Journal of Marketing最新文献

EXPRESS: Whether, When, How, and Why Sales Managers Should Be Involved in Sales Teams EXPRESS：销售经理是否、何时、如何以及为什么应该参与销售团队

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2026-04-26 DOI: 10.1177/00222429261448212

Daniel E. Chavez, Molly R. Burchett, Brian Murtha

{"title":"EXPRESS: Whether, When, How, and Why Sales Managers Should Be Involved in Sales Teams","authors":"Daniel E. Chavez, Molly R. Burchett, Brian Murtha","doi":"10.1177/00222429261448212","DOIUrl":"https://doi.org/10.1177/00222429261448212","url":null,"abstract":"This manuscript examines whether , when , how , and why sales managers should get involved in customer exchanges as members of sales teams. It does so by drawing on the literature on status and deference in teams to advance novel hypotheses and testing them across seven main studies. Results of Study 1—based on a multisource dataset involving over 5.5 million business-to-consumer (B2C) exchanges—indicate that a sales manager’s involvement as a member of a sales team enhances the team’s performance ( whether ). These performance-enhancing effects are stronger for new customers relative to returning customers ( when ). To address how managers should engage when involved in sales teams, the manuscript introduces the concept of selling position primacy and demonstrates that performance is enhanced when sales managers take on a secondary, rather than a primary, selling position within the team. Experimental results across several settings (e.g., automotive services, retail clothing, and kitchen showroom) reinforce these findings and further identify customer-perceived team status and customer orientation as the mechanisms explaining why sales manager involvement and selling position primacy impact sales performance.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"29 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2026-04-26","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147743921","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 Visibility: The Disability Inclusion Effect in Advertising 超越可见性：广告中的残障包容效应

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2026-04-24 DOI: 10.1177/00222429261447790

Martina Cossu, Zachary Estes, Joachim Vosgerau

{"title":"EXPRESS: Beyond Visibility: The Disability Inclusion Effect in Advertising","authors":"Martina Cossu, Zachary Estes, Joachim Vosgerau","doi":"10.1177/00222429261447790","DOIUrl":"https://doi.org/10.1177/00222429261447790","url":null,"abstract":"People with disabilities are among the most stigmatized groups in society, and the most underrepresented in advertising. We investigate advertising practices by which brands can include people with disabilities in ways that go beyond mere visibility. Across nine preregistered studies involving both hedonic and functional goods and services, we show a robust positive effect of featuring people with disabilities in advertisements on consumers’ attitudes toward the ad, brand, and product. This disability inclusion effect generalizes broadly across products, endorsers (e.g., customers, models), disabilities (both visible and invisible), and consumer segments (people with and without disabilities). It arises because the brand demonstrates its support for the societal integration of people with disabilities. Accordingly, the effect arises whether the brand includes people with disabilities voluntarily or to comply with industry regulation, because both actions can produce the same perceived outcome—meaningful, concrete support of people with disabilities. On the contrary, the effect disappears when a brand’s portrayal emphasizes vulnerability or impairment rather than agency and social inclusion, or the brand conspicuously highlights the model’s disability in the ad itself in a tokenizing manner. Collectively, these studies reveal how managers can support people with disabilities and earn consumers’ patronage without risking their backlash.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"28 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2026-04-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147743995","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: Brand Performativity and Consumers’ Cultivation of Identity Value EXPRESS：品牌表现力与消费者认同价值的培养

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2026-04-18 DOI: 10.1177/00222429261446887

Craig J. Thompson, Anil Isisag

{"title":"EXPRESS: Brand Performativity and Consumers’ Cultivation of Identity Value","authors":"Craig J. Thompson, Anil Isisag","doi":"10.1177/00222429261446887","DOIUrl":"https://doi.org/10.1177/00222429261446887","url":null,"abstract":"How do brands provide identity value to consumers? The marketing literature provides three primary answers to this key managerial question: by building brand communities; by forging anthropomorphized relations whereby consumers regard brands as relationship partners; and by following cultural branding principles. This article argues that these three conceptual frameworks have often misdiagnosed the sources of the identity value that consumers derive from brands. Accordingly, it proposes that brand performativity is an unrecognized explanatory factor that underlies these extant theorizations. Drawing on sociological theories of performativity, it conceptualizes brand performativity as an arrangement of discourses, practices, material resources, normative standards, metrics, and goals that coalesce as a script that consumers can use to cultivate identity value through brand-mediated experiences. Through an analysis of CrossFit, it demonstrates that a theoretical sensitivity to brand performativity provides a fuller picture of how brands generate consumer identity value. It explains how this conceptualization revises strategic implications that follow from the aforementioned theorizations, especially for brands implementing more extensive modes of performativity. It closes with a discussion of the broader applicability of brand performativity framework and how it can help marketing managers transcend the conventional product versus service brand and functional versus expressive branding strategy distinctions.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"28 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2026-04-18","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147708622","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 ABCs of Marketing Principles: A Principles-Based Framework for Marketing Alignment and Adaptation EXPRESS：营销原则的abc：营销对齐和适应的基于原则的框架

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2026-04-14 DOI: 10.1177/00222429261445812

Molly R. Burchett, Brian Murtha, Bernard J. Jaworski

{"title":"EXPRESS: The ABCs of Marketing Principles: A Principles-Based Framework for Marketing Alignment and Adaptation","authors":"Molly R. Burchett, Brian Murtha, Bernard J. Jaworski","doi":"10.1177/00222429261445812","DOIUrl":"https://doi.org/10.1177/00222429261445812","url":null,"abstract":"Prior research on marketing principles focuses mainly on the benefits of using a relatively small set of high-level principles. However, based on 38 in-depth interviews with marketing professionals across firms and industries, we find that principles are far more widespread and hierarchically layered. Informed by these insights, the present research complements prior research by introducing the “ABC” framework of marketing principles: a principles-based system of marketing alignment and adaptation based on Articulating, Bridging, and Calibrating principles throughout an organization. Articulating highlights the tradeoffs of varying a principle’s specificity. Less specific principles offer decision-making flexibility that fosters adaptation but increases misalignment costs (i.e., increased marketing resource misallocation, marketer mental burden, and marketing sprawl). More specific principles offer decision-making clarity that fosters alignment but increases maladaptation costs (i.e., increased marketing staleness, reduced marketer professional development, and increased opportunity costs). To address these tensions, this research identifies two key cost-mitigation processes: Bridging , which involves translating less specific principles into more contextualized guidance, and Calibrating, which involves evaluating and refining more specific principles to ensure they fit with changing conditions. Collectively, these insights underscore a new prescriptive framework for executing the ABC framework to achieve aligned and adaptive marketing strategy execution.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"247 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2026-04-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147682071","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: Climate Communications in IPOs: Unpacking the Influence of Climate Disclosure Volume, Sender, and Message Characteristics 《ipo中的气候传播：揭示气候信息披露量、发送者和信息特征的影响》

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2026-04-14 DOI: 10.1177/00222429261444729

Ankit Anand, Alok R. Saboo, Ritesh Adhyapak

{"title":"EXPRESS: Climate Communications in IPOs: Unpacking the Influence of Climate Disclosure Volume, Sender, and Message Characteristics","authors":"Ankit Anand, Alok R. Saboo, Ritesh Adhyapak","doi":"10.1177/00222429261444729","DOIUrl":"https://doi.org/10.1177/00222429261444729","url":null,"abstract":"Climate disclosures have emerged as a prominent communication tool for firms facing growing pressure to address climate challenges, yet their impact on firm performance remains unclear. This study proposes a nonlinear (U-shaped) relationship between climate disclosure volume and IPO firm performance, grounded in a damage-limitation logic. At low to moderate levels, disclosures amplify risk salience and proprietary costs, damaging valuations. At higher levels, offsetting benefits related to information, stewardship, and climate-friendly reputation outweigh these costs. Using multi-sourced data from 1,586 IPO firms, a BERT-based large language model to identify climate-related text in prospectuses, and econometric methods that address endogeneity, the authors find support for the proposed U-shaped relationship. The research further demonstrates that sender characteristics (underwriter reputation, customer concentration, and market orientation) and message characteristics (discretionary disclosure and message clarity) moderate the nonlinear relationship. Post-hoc analyses decomposing disclosure content reveal that climate risk disclosures damage valuations. In contrast, climate risk-management disclosures (governance, strategy, and metrics/targets) generate positive effects, suggesting that disclosure effectiveness depends on both volume and content composition. These effects persist in the long-term performance of firms. The findings provide actionable insights for firms developing disclosure strategies and policymakers encouraging climate-related communication.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"31 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2026-04-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147682136","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: Automated Versus Human-Operated: Impact of AI-Driven Autonomous Stores on Prosocial Behavior EXPRESS：自动化与人工操作：人工智能驱动的自主商店对亲社会行为的影响

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2026-04-14 DOI: 10.1177/00222429261445436

Xiaoyan (Jenny) Liu, Chi Hoang, Sharon Ng

{"title":"EXPRESS: Automated Versus Human-Operated: Impact of AI-Driven Autonomous Stores on Prosocial Behavior","authors":"Xiaoyan (Jenny) Liu, Chi Hoang, Sharon Ng","doi":"10.1177/00222429261445436","DOIUrl":"https://doi.org/10.1177/00222429261445436","url":null,"abstract":"Many leading retailers have introduced AI-driven autonomous stores, sparking a trend that others are eager to follow. Although prior research has emphasized consumer acceptance of these formats and their operational advantages (e.g., reduced costs, improved efficiency), their broader societal consequences remain underexplored. Across nine online and field experiments, this research demonstrates that consumers engage in less prosocial behavior after interacting with AI-driven autonomous (vs. human-operated) stores. This effect stems from a diminished sense of social connectedness caused by the absence of human interaction at key service touchpoints (e.g., reception, checkout) and persists across both non-embodied and embodied humanlike AI systems. Three boundary conditions specify when this adverse effect can be mitigated, spanning the consumer context (joint consumption), firm context (consumer-welfare AI framing), and charitable organization context (self-benefiting prosocial appeal). Together, these findings provide the first empirical evidence of the social costs associated with autonomous retail formats and offer actionable insights for marketers, charitable organizations, and policymakers seeking to balance technological efficiency with societal well-being in an increasingly automated world.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"2 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2026-04-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147682070","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: Human or AI? Identity Salience Enhances Historically Marginalized (But Not Privileged) Consumers’ Choice of Algorithmic Service Providers 人类还是人工智能？身份显著性增强了历史上被边缘化（但不是特权）的消费者对算法服务提供商的选择

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2026-04-08 DOI: 10.1177/00222429261444284

Yeseul Kim, Dipayan Biswas, Courtney Szocs, Khalia Jenkins

{"title":"EXPRESS: Human or AI? Identity Salience Enhances Historically Marginalized (But Not Privileged) Consumers’ Choice of Algorithmic Service Providers","authors":"Yeseul Kim, Dipayan Biswas, Courtney Szocs, Khalia Jenkins","doi":"10.1177/00222429261444284","DOIUrl":"https://doi.org/10.1177/00222429261444284","url":null,"abstract":"When their identity is salient, consumers from historically marginalized and privileged groups are differentially influenced when it comes to choosing algorithmic service providers (e.g., AI-enabled tellers, chatbots, robots, and digital kiosks). Under identity salience, as it would be in a service context where the service providers are all from historically privileged groups, consumers from historically marginalized groups (e.g., Black people) become concerned about identity-based social judgment. Underrepresentation of historically marginalized groups in white-collar professions (e.g., financial services), regulatory pressures to abandon diversity hiring initiatives, and a tight labor market, make it increasingly difficult for companies to ensure diversity among frontline employees. How can managers provide consumers from historically marginalized groups the services they seek in non-diverse settings while balancing other constraints and reducing identity-based social judgment concerns? The results of a series of field studies and controlled experiments suggest that algorithmic service providers can provide a means to serve historically marginalized consumers in non-diverse service settings. The effect attenuates in service contexts where historically marginalized consumers are less concerned about identity-based social judgment. Interestingly, identity salience does not influence historically privileged consumers’ choice of algorithmic service providers.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"64 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2026-04-08","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147635900","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: Extended Reality in Business-to-Business Sales: Performance Implications, Adoption Drivers, and Contingency Effects 企业对企业销售中的扩展现实：绩效暗示、采用驱动因素和偶然性效应

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2026-04-03 DOI: 10.1177/00222429261443286

Janina Mettler, Aline Lanzrath, Christian Homburg

{"title":"EXPRESS: Extended Reality in Business-to-Business Sales: Performance Implications, Adoption Drivers, and Contingency Effects","authors":"Janina Mettler, Aline Lanzrath, Christian Homburg","doi":"10.1177/00222429261443286","DOIUrl":"https://doi.org/10.1177/00222429261443286","url":null,"abstract":"Extended reality (XR) technologies hold the potential to transform buyer–seller relationships in business-to-business (B2B) sales. Yet, the consequences, antecedents, and contingency effects of XR integration in B2B organizations remain underexplored. Drawing on multimethod evidence, including a prestudy, quasi-experimental field data (Studies 1a and 1b), a cross-industry salesperson survey (Study 2a), and between-subjects experiments with B2B salespeople (Study 2b) and buyers (Study 3), the authors find that XR improves buyer- and seller-related outcomes (e.g., loyalty, upselling) by strengthening customers’ mental imagery ability, ultimately improving sales success. However, the findings reveal contingencies: XR is most successful for complex, haptic products, with benefits holding across face-to-face and remote meetings. On the buyer side, any incremental information load associated with XR is modest and, where present, outweighed by imagery-mediated gains. On the seller side, however, XR can increase role stress, while an adaptive selling orientation attenuates this effect. Beyond outcomes, the authors examine adoption drivers and inhibitors at the individual and technology-utility levels and highlight organizational innovativeness and salespeople’s XR experience as contingencies. Overall, the findings specify when, why , and how XR creates value in B2B sales and how firms can implement it to maximize customer engagement and sales while safeguarding salespeople’s well-being.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"218 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2026-04-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147598568","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: When Consumer Betrayal Spreads: Transmission and Compounding Effects in High-Stakes Situations EXPRESS：当消费者背叛蔓延：高风险情况下的传导和复合效应

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2026-04-01 DOI: 10.1177/00222429261442567

Lynn Sudbury-Riley, Katy Kerrane, Michael Haenlein

{"title":"EXPRESS: When Consumer Betrayal Spreads: Transmission and Compounding Effects in High-Stakes Situations","authors":"Lynn Sudbury-Riley, Katy Kerrane, Michael Haenlein","doi":"10.1177/00222429261442567","DOIUrl":"https://doi.org/10.1177/00222429261442567","url":null,"abstract":"Betrayal is a harmful phenomenon that damages relationships and imposes significant psychological and financial costs. This research examines consumer experiences of multiple betrayals by multiple actors in high-stakes situations, where the consequences for consumers are exceptionally devastating. Drawing on the lived experiences of the bereaved during the COVID-19 pandemic, the study finds that consumers perceive betrayal as originating from five interrelated levels. These betrayals often influence and facilitate other betrayals, a dynamic referred to as transmission effects in which acts of betrayal propagate across and between levels. Results reveal that the depth and breadth of betrayal often transcend isolated brand incidents, and that multiple betrayals create a compounding effect where consumers spread the net of blame to include not just individual organizations but also the systems that govern them, and even broader societal structures. The research also spotlights the severe impact of betrayal on consumer wellbeing in the form of moral injury. By expanding the scope and implications of consumer betrayal, this paper offers both theoretical and managerial contributions by deepening our understanding of how betrayal occurs, its effects on consumers, and how marketers might work to prevent or mitigate it.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"21 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2026-04-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147586576","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: Political Ideology Shapes Consumer Responses to Addictive Products EXPRESS：政治意识形态塑造了消费者对上瘾产品的反应

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2026-03-27 DOI: 10.1177/00222429261440794

Jasmina Ilicic, Stacey Brennan

{"title":"EXPRESS: Political Ideology Shapes Consumer Responses to Addictive Products","authors":"Jasmina Ilicic, Stacey Brennan","doi":"10.1177/00222429261440794","DOIUrl":"https://doi.org/10.1177/00222429261440794","url":null,"abstract":"Consumption of addictive products, such as gambling, alcohol, tobacco, gaming, fast food, and illicit drugs, are an important public health and policy issue. Research identifies that political ideology influences positive consumer behaviors, but little is known about whether political ideology shapes negative consumer behavior. Through a ten study multi-method investigation including a large correlational study, field study, and eight online studies (including six experiments), the authors reveal the relationship between political ideology and consumer responses to addictive products. Results indicate that political conservatism, as opposed to liberalism, is associated with more favorable consumer attitudes, intentions, and behavior towards addictive products, due to a stronger sense of agency, which reduces perceptions of product danger. The findings show that the positive relationship between political conservatism, sense of agency, perceived product danger, and subsequent responses to addictive products can be attenuated through exposure to personally directed threat appeals (i.e., threat messages with second-person pronouns). This research advances political ideology research in marketing by demonstrating how it shapes responses to addictive products and provides practical ways to shift its potential harmful effects.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"58 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2026-03-27","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147524054","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