International Journal of Research in Marketing最新文献_第5页

Breaking the mold: how visual atypicality shapes brand-generated image virality 打破模式：视觉非典型性如何塑造品牌生成的图像病毒式传播

IF 8.7 2区管理学

International Journal of Research in Marketing Pub Date : 2026-06-01 Epub Date: 2025-07-30 DOI: 10.1016/j.ijresmar.2025.07.005

Zitian Adam, Zhiyong Yang

引用次数: 0

The Bible of publishing: a perspective inspired by Don Lehmann 出版的圣经：唐·莱曼启发的观点

IF 8.7 2区管理学

International Journal of Research in Marketing Pub Date : 2026-06-01 Epub Date: 2026-04-17 DOI: 10.1016/j.ijresmar.2026.04.001

Stefan Stremersch, Marnik Dekimpe, Jacob Goldenberg, PK Kannan, Eitan Muller, Koen Pauwels, Roland T. Rust, Martin Schreier, Jan-Benedict Steenkamp

{"title":"The Bible of publishing: a perspective inspired by Don Lehmann","authors":"Stefan Stremersch, Marnik Dekimpe, Jacob Goldenberg, PK Kannan, Eitan Muller, Koen Pauwels, Roland T. Rust, Martin Schreier, Jan-Benedict Steenkamp","doi":"10.1016/j.ijresmar.2026.04.001","DOIUrl":"10.1016/j.ijresmar.2026.04.001","url":null,"abstract":"<div><div>What constitutes good research, and how should it be evaluated and communicated in scholarly publishing? Drawing on nearly 25 years of editorial experience at leading marketing journals, we develop a unified perspective on the research and publication process, inspired by the legacy of Don Lehmann. We conceptualize good research as work that is interesting, important, and not wrong, and examine how trade-offs among these dimensions shape scholarly output.</div><div>We contend that prevailing publication norms often overemphasize methodological sophistication and formal metrics, at the expense of interestingness and importance. In contrast, impactful research prioritizes meaningful questions, aligns methods with the problem, and communicates insights clearly.</div><div>We want to stimulate a reorientation toward research that truly advances knowledge and practice. For researchers, we provide actionable guidance on how to craft work that is both publishable and influential. For editors and reviewers, we offer principles for decision-making and reducing type II errors—rejecting potentially high-impact work. For institutions, we challenge the reliance on imperfect metrics and call for better evaluation systems. Ultimately, we argue that the future of marketing scholarship depends not on maximizing publication counts, but on generating insights that are worth knowing, robust enough to trust, and consequential enough to matter.</div></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":"43 2","pages":"Pages 247-263"},"PeriodicalIF":8.7,"publicationDate":"2026-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148502450","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"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

Determining the quality of B2C sales leads from online chats 从在线聊天中确定B2C销售线索的质量

IF 8.7 2区管理学

International Journal of Research in Marketing Pub Date : 2026-06-01 Epub Date: 2025-07-07 DOI: 10.1016/j.ijresmar.2025.07.001

Valerie Good , Abhi Bhattacharya , Bryan W. Hochstein , Clay M. Voorhees

{"title":"Determining the quality of B2C sales leads from online chats","authors":"Valerie Good , Abhi Bhattacharya , Bryan W. Hochstein , Clay M. Voorhees","doi":"10.1016/j.ijresmar.2025.07.001","DOIUrl":"10.1016/j.ijresmar.2025.07.001","url":null,"abstract":"<div><div>Firms increasingly rely on online chat interfaces to generate sales leads. Yet, little is known about which leads are worth pursuing. We address this gap through a qualitative survey of sales managers and a predictive text analysis of online chats in the auto industry. We then replicate these findings in another high-involvement B2C purchase context (furniture). Based on signaling theory, we demonstrate how textual cues from online conversations can help B2C salespeople as they aim to qualify leads. Specifically, we identify conversational patterns, phrases, and words that predict downstream purchase and profit outcomes. Our findings highlight a new lead qualification framework summarized by the acronym MINITS—<strong>M</strong>ode of contact, <strong>I</strong>mmediacy, <strong>N</strong>eed, <strong>I</strong>nterest, <strong>T</strong>ime spent chatting, and <strong>S</strong>pecificity—which together explain meaningful variance in sales outcomes. This research contributes to scholarship and practice by first demonstrating that language in online chats signals buyer intent and second by equipping managers with a scalable, data-driven method to prioritize high-quality leads.</div></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":"43 2","pages":"Pages 383-403"},"PeriodicalIF":8.7,"publicationDate":"2026-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148280963","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"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 effects of churn on the growth of subscription services: Adopters, users, money 用户流失对订阅服务增长的影响：采用者、用户、资金

IF 7.5 2区管理学

International Journal of Research in Marketing Pub Date : 2026-03-01 Epub Date: 2025-03-27 DOI: 10.1016/j.ijresmar.2025.03.005

Barak Libai , Eitan Muller , Verena Schoenmueller

{"title":"The effects of churn on the growth of subscription services: Adopters, users, money","authors":"Barak Libai , Eitan Muller , Verena Schoenmueller","doi":"10.1016/j.ijresmar.2025.03.005","DOIUrl":"10.1016/j.ijresmar.2025.03.005","url":null,"abstract":"<div><div>Subscription-based service model, where profitability arises from sustained service relationships with consumers, has emerged as the dominant business paradigm across various industries. A notable characteristic of the growth in service markets is the indirect relationship between adoption and monetization. While adoption marks the initial stage of user engagement, monetization occurs gradually as users integrate the service into their routines over time. Consequently, the focus has shifted away from emphasizing <strong><em>adoption</em></strong> rates to prioritizing the total number of <strong><em>users</em>.</strong> The difference between adopters and users is due to the fact that not all users integrate the service to their routine and some (or many) of them <strong><em>churn</em></strong> away from the service. The growth of adopters and users, and the ensuing monetary growth, are highly affected by churn, hence the critical issue we investigate in this paper is the valence and size effect of churn on adopters, users and revenues of the firm.</div><div>We build on the service modeling approach of <span><span>Libai, Muller, and Peres (2009)</span></span> to first explore the impact of churn on dynamics of growth for new subscription services. We explain how churn affects key interest topics, such as the size and time to peak for adopters and users, the market potential of those who have not adopted yet, adopter categories, and conversion of users to money. We hope this work can motivate further explorations of this critical area for new product research in marketing.</div></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":"43 1","pages":"Pages 92-112"},"PeriodicalIF":7.5,"publicationDate":"2026-03-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147454273","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"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

Eudaimonic consumption careers 理想消费事业

IF 7.5 2区管理学

International Journal of Research in Marketing Pub Date : 2026-03-01 Epub Date: 2025-04-05 DOI: 10.1016/j.ijresmar.2025.03.007

Ann-Marie Kennedy , Marian Makkar , Samuelson Appau

{"title":"Eudaimonic consumption careers","authors":"Ann-Marie Kennedy , Marian Makkar , Samuelson Appau","doi":"10.1016/j.ijresmar.2025.03.007","DOIUrl":"10.1016/j.ijresmar.2025.03.007","url":null,"abstract":"<div><div>While consumers increasingly turn to the marketplace seeking meaning and happiness, others search for experiential opportunities to escape the dull existence of everyday life. Yet these experiences are often temporary, and consumers return to their “everyday” after engaging in the transformative experience. We know little about those who decide to escape more permanently by turning their pursuit of deeper meanings and fulfillment (eudaimonia) through consumption into a career. We conceptualize this pursuit as eudaimonic consumption careers (ECCs). In a 10.5-year ethnographic study of snowsports instructors across Canada and New Zealand, we examine the key stages and experiences of ECCs over time. We conceptualize ECCs by first noting the integrative triggers that encourage people to embark on the career. We discuss two aspects of the ECC stage that begins with undergoing a eudaimonic transition followed by developing capabilities and skills to manage the career demands of an ECC. Finally, we discuss the disintegrative triggers that lead to people’s exit. We contribute to literature on extraordinary consumption, consumer work and serious leisure, and critical research on the limits of modern life and work. We achieve this by explaining a corpus of consumption careers and extraordinary consumer experiences that has been overlooked and undertheorized. This research offers implications for managing consumers and employees in multiple ECCs to understand how to best support people in ECCs, and promote service jobs with the promise of fulfillment, personal growth, and greater life purpose.</div></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":"43 1","pages":"Pages 152-173"},"PeriodicalIF":7.5,"publicationDate":"2026-03-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147454282","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"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

When a nudge becomes invisible: How behavioral interventions prompt metacognitive miscalibration 当轻推变得无形：行为干预如何促使元认知校准错误

IF 7.5 2区管理学

International Journal of Research in Marketing Pub Date : 2026-03-01 Epub Date: 2025-03-27 DOI: 10.1016/j.ijresmar.2025.03.006

Matthew Fisher , Daniel M. Oppenheimer

引用次数: 0

Customer Relationship Management: Past, Present, and Future 客户关系管理：过去、现在和未来

IF 7.5 2区管理学

International Journal of Research in Marketing Pub Date : 2026-03-01 Epub Date: 2025-12-03 DOI: 10.1016/j.ijresmar.2025.12.001

Werner J. Reinartz

{"title":"Customer Relationship Management: Past, Present, and Future","authors":"Werner J. Reinartz","doi":"10.1016/j.ijresmar.2025.12.001","DOIUrl":"10.1016/j.ijresmar.2025.12.001","url":null,"abstract":"<div><div>Customer Relationship Management (CRM) has evolved from a tactical marketing tool into a strategic cornerstone for creating sustainable competitive advantage. This paper offers a comprehensive review of CRM’s past, present, and future, highlighting its transformation from satisfaction-driven models to engagement-oriented strategies. Leveraging a corpus of 1,025 CRM-related articles published between 1995 and 2023, we employ Latent Dirichlet Allocation (LDA) to identify six key research streams—experience, organization, satisfaction, loyalty, profitability, and community—and trace shifts in scholarly attention across these domains. Findings reveal a growing emphasis on designing compelling customer experiences and fostering brand communities, reflecting the rising strategic importance of emotional and social connections. The paper concludes by outlining critical research gaps, including the implications of digital transformation, evolving customer access, and the strategic potential of brand communities. These insights provide a roadmap for future CRM scholarship and practice in an increasingly data-driven and customer-centric marketplace.</div></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":"43 1","pages":"Pages 8-27"},"PeriodicalIF":7.5,"publicationDate":"2026-03-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147454277","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"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

Patience and promotion: Intertemporal preference for premium-based (vs. discount-based) promotions 耐心和促销：跨期偏好基于溢价（vs.基于折扣）的促销

IF 7.5 2区管理学

International Journal of Research in Marketing Pub Date : 2026-03-01 Epub Date: 2025-04-08 DOI: 10.1016/j.ijresmar.2025.04.002

Han Gong , Ke Zhang

{"title":"Patience and promotion: Intertemporal preference for premium-based (vs. discount-based) promotions","authors":"Han Gong , Ke Zhang","doi":"10.1016/j.ijresmar.2025.04.002","DOIUrl":"10.1016/j.ijresmar.2025.04.002","url":null,"abstract":"<div><div><span>Sales promotions are widely used in marketing communications. Yet, little is known about how consumers respond to promotions across time spans. This paper investigates whether and how consumer patience would differ between </span><em>discount-based</em> and <em>premium-based</em> promotions. Through seven experiments, we consistently demonstrate that consumers are more patient when waiting for premium-based (vs. discount-based) promotions. This effect occurs because consumers are more likely to engage in mental simulation for premium-based (vs. discount-based) promotions, which subsequently leads to higher positive anticipatory utility and greater patience. To further confirm this mechanism, we also identify several boundary conditions that can reduce the tendency to mentally simulate consumption experience associated with premium-based promotions. Specifically, the effect diminishes when consumers are less inclined to mentally simulate their consumption experiences, and when the upgraded product in the premium-based promotion is less likely to induce mental simulation of consumption experiences. Moreover, we contrast two types of premium-based promotions, involving enhancement in either quality or quantity, and demonstrate that consumers are less likely to wait for a premium-based promotion based on quantity (vs. quality) enhancement.</div></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":"43 1","pages":"Pages 174-189"},"PeriodicalIF":7.5,"publicationDate":"2026-03-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147454283","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"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 impact of the General Data Protection Regulation (GDPR) on online tracking 通用数据保护条例（GDPR）对在线跟踪的影响

IF 7.5 2区管理学

International Journal of Research in Marketing Pub Date : 2026-03-01 Epub Date: 2025-03-11 DOI: 10.1016/j.ijresmar.2025.03.002

Klaus M. Miller , Karlo Lukic , Bernd Skiera

引用次数: 0

Do social media fans walk their talk? The impact of advocacy and criticism on own purchasing 社交媒体粉丝言行一致吗？宣传和批评对自己采购的影响

IF 7.5 2区管理学

International Journal of Research in Marketing Pub Date : 2026-03-01 Epub Date: 2025-04-10 DOI: 10.1016/j.ijresmar.2025.04.003

Welf H. Weiger , Wendy W. Moe , Hauke A. Wetzel , Maik Hammerschmidt

{"title":"Do social media fans walk their talk? The impact of advocacy and criticism on own purchasing","authors":"Welf H. Weiger , Wendy W. Moe , Hauke A. Wetzel , Maik Hammerschmidt","doi":"10.1016/j.ijresmar.2025.04.003","DOIUrl":"10.1016/j.ijresmar.2025.04.003","url":null,"abstract":"<div><div>Marketers typically favor customers who advocate for a brand over those who criticize it, as managerial insights on word-of-mouth suggest that advocacy positively influences while criticism negatively impacts the purchase behavior of <em>other</em> customers. However, little is known about the effects of advocacy and criticism on the engaging customer’s <em>own</em> purchase behavior. To close this gap, this research examines how advocacy and criticism in social media are associated with the engaging customer’s own subsequent purchases, while considering external influences (i.e., marketer and community engagement, advertising). The authors draw on a unique data set from the social media brand community of a major European online retailer, matching survey-based mindset metrics, observable engagement behaviors, and archival purchase data at the individual level. The results of this field study and an experimental validation study indicate that customers who advocate for the brand tend to purchase less often, while customers who criticize the brand tend to purchase more often. Based on psychological contract theory and exit, voice, and loyalty theory, the authors argue that advocactes primarily seek social value through community bonding, while critics aim to extract transactional value, either by maintaining a balanced brand relationship or prompting improvements in the brand’s offerings. Overall, this research challenges the assumption that advocacy fosters more loyal behaviors than criticism.</div></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":"43 1","pages":"Pages 190-211"},"PeriodicalIF":7.5,"publicationDate":"2026-03-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147454278","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"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