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 2022-05-01 to 2026-05-01.)

Article	Citations
Uncertainty marketing tactics: An overview and a unifying framework	325
Navigating post-crowdfunding commercialization: Launch decision, market sales, and product survival	318
A multi-system organizing framework for inter-firm control: a comprehensive perspective on control	188
“Coopetition” in the presence of team and individual incentives: Evidence from the advice network of a sales organization	170
The opportunities and costs of highly involved organizational buyers	164
Freedom or control? Liberals’ versus conservatives’ responses to frontline employee behavioral control policies	119
Brand warmth elicits feedback, not complaints	104
Unintended consequences of selling B2B digital subscription add-ons for customer onboarding	95
Hideous but worth it: Distinctive ugliness as a signal of luxury	86
Mindful consumption: Its conception, measurement, and implications	81
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	76
The impact of voluntary sustainability reporting on firm value: Insights from signaling theory	76
Correction to: Brand actions and financial consequences: a review of key findings and directions for future research	73
Correction to: A multi-system organizing framework for inter-firm control: a comprehensive perspective on control	72
The attenuation effects of time and “sensemaking” surveys on customer revenge	69
The robo bias in conversational reviews: How the solicitation medium anthropomorphism affects product rating valence and review helpfulness	68
“We could be heroes”: Reflections on reimagining marketing strategies for a better world	63
Multichannel discount spillover in B2B markets	62
Bibliometric reviews—some guidelines	60
Chief marketing officer pay: The revenue growth consequences of employing internal and external benchmarks	56
The future of digital technologies in marketing: A conceptual framework and an overview	55
How universities can use social media for student acquisition	49
Shifting perspectives: How communicating user innovations’ self-focus enhances adoption	47
The visual moderation effect: How the representation of loyalty reward progress affects consumer judgments and behaviors	47
Customer experience orientation: Conceptual model, propositions, and research directions	47

Stick to my guns: The impact of crowding on consumers’ responsiveness to sale promotions	42
Examining post-purchase consumer responses to product automation	41
An extended health belief model for COVID-19: understanding the media-based processes leading to social distancing and panic buying	41
To quote or not to quote: The effect of direct-speech appeals on donation in charity crowdfunding platforms	39
The paradox of product scarcity: Catalyzing the speed of innovation diffusion	39
Correction: How within-person research can extend marketing knowledge	39
Introducing the ARTS framework: A tool for constructive re-inquiry	36
Dealing with regression models’ endogeneity by means of an adjusted estimator for the Gaussian copula approach	35
Investigating the disruptiveness of the sharing economy at the individual consumer level: How consumer reflexivity drives re-engagement in sharing	35
Cooperation: An enduring theory of relationship marketing	35
Shifting focus in the fight against core environmental challenges	34
Healthy in the wrong way: Mismatching of marketers’ food claim use and consumers’ preferences in the United States but not France	33
Practice co-evolution: Collaboratively embedding artificial intelligence in retail practices	33
Marketing inputs and outcome heterogeneity: Using a quantile regression framework in the entertainment industry	32
When and how simplified nutrition labels improve fast-food choices	32
The impact of analyst stock recommendations on firms’ relative exploration orientation	32
Revitalizing educational institutions through customer focus	31
Beyond buying: Extending the concept of acquisition in consumption	31
Marketing capability and the turnaround of financially distressed firms	29
Drivers and outcomes of smallholder market participation in Sub-Saharan Africa	29
The food production–consumption chain: Fighting food insecurity, loss, and waste with technology	29
A taxonomy of marketing organizations	28
How can businesses enhance customer resistance to brand switching?	28
Engaging customers and suppliers for environmental sustainability: Investigating the drivers and the effects on firm performance	26
Showcase the smiles or the tears? How elicited perspectives determine optimal charity appeal content	25
Effects of sampling healthy versus unhealthy foods on subsequent food purchases	25
On the strategic use of product scarcity in marketing	24
Influencer marketing effectiveness: A meta-analytic review	24
The effect of second screening on repeat viewing: Insights from large-scale mobile diary data	23
Effects of gifting on relationship performance: Strategies for avoiding suspicion and unfairness perceptions	23
Expressions of customer rumination in online posts and firm responses	23
Utilizing managerial beliefs for set identification of price elasticities of demand	23
The accessor effect: How (and for whom) renters’ lack of perceived brand commitment dilutes brand image	23
Correction: Addressing grand challenges through the bottom-up marketing approach: Lessons from subsistence marketplaces and marketplace literacy	23
Generative AI in innovation and marketing processes: A roadmap of research opportunities	23
The bad-influencer effect: Indulgence undermines social connection	22
Where did you receive the free sample? Sustained impact of new product sample distribution on customer purchase journey	21
What’s not to like? Negations in brand messages increase consumer engagement	21
When feeling powerless, we crave nostalgia: The impact of powerlessness on the preference for nostalgic products	21
Price incentives and channel cooperation	21
Women’s underrepresentation in business-to-business sales: Reasons, contingencies, and solutions	20
Direct and spillover promotional effects on drug prescriptions: Comparing differential physician- vs. patient-focused promotional effects	20
How artificiality and intelligence affect voice assistant evaluations	20
Franchising structure changes and shareholder value: Evidence from store buybacks and refranchising	19
Possessions and the extended and incorporated self	19
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	18
Service strategy’s effect on firm performance: A meta-analysis of the servitization literature	18
Achieving social and economic sustainability through innovations in transformative services: A case of healthcare organizations in an emerging market	18
The effects of observing punishment on consumers’ decisions to punish other companies during industry-wide crises	17

The time-varying effects of rhetorical signals in crowdfunding campaigns	17
Do consumers benefit from national-brand listings by hard discounters?	16
Friend or foe? Can anthropomorphizing self-tracking devices backfire on marketers and consumers?	15
Network centrality and firm performance: A meta-analysis	15
Cobotic service teams and power dynamics: Understanding and mitigating unintended consequences of human-robot collaboration in healthcare services	15
Verbal persuasion in marketing: A multimethod meta-analysis of analytical and narrative processing	15
What drives digital engagement with sponsored videos? An investigation of video influencers’ authenticity management strategies	15
Free and paid word-of-mouth from physical to digital, AI and beyond	15
From homo sapiens to homo superior? Wearable robotics as the platform for transhumanist marketing	15
Engagement in platform markets: A (video) game changer?	14
Moving the stakeholder journey forward	14
Exclusivity strategies for digital products across digital and physical markets	14
Activating the sustainable consumer:The role of customer involvement in corporate sustainability	14
Understanding consumers’ online browsing patterns and influence of marketing stimuli: A two-layer sequence analysis approach	13
What is the impact of a conflict delisting on firm value? An investigation of the role of conflict and firm characteristics	13
(Un)intended spillovers of green government policies: The case of plastic regulations	13
An empirical study of scarcity marketing strategies: Limited-time products with umbrella branding in the beer market	13
The effect of customer asset strategies on acquisition performance in business-to-government markets	13
Short-Asking with Long-Encouraging (SALE): A simple method to increase purchase quantity	12
Empowering GenAI stakeholders	12
The Taguchi approach to large-scale experimental designs: A powerful and efficient tool for advancing marketing theory and practice	12
Disposal-based scarcity: How overstock reduction methods influence consumer brand perceptions and evaluations	12
The impact of corporate social irresponsibility on prosocial consumer behavior	12
Inside sales structures and firm performance	11
The dynamic effects of visual complexity and scene cuts on viewer attention	11
The effect of customer-centric strategy and structure alignment on new product portfolio innovativeness and firm performance	11
Information search behavior at the post-purchase stage of the customer journey	11
Delivering affordable clean energy to consumers	11
Pairing up with anthropomorphized artificial agents: Leveraging employee creativity in service encounters	11
Addressing grand challenges through the bottom-up marketing approach: Lessons from subsistence marketplaces and marketplace literacy	11
Silently killing your panelists one email at a time: The true cost of email solicitations	11
Defining, and understanding commitment to, activity streaks	11
The effect of marketing department power on investor responses to announcements of AI-embedded new product innovations	11
Purpose orientation: An emerging theory transforming business for a better world	11
Software multihoming to distal markets: Evidence of cannibalization and complementarity in the video game console industry	10
When does past sales performance predict turnover in contemporary inside and outside sales forces?	10
Inside the call: How customer service agent warmth and competence shape customer reactions	10
Product recall effectiveness and consumers’ participation in corrective actions	10
Let’s face it: When and how facial emojis increase the persuasiveness of electronic word of mouth	10
Exploring the interaction between television and branded search advertising: Implications for real-time syncing strategies	10
Weathering the crash: Do customer-company relationships pay off during economic crises?	10
Projecting lower competence to boost apology effectiveness: Underlying mechanism and boundary conditions	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
Trust in blockchain-enabled exchanges: Future directions in blockchain marketing	10
Marvelous advertising returns? A meta-analysis of advertising elasticities in the entertainment industry	9
You want to sell this to me twice!? How perceptions of betrayal may undermine internal product upgrades	9
How an ethos of repair shapes material sustainability in services	9
Advancing customer diversity, equity, and inclusion: Measurement, stakeholder influence, and the role of marketing	9
Personalized email marketing in loyalty programs: The role of multidimensional construal levels	9
Quest for insights: Leveraging data from the video game ecosystem in marketing	9
The design of B2B customer references: A signaling theory perspective	9
The size of the same-week promotion bump—Drivers and their implications	9
Platform cooperatives in the sharing economy: How market challengers bring change from the margins	9
Does scarcity increase or decrease donation behaviors? An investigation considering resource-specific scarcity and individual person-thing orientation	9
A multiple-stakeholder view of open and user innovation: Systematic review and future research agenda	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
Let me deinfluence you! The impacts of deinfluencing content	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	9
Stay or leave? How corporate responses to economic sanctions shape consumer reactions	9
Entering a complex market: How hybrid branding helps new brands create distinctive and resonant identities	8
How marketers and consumers synchronize temporal modes to cocreate ritual vitality	8
Marketing’s role in promoting dignity and human rights: A conceptualization for assessment and future research	8
Rural women microentrepreneurs, consumer acquisition, and value delivery: Evidence from a quasi-experiment in rural India	8
Hijacked, blindfolded, and handcuffed: Navigating the turbulent consumer journey for mental illness treatment services	8
How within-person research can extend marketing knowledge	8
Co-creating educational consumer journeys: A sensemaking perspective	8
Generative artificial intelligence: Marketing’s death knell or ringing in a new era?	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
A whole new world, a new fantastic point of view: Charting unexplored territories in consumer research with generative artificial intelligence	8
Unintended consequences of in-store technology for frontline employees: An empirics-first approach	8