No. 1, FEBRUARY 2018
- Points of (Dis)parity: Expectation Disconfirmation from Common Attributes in Consumer Choice (pp. 1-13)
IOANNIS EVANGELIDIS and STIJN M.J. VAN OSSELAER - Firms’ Strategic Leverage of Unplanned Exposure and Planned Advertising: An Analysis in the Context of Celebrity Endorsements (pp. 14-34)
TIMOTHY P. DERDENGER, HUI LI and KANNAN SRINIVASAN - A Probit Model with Structured Covariance for Similarity Effects and Source of Volume Calculations (pp. 35-47)
JEFFREY P. DOTSON, JOHN R. HOWELL, JEFF D. BRAZELL, THOMAS OTTER, PETER J. LENK, STEVE MacEACHERN and GREG M. ALLENBY - The Relative Influence of Economic and Relational Direct Marketing Communications on Buying Behavior in Business-to-Business Markets (pp. 48-68)
KIHYUN HANNAH KIM and V. KUMAR - The Abercrombie & Fitch Effect: The Impact of Physical Dominance on Male Customers’ Status-Signaling Consumption (pp. 69-79)
TOBIAS OTTERBRING, CHRISTINE RINGLER, NANCY J. SIRIANNI and ANDERS GUSTAFSSON - Retention Futility: Targeting High-Risk Customers Might Be Ineffective (pp. 80-98)
EVA ASCARZA - TV Viewing and Advertising Targeting (pp. 99-118)
YITING DENG and CARL F. MELA - In God’s Hands: How Reminders of God Dampen the Effectiveness of Fear Appeals (pp. 119-131)
EUGENIA C. WU and KEISHA M. CUTRIGHT - How Customer Referral Programs Turn Social Capital into Economic Capital (pp. 132-146)
CHRISTOPHE VAN DEN BULTE, EMANUEL BAYER, BERND SKIERA and PHILIPP SCHMITT - How Encouraging Niceness Can Incentivize Nastiness: An Unintended Consequence of Advertising Reform (pp. 147-161)
MINAH H. JUNG and CLAYTON R. CRITCHER
No. 1, FEBRUARY 2018
- When and How Managers’ Responses to Online Reviews Affect Subsequent Reviews (pp. 163-177)
YANG WANG and ALEXANDER CHAUDHRY - Frontline Problem-Solving Effectiveness: A Dynamic Analysis of Verbal and Nonverbal Cues (pp. 178-192)
DETELINA MARINOVA, SUNIL K. SINGH and JAGDIP SINGH - The Club Store Effect: Impact of Shopping in Warehouse Club Stores on Consumers’ Packaged Food Purchases (pp. 193-207)
KUSUM L. AILAWADI, YU MA and DHRUV GREWAL - Are You Back for Good or Still Shopping Around? Investigating Customers’ Repeat Churn Behavior (pp. 208-225)
V. KUMAR, AGATA LESZKIEWICZ and ANGELIKI HERBST - Double Mental Discounting: When a Single Price Promotion Feels Twice as Nice (pp. 226-238)
ANDONG CHENG and CYNTHIA CRYDER - The Asymmetric Impact of Context on Advantaged Versus Disadvantaged Options (pp. 239-253)
IOANNIS EVANGELIDIS, JONATHAN LEVAV and ITAMAR SIMONSON - The Impact of Mergers and Acquisitions on the Sales Force (pp. 254-264)
RAGHU BOMMARAJU, MICHAEL AHEARNE, ZACHARY R. HALL, SESHADRI TIRUNILLAI and SON K. LAM - Making Warnings About Misleading Advertising and Product Recalls More Effective: An Implicit Attitude Perspective (pp. 265-276)
OLIVIER TRENDEL, MARC MAZODIER and KATHLEEN D. VOHS - How Deviations from Performance Norms Impact Charitable Donations (pp. 277-290)
ALEXIS M. ALLEN, MEIKE EILERT and JOHN PELOZA - The Influence of Time-Interval Descriptions on Goal-Pursuit Decisions (pp. 291-303)
NIRA MUNICHOR and ROBYN A. LeBOEUF
No. 3, JUNE 2018
- The Determinants and Consequences of Search Cost Heterogeneity: Evidence from Local Gasoline Markets (pp. 305-320)
MITSUKUNI NISHIDA and MARC REMER - Building a Social Network for Success (pp. 321-338)
ASIM ANSARI, FLORIAN STAHL, MARK HEITMANN and LUCAS BREMER - Reframing the Discount as a Comparison Against the Sale Price: Does It Make the Discount More Attractive? (pp. 339-351)
ABHIJIT GUHA, ABHIJIT BISWAS, DHRUV GREWAL, SWATI VERMA, SOMAK BANERJEE and JENS NORDFÄLT - Modeling Simultaneous Multiple Goal Pursuit and Adaptation in Consumer Choice (pp. 352-367)
JOFFRE SWAIT, JENNIFER ARGO and LIANHUA Li - Is Cash King for Sales Compensation Plans? Evidence from a Large-Scale Field Intervention (pp. 368-381)
MADHU VISWANATHAN, XIAOLIN LI, GEORGE JOHN and OM NARASIMHAN - Social Information Avoidance: When, Why, and How It Is Costly in Goal Pursuit (pp. 382-395)
SZU-CHI HUANG - Matchmaker Competition and Technology Provision (pp. 396-413)
YUE WU, KAIFU ZHANG and V. PADMANABHAN - An Empirical Study of Uniform and Differential Pricing in the Movie Theatrical Market (pp. 414-431)
JASON Y.C. HO, YITIAN (SKY) LIANG, CHARLES B. WEINBERG and JING YAN - The Impact of Death-Related Media Information on Consumer Value Orientation and Scope Sensitivity (pp. 432-445)
ZHONGQIANG (TAK) HUANG, XUN (IRENE) HUANG and YUWEI JIANG - When Promoting Similarity Slows Satiation: The Relationship of Variety, Categorization, Similarity, and Satiation (pp. 446-457)
JANNINE D. LASALETA and JOSEPH P. REDDEN
No. 4, AUGUST 2018
- When Showrooming Increases Retailer Profit (pp. 459-473)
DMITRI KUKSOV and CHENXI LIAO - Circle of Incompetence: Sense of Understanding as an Improper Guide to Investment Risk (pp. 474-488)
ANDREW R. LONG, PHILIP M. FERNBACH and BART DE LANGHE - Efficient Large-Scale Internet Media Selection Optimization for Online Display Advertising (pp. 489-506)
COURTNEY PAULSON, LAN LUO and GARETH M. JAMES - Agglomeration as a Driver of the Volume of Electronic Word of Mouth in the Restaurant Industry (pp. 507-523)
ANGELA XIA LIU, JAN-BENEDICT E.M. STEENKAMP and JURUI ZHANG - Modeling Gift Choice: The Effect of Uncertainty on Price Sensitivity (pp. 524-540)
SHERRY SHI WANG and RALF VAN DER LANS - (I’m) Happy to Help (You): The Impact of Personal Pronoun Use in Customer-Firm Interactions (pp. 541-555)
GRANT PACKARD, SARAH G. MOORE and BRENT MCFERRAN - The Teasing Effect: An Underappreciated Benefit of Creating and Resolving an Uncertainty (pp. 556-570)
BOWEN RUAN, CHRISTOPHER K. HSEE and ZOE Y. LU - Network Overlap and Content Sharing on Social Media Platforms (pp. 571-585)
JING PENG, ASHISH AGARWAL, KARTIK HOSANAGAR and RAGHURAM IYENGAR - Mirror, Mirror on the Retail Wall: Self-Focused Attention Promotes Reliance on Feelings in Consumer Decisions (pp. 586-599)
HANNAH H. CHANG and IRIS W. HUNG - Neural Profiling of Brands: Mapping Brand Image in Consumers’ Brains with Visual Templates (pp. 600-615)
HANG-YEE CHAN, MAARTEN BOKSEM and ALE SMIDTS
No. 5, OCTOBER 2018
- Customer-Based Corporate Valuation for Publicly Traded Noncontractual Firms (pp. 617-635)
Daniel M. McCarthy and Peter S. Fader - Online Reputation Mechanisms and the Decreasing Value of Chain Affiliation (pp. 636-654)
Brett Hollenbeck - How Evaluations of Multiple Percentage Price Changes Are Influenced by Presentation Mode and Percentage Ordering: The Role of Anchoring and Surprise (pp. 655-666)
Derick F. Davis and Rajesh Bagchi - Delusion in Attribution: Caveats in Using Attribution for Multimedia Budget Allocation (pp. 667-685)
Peter J. Danaher and Harald J. van Heerde - When Does Partitioned Pricing Lead to More Favorable Consumer Preferences? Meta-Analytic Evidence (pp. 686-703)
Ajay T. Abraham and Rebecca W. Hamilton - Relationship Governance Dynamics: The Roles of Partner Selection Efforts and Mutual Investments (pp. 704-721)
Kenneth H. Wathne, Jan B. Heide, Erik A. Mooi and Alok Kumar - Does Selective Sales Force Training Work? (pp. 722-737)
Yashar Atefi, Michael Ahearne, James G. Maxham III, D. Todd Donavan and Brad D. Carlson - Intercompetitor Licensing and Product Innovation (pp. 738-751)
Baojun Jiang and Hongyan Shi - The Seesaw Self: Possessions, Identity (De)activation, and Task Performance (pp. 752-765)
Jaeyeon Chung and Gita V. Johar - Inspired to Create: Awe Enhances Openness to Learning and the Desire for Experiential Creation (pp. 766-781)
Melanie Rudd, Christian Hildebrand and Kathleen D. Vohs
No. 6, DECEMBER 2018
- Attention, Information Processing, and Choice in Incentive-Aligned Choice Experiments (pp. 783-800)
Liu (Cathy) Yang, Olivier Toubia and Martijn G. de Jong - Talk Bursts: The Role of Spikes in Prerelease Word-of-Mouth Dynamics (pp. 801-817)
Sarah Gelper, Renana Peres and Jehoshua Eliashberg - Man Versus Machine: Resisting Automation in Identity-Based Consumer Behavior (pp. 818-831)
Eugina Leung, Gabriele Paolacci and Stefano Puntoni - To Bargain or Not to Bargain: The Role of Fixed Costs in Price Negotiations (pp. 832-851)
Pranav Jindal and Peter Newberry - Cashback Is Cash Forward: Delaying a Discount to Entice Future Spending (pp. 852-868)
Prasad Vana, Anja Lambrecht and Marco Bertini - Misresponse to Survey Questions: A Conceptual Framework and Empirical Test of the Effects of Reversals, Negations, and Polar Opposite Core Concepts (pp. 869-883)
Hans Baumgartner, Bert Weijters and Rik Pieters - Spillover Effects of Mission Activities on Revenues in Nonprofit Health Care: The Case of Aravind Eye Hospitals, India (pp. 884-899)
Sachin Gupta, Omkar D. Palsule-Desai, C. Gnanasekaran and Thulasiraj Ravilla - “There Ain’t No Such Thing as a Free Lunch”: Consumers’ Reactions to Pseudo-Free Offers (pp. 900-915)
Steven K. Dallas and Vicki G. Morwitz - The Effect of Perceived Similarity on Sequential Risk Taking (pp. 916-933)
Elizabeth C. Webb and Suzanne B. Shu - Egocentric Improvement Evaluations: Change in the Self as an Anchor for Brand Improvement Judgments (pp. 934-950)
Sokiente W. Dagogo-Jack and Mark R. Forehand