European Journal of Marketing

Article	Citations
Salesperson motivation, compensation, training and deployment within the sales ecosystem	187
Socially responsible cocreation in service recovery: the role of pride in prosocial compensation	167
Media sentiments and firm’s sales growth: the moderating role of offering characteristics	111
Cross-partner effects in coalition loyalty programs: the interaction of point redemptions with program sales	97
Political ideology drives the integration of country-of-origin and offshoring sustainability impact information toward globally prosocial product decisions	60
Spillover effects of sensory stimulation	58
Encouraging product reuse and upcycling via creativity priming, imagination and inspiration	52
Platform marketplaces: unifying our understanding of lateral exchange markets	49
The role of health-related claims and situational skepticism on consumers’ food choices	47
Revisiting the effects of anthropomorphism on brand relationship outcomes: the moderating role of psychological disposition	46
Do salespeople’s online profile pictures predict the number of online reviews? Effect of a babyface	44
Do digital platforms promote or hinder corporate brand prestige?	44
Do not settle for simple assessment: the effects of marketing metric uses on market-sensing capability	41
Online private self-disclosure’s potential for experiential value co-creation	38
Investigating the effects of political correctness in social marketing messaging	37
No worries, eBay: displaying sales level information does not increase consumer price sensitivity	34
The perceptions of brand coappearance in product placement: cooperation, competition or coopetition?	34
Field experiments in marketing research: a systematic methodological review	32
Packaging-integrated-products: capturing new opportunities in the front end of product development	30
Does alliance orientation matter for new product success? An empirical study of Taiwanese electronics firms	29
Same scandal, different moral judgments: the effects of consumer-firm affiliation on weighting transgressor-related information and post-scandal patronage intentions	28
How preexisting beliefs and message involvement drive charitable donations: an integrated model	28
Consumer power: scale development and validation in consumer–firm relationship	28
Charting the course: a framework for networking across the selling ecosystem	27
Cool brands and hot attachments: their effect on consumers’ willingness to pay more	27

The retail environment design (RED) scale: conceptualization and measurement	27
Creating discursive channels: generating and disseminating impactful research insights into the strategic sales enablement of retail technology	26
Slicing vs chunking product-harm crisis: antecedents and firm performance implications	26
Consumers’ behavioural responses to price promotions of organic products: an introspective pre-study and an online field experiment	25
A new perspective on sales outcome controls: an inside sales perspective	24
The “proximal depiction effect” of indulgent (versus non-indulgent) foods on consumer responses	24
Enhancing IT industry employees’ service innovation performance: antecedents and outcomes of service innovation engagement	24
Turning commitment into performance through buyer dependence: a dual pathway approach	23
Ch‐Ch‐changes: the geology of artist brand evolutions	23
Retweet to donate? Cause-related marketing in the era of social medialization	22
Naming product colors by consumption situations as advertising appeals: effects and the underlying mechanism	22
Marketplace accessibility: a service-provider perspective	22
Generating impact towards gender equity outcomes through transformative advertising research	21
Face consciousness: the impact of gift packaging shape on consumer perception	21
Long term effects of service adaptations made under pandemic conditions: the new “post COVID-19” normal	20
Effect of masculine eating and drinking beliefs on male consumers’ concern with healthy eating and binge drinking	20
Local food sales and point of sale priming: evidence from a supermarket field experiment	20
Increasing physical activity among Indonesian adolescents: a social marketing intervention reflection	19
Intermediate-level outside-in marketing capabilities, technological innovation, and management innovation	19
Application of marketing to reduce consumer food waste in restaurants	19
Mirroring digital content marketing framework: capturing providers’ perspectives through stimuli assessment and behavioural engagement response	19
Actor opportunism, social capital and coping strategies in the sharing economy: drivers, outcomes and marketing implications	19
The contribution of organic private label products to private label share outcomes	18
Refocusing marketing effort to support net-positive social impact	18
The effects and mechanism of discounting unit price	17
COVID-19 and the decline of active social media engagement	17
Identity expressiveness in marketing: review and future research agenda	17
Applying the theory of consumption values to representational and nonrepresentational images in marketing: propositions and research directions	17
Interplay of consumer expectation and processing fluency in perception of product innovativeness and product evaluation	17
Reframing online brand community management: consumer conflicts, their consequences and moderation	16
A nudge toward healthier food choices: the influence of health star ratings on consumers’ choices of packaged foods	16
Inferring quality from price: the effect of stereotype threat on price–quality judgments	16
Designing food experiences for well-being: a framework advancing design thinking research from a customer experience perspective	16
Does language concreteness influence consumers’ perceived deception in online reviews?	16
Toward a goal-based paradigm of contagion	16
How consumers evaluate costs in complex services: the case of mutual fund fees	15
What we do know and don’t know about marketing communications on mature consumers	15
From killer bunnies to talking cupcakes: theorizing the diverse universe of virtual influencers	15
Customer engagement with service providers: an empirical investigation of customer engagement dispositions	14
Rejoinder: fractures in the edifice of PLS	14
The relationship between digital solution selling and value-based selling: a motivation-opportunity-ability (MOA) perspective	14
Past, present, and future research on self-service merchandising: a co-word and text mining approach	14
Consumer responses to infectious disease cues: an integrative framework and research agenda	13
When and how brands affect importance of product attributes in consumer decision process	13
Serif or sans serif typefaces? The effects of typefaces on consumers’ perceptions of activity and potency of brand logos	13
Are ad sequels effective? Field and experimental evidence on effectiveness and mechanisms	13
Free tumbler in Snapchat vs coffee tasting ticket in Instagram: the impact of gift type and message type on B2C gift-giving on different social media platforms	12
Consumer-dominant social marketing: a definition and explication	12
Sales manager encouragement behavior in value-centered business models	12
When beauty meets crisis: exploring the role of aesthetic design and consumer response in product failure	12

Influencer marketing effectiveness: the mechanisms that matter	12
Understanding how satisfactory service relationships can be mutually beneficial in the higher education context	12
Can frontline employees help consumers improve their financial planning behavior? Implications from triadic analysis	11
Greenfluencers as agents of social change: the effectiveness of sponsored messages in driving sustainable consumption	11
From customer readiness to customer retention: the mediating role of customer psychological and behavioral engagement	11
Choice consistency and inconsistency between self- and gift-purchases: the role of attitude functions	11
Going beyond the untold facts in PLS–SEM and moving forward	11
Understanding how ethical claims in advertising affect subjective ambivalence toward buying ethical products	11
The shortcomings of equal weights estimation and the composite equivalence index in PLS-SEM	11
Innocent until proven guilty: suspicion of deception in online reviews	11
The match-up hypotheses revisited: matching social judgments and advertising messaging in celebrity endorsements	11
Competing construals in advertising: the central role of feeling closer to the brand versus closer to other brand users	11
Is there a danger of making customers feel too empowered? Exploring the double-edged sword of customer orientation and creative benefits	11
Re-examining age-related loyalty for low-involvement purchasing	11
Understanding the ethical legitimacy of tobacco advertising, promotion and sponsorship in Indonesia in the context of increased government regulation: a legitimacy-as-perception perspective	11
Designing for identity: how and when brand visual aesthetics enable consumer diasporic identity	10
Modeling multiple forms of consumer animosity through fuzzy-set qualitative comparative analysis	10
When do digital calorie counters reduce numeracy bias in grocery shopping? Evidence from an online experiment	10
The influence of consumer religiosity on responses to rational and emotional ad appeals	10
The “locus continuum” of price increase perception – Is communicating a good cause for price increases always beneficial?	10
Effects of contractual completeness on opportunistic behaviors, multilevel transaction costs and relationship termination intention: the moderating effect of alternative attractiveness	10
How store managers’ employee climate perceptions affect frontline employee, customer and store performance outcomes: an examination in the small-store setting	10
How social media usage and the fear of missing out impact minimalistic consumption	10
Scientific realism, the necessity of causal contact in measurement and emergent variables	10
Marketing or methodology? Exposing the fallacies of PLS with simple demonstrations	10
Agency appraisal of emotions and brand trust	9
Career-washing? Unpacking employer brand promises on social media platforms	9
Burning the candle at both ends: how to balance potential profitability and brand protection when licensing brands	9
Understanding the link between an IMC technology capability and organisational integration and performance	9
Sticky market webs of connection – human and nonhuman market co-codification dynamics across social media	9
How pop-ups drive online sales: moderating effects of online promotions	9
Religiosity scales in marketing research	9
Why do customers want to learn? Antecedents and outcomes of customer learning	9
The effects of innovation types and customer participation on organizational performance in complex services	9
Guest editorial: psychological perspectives on consumer obesity	9
A time for heroes? Conceptualization, development and validation of the brand hero scale	9
The dark side of channel loyalty programmes – managing tier demotion and deceitful behaviours	9
Broad vs narrow brand positioning: effects on competitive brand performance	9
Selling hope versus hate: the impact of partisan social media messaging on social distancing during the COVID-19 pandemic	9
Role of B2B reliance and brand image in reducing risk perceptions: a serial mediation model	8
When, for whom and why expanding single-option offerings creates value: locomotion fit from choice between options	8
Stigma in payday borrowing: a service ecosystems approach	8
Shake it off and eat less: anxiety-inducing product packaging design influences food product interaction and eating	8
Colorful candy, teen vibes and cool memes: prevalence and content of Instagram posts featuring ultra-processed products targeted at adolescents	8
Marketing in a crisis: lessons from the “COVID election” in New Zealand	8
Consumer enchantment through everyday consumption	8
The spillover effects of positive and negative buzz on brand attitudes	8
‘I’d never cook it now’: an exploration of intergenerational transference and its role in facilitating family food sustainability	8
Come fly with me: exploring the private aviation customer experience (PAX)	8
The role of internal motivations in consumer upcycling intention and purchase intention of upcycled products	8
Should luxury brands display their logos prominently? Implications for brand authenticity, coolness and behavioral intentions	8
Consumption coping to deal with pandemic stress: impact on subjective well-being and shifts in consumer behavior	8
Boosting engagement with healthy food on social media	8
Are crowdsourcing announcements signals of customer orientation? A comparison of consumer responses to product- versus communication-related campaigns	8
Reframing the practice of volunteering as a collective endeavour through a focal brand community	8
“I’m hatin’ it”! Negative consumer–brand relationships in online anti-brand communities	7
When and how information and communication technology orientation affects salespeople’s role stress: the interplay of salesperson characteristics and environmental complexity	7
Forms of supplier relationship exploration and distributor performance	7
How influencers can enhance consumer responses by value co-creation	7
Carefree cuteness: the effect of exposure to cuteness on risk seeking	7
Succeeding in competitive arenas with arena-relevant marketing capabilities	7
Angelic brand name priming: saintly branded food influences brand healthfulness perceptions	7
Manager directives for salesperson ambidextrous selling and resulting job satisfaction: a regulatory focus perspective	7
Thinking fast and slow: a revised SOR model for an empirical examination of impulse buying at a luxury fashion outlet	7
Understanding the role of influencers on live streaming platforms: when tipping makes the difference	7
Self or others? The interaction effect between benefit appeals and message sidedness on green consumption	7
Collaboration scope and product innovation in B2B markets: are there too many cooks or is it the customer who spoils the broth?	7
Member (co)creativity in open innovation communities	7
Value-dominant logic: organizational principles	7
A neurobehavioral account of differential consumer responses to price and in-store display between un/healthy food	7
Obesity, family units and social marketing intervention: evidence from Nigeria	7
Mega-influencer follower effect: the mediating role of sense of control in brand attitudes, purchase intentions and engagement	7
The effects of roasting versus toasting brand-to-brand dialogues on consumer perceptions	7
Prosumption through advergames: leveraging on advergame format and reward elements to create a sacred brand	7
Social purpose branding approaches: a typology of how brands engage with a social purpose	7
How posting in social networks affects employee-based brand equity	6
Impact of relative compensation to executive directors with marketing experience on marketing performance: toward an integrative framework	6
What’s in it for you? Examining the roles of consumption values and Thaler’s acquisition–transaction utility theory in Chinese consumers’ green purchase intentions	6
Customer involvement, business capabilities and new product performance	6
Towards better interaction between salespeople and consumers: the role of virtual recommendation agent	6

Omnichannel promotions and their effect on customer satisfaction	6
Building employee commitment through internal branding – a meta-analytic study	6
Guest editorial: Value-creating sales and digital technologies	6
Diversity at the forefront: frontline employee diversity effects on luxury fashion brand equity	6
The value of social media content to browsing and searching consumers of luxury products on Instagram	6
The influence of network understanding on value creation in business relationships	6
Assessing the overall fit of composite models estimated by partial least squares path modeling	6
The Tango of pride and envy: does others’ envy lead to the feeling of pride?	6
Layers of love – exploring the interactive layers of brand love in the social media setting	6
Antecedents and consequences of chatbot initial trust	6
Does resource scarcity promote selfish or selfless behaviours? A nuanced perspective through the lens of nostalgia	6
The effects of authentic and hubristic pride on indulgence	5
Funding marketing resources and capabilities during a recession: an empirical examination of top corporate advertisers	5
Composite-based and covariance-based structural equations modeling: moving forward by changing the dialogue	5
Incumbents’ marketing deterrence strategies and potential entrants’ time-to-entry: evidence from the US airline industry	5
The dark side of stock repurchases: do they affect marketing capabilities?	5
You deserve the bad (or good) service: the role of moral deservingness in observers’ reactions to service failure (or excellence)	5
Role of brand attachment and satisfaction in driving customer behaviors for durables: a longitudinal study	5
How consumption-supportive packaging functionality influences consumers’ purchase intentions: the mediating role of perceived product meaningfulness	5
Putting your mouth where your money goes! “Where” and “how” to communicate to maximize the impact of corporate social programs	5
What makes a product vintage? Investigating relationships between “consumer pastness,” scarcity and purchase intentions toward vintage products	5
The impact of the number of participants and platform transparency on prosumers’ creative performance	5
Integrating technology within the sales-service ecosystem: the emergent sales techno-ecosystem	5
Seeking relief or reward? A utilitarian-hedonic journey perspective on escapism	5
A typology of user misbehaviours in the sharing economy context	5
Enhancing perceived product value through peripheral product anecdotes	5
Symbiotic association of resources and market-facing capabilities in supply chains as determinants of performance: a resource orchestration perspective	5
International competitive strategies, organizational learning and export performance: a match and mis-match conceptualization	5
Enhancing appeal of aggregate payment framing: effects of temporal payment framing and goal proximity on consumer purchase decisions	5
Charting value creation strategies B2B salespeople use throughout the sales process: learning from social media influencers	5
Impacting communication in optometry: enhancing health-service experiences	5
Whistleblowing intensity and distributor compliance in marketing channel networks	4
Attraction and compromise effects under social exclusion	4
Interactive effects of organizational resources on sustainable product design practices: a resource orchestration perspective	4
Decolonising marketing: five fundamental decisions for customer engagement	4
Putting passion to work: passionate labour in the fashion blogosphere	4
Can we serve both God and Money? The role of indirect appeal and its limitation	4
The impact of corporate social responsibility (CSR) priming on consumers’ consumption and lifestyle choices with intertemporal tradeoffs	4
The value of psychological ownership: how buy-online-and-pick-up-in-store enhances consumer loyalty	4
Consumerbased conceptualisation of brand transparency: scope, characteristics and contextual determinants	4
What’s on the menu? How celebrity chef brands create happiness	4
Using affixed labels in persuasion: perceived product newness as a mediator	4
Impact for good: a journey toward impact through marketing scholarship	4
Mind the game you set for better website patronage	4
The role of trust and algorithms in consumers’ front-of-pack labels acceptance: a cross-country investigation	4
Salesperson moral identity and value co-creation	4
Development of long-term B2B customer relationships: the role of self-disclosure and relational cost/benefit evaluation	4
The direct and interactive effects of retail community engagement	4
How customers respond to chatbot anthropomorphism: the mediating roles of perceived humanness and perceived persuasiveness	4
When does ownership concentration improve franchise store performance?	4
The experience of regret in small business failure: who’s to blame?	4
“Converging on a new theoretical foundation for selling” five years later: emerging priorities, new applications, & directions for ongoing research	4
Using mindsets to boost health: how construal level and goal pursuit shape health message effectiveness on cessation behaviors	4
Exploring the motivations to participate in an online brand community: a study of 7–11-year-old children	4
Contagious endowment effects across transactions	4
Slow and steady or fast and furious: how movement speed in the digital medium impacts consumers’ risk judgments	4
Guest editorial: The dark side of social media: EMAC-EJM special issue	4
Examining the effect of group prototypes and divergent strength of identification on the effectiveness of identity appeals	4
Consumers’ attributions in performance- and values-related brand crises	3
How and when internal marketing orientation affects frontline employees’ positive word of mouth: insights from a hotel in China	3
How mindfulness reduces BNPL usage and how that relates to overall well-being	3
Evaluating the impact of an incentive scheme to encourage pregnant people to set a quit-smoking date	3
Awareness marketing: cause-related marketing without direct contribution	3
Collective impact for ocean literacy – inspiring the next generation of ocean champions using social marketing	3
Exploring engagement with health apps: the emerging importance of situational involvement and individual characteristics	3
Boundary resource interactions in solution networks	3
Beyond influence: unraveling the complex tapestry of digital influencer dynamics in hyperconnected cultures	3
Consumers’ choices between products with different uniqueness duration	3
Digital technology usage as a driver of servitization paths in manufacturing industries	3
Brand systems: integrating branding research perspectives	3
Let’s ROC: a dynamic experience-based roadmap for relational engagement	3
Dashed expectations in service experiences. Effects of robots human-likeness on customers’ responses	3
Consumer anticipation as a performative experience	3
Coincidental brand origins influence persuasion based on need for cognition	3
Tune up or Tune down: does the sound frequency of music influence emotion and behavior in consumer environments?	3
Having less or saving more: the role of social responsibility perception in reducing guilt over luxury purchases	3
The curvilinear and contingent effect of ethical climate on salesperson performance	3
Inclusive innovations in services: leveraging digital technologies for inclusive innovations in healthcare services	3
Spending the most on those who need it the least: gift givers buy more expensive gifts for affluent recipients	3
When feeling good counts! Impact of consumer gratitude and life satisfaction in access-based services	3
Cultural antecedents and consequences of luxury brand personalities	3
Exploring the role grandfathers play in the consumer socialization of children	3
Diffusion between groups: the influence of social brokers on content adoption in social networks	3
The impact of communication and proximity on citizens’ sustainable disposal of e-waste	3
The effect of cultural differences on the relationship between contract governance and opportunism	3
Recruiting volunteers: the roles of fear, hope and courage	3
A reflection on motivating community action to protect an endangered species using marketing	3
Co-creating sustained impact for diversity and inclusion engaged marketing	3
A meta-analytic integration of the theory of planned behavior and the value-belief-norm model to predict green consumption	3