OOIR: Observatory of International Research

Papers

(The median citation count of Journal of the Academy of Marketing Science is 4. 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 2020-07-01 to 2024-07-01.)

Article	Citations
A strategic framework for artificial intelligence in marketing	421
Understanding anthropomorphism in service provision: a meta-analysis of physical robots, chatbots, and other AI	374
Online influencer marketing	157
Digital technologies: tensions in privacy and data	119
The biasing effect of common method variance: some clarifications	96
Conversational robo advisors as surrogates of trust: onboarding experience, firm perception, and consumer financial decision making	93
How and when do big data investments pay off? The role of marketing affordances and service innovation	87
Revisiting Gaussian copulas to handle endogenous regressors	85
Social interactions in the metaverse: Framework, initial evidence, and research roadmap	79
Artificial empathy in marketing interactions: Bridging the human-AI gap in affective and social customer experience	78
Digital business capability: its impact on firm and customer performance	75
Pandemics and marketing: insights, impacts, and research opportunities	74
How CEO/CMO characteristics affect innovation and stock returns: findings and future directions	67
The importance of behavioral outcomes	64
Disentangling the meanings of brand authenticity: The entity-referent correspondence framework of authenticity	64
The use of Net Promoter Score (NPS) to predict sales growth: insights from an empirical investigation	60
Marketing research on Mobile apps: past, present and future	59
The future of buyer–seller interactions: a conceptual framework and research agenda	57
An updated paradigm for evaluating measurement invariance incorporating common method variance and its assessment	52
Trust in blockchain-enabled exchanges: Future directions in blockchain marketing	51
Emergence in marketing: an institutional and ecosystem framework	50
Reimagining marketing strategy: driving the debate on grand challenges	48
A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performance	48
Operationalizing salesperson performance with secondary data: aligning practice, scholarship, and theory	47
Robots do not judge: service robots can alleviate embarrassment in service encounters	45

How does consumer engagement evolve when brands post across multiple social media?	43
Trojan horse or useful helper? A relationship perspective on artificial intelligence assistants with humanlike features	41
Consumer resource integration and service innovation in social commerce: the role of social media influencers	41
Innovation in the digital economy: a broader view of its scope, antecedents, and consequences	39
Corporate social responsibility in luxury contexts: potential pitfalls and how to overcome them	36
The dynamic nature of marketing constructs	36
The value relevance of digital marketing capabilities to firm performance	36
How consumer digital signals are reshaping the customer journey	36
Buyer–supplier relationship dynamics: a systematic review	36
Behaviorally targeted location-based mobile marketing	34
Artificial intelligence focus and firm performance	31
A theory of multiformat communication: mechanisms, dynamics, and strategies	31
More than money: establishing the importance of a sense of purpose for salespeople	30
How young companies can effectively manage their slack resources over time to ensure sales growth: the contingent role of value-based selling	29
Knowledge structure in product- and brand origin–related research	29
Guest Editorial: Responsible Research in Marketing	28
Customer inertia marketing	27
The effect of implementing chatbot customer service on stock returns: an event study analysis	27
The impact of voluntary sustainability reporting on firm value: Insights from signaling theory	26
Sales enablement: conceptualizing and developing a dynamic capability	26
Designing satisfying service encounters: website versus store touchpoints	26
An overview and empirical comparison of natural language processing (NLP) models and an introduction to and empirical application of autoencoder models in marketing	25
Seller marketing capability, brand reputation, and consumer journeys on e-commerce platforms	25
The future of digital technologies in marketing: A conceptual framework and an overview	25
Show it or say it: how brand familiarity influences the effectiveness of image-based versus text-based logos	24
AI increases unethical consumer behavior due to reduced anticipatory guilt	24
How artificiality and intelligence affect voice assistant evaluations	24
Exploring embeddedness, centrality, and social influence on backer behavior: the role of backer networks in crowdfunding	24
How does the adoption of digital payment technologies influence unorganized retailers’ performance? An investigation in an emerging market	23
The value of context-specific studies for marketing	22
Marketing experience of CEOs and corporate social performance	21
40 years of loyalty programs: how effective are they? Generalizations from a meta-analysis	20
What drives digital engagement with sponsored videos? An investigation of video influencers’ authenticity management strategies	19
When drivers become inhibitors of organic consumption: the need for a multistage view	19
Advancing customer diversity, equity, and inclusion: Measurement, stakeholder influence, and the role of marketing	19
Augmented reality-delivered product information at the point of sale: when information controllability backfires	19
Managing customer satisfaction after a product recall: the joint role of remedy, brand equity, and severity	19
Winning your customers’ minds and hearts: Disentangling the effects of lock-in and affective customer experience on retention	19
Self-oriented competitiveness in salespeople: sales management implications	18
No conversion, no conversation: consequences of retail salespeople disengaging from unpromising prospects	18
When imperfect is preferred: the differential effect of aesthetic imperfections on choice of processed and unprocessed foods	17
Moving the stakeholder journey forward	17
A model of online shopping cart abandonment: evidence from e-tail clickstream data	17
Voice bots on the frontline: Voice-based interfaces enhance flow-like consumer experiences & boost service outcomes	17
Unrestricted factor analysis: A powerful alternative to confirmatory factor analysis	16
Digital selling: organizational and managerial influences for frontline readiness and effectiveness	16
Information search behavior at the post-purchase stage of the customer journey	15
Technology devalues luxury? Exploring consumer responses to AI-designed luxury products	15
Retail service innovations and their impact on retailer shareholder value: evidence from an event study	15
Practice co-evolution: Collaboratively embedding artificial intelligence in retail practices	14

The influence of the online community, professional critics, and location similarity on review ratings for niche and mainstream brands	14
Brand-generated social media content and its differential impact on loyalty program members	14
Brand actions and financial consequences: a review of key findings and directions for future research	13
The cost of looking natural: Why the no-makeup movement may fail to discourage cosmetic use	13
Conflict and performance in channels: a meta-analysis	13
Going healthy: how product characteristics influence the sales impact of front-of-pack health symbols	13
We can fix this! Donor activism for nonprofit supply generation	13
An extended health belief model for COVID-19: understanding the media-based processes leading to social distancing and panic buying	12
Should firms invest more in marketing or R&D to maintain sales leadership? An empirical analysis of sales leader firms	12
Boundary spanner corruption: a potential dark side of multi-level trust in marketing relationships	12
Online reviews generated through product testing: can more favorable reviews be enticed with free products?	12
Customer journey management capability in business-to-business markets: Its bright and dark sides and overall impact on firm performance	11
Consequences of platforms' remuneration models for digital content: initial evidence and a research agenda for streaming services	11
The effect of disease anthropomorphism on compliance with health recommendations	11
Feeling the values: How pride and awe differentially enhance consumers’ sustainable behavioral intentions	10
Customer-focused voice and rule-breaking in the frontlines	10
Does your skin color matter in buyer–seller negotiations? The implications of being a Black salesperson	10
Hey, Alexa! What attributes of Skills affect firm value?	10
From tablet to table: How augmented reality influences food desirability	10
A brand (new) experience: art, aesthetics, and sensory effects	9
Economic policy uncertainty and shareholder wealth: the role of marketing, operations, and R&D capabilities	9
The Effect of Air Pollution on Food Preferences	9
Can advertising benefit women’s development? Preliminary insights from a multi-method investigation	8
Customer-oriented salespeople’s value creation and claiming in price negotiations	8
Family responses to resource scarcity	8
Relating entertainment features in screenplays to movie performance: an empirical investigation	8
The future of artificial intelligence and robotics in the retail and service sector: Sketching the field of consumer-robot-experiences	8
Non-face emojis in digital marketing: Effects, contingencies, and strategic recommendations	8
How has the effect of brand personality on customer-based brand equity changed over time? Longitudinal evidence from a panel data set spanning 18 years	8
Corporate lobbying and product recalls: an investigation in the U.S. medical device industry	7
On salesperson judgment and decision making	7
Effectiveness of engagement initiatives across engagement platforms: A meta-analysis	7
Separating customer heterogeneity, points pressure and rewarded behavior to assess a retail loyalty program	7
Space between products on display: the impact of interspace on consumer estimation of product size	7
Contained: why it’s better to display some products without a package	7
A theory of sales system shocks	7
Consumer authenticity seeking: conceptualization, measurement, and contingent effects	7
Possessive brand names in brand preferences and choice: the role of inferred control	7
Perceived financial constraints and normative influence: discretionary purchase decisions across cultures	7
How does power distance belief impact consumers’ responses to demotion in hierarchical loyalty programs? The dual processes of monetary and psychological losses	6
Search modality effects: merely changing product search modality alters purchase intentions	6
The Journal of the Academy of Marketing Science at 50: A historical analysis	6
Synergistic and cannibalization effects in a partnership loyalty program	6
Friend or foe? Can anthropomorphizing self-tracking devices backfire on marketers and consumers?	6
From franchisee experience to customer experience: their effects on franchisee performance	6
What’s not to like? Negations in brand messages increase consumer engagement	6
The boomerang effect of zero pricing: when and why a zero price is less effective than a low price for enhancing consumer demand	6
Digital customization of consumer investments in multiple funds: virtual integration improves risk–return decisions	6
Critics’ conformity to consumers in movie evaluation	6
The effect of incentive structure on referral: the determining role of self-construal	5
Governance implications of modularity in sourcing relationships	5
Dynamic and global drivers of salesperson effectiveness	5
Shareholder wealth implications of software firms’ transition to cloud computing: a marketing perspective	5
Once they’ve been there, they like to share: capitalizing on ephemerality and need for uniqueness to drive word of mouth for brands with pop-up stores	5
Online program engagement and audience size during television ads	5
The performance impact of marketing dualities: a response surface approach to resolving empirical challenges	5
What brand do I use for my new product? The impact of new product branding decisions on firm value	5
Healthy in the wrong way: Mismatching of marketers’ food claim use and consumers’ preferences in the United States but not France	5
To exploit or explore? The impact of crowdfunding project descriptions and backers’ power states on funding decisions	5
Choreographing salesperson face-to-face visits with a buyer organization: a social network perspective	5
Sample-based longitudinal discrete choice experiments: preferences for electric vehicles over time	5
The effect of positive anticipatory utility on product pre‑order evaluations and choices	5
A customer portfolio management model that relates company’s marketing to its long-term survival	5
Influence of pull marketing actions on marketing action effectiveness of multichannel firms: A meta-analysis	4
Did clickbait crack the code on virality?	4
You want to sell this to me twice!? How perceptions of betrayal may undermine internal product upgrades	4
How does ambivalence affect young consumers’ response to risky products?	4
Brand loyalty in the face of stockouts	4
Reviewers as developmental coaches	4
Deploying artificial intelligence in services to AID vulnerable consumers	4
Franchising structure changes and shareholder value: Evidence from store buybacks and refranchising	4
Software multihoming to distal markets: Evidence of cannibalization and complementarity in the video game console industry	4
The effect of marketing department power on investor responses to announcements of AI-embedded new product innovations	4
A multi-system organizing framework for inter-firm control: a comprehensive perspective on control	4
The effect of financial scarcity on discretionary spending, borrowing, and investing	4
How product complexity affects consumer adoption of new products: The role of feature heterogeneity and interrelatedness	4
Marvelous advertising returns? A meta-analysis of advertising elasticities in the entertainment industry	4
Narrative curation and stewardship in contested marketspaces	4
Access-based customer journeys	4