OOIR: Observatory of International Research

Papers

(The median citation count of Journal of the Academy of Marketing Science is 6. 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 2022-08-01 to 2026-08-01.)

Article	Citations
Brand warmth elicits feedback, not complaints	342
Navigating post-crowdfunding commercialization: Launch decision, market sales, and product survival	164
Freedom or control? Liberals’ versus conservatives’ responses to frontline employee behavioral control policies	133
Hideous but worth it: Distinctive ugliness as a signal of luxury	111
“Coopetition” in the presence of team and individual incentives: Evidence from the advice network of a sales organization	85
Mindful consumption: Its conception, measurement, and implications	82
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	79
Uncertainty marketing tactics: An overview and a unifying framework	76
Unintended consequences of selling B2B digital subscription add-ons for customer onboarding	71
Taking the role of marketing in consumer well-being seriously: It is about time—the PACT framework	71
The robo bias in conversational reviews: How the solicitation medium anthropomorphism affects product rating valence and review helpfulness	70
The attenuation effects of time and “sensemaking” surveys on customer revenge	64
“We could be heroes”: Reflections on reimagining marketing strategies for a better world	59
Multichannel discount spillover in B2B markets	54
Bibliometric reviews—some guidelines	53
Shifting perspectives: How communicating user innovations’ self-focus enhances adoption	48
How universities can use social media for student acquisition	47
Chief marketing officer pay: The revenue growth consequences of employing internal and external benchmarks	46
Customer experience orientation: Conceptual model, propositions, and research directions	45
The future of digital technologies in marketing: A conceptual framework and an overview	43
Stick to my guns: The impact of crowding on consumers’ responsiveness to sale promotions	42
Introducing the ARTS framework: A tool for constructive re-inquiry	42
The visual moderation effect: How the representation of loyalty reward progress affects consumer judgments and behaviors	42
Examining post-purchase consumer responses to product automation	42
Correction: How within-person research can extend marketing knowledge	41

Investigating the disruptiveness of the sharing economy at the individual consumer level: How consumer reflexivity drives re-engagement in sharing	39
To quote or not to quote: The effect of direct-speech appeals on donation in charity crowdfunding platforms	39
Dealing with regression models’ endogeneity by means of an adjusted estimator for the Gaussian copula approach	39
The paradox of product scarcity: Catalyzing the speed of innovation diffusion	39
Cooperation: An enduring theory of relationship marketing	37
The impact of analyst stock recommendations on firms’ relative exploration orientation	33
Effects of sampling healthy versus unhealthy foods on subsequent food purchases	33
Marketing capability and the turnaround of financially distressed firms	32
Drivers and outcomes of smallholder market participation in Sub-Saharan Africa	31
Revitalizing educational institutions through customer focus	30
Marketing inputs and outcome heterogeneity: Using a quantile regression framework in the entertainment industry	30
How can businesses enhance customer resistance to brand switching?	30
When and how simplified nutrition labels improve fast-food choices	29
Access-based consumption revisited	28
The food production–consumption chain: Fighting food insecurity, loss, and waste with technology	28
Beyond buying: Extending the concept of acquisition in consumption	27
Consumer expertise across technological frontiers: Consumer literacy, the internet, and artificial intelligence	27
Engaging customers and suppliers for environmental sustainability: Investigating the drivers and the effects on firm performance	27
Practice co-evolution: Collaboratively embedding artificial intelligence in retail practices	26
Shifting focus in the fight against core environmental challenges	26
Showcase the smiles or the tears? How elicited perspectives determine optimal charity appeal content	25
Correction: Addressing grand challenges through the bottom-up marketing approach: Lessons from subsistence marketplaces and marketplace literacy	25
Expressions of customer rumination in online posts and firm responses	25
Utilizing managerial beliefs for set identification of price elasticities of demand	25
A taxonomy of marketing organizations	25
Effects of gifting on relationship performance: Strategies for avoiding suspicion and unfairness perceptions	23
On the strategic use of product scarcity in marketing	23
The effect of second screening on repeat viewing: Insights from large-scale mobile diary data	23
Influencer marketing effectiveness: A meta-analytic review	22
Women’s underrepresentation in business-to-business sales: Reasons, contingencies, and solutions	20
Generative AI in innovation and marketing processes: A roadmap of research opportunities	20
Where did you receive the free sample? Sustained impact of new product sample distribution on customer purchase journey	20
The accessor effect: How (and for whom) renters’ lack of perceived brand commitment dilutes brand image	20
Price incentives and channel cooperation	20
Strategies in the silver economy: A framework and a research agenda	18
The bad-influencer effect: Indulgence undermines social connection	18
Standards for scale development in marketing: Elevating the role of theory	18
Achieving social and economic sustainability through innovations in transformative services: A case of healthcare organizations in an emerging market	18
When feeling powerless, we crave nostalgia: The impact of powerlessness on the preference for nostalgic products	18
Direct and spillover promotional effects on drug prescriptions: Comparing differential physician- vs. patient-focused promotional effects	17
Possessions and the extended and incorporated self	17
Franchising structure changes and shareholder value: Evidence from store buybacks and refranchising	17
From homo sapiens to homo superior? Wearable robotics as the platform for transhumanist marketing	16
Don’t give me just positive feedback: How positive and negative feedback can increase feedback-based goal setting and proactive customer service behavior	16
Do consumers benefit from national-brand listings by hard discounters?	16
Service strategy’s effect on firm performance: A meta-analysis of the servitization literature	16
What is happening to my nearby stores? The own- and cross-effect of a radical store transformation on existing customers	16
Network centrality and firm performance: A meta-analysis	16
The time-varying effects of rhetorical signals in crowdfunding campaigns	16
Engagement in platform markets: A (video) game changer?	15

The effects of observing punishment on consumers’ decisions to punish other companies during industry-wide crises	15
Cobotic service teams and power dynamics: Understanding and mitigating unintended consequences of human-robot collaboration in healthcare services	15
The effect of customer asset strategies on acquisition performance in business-to-government markets	15
Understanding consumers’ online browsing patterns and influence of marketing stimuli: A two-layer sequence analysis approach	15
Free and paid word-of-mouth from physical to digital, AI and beyond	14
Friend or foe? Can anthropomorphizing self-tracking devices backfire on marketers and consumers?	14
What is the impact of a conflict delisting on firm value? An investigation of the role of conflict and firm characteristics	13
Exclusivity strategies for digital products across digital and physical markets	13
(Un)intended spillovers of green government policies: The case of plastic regulations	13
Verbal persuasion in marketing: A multimethod meta-analysis of analytical and narrative processing	13
Activating the sustainable consumer:The role of customer involvement in corporate sustainability	13
An empirical study of scarcity marketing strategies: Limited-time products with umbrella branding in the beer market	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
Short-Asking with Long-Encouraging (SALE): A simple method to increase purchase quantity	12
Empowering GenAI stakeholders	12
Defining, and understanding commitment to, activity streaks	12
Inside sales structures and firm performance	12
Disposal-based scarcity: How overstock reduction methods influence consumer brand perceptions and evaluations	12
The dynamic effects of visual complexity and scene cuts on viewer attention	12
Market system curation: Placing care at the heart of markets	11
Delivering affordable clean energy to consumers	11
Automated social presence in artificial agents: A conventional and qualitative comparative meta-analysis	11
Product recall effectiveness and consumers’ participation in corrective actions	11
Weathering the crash: Do customer-company relationships pay off during economic crises?	11
Marketers on board: The influence of marketing-experienced board members (MEBMs) on firm innovativeness inputs and the moderating roles of CEO job characteristics	11
How human presence in environmental images shapes sustainable behaviors	11
Silently killing your panelists one email at a time: The true cost of email solicitations	11
Pairing up with anthropomorphized artificial agents: Leveraging employee creativity in service encounters	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
Let’s face it: When and how facial emojis increase the persuasiveness of electronic word of mouth	11
Exploring the interaction between television and branded search advertising: Implications for real-time syncing strategies	11
The effect of customer-centric strategy and structure alignment on new product portfolio innovativeness and firm performance	11
When does past sales performance predict turnover in contemporary inside and outside sales forces?	11
Purpose orientation: An emerging theory transforming business for a better world	11
Addressing grand challenges through the bottom-up marketing approach: Lessons from subsistence marketplaces and marketplace literacy	11
No time to enjoy the extra! Aging and consumers’ responses to volume-based sales promotions	11
Inside the call: How customer service agent warmth and competence shape customer reactions	11
How an ethos of repair shapes material sustainability in services	10
Projecting lower competence to boost apology effectiveness: Underlying mechanism and boundary conditions	10
Quest for insights: Leveraging data from the video game ecosystem in marketing	10
The design of B2B customer references: A signaling theory perspective	10
Let me deinfluence you! The impacts of deinfluencing content	10
Marvelous advertising returns? A meta-analysis of advertising elasticities in the entertainment industry	10
Personalized email marketing in loyalty programs: The role of multidimensional construal levels	9
When more is not better: Configurational fit of product, service and digital technologies in manufacturing firms	9
The size of the same-week promotion bump—Drivers and their implications	9
Unintended consequences of in-store technology for frontline employees: An empirics-first approach	9
Does your demonstration tell the whole story? How a process mindset and social presence impact the effectiveness of product demonstrations	9
A multiple-stakeholder view of open and user innovation: Systematic review and future research agenda	9
Does scarcity increase or decrease donation behaviors? An investigation considering resource-specific scarcity and individual person-thing orientation	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
Process and outcome frames in firms’ environmental posts and consumer engagement	8
Platform cooperatives in the sharing economy: How market challengers bring change from the margins	8
They’re not my people: When inclusive marketing backfires	8
Rural women microentrepreneurs, consumer acquisition, and value delivery: Evidence from a quasi-experiment in rural India	8
How visual complexity signals brand status	8
Generative artificial intelligence: Marketing’s death knell or ringing in a new era?	8
A configurational perspective of marketing’s role in the performance of tech-based ventures	7
How marketers and consumers synchronize temporal modes to cocreate ritual vitality	7
How within-person research can extend marketing knowledge	7
Shift climate: How perceptions of fellow frontline employees drive behaviors and customer loyalty	7
Effects of advertising and R&D on spillovers from a rival’s bankruptcy	7
Hijacked, blindfolded, and handcuffed: Navigating the turbulent consumer journey for mental illness treatment services	7
A whole new world, a new fantastic point of view: Charting unexplored territories in consumer research with generative artificial intelligence	7
Co-creating educational consumer journeys: A sensemaking perspective	7
When politics changes the game: The impact of national-populist election victories on advertising and price promotion effectiveness for foreign and domestic brands	7
Crossing incentive alignment and adaptive designs in choice-based conjoint: A fruitful endeavor	7
Birds of a feather: How influencer-brand fit drives product sales in livestream commerce	6
Marketing’s role in promoting dignity and human rights: A conceptualization for assessment and future research	6
Addressing the greatest global challenges (UN SDGs) with a marketing lens	6
Correction: Soothing the unsatisfied or pleasing the satisfied? The effects of managerial responses to positive versus negative reviews on customer ratings and financial performance	6
The ubiquity of scarcity	6
Assembling flow: A unified theoretical framework for understanding online experience in an AI-powered world	6
Artificial intelligence marketing usage and firm performance	6
Posture as information: Streamer postures and the purchase of micro and small enterprise resellers in livestreaming	6
Food and technology: Using digital devices for restaurant orders leads to indulgent outcomes	6
Virtual influencer marketing: A meta-analytic review	6
Unintended effects of price promotions: Forgoing competitors’ price promotions strengthens incumbent brand loyalty	6