OOIR: Observatory of International Research

Papers

(The median citation count of Journal of the Academy of Marketing Science is 8. 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 2022-01-01 to 2026-01-01.)

Article	Citations
Correction to: Collect them all! Increasing product category cross-selling using the incompleteness effect	377
A multi-system organizing framework for inter-firm control: a comprehensive perspective on control	346
“Coopetition” in the presence of team and individual incentives: Evidence from the advice network of a sales organization	287
Navigating post-crowdfunding commercialization: Launch decision, market sales, and product survival	265
The opportunities and costs of highly involved organizational buyers	170
Freedom or control? Liberals’ versus conservatives’ responses to frontline employee behavioral control policies	167
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	141
Hideous but worth it: Distinctive ugliness as a signal of luxury	125
Brand warmth elicits feedback, not complaints	124
Mindful consumption: Its conception, measurement, and implications	123
Unintended consequences of selling B2B digital subscription add-ons for customer onboarding	118
Uncertainty marketing tactics: An overview and a unifying framework	114
A brand (new) experience: art, aesthetics, and sensory effects	97
Not the relationship type? Loyalty propensity as a reason to maintain marketing relationships	96
The impact of voluntary sustainability reporting on firm value: Insights from signaling theory	89
Correction to: Brand actions and financial consequences: a review of key findings and directions for future research	86
Correction to: A multi-system organizing framework for inter-firm control: a comprehensive perspective on control	84
“We could be heroes”: Reflections on reimagining marketing strategies for a better world	73
Multichannel discount spillover in B2B markets	73
Bibliometric reviews—some guidelines	72
The robo bias in conversational reviews: How the solicitation medium anthropomorphism affects product rating valence and review helpfulness	67
The attenuation effects of time and “sensemaking” surveys on customer revenge	65
Chief marketing officer pay: The revenue growth consequences of employing internal and external benchmarks	62
Shifting perspectives: How communicating user innovations’ self-focus enhances adoption	61
The performance impact of marketing dualities: a response surface approach to resolving empirical challenges	60

Customer experience orientation: Conceptual model, propositions, and research directions	58
A model of online shopping cart abandonment: evidence from e-tail clickstream data	57
The future of digital technologies in marketing: A conceptual framework and an overview	54
Digital technologies: tensions in privacy and data	51
An extended health belief model for COVID-19: understanding the media-based processes leading to social distancing and panic buying	51
Examining post-purchase consumer responses to product automation	48
Stick to my guns: The impact of crowding on consumers’ responsiveness to sale promotions	47
Did clickbait crack the code on virality?	44
Correction to: Contained: Why it’s better to display some products without a package	41
To quote or not to quote: The effect of direct-speech appeals on donation in charity crowdfunding platforms	40
Correction: How within-person research can extend marketing knowledge	40
The paradox of product scarcity: Catalyzing the speed of innovation diffusion	40
Investigating the disruptiveness of the sharing economy at the individual consumer level: How consumer reflexivity drives re-engagement in sharing	37
Introducing the ARTS framework: A tool for constructive re-inquiry	37
The effect of incentive structure on referral: the determining role of self-construal	36
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	35
Dealing with regression models’ endogeneity by means of an adjusted estimator for the Gaussian copula approach	33
Revitalizing educational institutions through customer focus	32
Marketing capability and the turnaround of financially distressed firms	32
Effects of sampling healthy versus unhealthy foods on subsequent food purchases	32
How can businesses enhance customer resistance to brand switching?	32
The impact of analyst stock recommendations on firms’ relative exploration orientation	31
The food production–consumption chain: Fighting food insecurity, loss, and waste with technology	31
An overview and empirical comparison of natural language processing (NLP) models and an introduction to and empirical application of autoencoder models in marketing	30
Drivers and outcomes of smallholder market participation in Sub-Saharan Africa	30
Technology devalues luxury? Exploring consumer responses to AI-designed luxury products	29
Beyond buying: Extending the concept of acquisition in consumption	28
Healthy in the wrong way: Mismatching of marketers’ food claim use and consumers’ preferences in the United States but not France	27
Marketing inputs and outcome heterogeneity: Using a quantile regression framework in the entertainment industry	27
Shifting focus in the fight against core environmental challenges	27
Trojan horse or useful helper? A relationship perspective on artificial intelligence assistants with humanlike features	26
Correction: Addressing grand challenges through the bottom-up marketing approach: Lessons from subsistence marketplaces and marketplace literacy	26
A taxonomy of marketing organizations	26
Engaging customers and suppliers for environmental sustainability: Investigating the drivers and the effects on firm performance	26
Practice co-evolution: Collaboratively embedding artificial intelligence in retail practices	26
Showcase the smiles or the tears? How elicited perspectives determine optimal charity appeal content	25
Utilizing managerial beliefs for set identification of price elasticities of demand	24
The effect of second screening on repeat viewing: Insights from large-scale mobile diary data	24
Effects of gifting on relationship performance: Strategies for avoiding suspicion and unfairness perceptions	23
Expressions of customer rumination in online posts and firm responses	22
Digital selling: organizational and managerial influences for frontline readiness and effectiveness	22
The effect of implementing chatbot customer service on stock returns: an event study analysis	22
On the strategic use of product scarcity in marketing	21
Influencer marketing effectiveness: A meta-analytic review	21
The accessor effect: How (and for whom) renters’ lack of perceived brand commitment dilutes brand image	19
Generative AI in innovation and marketing processes: A roadmap of research opportunities	19
The bad-influencer effect: Indulgence undermines social connection	18
When feeling powerless, we crave nostalgia: The impact of powerlessness on the preference for nostalgic products	18
How artificiality and intelligence affect voice assistant evaluations	18
Women’s underrepresentation in business-to-business sales: Reasons, contingencies, and solutions	18

What’s not to like? Negations in brand messages increase consumer engagement	18
Robots do not judge: service robots can alleviate embarrassment in service encounters	18
What is happening to my nearby stores? The own- and cross-effect of a radical store transformation on existing customers	17
Achieving social and economic sustainability through innovations in transformative services: A case of healthcare organizations in an emerging market	17
Don’t give me just positive feedback: How positive and negative feedback can increase feedback-based goal setting and proactive customer service behavior	17
Direct and spillover promotional effects on drug prescriptions: Comparing differential physician- vs. patient-focused promotional effects	17
Hey, Alexa! What attributes of Skills affect firm value?	17
Franchising structure changes and shareholder value: Evidence from store buybacks and refranchising	17
The time-varying effects of rhetorical signals in crowdfunding campaigns	17
Service strategy’s effect on firm performance: A meta-analysis of the servitization literature	17
Do consumers benefit from national-brand listings by hard discounters?	16
Choreographing salesperson face-to-face visits with a buyer organization: a social network perspective	16
The effects of observing punishment on consumers’ decisions to punish other companies during industry-wide crises	16
Network centrality and firm performance: A meta-analysis	16
From homo sapiens to homo superior? Wearable robotics as the platform for transhumanist marketing	16
What drives digital engagement with sponsored videos? An investigation of video influencers’ authenticity management strategies	15
Understanding consumers’ online browsing patterns and influence of marketing stimuli: A two-layer sequence analysis approach	15
(Un)intended spillovers of green government policies: The case of plastic regulations	15
Engagement in platform markets: A (video) game changer?	15
Cobotic service teams and power dynamics: Understanding and mitigating unintended consequences of human-robot collaboration in healthcare services	15
Activating the sustainable consumer:The role of customer involvement in corporate sustainability	14
Exclusivity strategies for digital products across digital and physical markets	14
Moving the stakeholder journey forward	14
Friend or foe? Can anthropomorphizing self-tracking devices backfire on marketers and consumers?	14
The effect of customer asset strategies on acquisition performance in business-to-government markets	14
Verbal persuasion in marketing: A multimethod meta-analysis of analytical and narrative processing	14
Inside sales structures and firm performance	13
Empowering GenAI stakeholders	13
Disposal-based scarcity: How overstock reduction methods influence consumer brand perceptions and evaluations	13
Short-Asking with Long-Encouraging (SALE): A simple method to increase purchase quantity	13
An empirical study of scarcity marketing strategies: Limited-time products with umbrella branding in the beer market	13
The impact of corporate social irresponsibility on prosocial consumer behavior	12
The effect of customer-centric strategy and structure alignment on new product portfolio innovativeness and firm performance	12
The Taguchi approach to large-scale experimental designs: A powerful and efficient tool for advancing marketing theory and practice	12
Addressing grand challenges through the bottom-up marketing approach: Lessons from subsistence marketplaces and marketplace literacy	12
AI increases unethical consumer behavior due to reduced anticipatory guilt	12
What is the impact of a conflict delisting on firm value? An investigation of the role of conflict and firm characteristics	12
Silently killing your panelists one email at a time: The true cost of email solicitations	12
Exploring the interaction between television and branded search advertising: Implications for real-time syncing strategies	11
The effect of marketing department power on investor responses to announcements of AI-embedded new product innovations	11
Pairing up with anthropomorphized artificial agents: Leveraging employee creativity in service encounters	11
Purpose orientation: An emerging theory transforming business for a better world	11
Delivering affordable clean energy to consumers	11
Defining, and understanding commitment to, activity streaks	11
Why and when to launch new products during a recession: An empirical investigation of the U.K. FMCG industry and the U.S. automobile industry	11
Information search behavior at the post-purchase stage of the customer journey	11
Shareholder wealth implications of software firms’ transition to cloud computing: a marketing perspective	11
Product recall effectiveness and consumers’ participation in corrective actions	10
Trust in blockchain-enabled exchanges: Future directions in blockchain marketing	10
Stay or leave? How corporate responses to economic sanctions shape consumer reactions	10
Weathering the crash: Do customer-company relationships pay off during economic crises?	10
Marvelous advertising returns? A meta-analysis of advertising elasticities in the entertainment industry	10
A multiple-stakeholder view of open and user innovation: Systematic review and future research agenda	10
Let’s face it: When and how facial emojis increase the persuasiveness of electronic word of mouth	10
How an ethos of repair shapes material sustainability in services	10
Unintended consequences of in-store technology for frontline employees: An empirics-first approach	9
Advancing customer diversity, equity, and inclusion: Measurement, stakeholder influence, and the role of marketing	9
You want to sell this to me twice!? How perceptions of betrayal may undermine internal product upgrades	9
Does scarcity increase or decrease donation behaviors? An investigation considering resource-specific scarcity and individual person-thing orientation	9
Marketers on board: The influence of marketing-experienced board members (MEBMs) on firm innovativeness inputs and the moderating roles of CEO job characteristics	9
The design of B2B customer references: A signaling theory perspective	9
Projecting lower competence to boost apology effectiveness: Underlying mechanism and boundary conditions	9
Quest for insights: Leveraging data from the video game ecosystem in marketing	9
Software multihoming to distal markets: Evidence of cannibalization and complementarity in the video game console industry	9
Does your demonstration tell the whole story? How a process mindset and social presence impact the effectiveness of product demonstrations	9
Artificial empathy in marketing interactions: Bridging the human-AI gap in affective and social customer experience	8
Platform cooperatives in the sharing economy: How market challengers bring change from the margins	8
Augmented reality-delivered product information at the point of sale: when information controllability backfires	8
Hijacked, blindfolded, and handcuffed: Navigating the turbulent consumer journey for mental illness treatment services	8
Economic policy uncertainty and shareholder wealth: the role of marketing, operations, and R&D capabilities	8
Consumer resource integration and service innovation in social commerce: the role of social media influencers	8
Personalized email marketing in loyalty programs: The role of multidimensional construal levels	8
They’re not my people: When inclusive marketing backfires	8
Effects of advertising and R&D on spillovers from a rival’s bankruptcy	8
Rural women microentrepreneurs, consumer acquisition, and value delivery: Evidence from a quasi-experiment in rural India	8
Entering a complex market: How hybrid branding helps new brands create distinctive and resonant identities	8
Can advertising benefit women’s development? Preliminary insights from a multi-method investigation	8
Generative artificial intelligence: Marketing’s death knell or ringing in a new era?	8
Co-creating educational consumer journeys: A sensemaking perspective	8