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Persuasion knowledge framework: Toward a comprehensive model of consumers’ persuasion knowledge 说服知识框架:建立消费者说服知识的综合模型
AMS Review Pub Date : 2023-04-28 DOI: 10.1007/s13162-023-00254-6
Vahid Rahmani
{"title":"Persuasion knowledge framework: Toward a comprehensive model of consumers’ persuasion knowledge","authors":"Vahid Rahmani","doi":"10.1007/s13162-023-00254-6","DOIUrl":"10.1007/s13162-023-00254-6","url":null,"abstract":"<div><p>Synthesizing the latest findings of more than one hundred articles in the literature, the current paper presents an integrative, process-based framework entailing a dynamic view of consumers’ persuasion knowledge. Consequently, this paper offers a succinct summary of the status quo of the literature and sheds light on the underdeveloped areas that require further empirical investigation. Furthermore, this article identifies methodological problems (including priming and measurement issues) that have negatively impacted the persuasion knowledge literature and presents potential solutions to alleviate them. Finally, the theoretical and managerial implications of the developed model are discussed in the last section of the paper.</p></div>","PeriodicalId":7786,"journal":{"name":"AMS Review","volume":"13 1-2","pages":"12 - 33"},"PeriodicalIF":0.0,"publicationDate":"2023-04-28","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"50103443","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
Replies to comments on “Toward social responsibility,” also incorporating a focus on ESG 对“迈向社会责任”的评论的回复,也纳入了对ESG的关注
AMS Review Pub Date : 2023-03-07 DOI: 10.1007/s13162-023-00253-7
John F. Gaski
{"title":"Replies to comments on “Toward social responsibility,” also incorporating a focus on ESG","authors":"John F. Gaski","doi":"10.1007/s13162-023-00253-7","DOIUrl":"10.1007/s13162-023-00253-7","url":null,"abstract":"<div><p>The author of “Toward social responsibility, not the social responsibility semblance: Marketing does <i>not</i> need a conscience,” published in the June 2022 <i>AMS Review</i>, offers replies to the two generally negative commentaries that appeared in the same issue. One adjunct section of this item also gives attention to the related issue of enviro-social-governance (ESG) as a corporate policy appendage. I am grateful not only to editors Steve Vargo and O. C. Ferrell for the opportunity to publish my “Social responsibility semblance” article in <i>AMS Review</i> (Gaski, 2022) but to the six commenters, including old friends J. J. Cronin and Pat Murphy, for their worthy efforts in analyzing and interpreting my piece. I will demonstrate my reciprocal respect by attempting the same level of thoroughness they applied. Other than hereby affirming my appreciation for the positive comments of Cronin (2022) and Ahluwalia (2022), I target my reactions now to the critiques of the other two commentary teams.</p></div>","PeriodicalId":7786,"journal":{"name":"AMS Review","volume":"13 1-2","pages":"5 - 11"},"PeriodicalIF":0.0,"publicationDate":"2023-03-07","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"50013450","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
A theory of predictive sales analytics adoption 预测销售分析采用理论
AMS Review Pub Date : 2023-02-13 DOI: 10.1007/s13162-022-00252-0
Johannes Habel, Sascha Alavi, Nicolas Heinitz
{"title":"A theory of predictive sales analytics adoption","authors":"Johannes Habel,&nbsp;Sascha Alavi,&nbsp;Nicolas Heinitz","doi":"10.1007/s13162-022-00252-0","DOIUrl":"10.1007/s13162-022-00252-0","url":null,"abstract":"<div><h2>Abstract\u0000</h2><div><p>Given the pervasive ubiquity of data, sales practice is moving rapidly into an era of predictive analytics, using quantitative methods, including machine learning algorithms, to reveal unknown information, such as customers’ personality, value, or churn probabilities. However, many sales organizations face difficulties when implementing predictive analytics applications. This article elucidates these difficulties by developing the PSAA model—a conceptual framework that explains how predictive sales analytics (PSA) applications support sales employees’ job performance. In particular, the PSAA model conceptualizes the key contingencies governing how the availability of PSA applications translates into adoption of these applications and, ultimately, job performance. These contingencies determine the extent to which sales employees adopt these applications to revise their decision-making and the extent to which these updates improve the decision outcome. To build the PSAA model, we integrate literature on predictive analytics and machine learning, technology adoption, and marketing capabilities. In doing so, this research provides a theoretical frame for future studies on salesperson adoption and effective utilization of PSA.</p></div></div>","PeriodicalId":7786,"journal":{"name":"AMS Review","volume":"13 1-2","pages":"34 - 54"},"PeriodicalIF":0.0,"publicationDate":"2023-02-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://link.springer.com/content/pdf/10.1007/s13162-022-00252-0.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"50022693","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 5
Fostering scholarly discussion in marketing 促进市场营销学术讨论
AMS Review Pub Date : 2022-12-31 DOI: 10.1007/s13162-022-00250-2
Stephen L. Vargo
{"title":"Fostering scholarly discussion in marketing","authors":"Stephen L. Vargo","doi":"10.1007/s13162-022-00250-2","DOIUrl":"10.1007/s13162-022-00250-2","url":null,"abstract":"","PeriodicalId":7786,"journal":{"name":"AMS Review","volume":"12 3-4","pages":"137 - 138"},"PeriodicalIF":0.0,"publicationDate":"2022-12-31","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"50056795","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
Correction to: Marketing as an emergent discipline: Commentary on Shelby Hunt’s final contribution to our field 更正:市场营销是一门新兴学科:Shelby Hunt对我们领域的最后贡献评论
AMS Review Pub Date : 2022-12-28 DOI: 10.1007/s13162-022-00251-1
Terry Clark, Thomas Martin Key, Carol Azab
{"title":"Correction to: Marketing as an emergent discipline: Commentary on Shelby Hunt’s final contribution to our field","authors":"Terry Clark,&nbsp;Thomas Martin Key,&nbsp;Carol Azab","doi":"10.1007/s13162-022-00251-1","DOIUrl":"10.1007/s13162-022-00251-1","url":null,"abstract":"","PeriodicalId":7786,"journal":{"name":"AMS Review","volume":"13 1-2","pages":"167 - 167"},"PeriodicalIF":0.0,"publicationDate":"2022-12-28","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"50103540","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 1
Continuing the manifesto conversation: Toward building a renewal capability for the marketing discipline 继续宣言对话:建立营销学科的更新能力
AMS Review Pub Date : 2022-12-26 DOI: 10.1007/s13162-022-00248-w
Sreedhar Madhavaram, Hunter N. Hatfield
{"title":"Continuing the manifesto conversation: Toward building a renewal capability for the marketing discipline","authors":"Sreedhar Madhavaram,&nbsp;Hunter N. Hatfield","doi":"10.1007/s13162-022-00248-w","DOIUrl":"10.1007/s13162-022-00248-w","url":null,"abstract":"<div><p>The six commentaries on Hunt, Madhavaram, and Hatfield (hereafter, HMH, <i>AMS Review</i>, 2022, in this issue) and “the manifesto conversation” (hereafter, TMC) deeply reflected on HMH and TMC; assessed, among other things, the value of borrowed theories, doctoral programs, fragmentation, indigenous theory development, mainstream central focus, middle-range theories, and stakeholder relevance/engagement; and provided further foundations and put forward several opportunities for continuing TMC toward <i>renewing</i> the marketing discipline. In response, we develop a new conceptualization for <i>renewal capability</i>, and elaborate that <i>renewal capability building</i> (for the marketing discipline) entails policies, activities, and decisions for bringing together human (e.g., its scholars and stakeholders) and institutional resources (e.g., its journals and professional associations) to produce proactive and reactive innovations (for the marketing discipline). Overall, HMH, TMC, the six commentaries, and this response cumulatively provide foundations for continuing the TMC toward building a robust <i>renewal capability</i> for the marketing discipline.\u0000</p></div>","PeriodicalId":7786,"journal":{"name":"AMS Review","volume":"12 3-4","pages":"188 - 195"},"PeriodicalIF":0.0,"publicationDate":"2022-12-26","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"50102902","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
A general theory of marketing: Conceivable, elusive, or illusive 市场营销的一般理论:可想象的、难以捉摸的或虚幻的
AMS Review Pub Date : 2022-12-14 DOI: 10.1007/s13162-022-00246-y
Rajan Varadarajan
{"title":"A general theory of marketing: Conceivable, elusive, or illusive","authors":"Rajan Varadarajan","doi":"10.1007/s13162-022-00246-y","DOIUrl":"10.1007/s13162-022-00246-y","url":null,"abstract":"<div><h2>Abstract\u0000</h2><div><p>Hunt et al. (2022, in this issue) provide a perspective on the evolution of the marketing discipline spanning five eras, its current state, and outlook. Looking back, they view certain developments in the evolutionary trajectory of the discipline during Era 4 as troubling. Looking ahead at Era 5, they propose certain course correction initiatives for consideration by the marketing academia. They delineate the service-dominant logic, general framework of integrative marketing, and resource-advantage theory of competition as candidates that merit consideration for the mainstream focus of the discipline during Era 5 and propose a set of questions for evaluation. In reference to the evolutionary trajectory of the field during Era 4, they characterize the fragmentation of the field and subsequent loss of community as a troubling development. As argued in this commentary, fragmentation is an inevitable consequence of specialization and a normal phenomenon in the evolutionary trajectory of academic disciplines. Upheavals due to fragmentation, if any, are likely to be transient. Of the three candidates highlighted by the authors as meriting consideration for the discipline’s mainstream focus during Era 5, this commentary primarily focuses on Hunt’s resource-advantage theory as a foundation for developing a general theory of marketing from the perspective of Hunt’s fundamental explananda of marketing.</p></div></div>","PeriodicalId":7786,"journal":{"name":"AMS Review","volume":"12 3-4","pages":"177 - 183"},"PeriodicalIF":0.0,"publicationDate":"2022-12-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"50049995","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 1
Resurrecting marketing: Focus on the phenomena! 复活营销:关注现象!
AMS Review Pub Date : 2022-12-13 DOI: 10.1007/s13162-022-00245-z
Suvi Nenonen
{"title":"Resurrecting marketing: Focus on the phenomena!","authors":"Suvi Nenonen","doi":"10.1007/s13162-022-00245-z","DOIUrl":"10.1007/s13162-022-00245-z","url":null,"abstract":"<div><p>This commentary provides three complementary perspectives to the Hunt et al. (2022, in this issue) article “The marketing discipline’s troubled trajectory: The manifesto conversation, candidates for central focus, and prognosis for renewal.” First, the evolution of marketing as an academic discipline should be assessed also in relation to other fields. Second, it is time for an honest stocktake of the wider impact of marketing to societies and the biosphere. Third, an enduring and fruitful sense of community for marketing scholars could be found from marketing phenomena instead of the always contested theoretical perspectives.</p></div>","PeriodicalId":7786,"journal":{"name":"AMS Review","volume":"12 3-4","pages":"174 - 176"},"PeriodicalIF":0.0,"publicationDate":"2022-12-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://link.springer.com/content/pdf/10.1007/s13162-022-00245-z.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"50022495","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 2
Developing and renewing marketing as a scientific discipline through reflexive cocreation 通过反思性共同创造,将市场营销作为一门科学学科来发展和更新
AMS Review Pub Date : 2022-12-10 DOI: 10.1007/s13162-022-00244-0
Anu Helkkula, Eric Arnould
{"title":"Developing and renewing marketing as a scientific discipline through reflexive cocreation","authors":"Anu Helkkula,&nbsp;Eric Arnould","doi":"10.1007/s13162-022-00244-0","DOIUrl":"10.1007/s13162-022-00244-0","url":null,"abstract":"<div><p>Shelby V. Hunt was long interested in codifying and parameterizing the marketing discipline with a distinctive focus on the principles of making scientific claims. In their article, Hunt et al., (2022, in this issue) present their concerns about the scholarly status of marketing, highlighting the loss of a central, mainstream research focus. However, we think the real challenges are different than those that worry the authors. Marketing as a scientific discipline evolves by adapting from and contributing to theories, concepts, and methods in related research fields. Thus, we claim that the potential of marketing discipline lies in the diversity of intertwined and divergent research streams, such as service-dominant logic and consumer culture theory. We propose that a cocreational approach that questions foundational assumptions and a purely managerial orientation, is more likely to produce a renewal of marketing scholarship and provide solutions to wicked social problems than a single reductive theoretical approach.</p></div>","PeriodicalId":7786,"journal":{"name":"AMS Review","volume":"12 3-4","pages":"168 - 173"},"PeriodicalIF":0.0,"publicationDate":"2022-12-10","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://link.springer.com/content/pdf/10.1007/s13162-022-00244-0.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"50017734","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 2
Folds in historical time and possible worlds for the marketing discipline: A commentary 市场营销学科在历史时间和可能世界中的折叠:评论
AMS Review Pub Date : 2022-12-08 DOI: 10.1007/s13162-022-00243-1
Linda L. Price
{"title":"Folds in historical time and possible worlds for the marketing discipline: A commentary","authors":"Linda L. Price","doi":"10.1007/s13162-022-00243-1","DOIUrl":"10.1007/s13162-022-00243-1","url":null,"abstract":"<div><p>This commentary offers some alternative perspectives on Hunt, Madhavaram and Hatfield (AMS Review, 2022, in this issue). First, rather than using a periodization approach that emphasizes marketing’s troubled trajectory, I highlight several alternative ways to narrate history that can uncover absences, enable new and different voices, and unfold new disciplinary possibilities. Second, while acknowledging that fragmentation is real, I question whether the answer is a unifying marketing framework. I propose that fragmentation is essential to innovation and growth. Bridging discourses and resource interdependencies can enable both difference and community to thrive. This can be especially powerful if we create shared community around problems and are attentive to multiple stakeholders. Finally, to serve multiple stakeholders, I encourage a networked, multi-disciplinary perspective characterized by promiscuous theory shopping. Promiscuous theory shopping when combined with deep immersion in our shared problems can be a powerful generator of indigenous theory.</p></div>","PeriodicalId":7786,"journal":{"name":"AMS Review","volume":"12 3-4","pages":"162 - 167"},"PeriodicalIF":0.0,"publicationDate":"2022-12-08","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://link.springer.com/content/pdf/10.1007/s13162-022-00243-1.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"50014132","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 2
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