Journal of the Academy of Marketing Science
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#1Ko de RuyterH-Index: 57
#2Debbie Isobel Keeling (University of Sussex)H-Index: 17
Last. Darren W. Dahl (UBC: University of British Columbia)H-Index: 53
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Offering the ideal product that individuals will systematically repurchase (intensification) and satisfying their need for variety in order to make them cross-purchase within a brand-line’s products (diversification) instead of switching toward competitors are two fundamental functions of brand-lines. Both rely on product variety, organized along breadth (complementary products) and depth (substitutes). We analyze the differing impacts that breadth and depth have on brand-line repurchasing behav...
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#1Rosanna Smith (UGA: University of Georgia)H-Index: 6
#2Elham Yazdani (UGA: University of Georgia)H-Index: 1
Last. Lan Anh N Ton (UGA: University of Georgia)
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Consumers seek naturalness across many domains, including physical appearance. It seems that the desire for natural beauty would discourage artificial appearance-enhancement consumption, such as cosmetic use. However, across an analysis of the “no-makeup movement” on Twitter and Nielsen cosmetic sales (Study 1a), an image analysis of #nomakeup selfies using machine learning approaches (Study 1b), and three experiments (Studies 2–4), we find that calls to look natural can be associated with incre...
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#1Valerie Good (GV: Grand Valley State University)H-Index: 2
#2Douglas E. Hughes (USF: University of South Florida)H-Index: 16
Last. Hao Wang (USF: University of South Florida)H-Index: 1
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Much of the current research on salesperson motivation focuses on extrinsic reward expectancy related to compensation, contests, incentives, and quotas. We find that while salespeople want to make money, they also want to make a difference and contribute to society through their work. In Study 1, the qualitative findings reveal that a sense of purpose–the belief that one is making a contribution to a cause greater and more enduring than oneself–is a significant motivator for salespeople. Hence, ...
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#1Gabriel Gazzoli (NMSU: New Mexico State University)
#2Nawar N. Chaker (LSU: Louisiana State University)H-Index: 1
Last. Tom J. Brown (OSU: Oklahoma State University–Stillwater)H-Index: 24
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Customer-oriented frontline employees are motivated by a strong desire to help customers. While such motivation enhances customer outcomes, it can also encourage frontline employees to engage in customer-directed prosocial behaviors that undermine organizational norms. We consider such a possibility and find that: (1) in their quest to satisfy customers’ needs, customer-oriented employees engage in customer-focused voice and/or pro-customer rule breaking, (2) the extent to which employees perfor...
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In the original version of this article, there is a plus sign between βmj between θmj in Eq. 1. Instead it should have been βmj θi.
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#1Wyatt A. Schrock (MSU: Michigan State University)H-Index: 3
#2Douglas E. Hughes (USF: University of South Florida)H-Index: 16
Last. John R. Hollenbeck (MSU: Michigan State University)H-Index: 67
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We explore the complexity of salesperson competitiveness and the concept of self-oriented competitiveness (SOC). Study 1 develops and validates a measure of SOC within a nomological network of achievement-related and personality constructs. Study 2 leverages a field experiment with a corporate sales force to explore alternative financial incentive structures facilitating performance across salespeople possessing different types of competitiveness. Using a contingency approach to leadership behav...
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#1Sven Baehre (UL: University of Limerick)
#2Michele O'Dwyer (UL: University of Limerick)H-Index: 16
Last. Nick Lee (Warw.: University of Warwick)H-Index: 32
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Net Promoter Score (NPS) has been widely adopted by managers as a measure of customer mindset and predictor of sales growth. Over time, practitioners have evolved the use of NPS from its original purpose as a transaction-based customer loyalty metric, towards a metric for tracking overall brand health which includes responses from non-customers. Despite enduring managerial popularity, academics remain skeptical of NPS, citing methodological issues and ongoing concerns with NPS measurement. This ...
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#1Alina Sorescu (A&M: Texas A&M University)H-Index: 16
#2Martin Schreier (WU: Vienna University of Economics and Business)H-Index: 25
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#1Sesil Lim (EUR: Erasmus University Rotterdam)H-Index: 1
#2Bas Donkers (EUR: Erasmus University Rotterdam)H-Index: 28
Last. Benedict G. C. Dellaert (Monash University)H-Index: 34
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Digital technology in financial services is helping consumers gain wider access to investment funds, acquire these funds at lower costs, and customize their own investments. However, direct digital access also creates new challenges because consumers may make suboptimal investment decisions. We address the challenge that consumers often face complex investment decisions involving multiple funds. Normative optimal asset allocation theory prescribes that investors should simultaneously optimize ri...
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