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

Beyond text: Marketing strategy in a world turned upside down 超越文字：颠倒世界中的营销战略

IF 18.2 1区管理学

Journal of the Academy of Marketing Science Pub Date : 2024-01-18 DOI: 10.1007/s11747-023-01000-x

Xin (Shane) Wang, Neil Bendle, Yinjie Pan

引用次数: 0

Purpose orientation: An emerging theory transforming business for a better world 目的导向：新兴理论：为更美好的世界改造企业

IF 18.2 1区管理学

Journal of the Academy of Marketing Science Pub Date : 2024-01-11 DOI: 10.1007/s11747-023-00989-5

Christopher P. Blocker, Joseph P. Cannon, Jonathan Z. Zhang

{"title":"Purpose orientation: An emerging theory transforming business for a better world","authors":"Christopher P. Blocker, Joseph P. Cannon, Jonathan Z. Zhang","doi":"10.1007/s11747-023-00989-5","DOIUrl":"https://doi.org/10.1007/s11747-023-00989-5","url":null,"abstract":"Why are leaders rethinking their fundamental profit orientation and charting paths to broader strategies with societal goals based on “purpose”? More fundamentally, what exactly is purpose, and how does purpose evolve in organizations? The concept of organizational purpose is fragmented in research and fuzzy in practice. Many organizations also assign a narrow and questionable role for marketing to advance purpose, which masks the evolving nature of marketing. In this research, we leverage a theories-in-use approach to develop an emerging theory of purpose orientation. Interviews with business leaders and archival data reveal the “what,” “why,” and “how” of four mental models leaders adopt at the intersection of business and society, along with corresponding roles for marketing. The elements of purpose map onto leaders’ existential questions to define purpose orientation as a unified organizational logic (why we exist), identity (who we are), and strategy (what we do) for creating transcendent value for stakeholders. We find that purpose orientation is best achieved with a combined inside-out + outside-in approach that extends the prevailing paradigm of market orientation. We also provide insight into drivers of purpose orientation, the pathways through which orientations evolve, and a framework for developing purpose-oriented strategy.","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":"5 1","pages":""},"PeriodicalIF":18.2,"publicationDate":"2024-01-11","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139431776","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

Shifting focus in the fight against core environmental challenges 应对核心环境挑战的重点转移

IF 18.2 1区管理学

Journal of the Academy of Marketing Science Pub Date : 2024-01-09 DOI: 10.1007/s11747-023-01001-w

Gergana Y. Nenkov

引用次数: 0

Crossing incentive alignment and adaptive designs in choice-based conjoint: A fruitful endeavor 在基于选择的联合方案中交叉激励调整和自适应设计：富有成效的努力

IF 18.2 1区管理学

Journal of the Academy of Marketing Science Pub Date : 2024-01-05 DOI: 10.1007/s11747-023-00997-5

Verena Sablotny-Wackershauser, Marcel Lichters, Daniel Guhl, Paul Bengart, Bodo Vogt

引用次数: 0

Silently killing your panelists one email at a time: The true cost of email solicitations 一次一封邮件，悄无声息地杀死你的小组成员：电子邮件营销的真实成本

IF 18.2 1区管理学

Journal of the Academy of Marketing Science Pub Date : 2024-01-05 DOI: 10.1007/s11747-023-00992-w

Alina Ferecatu, Arnaud De Bruyn, Prithwiraj Mukherjee

{"title":"Silently killing your panelists one email at a time: The true cost of email solicitations","authors":"Alina Ferecatu, Arnaud De Bruyn, Prithwiraj Mukherjee","doi":"10.1007/s11747-023-00992-w","DOIUrl":"https://doi.org/10.1007/s11747-023-00992-w","url":null,"abstract":"Marketing firms routinely interact with their panelists via email. While sending an invitation to respond to a survey may seem virtually costless, over-solicitation could lead to panelists unsubscribing or ignoring future emails. Since online panels are a crucial resource for a marketing research firm, such attrition is a major issue. We account for the unobserved cost of solicitations in a joint model of response and attrition propensities. Using a data set of more than 150,000 email solicitations sent over three years, we demonstrate that additional solicitations not only temporarily decrease the likelihood of future participation but also increase the attrition rate, likely due to wearout. The model where solicitations “kill” panelists outperforms out of sample a benchmark model that assumes dropout is caused by the passage of time instead. Since the impact of solicitations is both transient (on the response model) and permanent (on the dropout process), managers should wait for the temporary impact to dissipate before risking to “kill” their panelists with another solicitation. We illustrate the economic importance of this finding using a differential evolution method that optimizes the firm’s solicitation strategy under different scenarios and show a 30.7% improvement. In the long term, a greedy strategy (targeting the best-responding panelists) performs worse than a random policy.","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":"51 1","pages":""},"PeriodicalIF":18.2,"publicationDate":"2024-01-05","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139110421","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

Engaging customers and suppliers for environmental sustainability: Investigating the drivers and the effects on firm performance 让客户和供应商参与环境可持续发展：调查驱动因素及其对公司业绩的影响

IF 18.2 1区管理学

Journal of the Academy of Marketing Science Pub Date : 2024-01-03 DOI: 10.1007/s11747-023-00995-7

Amalesh Sharma, Sourav Bikash Borah, Tanjum Haque, Anirban Adhikary

{"title":"Engaging customers and suppliers for environmental sustainability: Investigating the drivers and the effects on firm performance","authors":"Amalesh Sharma, Sourav Bikash Borah, Tanjum Haque, Anirban Adhikary","doi":"10.1007/s11747-023-00995-7","DOIUrl":"https://doi.org/10.1007/s11747-023-00995-7","url":null,"abstract":"While firms engage stakeholders in their sustainability practices to contribute to a better world resiliently and responsibly, little is known about what drives their ability to generate customer engagement (CE) and supplier engagement (SE) for sustainability purposes. This paper identifies, theorizes, and empirically validates the differential roles of board oversight and incentivization, along with contingencies (a chief marketing officer’s (CMO) presence and governance disclosure), in driving CE and SE. Using data from 308 firms, the paper finds that while board oversight and incentivization positively affect CE, only incentivization positively affects SE. The paper also finds significant moderation effects of CMO presence and governance disclosure. Through multiple post hoc analyses, the paper explores how CE and SE influence firm performance. The paper provides a nuanced understanding of incentive types’ effects and contributes to the literature on grand challenges connecting firms’ strategies and sustainability objectives to customer and supplier engagement.","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":"10 1","pages":""},"PeriodicalIF":18.2,"publicationDate":"2024-01-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139110295","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

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