Journal of the Academy of Marketing Science最新文献

The sustainable edge effect: How nuanced semantic meanings of different eco-labels influence consumer judgments 可持续边缘效应：不同生态标签的细微语义如何影响消费者的判断

IF 18.2 1区管理学

Journal of the Academy of Marketing Science Pub Date : 2026-09-04 DOI: 10.1007/s11747-026-01194-w

Julia van de Sandt, Elise Chandon Ince, Mathew S. Isaac, Rajesh Bagchi

{"title":"The sustainable edge effect: How nuanced semantic meanings of different eco-labels influence consumer judgments","authors":"Julia van de Sandt, Elise Chandon Ince, Mathew S. Isaac, Rajesh Bagchi","doi":"10.1007/s11747-026-01194-w","DOIUrl":"https://doi.org/10.1007/s11747-026-01194-w","url":null,"abstract":"Although different eco-labels are often used interchangeably to signal a product’s environmental impact, this research shows that the specific terminology that is used can have important marketplace implications. We demonstrate that labeling a product as sustainable gives it an edge over labeling it as green , increasing its choice share over a conventional alternative lacking an eco-label. This “sustainable edge effect” arises from the semantic association of sustainable with longevity, which affects inferences consumers make about the product’s design process and durability. Consequently, the effect occurs more often when consumers are concerned about product durability. This research contributes to the academic literature by showing that two highly prevalent (yet unregulated) eco-labels are construed by consumers as being markedly different, which can yield different temporal orientations. Beyond providing deeper understanding of semantics and inferences in labeling, our findings offer implications for marketers and policymakers, helping curb greenwashing and encouraging planet-friendly behaviors.","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":"18 1","pages":""},"PeriodicalIF":18.2,"publicationDate":"2026-09-04","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148883466","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

To go public or private: Handling consumer complaints from a dynamic triadic perspective 公开还是私下：从动态三合一的角度处理消费者投诉

IF 18.2 1区管理学

Journal of the Academy of Marketing Science Pub Date : 2026-08-29 DOI: 10.1007/s11747-026-01196-8

Hsiu-Yu Hung, Ajay Kumar, V. Kumar, Paul Benjamin Lowry, Chih-Cheng Lin

引用次数: 0

The unintended consequences of peer comments on review contributions 同行对评审贡献的评论带来的意想不到的后果

IF 18.2 1区管理学

Journal of the Academy of Marketing Science Pub Date : 2026-08-28 DOI: 10.1007/s11747-026-01195-9

Haofeng Jin, Lili Wang

引用次数: 0

Editorial Expression of Concern: A structural model of purchases, returns, and return-based targeting strategies 关注的编辑表达：购买、回报和基于回报的目标策略的结构模型

IF 18.2 1区管理学

Journal of the Academy of Marketing Science Pub Date : 2026-08-28 DOI: 10.1007/s11747-026-01199-5

Jialie Chen

引用次数: 0

Introducing the special issue on influencer marketing with extension into synthetic word of mouth: How AI shapes the future of influencer marketing 介绍网红营销的特刊，延伸到合成口碑：人工智能如何塑造网红营销的未来

IF 18.2 1区管理学

Journal of the Academy of Marketing Science Pub Date : 2026-08-26 DOI: 10.1007/s11747-026-01198-6

Michael Haenlein, P. K. Kannan, Eitan Muller, Risqo Wahid

{"title":"Introducing the special issue on influencer marketing with extension into synthetic word of mouth: How AI shapes the future of influencer marketing","authors":"Michael Haenlein, P. K. Kannan, Eitan Muller, Risqo Wahid","doi":"10.1007/s11747-026-01198-6","DOIUrl":"https://doi.org/10.1007/s11747-026-01198-6","url":null,"abstract":"Artificial intelligence (AI) is transforming word of mouth (WOM) and influencer marketing. This development gives rise to synthetic WOM, a form of WOM in which AI participates in creating, mediating, evaluating, and/or acting on the consumption-related communication. Despite its growing prevalence, existing research has not fully conceptualized synthetic WOM or explained how consumers perceive varying degrees of machine involvement in WOM content. This article addresses these gaps by developing a conceptual framework that integrates AI into the core WOM elements of source, message, channel, and receiver. This article also introduces the notion of degree of syntheticity, defined as consumers’ perceptions of the extent to which WOM reflects machine-driven rather than human-driven processes, and conceptualizes it as a multidimensional construct encompassing narrative, voice, appearance, and consumption syntheticity. Building on this framework, this article outlines key directions for future research, including the role of AI agents as communicators and receivers, AI-to-AI WOM environments, and the potential dark and regulatory implications of synthetic WOM. This work advances understanding of how AI reshapes WOM and offers a foundation for future theory and research.","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":"5 1","pages":""},"PeriodicalIF":18.2,"publicationDate":"2026-08-26","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148842819","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

The language of leaving: Decoding defection via B2B customer language features 离职语言：通过B2B客户语言特征解码背叛

IF 18.2 1区管理学

Journal of the Academy of Marketing Science Pub Date : 2026-08-24 DOI: 10.1007/s11747-026-01192-y

Peter Nguyen, Scott B. Friend, Christopher P. Blocker

{"title":"The language of leaving: Decoding defection via B2B customer language features","authors":"Peter Nguyen, Scott B. Friend, Christopher P. Blocker","doi":"10.1007/s11747-026-01192-y","DOIUrl":"https://doi.org/10.1007/s11747-026-01192-y","url":null,"abstract":"Customer language data (e.g., online reviews, call transcripts) is widely available. Yet, research in B2B contexts is still in its early stages of analyzing a full range of customer language features to derive insight. Using an empirics-first approach, this research sequentially identifies robust and parsimonious language features in B2B customer data that are diagnostic of customer experiences and predictive of forthcoming purchasing decisions. The authors examine five categories of how business customers speak: sentiment, temporality, certainty, concreteness, and personal pronouns. Results reveal that sentiment and temporality consistently reflect customer experience and provide incremental predictive value of customer defections within request-for-proposal (RFP) decisions. The authors demonstrate this pattern across customers’ written (Study 1), spoken (Study 2), and pre-RFP (Study 3) language. These studies leverage empirical regularities to advance early-stage theorizing around psychological distance and language-based models of customer defection. Illustrating the managerial relevance of customer language features, findings show that in a customer’s collective communication prior to an RFP decision, a 1% increase in past focus raises the odds of a multimillion-dollar RFP defection by 8.4%. The research also equips practitioners to compute sentiment and temporality in customer language via large-language-model prompts and statistical code, facilitating resource allocation and prioritization of customer accounts.","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":"17 1","pages":""},"PeriodicalIF":18.2,"publicationDate":"2026-08-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148842954","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

The social mystery effect: How social versus solitary consumption influences consumer preference for mystery products 社会神秘效应：社会消费与个人消费如何影响消费者对神秘产品的偏好

IF 18.2 1区管理学

Journal of the Academy of Marketing Science Pub Date : 2026-08-20 DOI: 10.1007/s11747-026-01191-z

Yanzheng Liu, Ying Ding

引用次数: 0

Beyond the standard: The impact of mannequin body diversity on brand perceptions and consumer behavior 超越标准：人体模特身体多样性对品牌认知和消费者行为的影响

IF 18.2 1区管理学

Journal of the Academy of Marketing Science Pub Date : 2026-08-19 DOI: 10.1007/s11747-026-01197-7

Alexander B. Pratt, Clay M. Voorhees, Lacey K. Wallace

{"title":"Beyond the standard: The impact of mannequin body diversity on brand perceptions and consumer behavior","authors":"Alexander B. Pratt, Clay M. Voorhees, Lacey K. Wallace","doi":"10.1007/s11747-026-01197-7","DOIUrl":"https://doi.org/10.1007/s11747-026-01197-7","url":null,"abstract":"Retailers are increasingly incorporating mannequins with diverse body types into their store displays, yet little is known about how consumers respond to this form of visual merchandising. Across seven studies, we examine how mannequin body diversity influences consumer evaluations of brands and products. We find that displays featuring both traditional-size and plus-size mannequins lead to more favorable brand attitudes and higher willingness to pay than displays featuring only one body type. These effects operate through two complementary mechanisms. At the individual level, diverse mannequin displays strengthen self-brand connection by increasing the personal relevance of the brand. At a broader, other-oriented level, diverse mannequins increase perceived brand inclusivity by signaling that the brand represents a wide range of consumers. We also identify important boundary conditions. The effectiveness of diverse mannequin displays is moderated by brand positioning, such that effects are attenuated for luxury brands. The identity-based pathway through self-brand connection is moderated by consumers’ body mass index, with weaker effects at lower BMI levels. We further find that these effects generalize beyond body-type diversity: we demonstrate that mannequin skin tone diversity also produces similar benefits for brand attitudes. Together, these findings demonstrate when and why mannequin diversity shapes consumer responses and how visual merchandising strategies influence brand evaluations.","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":"9 1","pages":""},"PeriodicalIF":18.2,"publicationDate":"2026-08-19","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148768923","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

Visual strategies in influencer marketing campaigns: The role of consistency 影响者营销活动中的视觉策略：一致性的作用

IF 18.2 1区管理学

Journal of the Academy of Marketing Science Pub Date : 2026-08-05 DOI: 10.1007/s11747-026-01188-8

Ali Boluki, Edlira Shehu, Tammo H. A. Bijmolt

{"title":"Visual strategies in influencer marketing campaigns: The role of consistency","authors":"Ali Boluki, Edlira Shehu, Tammo H. A. Bijmolt","doi":"10.1007/s11747-026-01188-8","DOIUrl":"https://doi.org/10.1007/s11747-026-01188-8","url":null,"abstract":"This research analyzes the role of visual features in influencer marketing campaigns, focusing on visual consistency within campaigns. Using 707 posts and 1,105 stories from 182 campaigns, we extract 47 visual and consistency features along four fundamental visual dimensions: color, complexity, composition, and content. Results show that visual consistency is a key factor. Posts perform better when visually consistent, while stories require a feature-specific mix of consistency and variation. These associations differ by influencer size and campaign type: Consistency is most effective for posts by macro influencers, whereas variation is positively linked to stories by micro influencers. Product campaigns favor consistency in posts but variation in stories; service campaigns show mixed patterns for both formats. Simulations show that a model-informed visual strategy outperforms briefing strategies that ignore consistency or focus exclusively on consistency and variation, emphasizing the value of managing feature-specific consistency. These findings offer practical guidance for visual strategies in influencer marketing campaigns.","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":"91 1","pages":""},"PeriodicalIF":18.2,"publicationDate":"2026-08-05","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148693349","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

Actor engagement management in multi-actor settings 多参与者设置中的参与者参与管理

IF 18.2 1区管理学

Journal of the Academy of Marketing Science Pub Date : 2026-08-04 DOI: 10.1007/s11747-026-01182-0

Elina Jaakkola, Suvi Nenonen, Matthew Alexander, Kaj Storbacka

{"title":"Actor engagement management in multi-actor settings","authors":"Elina Jaakkola, Suvi Nenonen, Matthew Alexander, Kaj Storbacka","doi":"10.1007/s11747-026-01182-0","DOIUrl":"https://doi.org/10.1007/s11747-026-01182-0","url":null,"abstract":"Contemporary marketing increasingly relies on engagement from diverse actors beyond the firm–customer dyad. Yet existing research offers limited guidance on how to strategically manage multi-actor engagement. We develop a framework for Actor Engagement Management (AEM), comprising three foundational activities: Setting engagement scope, Evaluating actor engagement, and Facilitating actor engagement behaviors. We then identify four ideal types of AEM that translate the theoretical framework into actionable managerial approaches in complex, multi-actor settings comprising differing degrees of role heterogeneity among engaging actors and varying network distance from the focal firm. This study responds to calls for a deeper understanding of engagement management and contributes to the evolution of marketing thought by extending engagement theory into complex, multi-actor domains. Specifically, it (1) positions AEM as a strategic approach that is shaped by the complexity inherent in multi‑actor environments, (2) advances a systemic, dynamic view on AEM, (3) unravels the impact of multi-actor complexities on AEM, and (4) highlights the relevance of disengagement for AEM.","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":"2 1","pages":""},"PeriodicalIF":18.2,"publicationDate":"2026-08-04","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148693351","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