OOIR: Observatory of International Research

Papers

(The median citation count of Journal of Marketing Research is 7. 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 2021-06-01 to 2025-06-01.)

Article	Citations
Indulgent Consumption Signals Interpersonal Warmth	118
A Choice Model of Utility Maximization and Regret Minimization	110
Online Training of Salespeople: Impact, Heterogeneity, and Spillover Effects	93
What Motivates Social Security Claiming Age Intentions? Testing Behaviorally Informed Interventions Alongside Individual Differences	60
How Does the Adoption of Ad Blockers Affect News Consumption?	53
Will Online Shopping Lead to More Brand Loyalty Than Offline Shopping? The Role of Uncertainty Avoidance	51
When and How Should Firms Differentiate? Quality and Advertising Decisions in a Duopoly	49
The Golden Halo of Defaults in Simple Choices	44
Regulating Digital Piracy Consumption	42
Early Cost Realization and College Choice	42
A Topic-Based Segmentation Model for Identifying Segment-Level Drivers of Star Ratings from Unstructured Text Reviews	39
The Effectiveness of Cause-Related Marketing: A Meta-Analysis on Consumer Responses	38
Resources Available for Me Versus Us: Implications for Mitigating Consumer Food Waste	36
Risk on the Edge: The Effect of Relative Spatial Location on Consumer Preferences and Choices	36
Referral Contagion: Downstream Benefits of Customer Referrals	33
From Streetwear to High Fashion: How Nonelite Producers Use Hybridization to Enter an Elite Category	33
How Association with Physical Waste Attenuates Consumer Preferences for Rescue-Based Food	32
Engaging Consumers with Environmental Sustainability Initiatives: Consumer Global–Local Identity and Global Brand Messaging	31
Feeling Good or Feeling Right: Sustaining Negative Emotion After Exposure to Human Suffering	31
Variety Effects in Mobile Advertising	31
In Goal Pursuit, I Think Flexibility Is the Best Choice for Me but Not for You	30
How Does Global–Local Identity Affect Consumer Preference for Access-Based Consumption? Investigating the Mediating Role of Consumption Openness	30
The Closing-the-Gap Effect: Joint Evaluation Leads Donors to Help Charities Farther from Their Goal	30
Money-Back Guarantees and Service Quality: The Marketing of In Vitro Fertilization Services	29
Past Imperfect or Present Perfect? How Dynamic Ranks Influence Consumer Perceptions	29

Beautiful and Confident: How Boosting Self-Perceived Attractiveness Reduces Preference Uncertainty in Context-Dependent Choices	28
Multi-Segment and Single-Segment Sales Contests: Evidence of Their Effectiveness and the Underlying Mechanisms	27
A Manuscript's Journey Through Peer Review: Insights from Almost 3,000 Editorial Decisions at the Journal of Marketing Research	26
Does Company Size Shape Product Quality Inferences? Larger Companies Make Better High-Tech Products, but Smaller Companies Make Better Low-Tech Products	26
Mitigation in Marketing: Concept, Definition, and Scope	26
The “Achilles Heel” of Established Brands: The Effect of Brand Age on Consumers’ Brand Choice	26
“It Could Be Better” Can Make It Worse: When and Why People Mistakenly Communicate Upward Counterfactual Information	25
Improving Business-to-Business Customer Satisfaction Programs: Assessment of Asymmetry, Heterogeneity, and Financial Impact	25
The Impact of Negative Reviews on Online Search and Purchase Decisions	25
EXPRESS: How Firms Can Steer Social Media Conversations	25
Six Methods for Latent Moderation Analysis in Marketing Research: A Comparison and Guidelines	24
The Design Communication Assessment Scale (DCAS): Assessing and Adjusting the Effectiveness of Product Design Communications	24
Over-the-Counter Drug Consumption: How Consumers Deviate from Label Instructions	24
Understanding How Music Influences Shopping on Weekdays and Weekends	23
The Uptrend Effect: Encouraging Healthy Behaviors Through Greater Inferred Normativity	23
Demand Interactions in Sharing Economies: Evidence from a Natural Experiment Involving Airbnb and Uber/Lyft	22
How (and When) the Presence of Food Decreases Enjoyment of Customer Experiences	22
Attention Spillovers from News to Ads: Evidence from an Eye-Tracking Experiment	22
Unveiling Stars: How Graphical Displays of Online Consumer Ratings Affect Consumer Perception and Judgment	21
EXPRESS: An AI Method to Score Celebrity Visual Potential	21
Wait for Free: A Consumption-Decelerating Promotion for Serialized Digital Media	20
Mega or Micro? Influencer Selection Using Follower Elasticity	20
The Sound of Music: The Effect of Timbral Sound Quality in Audio Logos on Brand Personality Perception	20
The Conditional-Promotion Paradox: When and Why Conditional Promotions Decrease Total Sales of the Promoted Product	19
Keep It Simple? Consumer Perceptions of Brand Simplicity and Risk	18
The Sound of Status: Product Volume as a Status Signal of Dominance or Prestige	18
Effects of Payment on User Engagement in Online Courses	18
Bayesian Nonparametric Sequential Search	18
Perceived Versus Negotiated Discounts: The Role of Advertised Reference Prices in Price Negotiations	18
Measuring Evidence for Mediation in the Presence of Measurement Error	18
Sharing Food Can Backfire: When Healthy Choices for Children Lead Parents to Make Unhealthy Choices for Themselves	17
Deceptive Claims Using Fake News Advertising: The Impact on Consumers	17
Zooming In on the Very Early Days: The Role of Trademark Applications in the Acquisition of Venture Capital Seed Funding	16
RETRACTED: Priming the Concept of Fullness with Visual Sequences Reduces Portion Size Choice in Online Food Ordering	16
Education and Marketing: Decision Making, Spending, and Consumption	16
Save More Today or Tomorrow: The Role of Urgency in Precommitment Design	16
Spotlight Personnel: How Hiring and Turnover Drive Service Performance Versus Demand	16
Too Time-Crunched to Seek Variety: The Influence of Parenting Motivation on Consumer Variety Seeking	16
Observing Product Touch: The Vicarious Haptic Effect in Digital Marketing and Virtual Reality	15
EXPRESS: Artificial Intelligence on Call: The Physician's Decision of Whether to Use AI in Clinical Practice	15
Commentary: Revisiting Scalable Targeted Marketing with Distributed Markov Chain Monte Carlo	15
Default Effects of Credit Card Minimum Payments	14
Paying with Money or Paying with Points: How Variable Versus Fixed Exchange Rates Influence Loyalty Point Redemption	14
When and How Slow Motion Makes Products More Luxurious	14
Dynamics of Musical Success: A Machine Learning Approach for Multimedia Data Fusion	14
Cross-National Differences in Market Response: Line-Length, Price, and Distribution Elasticities in 14 Indo-Pacific Rim Economies	14
How Can Publishers Collaborate and Compete with News Aggregators?	14
Using Price Promotions to Drive Children's Healthy Choices in a Developing Economy	14
I Will Get a Reward, Too: When Disclosing the Referrer Reward Increases Referring	13
Increasing Team Performance by Sharing Success	13

Identifying Competitors in Geographical Markets Using the CSIS Method	13
Crowdfunding Success for Female Versus Male Entrepreneurs Depends on Whether a Consumer Versus Investor Decision Frame Is Salient	13
Learning to Set Prices	12
Monitoring Technologies in Industrial Systems	12
Intransitivity of Consumer Preferences for Privacy	12
Frequency Versus Intensity: How Thinking of a Frequent Consumption Indulgence as Social Versus Solitary Affects Preferences for How to Cut Back	12
EXPRESS: Mapping Spatial Heterogeneity in Retail Advertising Effectiveness	12
Hype News Diffusion and Risk of Misinformation: The Oz Effect in Health Care	12
Sunk Cost Effect, Self-Control, and Contract Design	12
Phone and Self: How Smartphone Use Increases Preference for Uniqueness	12
How Consumers Respond to Embarrassing Service Encounters: A Dehumanization Perspective	11
Getting the Board on Board: Marketing Department Power and Board Interlocks	11
Is It as Bad as It Looks? Judgments of Quantitative Scores Depend on Their Presentation Format	11
Building Brand Assets: The Role of Trademark Rights	11
Do EEG Metrics Derived from Trailers Predict the Commercial Success of Movies? A Systematic Analysis of Five Independent Datasets	11
Revealing and Mitigating Racial Bias and Discrimination in Financial Services	11
To Acquire or to Ally? The Impact of Strategic Emphasis on Governance Mode Choice	11
Female Chief Marketing Officers: When and Why Do Their Marketing Decisions Differ from Their Male Counterparts’?	10
More Voices Persuade: The Attentional Benefits of Voice Numerosity	10
Marketing Insights from Multimedia Data: Text, Image, Audio, and Video	10
An Unintended Consequence of Product Upgrades: How Upgrades Can Make Current Consumers Feel Left Behind	10
How Listening Versus Reading Alters Consumers’ Interpretations of News	10
Consumer Behavior in the Online Classroom: Using Video Analytics and Machine Learning to Understand the Consumption of Video Courseware	10
The Power of a Star Rating: Differential Effects of Customer Rating Formats on Magnitude Perceptions and Consumer Reactions	10
The Effect of Slow Motion Video on Consumer Inference	10
Empowering Education with Crowdfunding: The Role of Crowdfunded Resources and Crowd Screening	10
From Strangers to Friends: Tie Formations and Online Activities in an Evolving Social Network	10
A Preemptive and Curative Solution to Mitigate Data Breaches: Corporate Social Responsibility as a Double Layer of Protection	10
Are We Worse Off After Policy Repeals? Evidence from Two Green Policies	10
Attribute Sentiment Scoring with Online Text Reviews: Accounting for Language Structure and Missing Attributes	9
EXPRESS: Units or Pounds? How Anchoring on Salient Price Information Influences Perceptions of Product Value	9
Overestimating Stars, Underestimating Numbers: The Hidden Impact of Rating Formats	9
How Do Nutritional Warning Labels Affect Prices?	9
Cross-Channel Effects of Failure in a Retailer's Mobile App	9
Choosing the Light Meal: Real-Time Aggregation of Calorie Information Reduces Meal Calories	9
Selling Mechanism Design for Peer-to-Peer Lending and Related Markets: The Multi-Unit Uniform-Price Open Auction Versus Fixed Price	9
Disentangling Product Comparisons with the Attribute–Hedonic Model	9
How Consumers Resolve Conflict over Branded Products: Evidence from Mouse Cursor Trajectories	9
Advance Selling in Marketing Channels	9
The Effects of Consumer Preference and Peer Influence on Trial of an Experience Good	8
The Ripple Effect of Firm-Generated Content on New Movie Releases	8
Designing Quality Certificates: Insights from eBay	8
Emotional Expressions and Brand Status	8
Retributive Philanthropy	8
Does Featuring People with Disabilities Help or Hurt Fashion Marketing Effectiveness?	7
Role Integration Increases the Fungibility of Mentally Accounted Funds	7
From Free to Paid: Monetizing a Non-Advertising-Based App	7
Commercial Success Through Commercials? Advertising and Pay-TV Operators	7
The Impact of Historical Price Information on Purchase Deferral	7
Smart Contracts in Supply Chains	7
Cause-Related Marketing as Sales Promotion	7
We Succeeded Together, Now What: Relationship Power and Sequential Decisions in Couples’ Joint Goal Pursuits	7
Who Shares Fake News? Uncovering Insights from Social Media Users’ Post Histories	7
Do Activity-Based Incentive Plans Work? Evidence from a Large-Scale Field Intervention	7
Managing Positive and Negative Trends in Sales Call Outcomes: The Role of Momentum	7
How Established Organizations Combine Logics to Reconfigure Resources and Adapt to Marketization: A Case Study of Brazilian Religious Schools	7
Time Periods Feel Longer When They Span More Category Boundaries: Evidence from the Lab and the Field	7
Correcting Regressor-Endogeneity Bias via Instrument-Free Joint Estimation Using Semiparametric Odds Ratio Models	7
“Repayment-by-Purchase” Increases Consumer Debt Repayment	7
EXPRESS: AI for Customer Journeys: A Transformer Approach	7
A Reference-Dependent-Preferences-Based Model of Extended Warranty Purchase Decisions	7
Retraction Notice	7