发布求助
文献互助 智能选刊 最新文献

Journal of the Academy of Marketing Science最新文献

筛选
英文 中文
Multichannel discount spillover in B2B markets B2B市场的多渠道折扣溢出效应
IF 18.2 1区 管理学
Journal of the Academy of Marketing Science Pub Date : 2023-09-29 DOI: 10.1007/s11747-023-00973-z
Andrew T. Crecelius, Justin M. Lawrence, Robert W. Palmatier, Jonathan Z. Zhang
{"title":"Multichannel discount spillover in B2B markets","authors":"Andrew T. Crecelius, Justin M. Lawrence, Robert W. Palmatier, Jonathan Z. Zhang","doi":"10.1007/s11747-023-00973-z","DOIUrl":"https://doi.org/10.1007/s11747-023-00973-z","url":null,"abstract":"<p>Business-to-business (B2B) sellers grant customer-specific discounts to select buyers. According to resource-based and competitive response theories, customer-specific discounts can give buyers a cost advantage over other buyers that compete for the same end-customer demand. If other buyers become aware of this advantage, discount spillover ensues as those buyers seek counterbalancing discounts, compressing the seller’s profitability. In accordance with today’s multichannel B2B environment, the authors theorize differential effects on the seller’s profitability via spillover to offline-competing and online-competing buyers. The authors test their framework across large-scale field studies with two different collaborating sellers and find broad support for their hypotheses. If managers fail to consider competitive implications of customer-specific discounts, their effects can spill over to competing buyers, resulting in approximately three times the lost profitability. However, spillover-conscious deployment, such as by targeting buyers that limit e-commerce price transparency, allows sellers to virtually eliminate adverse effects of discount spillover.</p>","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":"16 8","pages":""},"PeriodicalIF":18.2,"publicationDate":"2023-09-29","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"50167006","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
On the strategic use of product scarcity in marketing 论产品稀缺性在营销中的战略运用
IF 18.2 1区 管理学
Journal of the Academy of Marketing Science Pub Date : 2023-09-27 DOI: 10.1007/s11747-023-00976-w
Rebecca W. Hamilton, A. R. Shaheen Hosany
{"title":"On the strategic use of product scarcity in marketing","authors":"Rebecca W. Hamilton, A. R. Shaheen Hosany","doi":"10.1007/s11747-023-00976-w","DOIUrl":"https://doi.org/10.1007/s11747-023-00976-w","url":null,"abstract":"<p>When does product scarcity create lasting value for consumers and firms? We propose a framework overlaying the dimensions of demand-driven versus supply-driven scarcity and strategic versus non-strategic drivers of product scarcity. This framework generates three insights for the strategic use of product scarcity in marketing. First, because value from product scarcity is co-created by firms and consumers, it varies significantly across consumer segments, even for the same brand and product category. Second, the value generated by product scarcity tests to be longer lasting when product scarcity is both demand-driven and supply-driven. Third, the allocation mechanisms used to match demand and supply in response to product scarcity play a critical role in shaping consumer responses.</p>","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":"16 4","pages":""},"PeriodicalIF":18.2,"publicationDate":"2023-09-27","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"50167009","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: 1
The local environment matters: Evidence from digital healthcare services for patient engagement 当地环境至关重要:数字医疗保健服务对患者参与的证据
IF 18.2 1区 管理学
Journal of the Academy of Marketing Science Pub Date : 2023-09-20 DOI: 10.1007/s11747-023-00972-0
Ruba Aljafari, Franck Soh, Pankaj Setia, Ritu Agarwal
{"title":"The local environment matters: Evidence from digital healthcare services for patient engagement","authors":"Ruba Aljafari, Franck Soh, Pankaj Setia, Ritu Agarwal","doi":"10.1007/s11747-023-00972-0","DOIUrl":"https://doi.org/10.1007/s11747-023-00972-0","url":null,"abstract":"<p>The creation and delivery of healthcare services are being transformed through patient-engaging digital services. However, their effects on hospital performance are unclear. We build on the theoretical foundations of resource dependency and environmental munificence to identify two characteristics of the hospital’s regional environment, the population’s access to digital computing resources (computing access) and health insurance coverage (service access), that condition the effects of hospitals’ patient-engaging digital services on patient satisfaction and readmissions. We argue that these omitted environmental contingencies may help explain the inconclusive findings reported in prior empirical studies on digital services. Analysis of data collated from a national sample of 941 hospitals nested within 157 regions shows that computing access in the environment strengthens the effect of a hospital’s digital services on readmissions and patient satisfaction. By contrast, service access dampens the moderated effect of digital services and computing access on readmissions, but the effect is not the same for patient satisfaction. Our study offers theoretical and practical implications underscoring the role of environmental heterogeneity in the value hospitals realize from patient-engaging digital services.</p>","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":"15 6","pages":""},"PeriodicalIF":18.2,"publicationDate":"2023-09-20","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"50167016","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
“Sorry about my manager”: Mitigating customer-facing adverse manager behaviors “对不起我的经理”:减轻经理面对客户的不良行为
1区 管理学
Journal of the Academy of Marketing Science Pub Date : 2023-09-18 DOI: 10.1007/s11747-023-00974-y
Jeff S. Johnson
{"title":"“Sorry about my manager”: Mitigating customer-facing adverse manager behaviors","authors":"Jeff S. Johnson","doi":"10.1007/s11747-023-00974-y","DOIUrl":"https://doi.org/10.1007/s11747-023-00974-y","url":null,"abstract":"","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":"18 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-09-18","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"135203572","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: 1
Mindful consumption: Its conception, measurement, and implications 正念消费:它的概念、测量和含义
IF 18.2 1区 管理学
Journal of the Academy of Marketing Science Pub Date : 2023-09-12 DOI: 10.1007/s11747-023-00970-2
Sharad Gupta, Jagdish Sheth
{"title":"Mindful consumption: Its conception, measurement, and implications","authors":"Sharad Gupta, Jagdish Sheth","doi":"10.1007/s11747-023-00970-2","DOIUrl":"https://doi.org/10.1007/s11747-023-00970-2","url":null,"abstract":"<p>Most traditional marketers avoid using mindful consumption (MC) despite fast-rising consumer mindfulness, MC-advocation by trade magazines, and the success of tech-savvy, MC-oriented start-ups. We identify two gaps for this divergence—varying conceptions of MC and lack of a valid MC scale. Conception clarity and a valid MC scale are important for advancing managerial practice. We first integrate current, varying conceptions to identify three MC dimensions: Awareness, Caring, and Temperance. These signify awareness of self, society, and the environment (SSE), caring for the effects of consumption on SSE, and temperance in consumption. We then develop, refine, and validate the MC scale using 10 studies. We also assess the MC nomological network and scale robustness across genders, ages, occupations, and incomes. Marketers can use MC scale for product innovation, differentiation, and diversification. Policymakers can use this to nudge people towards MC-oriented sustainable behavior. This research opens multiple avenues for future research.</p>","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":"14 7","pages":""},"PeriodicalIF":18.2,"publicationDate":"2023-09-12","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"50167024","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
Service strategy’s effect on firm performance: A meta-analysis of the servitization literature 服务策略对企业绩效的影响:服务化文献的元分析
IF 18.2 1区 管理学
Journal of the Academy of Marketing Science Pub Date : 2023-09-05 DOI: 10.1007/s11747-023-00971-1
Ashkan Faramarzi, S. Worm, Wolfgang Ulaga
{"title":"Service strategy’s effect on firm performance: A meta-analysis of the servitization literature","authors":"Ashkan Faramarzi, S. Worm, Wolfgang Ulaga","doi":"10.1007/s11747-023-00971-1","DOIUrl":"https://doi.org/10.1007/s11747-023-00971-1","url":null,"abstract":"","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":" ","pages":""},"PeriodicalIF":18.2,"publicationDate":"2023-09-05","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"44699403","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
Disposal-based scarcity: How overstock reduction methods influence consumer brand perceptions and evaluations 基于处置的稀缺性:库存减少方法如何影响消费者的品牌认知和评价
IF 18.2 1区 管理学
Journal of the Academy of Marketing Science Pub Date : 2023-09-01 DOI: 10.1007/s11747-023-00969-9
Oanh Dinh Yen Nguyen, Tania Bucic, L. Ngo, H. Oppewal
{"title":"Disposal-based scarcity: How overstock reduction methods influence consumer brand perceptions and evaluations","authors":"Oanh Dinh Yen Nguyen, Tania Bucic, L. Ngo, H. Oppewal","doi":"10.1007/s11747-023-00969-9","DOIUrl":"https://doi.org/10.1007/s11747-023-00969-9","url":null,"abstract":"","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":" ","pages":""},"PeriodicalIF":18.2,"publicationDate":"2023-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"43178285","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: 1
Achieving social and economic sustainability through innovations in transformative services: A case of healthcare organizations in an emerging market 通过变革性服务的创新实现社会和经济可持续性：以新兴市场的医疗保健组织为例
IF 18.2 1区 管理学
Journal of the Academy of Marketing Science Pub Date : 2023-08-21 DOI: 10.1007/s11747-023-00968-w
Amalesh Sharma, S. B. Borah, A. C. Moses
{"title":"Achieving social and economic sustainability through innovations in transformative services: A case of healthcare organizations in an emerging market","authors":"Amalesh Sharma, S. B. Borah, A. C. Moses","doi":"10.1007/s11747-023-00968-w","DOIUrl":"https://doi.org/10.1007/s11747-023-00968-w","url":null,"abstract":"","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":" ","pages":""},"PeriodicalIF":18.2,"publicationDate":"2023-08-21","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"43041842","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
Making new enemies: How suppliers’ digital disintermediation strategy shifts consumers’ use of incumbent offerings 制造新的敌人:供应商的数字去中介策略如何改变消费者对现有产品的使用
IF 18.2 1区 管理学
Journal of the Academy of Marketing Science Pub Date : 2023-08-21 DOI: 10.1007/s11747-023-00963-1
Nico Schauerte, Ricarda Schauerte, Maren Becker, T. Hennig-Thurau
{"title":"Making new enemies: How suppliers’ digital disintermediation strategy shifts consumers’ use of incumbent offerings","authors":"Nico Schauerte, Ricarda Schauerte, Maren Becker, T. Hennig-Thurau","doi":"10.1007/s11747-023-00963-1","DOIUrl":"https://doi.org/10.1007/s11747-023-00963-1","url":null,"abstract":"","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":" ","pages":""},"PeriodicalIF":18.2,"publicationDate":"2023-08-21","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"43586326","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
Leveraging B2B field service technicians as a “second sales force”: How service situations affect selling activity and success 利用B2B现场服务技术人员作为“第二销售力量”:服务情况如何影响销售活动和成功
IF 18.2 1区 管理学
Journal of the Academy of Marketing Science Pub Date : 2023-08-19 DOI: 10.1007/s11747-023-00964-0
Manuel Berkmann, Maik Eisenbeiss, W. Reinartz, Nico Schauerte
{"title":"Leveraging B2B field service technicians as a “second sales force”: How service situations affect selling activity and success","authors":"Manuel Berkmann, Maik Eisenbeiss, W. Reinartz, Nico Schauerte","doi":"10.1007/s11747-023-00964-0","DOIUrl":"https://doi.org/10.1007/s11747-023-00964-0","url":null,"abstract":"","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":" ","pages":""},"PeriodicalIF":18.2,"publicationDate":"2023-08-19","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"49139568","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
首页 上一页
0
×
引用
GB/T 7714-2015
复制
MLA
复制
APA
复制
导出至
BibTeX EndNote RefMan NoteFirst NoteExpress
×
提示
您的信息不完整，为了账户安全，请先补充。
现在去补充
×
提示
您因"违规操作"
具体请查看互助需知
我知道了
×
提示
现在去查看 取消
×
提示
确定
请完成安全验证×
相关产品
×
本文献相关产品
联系我们：info@booksci.cn Book学术提供免费学术资源搜索服务，方便国内外学者检索中英文文献。致力于提供最便捷和优质的服务体验。 Copyright © 2023 布克学术 All rights reserved.
京ICP备2023020795号-1
ghs 京公网安备 11010802042870号
Book学术文献互助
Book学术文献互助群
群 号：481959085
Book学术官方微信