emotional Displays	73
The Rise of New Technologies in Marketing: A Framework and Outlook	72
Real-Time Brand Reputation Tracking Using Social Media	71
Learning from Data: An Empirics-First Approach to Relevant Knowledge Generation	69
Conducting Research in Marketing with Quasi-Experiments	65
Do Nudges Reduce Disparities? Choice Architecture Compensates for Low Consumer Knowledge	60
The Roar of the Crowd: How Interaction Ritual Chains Create Social Atmospheres	56
Variable Compensation and Salesperson Health	54

They’re Just Not That into You: How to Leverage Existing Consumer–Brand Relationships Through Social Psychological Distance	47
Fields of Gold: Scraping Web Data for Marketing Insights	46
The Impact of Platform Protection Insurance on Buyers and Sellers in the Sharing Economy: A Natural Experiment	46
Visual Elicitation of Brand Perception	45
A Meta-Analysis of the Effects of Brands’ Owned Social Media on Social Media Engagement and Sales	45
The Platformization of Brands	43
Marketplace Literacy as a Pathway to a Better World: Evidence from Field Experiments in Low-Access Subsistence Marketplaces	41
The Impact of Corporate Social Responsibility on Brand Sales: An Accountability Perspective	41
Commentary: Artificial Intelligence: The Marketer’s Dilemma	40
Is Nestlé a Lady? The Feminine Brand Name Advantage	39
Marketing Ideas: How to Write Research Articles that Readers Understand and Cite	38
Virtual Reality in New Product Development: Insights from Prelaunch Sales Forecasting for Durables	36
Identifying Market Structure: A Deep Network Representation Learning of Social Engagement	34
How Physical Stores Enhance Customer Value: The Importance of Product Inspection Depth	33
Communication in the Gig Economy: Buying and Selling in Online Freelance Marketplaces	33
Examining Why and When Market Share Drives Firm Profit	31
Despite Efficiencies, Mergers and Acquisitions Reduce Firm Value by Hurting Customer Satisfaction	28
How Consumer Orchestration Work Creates Value in the Sharing Economy	27
GMO Labeling Policy and Consumer Choice	27
Serendipity: Chance Encounters in the Marketplace Enhance Consumer Satisfaction	26
Attribute Embedding: Learning Hierarchical Representations of Product Attributes from Consumer Reviews	26
R2M Index 1.0: Assessing the Practical Relevance of Academic Marketing Articles	26
Commentary: How AI Shapes Consumer Experiences and Expectations	25
Complaint Publicization in Social Media	25
Faculty Research Incentives and Business School Health: A New Perspective from and for Marketing	25
What Holds Attention? Linguistic Drivers of Engagement	25
Increasing Organ Donor Registrations with Behavioral Interventions: A Field Experiment	24
Do Marketers Matter for Entrepreneurs? Evidence from a Field Experiment in Uganda	24
Emotional Calibration and Salesperson Performance	24
Connecting to Place, People, and Past: How Products Make Us Feel Grounded	24
Complaint De-Escalation Strategies on Social Media	24
Machine Learning for Creativity: Using Similarity Networks to Design Better Crowdfunding Projects	24
Wage Inequality: Its Impact on Customer Satisfaction and Firm Performance	24
Do Promotions Make Consumers More Generous? The Impact of Price Promotions on Consumers’ Donation Behavior	23
Analyzing the Cultural Contradictions of Authenticity: Theoretical and Managerial Insights from the Market Logic of Conscious Capitalism	23
Mickey D’s Has More Street Cred Than McDonald’s: Consumer Brand Nickname Use Signals Information Authenticity	22
Is Distance Really Dead in the Online World? The Moderating Role of Geographical Distance on the Effectiveness of Electronic Word of Mouth	22
How Political Identity Shapes Customer Satisfaction	22
Shedding Light on the Dark Side of Firm Lobbying: A Customer Perspective	22
How Marketing Perks Influence Word of Mouth	20
A Practice Perspective on Market Evolution: How Craft and Commercial Coffee Firms Expand Practices and Develop Markets	20
Commentary: Omnichannel from a Manufacturer’s Perspective	20
Salesperson Dual Agency in Price Negotiations	19
Marketing Thinking and Doing	19
Genetic Data: Potential Uses and Misuses in Marketing	19
Commentary: The Future of Marketing Is Agile	18
Beyond Income: Dynamic Consumer Financial Vulnerability	18
Values Created from Far and Near: Influence of Spatial Distance on Brand Evaluation	17
Managing Members, Donors, and Member-Donors for Effective Nonprofit Fundraising	17
Onboarding Salespeople: Socialization Approaches	17

Gimmicky or Effective? The Effects of Imaginative Displays on Customers’ Purchase Behavior	16
Platform Exploitation: When Service Agents Defect with Customers from Online Service Platforms	16
Making Sense? The Sensory-Specific Nature of Virtual Influencer Effectiveness	16
Understanding the Performance Effects of “Dark” Salesperson Traits: Machiavellianism, Narcissism, and Psychopathy	16
Tarred with the Same Brush? Advertising Share of Voice and Stock Price Synchronicity	16
Influencer Mix Strategies in Livestream Commerce: Impact on Product Sales	15
The Pet Exposure Effect: Exploring the Differential Impact of Dogs Versus Cats on Consumer Mindsets	15
Managing the Versioning Decision over an App’s Lifetime	15
Portraying Humans as Machines to Promote Health: Unintended Risks, Mechanisms, and Solutions	14
Halo or Cannibalization? How New Software Entrants Impact Sales of Incumbent Software in Platform Markets	14
The Past and Future of Gender Research in Marketing: Paradigms, Stances, and Value-Based Commitments	14
The Control–Effort Trade-Off in Participative Pricing: How Easing Pricing Decisions Enhances Purchase Outcomes	14
A Meta-Analysis of Brand Extension Success: The Effects of Parent Brand Equity and Extension Fit	13
Popping the Positive Illusion of Financial Responsibility Can Increase Personal Savings: Applications in Emerging and Western Markets	13
Leveraging Creativity in Charity Marketing: The Impact of Engaging in Creative Activities on Subsequent Donation Behavior	13
The Upside of Negative: Social Distance in Online Reviews of Identity-Relevant Brands	13
Customer Orientation and Financial Performance: Women in Top Management Teams Matter!	13
Households Under Economic Change: How Micro- and Macroeconomic Conditions Shape Grocery Shopping Behavior	13
Brand Equity in Good and Bad Times: What Distinguishes Winners from Losers in Consumer Packaged Goods Industries?	13
Investigating the Effects of Excise Taxes, Public Usage Restrictions, and Antismoking Ads Across Cigarette Brands	13
“Statistical Significance” and Statistical Reporting: Moving Beyond Binary	12
Innovation Imprinting: Why Some Firms Beat the Post-IPO Innovation Slump	12
The Caring Machine: Feeling AI for Customer Care	12
Leapfrogging, Cannibalization, and Survival During Disruptive Technological Change: The Critical Role of Rate of Disengagement	12
The One-Party Versus Third-Party Platform Conundrum: How Can Brands Thrive?	12
Information Disclosure in the Era of Voice Technology	12
Revenue Generation Through Influencer Marketing	11
The Impact of Advertising Creative Strategy on Advertising Elasticity	11
Befriending the Enemy: The Effects of Observing Brand-to-Brand Praise on Consumer Evaluations and Choices	11
Caffeine’s Effects on Consumer Spending	11
Commentary: Trajectories and Twists: Perspectives on Marketing Agility from Emerging Markets	11
Commentary: Toward Formalizing Social Influence Structures in Business-to-Business Customer Journeys	11
Meaning of Manual Labor Impedes Consumer Adoption of Autonomous Products	11
Secondary Selling: Beyond the Salesperson–Customer Dyad	10
Commentary: “Half My Digital Advertising Is Wasted…”	10
Mobilizing the Temporary Organization: The Governance Roles of Selection and Pricing	10
Symbolically Simple: How Simple Packaging Design Influences Willingness to Pay for Consumable Products	10
The Effect of Content on Zapping in TV Advertising	10
Why Salespeople Avoid Big-Whale Sales Opportunities	10
Leveraging Cofollowership Patterns on Social Media to Identify Brand Alliance Opportunities	10
Conceptual Contributions in Marketing Scholarship: Patterns, Mechanisms, and Rebalancing Options	9
Sales and Self: The Noneconomic Value of Selling the Fruits of One's Labor	9
Consumer Self-Control and the Biological Sciences: Implications for Marketing Stakeholders	9
How Industries Use Direct-to-Public Persuasion in Policy Conflicts: Asymmetries in Public Voting Responses	9
JM: Promoting Catalysis in Marketing Scholarship	9
Tales of Two Channels: Digital Advertising Performance Between AI Recommendation and User Subscription Channels	9
The Context (In)Dependence of Low-Fit Brand Extensions	9