Journal of the Academy of Marketing Science最新文献_第10页

How do firms value sales career paths? 公司如何评价销售职业道路？

IF 9.5 1区管理学

Journal of the Academy of Marketing Science Pub Date : 2024-01-01 Epub Date: 2023-06-17 DOI: 10.1007/s11747-023-00952-4

Ali Reza Keshavarz, Dominique Rouzies, Francis Kramarz, Bertrand Quelin, Michael Segalla

{"title":"How do firms value sales career paths?","authors":"Ali Reza Keshavarz, Dominique Rouzies, Francis Kramarz, Bertrand Quelin, Michael Segalla","doi":"10.1007/s11747-023-00952-4","DOIUrl":"10.1007/s11747-023-00952-4","url":null,"abstract":"Sales employees can build their careers across industries, firms, and occupations. Yet it is unclear how their sales career paths affect their compensation. To assess the value of their experience, we examine the paychecks drawn by nearly 25,000 sales employees over 22 years. Consistent with our arguments, we find that firms place greater value on sales managers' experience than salespeople's, reflecting the multiplier effect attributed to managers. In particular, sales occupation experience seems to be the most salient type of experience for both groups, as it is fungible across industries and firms. We uncover two distinct paths in sales organizations: the salesperson's career path rewarding sales experience and another path providing promotional prospects in sales. Analyses indicate that most newly promoted sales managers have no sales experience and move laterally from other managerial positions. Implications of our findings for research and sales-compensation practice are discussed.Supplementary information: The online version contains supplementary material available at 10.1007/s11747-023-00952-4.","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":" ","pages":"762-788"},"PeriodicalIF":9.5,"publicationDate":"2024-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.ncbi.nlm.nih.gov/pmc/articles/PMC11636709/pdf/","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"41823968","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Diversity representation in advertising 广告中的多样性表现

IF 18.2 1区管理学

Journal of the Academy of Marketing Science Pub Date : 2023-12-26 DOI: 10.1007/s11747-023-00994-8

Colin Campbell, Sean Sands, Brent McFerran, Alexis Mavrommatis

{"title":"Diversity representation in advertising","authors":"Colin Campbell, Sean Sands, Brent McFerran, Alexis Mavrommatis","doi":"10.1007/s11747-023-00994-8","DOIUrl":"https://doi.org/10.1007/s11747-023-00994-8","url":null,"abstract":"In this article we develop a comprehensive understanding of diverse representation in advertising. While numerous studies highlight increasing demand for diversity among some consumers, such enthusiasm is not universal. This is creating challenges for brands, some of which have faced backlash, either due to a perceived lack of authenticity in their diversity efforts or because not all consumer groups value diversity equally. Amidst these challenges, technological advancements, such as data-driven decision-making and generative AI, present both new opportunities and risks. The current literature on diverse representation in advertising, although expansive, is relatively siloed. Through a detailed eight-step process, we assess and synthesize the body of literature on diversity representation, reviewing 337 articles spanning research on age, beauty, body size, gender, LGBTQIA+ , physical and mental ability, and race and ethnicity. Our investigation offers two major contributions: a summarization of insights from the broader literature on these seven key areas of diverse representation and development of an integrated conceptual framework. Our conceptual framework details mechanisms, moderators, and outcomes that are either prevalent across the literature or can be reasonably expected to generalize across other forms of diversity. This framework not only offers a holistic perspective for academics and industry professionals but also exposes potential future research avenues.","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":"16 1","pages":""},"PeriodicalIF":18.2,"publicationDate":"2023-12-26","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139050895","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

Introducing the ARTS framework: A tool for constructive re-inquiry ARTS 框架介绍：建设性再探究工具

IF 18.2 1区管理学

Journal of the Academy of Marketing Science Pub Date : 2023-12-23 DOI: 10.1007/s11747-023-00996-6

Kelly Goldsmith, Jillian Hmurovic, Cait Lamberton

引用次数: 0

How an ethos of repair shapes material sustainability in services 维修精神如何塑造服务业材料的可持续性

IF 18.2 1区管理学

Journal of the Academy of Marketing Science Pub Date : 2023-12-22 DOI: 10.1007/s11747-023-00993-9

D. Matthew Godfrey, Linda L. Price

引用次数: 0

Women’s underrepresentation in business-to-business sales: Reasons, contingencies, and solutions 女性在企业对企业销售中的代表性不足:原因、突发事件和解决方案

IF 18.2 1区管理学

Journal of the Academy of Marketing Science Pub Date : 2023-12-07 DOI: 10.1007/s11747-023-00988-6

Aline Isabelle Lanzrath, Christian Homburg, Robin-Christopher M. Ruhnau

引用次数: 0

The greenguard effect: When and why consumers react less negatively following green product failures 绿色卫士效应:消费者在绿色产品失败后，何时以及为什么会减少负面反应

IF 18.2 1区管理学

Journal of the Academy of Marketing Science Pub Date : 2023-12-02 DOI: 10.1007/s11747-023-00991-x

Ali Tezer, Matthew Philp, Anshu Suri

引用次数: 0

When feeling powerless, we crave nostalgia: The impact of powerlessness on the preference for nostalgic products 当感到无能为力时，我们渴望怀旧:无能为力对怀旧产品偏好的影响

IF 18.2 1区管理学

Journal of the Academy of Marketing Science Pub Date : 2023-12-01 DOI: 10.1007/s11747-023-00990-y

Sheng Bi, Jun Pang, Huan Chen, Andrew Perkins

引用次数: 0

How speaking versus writing to conversational agents shapes consumers’ choice and choice satisfaction 与对话代理相比，说话和写作如何影响消费者的选择和选择满意度

IF 18.2 1区管理学

Journal of the Academy of Marketing Science Pub Date : 2023-11-30 DOI: 10.1007/s11747-023-00987-7

David Schindler, Tobias Maiberger, Nicole Koschate-Fischer, Wayne D. Hoyer

{"title":"How speaking versus writing to conversational agents shapes consumers’ choice and choice satisfaction","authors":"David Schindler, Tobias Maiberger, Nicole Koschate-Fischer, Wayne D. Hoyer","doi":"10.1007/s11747-023-00987-7","DOIUrl":"https://doi.org/10.1007/s11747-023-00987-7","url":null,"abstract":"The use of conversational agents (e.g., chatbots) to simplify or aid consumers’ purchase decisions is on the rise. In designing those conversational agents, a key question for companies is whether and when it is advisable to enable voice-based rather than text-based interactions. Addressing this question, this study finds that matching consumers’ communication modality with product type (speaking about hedonic products; writing about utilitarian products) shapes consumers’ choice and increases choice satisfaction. Specifically, speaking fosters a feeling-based verbalizing focus, while writing triggers a reason-based focus. When this focus matches consumers’ mindset in evaluating the product type, preference fluency increases, thereby enhancing choice satisfaction. Accordingly, the authors provide insights into managing interactions with conversational agents more effectively to aid decision-making processes and increase choice satisfaction. Finally, they show that communication modality can serve as a strategic tool for low-equity brands to better compete with high-equity brands.","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":"115 21","pages":""},"PeriodicalIF":18.2,"publicationDate":"2023-11-30","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"138455793","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

Toward a theory of consumer digital trust: Meta-analytic evidence of its role in the effectiveness of user-generated content 迈向消费者数字信任理论:其在用户生成内容有效性中的作用的元分析证据

IF 18.2 1区管理学

Journal of the Academy of Marketing Science Pub Date : 2023-11-18 DOI: 10.1007/s11747-023-00982-y

Rachel E. Hochstein, Colleen M. Harmeling, Taylor Perko

{"title":"Toward a theory of consumer digital trust: Meta-analytic evidence of its role in the effectiveness of user-generated content","authors":"Rachel E. Hochstein, Colleen M. Harmeling, Taylor Perko","doi":"10.1007/s11747-023-00982-y","DOIUrl":"https://doi.org/10.1007/s11747-023-00982-y","url":null,"abstract":"Consumers seek out online user-generated content to inform their purchase decisions because they perceive content created by other consumers as more believable than marketing communications. This research provides a theory of consumer digital trust in which consumer trust in user-generated content requires a digital environment that minimizes consumer suspicion of misrepresented or missing content. The theory is supported with empirical evidence from a hierarchical meta-analysis of 128 effects from 19 online platforms over 19 years (2004–2022). Account verification features, which alleviate suspicions of misrepresented content creator identities, increase the effect of user-generated content on firm performance, but content-enhancing features, such as photo filters, that can prompt suspicion of misrepresented brand experiences, weaken this link. Content-removal features that can spark speculation of missing information in content creators’ historical content and platform moderation media, which creates questions about missing content in brand conversations, weaken the influence of some user-generated content.","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":"85 18","pages":""},"PeriodicalIF":18.2,"publicationDate":"2023-11-18","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"138442848","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

Highlighting Discrepancies in Brand Messaging Increases Social Media Engagement 突出品牌信息的差异可以提高社交媒体参与度

IF 18.2 1区管理学

Journal of the Academy of Marketing Science Pub Date : 2023-11-13 DOI: 10.1007/s11747-023-00983-x

Todd Pezzuti

{"title":"Highlighting Discrepancies in Brand Messaging Increases Social Media Engagement","authors":"Todd Pezzuti","doi":"10.1007/s11747-023-00983-x","DOIUrl":"https://doi.org/10.1007/s11747-023-00983-x","url":null,"abstract":"How can marketers increase social media engagement? This research argues that a simple adjustment to the language used in brand messaging can help. Specifically, that marketers can increase social media engagement by using language that directs the attention of consumers to a discrepancy. A field study that analyzed the text of brand messages across 17 product categories found that consumers are more likely to interact with brands when their messages include words that direct attention to discrepancies between actual and desired states (e.g., words such as could, should, wish, want, and lacking). Controlled experiments reveal the mechanism underlying this effect. Specifically, that using language that directs attention to a discrepancy about the self makes messages seem more relevant, which, in turn, increases the likelihood that consumers will interact with the brand. This type of language is especially effective at making messages seem more relevant (and hence more engaging) among consumers that feel like they lack personal control in their lives. These findings provide marketers with a simple, yet theoretically-grounded technique for engaging more consumers with their brand messaging.","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":"30 1","pages":""},"PeriodicalIF":18.2,"publicationDate":"2023-11-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"91398699","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