Journal of Marketing最新文献

EXPRESS: Holistic Selling – An Emerging Paradigm in B2B Markets 《整体销售——B2B市场的新兴范式》

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2025-04-21 DOI: 10.1177/00222429251338820

Tim Kalwey, Manfred Krafft, Yeji Lim, Murali K. Mantrala

{"title":"EXPRESS: Holistic Selling – An Emerging Paradigm in B2B Markets","authors":"Tim Kalwey, Manfred Krafft, Yeji Lim, Murali K. Mantrala","doi":"10.1177/00222429251338820","DOIUrl":"https://doi.org/10.1177/00222429251338820","url":null,"abstract":"Contemporary trends in the buying behavior of increasingly technology-empowered business customers are triggering disruptive shifts in B2B selling and sales management, which have recently been the subject of extensive research. So far, however, there has been no comprehensive investigation into how foundational elements of B2B selling, encompassing its purpose, the salesperson’s role, and core selling activities, are being impacted by rapidly evolving B2B buying behaviors. This research probes this issue, drawing on the theories-in-use of B2B executives and salespeople struggling to meet today’s B2B selling challenges. The authors find that a novel selling paradigm is emerging, which they call Holistic Selling (HS) . The paper details how HS differs from the existing paradigms of personal selling, relational selling, and digital selling regarding the foundational elements of B2B selling. Under HS, the key role of the salesperson evolves from ‘order getting’ or ‘long-term relationship building’ in existing paradigms to ‘orchestrating’ all buyer-seller touchpoints to boost buyers along buyer-led purchase journeys. Propositions are provided for the effect of HS versus other paradigms on buying effectiveness at different purchase journey stages, along with key boundary conditions of this effect. The paper closes with implications for reorienting B2B sales organizations and future research directions.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"90 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2025-04-21","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143857723","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

EXPRESS: The Power of Proximity: Exploring Narrative Language in Consumer Reviews 快讯接近的力量：探索消费者评论中的叙事语言

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2025-04-15 DOI: 10.1177/00222429251336706

Anne Hamby, Brent McFerran, Christie Fuller

{"title":"EXPRESS: The Power of Proximity: Exploring Narrative Language in Consumer Reviews","authors":"Anne Hamby, Brent McFerran, Christie Fuller","doi":"10.1177/00222429251336706","DOIUrl":"https://doi.org/10.1177/00222429251336706","url":null,"abstract":"Marketers know the importance of online reviews, but what can be done to improve the prompts asking consumers to review? Across eight studies, the present work shows that a prompt that encourages writing reviews for a close audience enhances consumers’ use of narrative language. A growing body of literature reveals that narratives are powerful persuasive devices for shaping audiences’ beliefs, including when reading online reviews. However, little is known about what aspects shape the communicator’s use of narrative language in the first place. A prompt that encourages writers to imagine as though they were writing for a close audience increases narrativity, an effect mediated by consumers’ tendency to write in a natural, less effortful style when writing for a close (vs. distant) audience. The effect is attenuated when people write about material (vs. experiential) purchases, and when people write on a smartphone (vs. PC). Consumers find writing for close others to be at least as enjoyable as several other prompts, but with improved outcomes for firms. As most review sites provide limited guidance on how to write, this research offers an inexpensive and scalable intervention to improve reviews and the review writing experience.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"82 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2025-04-15","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143832268","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

EXPRESS: Strategic Change Capability in Marketing Organizations: Conceptualization, Scale Development, and Validation 营销组织的战略变革能力：概念、规模发展和验证

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2025-04-02 DOI: 10.1177/00222429251333771

Georgios S. Bekos, Simos Chari, Matti Jaakkola, Heiner Evanschitzky

{"title":"EXPRESS: Strategic Change Capability in Marketing Organizations: Conceptualization, Scale Development, and Validation","authors":"Georgios S. Bekos, Simos Chari, Matti Jaakkola, Heiner Evanschitzky","doi":"10.1177/00222429251333771","DOIUrl":"https://doi.org/10.1177/00222429251333771","url":null,"abstract":"In dynamic and uncertain business environments, marketing organizations need to be constantly ready to enact strategic changes. However, a robust measure for capturing the organizational capabilities and underlying marketing activities required to achieve effective marketing-related strategic changes is lacking. This study addresses this gap by developing a measurement tool for strategic change capability (SCC). Drawing on interviews with marketing consultants and senior marketing managers, the authors conceptualize SCC as a multidimensional dynamic marketing capability that comprises five dimensions: establishing the business case for change, preparing employees for change, setting up the organization for implementing change, institutionalizing change, and assessing and adjusting implementation. Following rigorous scale development procedures, including (1) item generation, (2) expert evaluation, (3) scale purification, (4) scale validity, (5) nomological and predictive validity, and (6) scale generalizability studies, a psychometrically sound and reliable measure of SCC is developed. The SCC scale facilitates different types of strategic marketing change and predicts performance outcomes better than established constructs (i.e., strategic flexibility, agility, adaptiveness, and responsiveness). This study contributes to the dynamic capabilities theory and provides empirically substantiated guidance for marketing organizations on how to prepare for and effectively enact strategic changes in dynamic business environments.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"183 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2025-04-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143766486","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

EXPRESS: Owners’ Willingness to Accept in the Sharing Economy 快车：共享经济下车主的接受意愿

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2025-04-02 DOI: 10.1177/00222429251332889

Gretchen R. Ross, Eunice Kim, Margaret G. Meloy

引用次数: 0

EXPRESS: Putting Words in Their Mouths: Firm-Generated User Content and Consumer Sharing Behavior EXPRESS：把话放进他们的嘴里：企业生成的用户内容和消费者分享行为

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2025-03-21 DOI: 10.1177/00222429251331483

Jonathan M. Beck, Clay M. Voorhees, Paul W. Fombelle, Katherine N. Lemon

{"title":"EXPRESS: Putting Words in Their Mouths: Firm-Generated User Content and Consumer Sharing Behavior","authors":"Jonathan M. Beck, Clay M. Voorhees, Paul W. Fombelle, Katherine N. Lemon","doi":"10.1177/00222429251331483","DOIUrl":"https://doi.org/10.1177/00222429251331483","url":null,"abstract":"User-generated content, such as word of mouth, traditionally has been immune to firm influences. However, companies have recently started developing content and encouraging consumers to post it rather than relying solely on organic consumer-generated content. Such firm-generated user content (FGUC), which consumers can share easily, potentially alters their sharing behavior by providing specific language to be included in users’ posts. In investigating the effectiveness of FGUC, the current research addresses if and when consumers share this content and whether they alter it. It also identifies which mechanisms drive sharing decisions and the moderating effects of satisfaction. With a series of lab and field studies, the authors demonstrate that providing FGUC increases the likelihood that consumers share a post about their brand experience, by making the sharing process easier. It also tempers the extent to which dissatisfied consumers share posts, by creating incongruence with their experience. This initial, extensive assessment of the emerging FGUC phenomenon offers relevant guidance for marketers regarding when and how to use this novel tool and the potential implications for consumer welfare.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"93 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2025-03-21","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143666166","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

EXPRESS: Curating the Crowd: How Firms Manage Social Fit to Stage Social Atmospheres

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2025-03-13 DOI: 10.1177/00222429251328277

Ilias Danatzis, Tim Hill, Ingo O. Karpen, Michael Kleinaltenkamp

{"title":"EXPRESS: Curating the Crowd: How Firms Manage Social Fit to Stage Social Atmospheres","authors":"Ilias Danatzis, Tim Hill, Ingo O. Karpen, Michael Kleinaltenkamp","doi":"10.1177/00222429251328277","DOIUrl":"https://doi.org/10.1177/00222429251328277","url":null,"abstract":"In sectors across the experience economy—from live sports to festivals, nightlife entertainment, private members’ clubs, and invite-only events—firms compete by staging social atmospheres. When firms successfully stage social atmospheres, they benefit from enhanced customer experiences, loyalty, and place attachment. However, social atmospheres often fail when firms struggle to bring together the ‘optimal mix’ of customers. Yet marketing research offers limited insight into how firms can attract and select heterogeneous customers who fit together productively to create meaningful shared experiences of place. Accordingly, this article draws on aesthetic work literature to conceptualize social atmosphere curation— the process through which firms manage customer heterogeneity to achieve social fit as a means to stage social atmospheres. Through an ethnographic study of Berlin’s iconic electronic music club scene, this paper reveals a three-stage social atmosphere curation model, comprising curation mechanisms of cultivation, selection, and mystification. This research advances marketing scholarship’s understanding of social atmospheres, customer heterogeneity, and marketplace inclusion and exclusion. By outlining the managerial tasks associated with each curation mechanism, this study provides actionable guidance for managers across various service contexts on how to curate the right crowd to deliberately stage social atmospheres.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"16 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2025-03-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143618484","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

EXPRESS: Too Many or Too Few? Information Cues in Recommender Systems and Consequences for Search and Purchase Behavior

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2025-03-13 DOI: 10.1177/00222429251326941

Xing Fang, SunAh Kim, Pradeep K. Chintagunta

{"title":"EXPRESS: Too Many or Too Few? Information Cues in Recommender Systems and Consequences for Search and Purchase Behavior","authors":"Xing Fang, SunAh Kim, Pradeep K. Chintagunta","doi":"10.1177/00222429251326941","DOIUrl":"https://doi.org/10.1177/00222429251326941","url":null,"abstract":"This paper examines how the number of information cues in recommender systems influences consumer search and purchase. E-commerce platforms often display a list of recommended products on product pages, where consumers can browse and click on individual items for details. Given space constraints, determining the appropriate amount of information to display is crucial, as it affects consumers’ use of both recommender systems and non-recommender search tools. Through a field experiment with an online retailer, we test four information designs: no cues (product name only), single cues (either price or review), and dual cues (price and review). We find an inverted U-shaped relationship between the number of information cues and sales, with single cues yielding the highest sales compared to both more (dual cues) and less information (no cues). This nonlinear effect stems from the interplay between search intensity and efficiency. The no-cue condition increases search intensity but forces consumers to rely on a less efficient non-recommender search process. In contrast, the highly efficient dual-cue condition provides sufficient information for evaluation but discourages further exploration beyond recommenders. Single cues strike a balance, offering just enough information to aid product evaluation while maintaining high search intensity across both recommender and non-recommender tools.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"96 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2025-03-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143618548","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

EXPRESS: The Collective Identity Effect: How Group-Level Identity Influences Individual Behavior

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2025-02-25 DOI: 10.1177/00222429251325219

Brad. D. Carlson, D. Todd Donavan, Jeremy S. Wolter, James G. Maxham, Pei Xu

{"title":"EXPRESS: The Collective Identity Effect: How Group-Level Identity Influences Individual Behavior","authors":"Brad. D. Carlson, D. Todd Donavan, Jeremy S. Wolter, James G. Maxham, Pei Xu","doi":"10.1177/00222429251325219","DOIUrl":"https://doi.org/10.1177/00222429251325219","url":null,"abstract":"This study investigates group-level customer–company identification (CCI), extending social identity theory to explore how individual-level identification evolves into strong, collective group dynamics. By analyzing interconnected customer groups, the research demonstrates how these dynamics shape individual behavior and drive organizational outcomes across diverse group types. Drawing on a comprehensive, three-year data set from a national retailer, the study assesses collective CCI within these groups. The findings reveal that group-level CCI significantly influences individual CCI, which in turn affects consumer spending and share of wallet. Furthermore, the research identifies the optimal conditions for maximizing group influence, highlighting that moderately sized (10-20 members), homogenous groups that meet three to ten times per year have the greatest impact. These insights enhance the understanding of CCI by focusing on group-level effects and extending social identity theory to address the conditions under which group-level identification exerts the strongest influence. The study offers practical strategies for managers to build group cohesion, foster loyalty, and improve customer interactions by leveraging group dynamics across organizational, social, and consumer contexts.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"1 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2025-02-25","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143485764","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

EXPRESS: Beyond Opt-Out: How Presumed-Consent Language Shapes Persuasion

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2025-02-17 DOI: 10.1177/00222429251323885

Romain Cadario, Jenny Zimmermann, Bram Van den Bergh

{"title":"EXPRESS: Beyond Opt-Out: How Presumed-Consent Language Shapes Persuasion","authors":"Romain Cadario, Jenny Zimmermann, Bram Van den Bergh","doi":"10.1177/00222429251323885","DOIUrl":"https://doi.org/10.1177/00222429251323885","url":null,"abstract":"When using opt-out (vs. opt-in) policies, choice architects presume that people consent, rather than explicitly asking them to state their consent. While opt-out policies often increase compliance, they are also associated with managerial issues such as ethical considerations, legal regulations, limited public support, and increased no-show rates. This research demonstrates that choice architects can also establish presumed-consent through the language they use, holding the opt-in policy constant. Seven studies in various health domains indicate that presumed-consent language (e.g., “a vaccine was arranged for you”) rather than explicit-consent language (e.g., “you can choose to get a vaccine”) increases persuasion (i.e., behavioral intentions, actual behaviors). This effect occurs through perceived endorsement: Decision makers infer through the presumed-consent language that the desired health behavior (e.g., vaccination) is the recommended course of action. Furthermore, this research examines the proposed endorsement process under various conditions. When product tangibility is low (e.g., a flu shot), the effectiveness of presumed-consent language stems primarily from perceived endorsement rather than psychological ownership or perceived ease. In contrast, when product tangibility is high (e.g., a sunscreen lotion), the effect stems primarily from psychological ownership rather than perceived endorsement or perceived ease.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"35 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2025-02-17","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143435242","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

EXPRESS: Multichannel Effects of Mobile Infeed Advertising

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2025-02-13 DOI: 10.1177/00222429251322447

Yiyi Li, Mengzhou Zhuang, Eric (Er) Fang

{"title":"EXPRESS: Multichannel Effects of Mobile Infeed Advertising","authors":"Yiyi Li, Mengzhou Zhuang, Eric (Er) Fang","doi":"10.1177/00222429251322447","DOIUrl":"https://doi.org/10.1177/00222429251322447","url":null,"abstract":"With infeed advertising becoming an increasingly popular advertising tool for advertisers to reach mobile consumers, the authors propose an integrated model of contemporaneous, carryover, and spillover effects to measure the incremental contributions of infeed ads in multiple types of mobile apps: newsfeed, social, and video. They empirically examine the three proposed effects of newsfeed ads, social feed ads, and video feed ads using data from a large-scale ad campaign for a new mobile game. The data set contains 10,115,801 impressions, 286,506 clicks, and 12,706 conversions. First, the findings show that social feed ads have the strongest contemporaneous effects on both ad clicks and conversions; social feed ads are 1.87 times more likely to generate a click and 1.69 times more likely to generate a conversion than newsfeed ads, followed by video feed ads (clicks: 1.73 times; conversions: 1.55 times). Second, video feed ads have the strongest carryover effect, followed by social feed ads, while newsfeed ads have a negative carryover effect. Third, newsfeed ads exhibit the strongest spillover effect; prior newsfeed ad exposures are more effective than prior social or video feed ad exposures at promoting clicks and conversions upon subsequent exposure in other channels.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"2 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2025-02-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143401198","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0