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 2022-06-01 to 2026-06-01.)

Article	Citations
“Coopetition” in the presence of team and individual incentives: Evidence from the advice network of a sales organization	336
Unintended consequences of selling B2B digital subscription add-ons for customer onboarding	326
Freedom or control? Liberals’ versus conservatives’ responses to frontline employee behavioral control policies	193
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	175
Mindful consumption: Its conception, measurement, and implications	171
Uncertainty marketing tactics: An overview and a unifying framework	121
Brand warmth elicits feedback, not complaints	117
Navigating post-crowdfunding commercialization: Launch decision, market sales, and product survival	100
Hideous but worth it: Distinctive ugliness as a signal of luxury	89
The impact of voluntary sustainability reporting on firm value: Insights from signaling theory	89
Correction to: A multi-system organizing framework for inter-firm control: a comprehensive perspective on control	78
The robo bias in conversational reviews: How the solicitation medium anthropomorphism affects product rating valence and review helpfulness	78
Bibliometric reviews—some guidelines	75
“We could be heroes”: Reflections on reimagining marketing strategies for a better world	73
The attenuation effects of time and “sensemaking” surveys on customer revenge	72
Multichannel discount spillover in B2B markets	72
Chief marketing officer pay: The revenue growth consequences of employing internal and external benchmarks	67
The future of digital technologies in marketing: A conceptual framework and an overview	65
Shifting perspectives: How communicating user innovations’ self-focus enhances adoption	65
How universities can use social media for student acquisition	59
Customer experience orientation: Conceptual model, propositions, and research directions	57
The visual moderation effect: How the representation of loyalty reward progress affects consumer judgments and behaviors	53
Examining post-purchase consumer responses to product automation	52
Stick to my guns: The impact of crowding on consumers’ responsiveness to sale promotions	51
Correction: How within-person research can extend marketing knowledge	51

Introducing the ARTS framework: A tool for constructive re-inquiry	45
Cooperation: An enduring theory of relationship marketing	43
The paradox of product scarcity: Catalyzing the speed of innovation diffusion	41
Investigating the disruptiveness of the sharing economy at the individual consumer level: How consumer reflexivity drives re-engagement in sharing	40
Dealing with regression models’ endogeneity by means of an adjusted estimator for the Gaussian copula approach	40
To quote or not to quote: The effect of direct-speech appeals on donation in charity crowdfunding platforms	39
Healthy in the wrong way: Mismatching of marketers’ food claim use and consumers’ preferences in the United States but not France	38
Revitalizing educational institutions through customer focus	37
How can businesses enhance customer resistance to brand switching?	36
Practice co-evolution: Collaboratively embedding artificial intelligence in retail practices	35
Marketing inputs and outcome heterogeneity: Using a quantile regression framework in the entertainment industry	35
A taxonomy of marketing organizations	35
Engaging customers and suppliers for environmental sustainability: Investigating the drivers and the effects on firm performance	35
The impact of analyst stock recommendations on firms’ relative exploration orientation	33
Shifting focus in the fight against core environmental challenges	31
The food production–consumption chain: Fighting food insecurity, loss, and waste with technology	30
When and how simplified nutrition labels improve fast-food choices	30
Drivers and outcomes of smallholder market participation in Sub-Saharan Africa	29
Effects of sampling healthy versus unhealthy foods on subsequent food purchases	27
Showcase the smiles or the tears? How elicited perspectives determine optimal charity appeal content	26
Marketing capability and the turnaround of financially distressed firms	26
On the strategic use of product scarcity in marketing	26
Beyond buying: Extending the concept of acquisition in consumption	26
Utilizing managerial beliefs for set identification of price elasticities of demand	25
Expressions of customer rumination in online posts and firm responses	25
Correction: Addressing grand challenges through the bottom-up marketing approach: Lessons from subsistence marketplaces and marketplace literacy	25
Effects of gifting on relationship performance: Strategies for avoiding suspicion and unfairness perceptions	24
The effect of second screening on repeat viewing: Insights from large-scale mobile diary data	24
Generative AI in innovation and marketing processes: A roadmap of research opportunities	24
Influencer marketing effectiveness: A meta-analytic review	24
The accessor effect: How (and for whom) renters’ lack of perceived brand commitment dilutes brand image	23
Women’s underrepresentation in business-to-business sales: Reasons, contingencies, and solutions	22
The bad-influencer effect: Indulgence undermines social connection	22
When feeling powerless, we crave nostalgia: The impact of powerlessness on the preference for nostalgic products	21
Strategies in the silver economy: A framework and a research agenda	21
How artificiality and intelligence affect voice assistant evaluations	20
Price incentives and channel cooperation	20
Where did you receive the free sample? Sustained impact of new product sample distribution on customer purchase journey	20
Standards for scale development in marketing: Elevating the role of theory	20
Achieving social and economic sustainability through innovations in transformative services: A case of healthcare organizations in an emerging market	20
What’s not to like? Negations in brand messages increase consumer engagement	20
The time-varying effects of rhetorical signals in crowdfunding campaigns	19
Franchising structure changes and shareholder value: Evidence from store buybacks and refranchising	19
Possessions and the extended and incorporated self	18
What is happening to my nearby stores? The own- and cross-effect of a radical store transformation on existing customers	18
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
Service strategy’s effect on firm performance: A meta-analysis of the servitization literature	16
From homo sapiens to homo superior? Wearable robotics as the platform for transhumanist marketing	16
The effects of observing punishment on consumers’ decisions to punish other companies during industry-wide crises	16

Do consumers benefit from national-brand listings by hard discounters?	15
Network centrality and firm performance: A meta-analysis	15
What drives digital engagement with sponsored videos? An investigation of video influencers’ authenticity management strategies	15
Cobotic service teams and power dynamics: Understanding and mitigating unintended consequences of human-robot collaboration in healthcare services	15
Understanding consumers’ online browsing patterns and influence of marketing stimuli: A two-layer sequence analysis approach	14
Free and paid word-of-mouth from physical to digital, AI and beyond	14
Engagement in platform markets: A (video) game changer?	14
Activating the sustainable consumer:The role of customer involvement in corporate sustainability	14
Exclusivity strategies for digital products across digital and physical markets	14
Verbal persuasion in marketing: A multimethod meta-analysis of analytical and narrative processing	14
The dynamic effects of visual complexity and scene cuts on viewer attention	13
The effect of customer asset strategies on acquisition performance in business-to-government markets	13
Moving the stakeholder journey forward	13
What is the impact of a conflict delisting on firm value? An investigation of the role of conflict and firm characteristics	13
Friend or foe? Can anthropomorphizing self-tracking devices backfire on marketers and consumers?	13
Disposal-based scarcity: How overstock reduction methods influence consumer brand perceptions and evaluations	13
An empirical study of scarcity marketing strategies: Limited-time products with umbrella branding in the beer market	13
(Un)intended spillovers of green government policies: The case of plastic regulations	13
Inside sales structures and firm performance	12
Short-Asking with Long-Encouraging (SALE): A simple method to increase purchase quantity	12
The Taguchi approach to large-scale experimental designs: A powerful and efficient tool for advancing marketing theory and practice	12
The impact of corporate social irresponsibility on prosocial consumer behavior	12
Pairing up with anthropomorphized artificial agents: Leveraging employee creativity in service encounters	11
When does past sales performance predict turnover in contemporary inside and outside sales forces?	11
Delivering affordable clean energy to consumers	11
Defining, and understanding commitment to, activity streaks	11
Empowering GenAI stakeholders	11
The effect of customer-centric strategy and structure alignment on new product portfolio innovativeness and firm performance	11
Inside the call: How customer service agent warmth and competence shape customer reactions	11
Purpose orientation: An emerging theory transforming business for a better world	11
Silently killing your panelists one email at a time: The true cost of email solicitations	11
Addressing grand challenges through the bottom-up marketing approach: Lessons from subsistence marketplaces and marketplace literacy	11
Exploring the interaction between television and branded search advertising: Implications for real-time syncing strategies	11
Let’s face it: When and how facial emojis increase the persuasiveness of electronic word of mouth	10
Product recall effectiveness and consumers’ participation in corrective actions	10
A multiple-stakeholder view of open and user innovation: Systematic review and future research agenda	10
Let me deinfluence you! The impacts of deinfluencing content	10
Weathering the crash: Do customer-company relationships pay off during economic crises?	10
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	10
You want to sell this to me twice!? How perceptions of betrayal may undermine internal product upgrades	10
Quest for insights: Leveraging data from the video game ecosystem in marketing	10
No time to enjoy the extra! Aging and consumers’ responses to volume-based sales promotions	10
Trust in blockchain-enabled exchanges: Future directions in blockchain marketing	10
Marketers on board: The influence of marketing-experienced board members (MEBMs) on firm innovativeness inputs and the moderating roles of CEO job characteristics	10
Marvelous advertising returns? A meta-analysis of advertising elasticities in the entertainment industry	10
Rural women microentrepreneurs, consumer acquisition, and value delivery: Evidence from a quasi-experiment in rural India	9
Stay or leave? How corporate responses to economic sanctions shape consumer reactions	9
Software multihoming to distal markets: Evidence of cannibalization and complementarity in the video game console industry	9
The size of the same-week promotion bump—Drivers and their implications	9
Does scarcity increase or decrease donation behaviors? An investigation considering resource-specific scarcity and individual person-thing orientation	9
They’re not my people: When inclusive marketing backfires	9
Projecting lower competence to boost apology effectiveness: Underlying mechanism and boundary conditions	9
Does your demonstration tell the whole story? How a process mindset and social presence impact the effectiveness of product demonstrations	9
Personalized email marketing in loyalty programs: The role of multidimensional construal levels	9
Artificial empathy in marketing interactions: Bridging the human-AI gap in affective and social customer experience	9
Unintended consequences of in-store technology for frontline employees: An empirics-first approach	9
How an ethos of repair shapes material sustainability in services	9
The design of B2B customer references: A signaling theory perspective	9
Advancing customer diversity, equity, and inclusion: Measurement, stakeholder influence, and the role of marketing	9
Platform cooperatives in the sharing economy: How market challengers bring change from the margins	9
Generative artificial intelligence: Marketing’s death knell or ringing in a new era?	8
Hijacked, blindfolded, and handcuffed: Navigating the turbulent consumer journey for mental illness treatment services	8
How marketers and consumers synchronize temporal modes to cocreate ritual vitality	8
Co-creating educational consumer journeys: A sensemaking perspective	8
How within-person research can extend marketing knowledge	8
When politics changes the game: The impact of national-populist election victories on advertising and price promotion effectiveness for foreign and domestic brands	8
A whole new world, a new fantastic point of view: Charting unexplored territories in consumer research with generative artificial intelligence	8
Entering a complex market: How hybrid branding helps new brands create distinctive and resonant identities	8
Effects of advertising and R&D on spillovers from a rival’s bankruptcy	8
Crossing incentive alignment and adaptive designs in choice-based conjoint: A fruitful endeavor	8