Back to the Future: Using Marketing Basics to Provide Customer Value: Proceedings of the 2017 Academy of Marketing Science (AMS) Annual Conference

Front Matter ....Pages i-xl
 Managerial Decisions on International Price Adaptation: An Abstract  (Christina Papadopoulou, Aristeidis Theotokis, Magnus Hultman)....Pages 1-1
 A Cross-Cultural Comparison of Middle-Class Meanings of Money in India and South Korea: An Abstract  (Altaf Merchant, Gregory Rose, Sunmee Choi, Drew Martin, Mohit Gour)....Pages 3-3
 Ad Length and the Presence of the Timer in In-Stream Commercial: An Abstract  (Yongwoog Jeon, Hyunsang Son, Arnold D. Chung)....Pages 5-5
 Strategies for Theory Assessment and Enhancement in Marketing: An Abstract  (Matthew Wilson, Jeannette Paschen)....Pages 7-7
 Understanding Perceived Values and Behavioral Effects of Mobile Apps: An Abstract  (Ines Hackeradt)....Pages 9-9
 When the Service Experience Drives Negative and Positive Emotions: The Moderating Role of Pride in the Effects of Guilt on Coping and Satisfaction: An Abstract  (Camille Saintives, Renaud Lunardo)....Pages 11-12
 Seeking Relief from Negative Emotions: Customer Revenge as an Emotional Outlet: An Abstract  (Marilena Gemtou, Haiming Hang)....Pages 13-14
 The Company or the Crowd? Comparing Consumers’ Reactions to Peer-Provided and Firm-Provided Customer Support: An Abstract  (Lan Jiang, Matthew O’Hern, Sara Hanson)....Pages 15-16
 Global Country Social Responsibility: What Is It? An Abstract  (Boryana V. Dimitrova, Saejoon Kim, Monique Bell, Nikita Frantz)....Pages 17-18
 Influencing Factors on Moral Licensing Effect: A Meta-Analytic Approach: An Abstract  (Philipp Simbrunner, Bodo B. Schlegelmilch)....Pages 19-19
 The Role of Honor as a Key Global Marketing Dimension for Business and Academia  (Michael Czinkota)....Pages 21-32
 The Influence of Posture on Taste: An Abstract  (Courtney Szocs, Dipayan Biswas)....Pages 33-34
 The Power of Scent: Effects of Scent on Temperature Perception Due to Synesthesia: An Abstract  (Amy Rebecca Jones)....Pages 35-36
 If I Touch I Like It! The Interplay Between Tactile Inputs and Gustatory Perceptions: An Abstract  (Felipe Pantoja, Adilson Borges, Patricia Rossi, Amanda Pruski Yamim)....Pages 37-37
 The Unconscious Affection Factor: Exploring the Dual Facets of Customer-Perceived Value and Their Impact on Brand Attachment: An Abstract  (Sascha Langner, Steffen Schmidt, Levke Albertsen, Evmorfia Karampournioti, Klaus-Peter Wiedmann)....Pages 39-39
 Five Seconds to the Ad: How ProgramInduced Mood Affects Ad Countdown Effects: An Abstract  (Tiffany Venmahavong, Sukki Yoon, Kacy Kim)....Pages 41-41
 The Effect of Advertising Concentration on Retailers’ Market and Financial Performance: An Abstract  (Chi Zhang, Douglas Vorhies)....Pages 43-43
 Advertising Expenditures, Negative Corporate Social Performance, and Firm Performance: Does Advertising Orientation Matter? An Abstract  (Stacey Sharpe, Nicole Hanson)....Pages 45-45
 Marketing Strategy and Strategic Environment Performance Sustaining Configurations: A Set-Theoretic Approach: An Abstract  (Simos Chari, George Balabanis)....Pages 47-48
 The FREE (Firm Resources and External Environment) Framework as an Alternative to SWOT: An Abstract  (Sreedhar Madhavaram, Shelby D. Hunt, Pelin Bicen)....Pages 49-49
 Can Marketing and IT Be Friends? The Impact of Information Strategy, Structure, and Processes on Business Performance: An Abstract  (Stefan Sleep, Dana Harrison)....Pages 51-51
 Perspective Taking and Persuasiveness of Charity Advertising Appeals: An Abstract  (Guangzhi Zhao, Qiyu (Jason) Zhang, Lefa Teng)....Pages 53-54
 Political Ideology of Donors and Attribution Messages in Charity Advertising: An Abstract  (Younghwa Lee, Sukki Yoon)....Pages 55-55
 Cause-Related Marketing from the Nonproft’s Perspective: An International Comparison: An Abstract  (Debra Z. Basil, Carolina O. C. Werle, Mary Runte)....Pages 57-58
 Developing a Scale to Measure Brand-Evoked Nostalgia in Belgium and the United States: An Abstract  (John B. Ford, Altaf Merchant, Anne-Laure Bartier, Mike Friedman)....Pages 59-59
 Style of Thinking as Moderator of Drivers of Consumer Brand Identification: An Abstract  (Jose Saavedra Torres, Omid Dadgar, Monika Rawal)....Pages 61-62
 Does COO Still Matter? An Examination of Country of Origin Effects on Purchase Intentions Under Recall Circumstances: An Abstract  (Jianping Huang, Jeffrey P. Radighieri)....Pages 63-64
 Managing Customer Reactions to Brand Deletion: An Abstract  (Purvi Shah)....Pages 65-66
 The Influence of Chief Executive Officers’ Regulatory Foci on Firms’ Advertising, R&D, and Corporate Social Responsibility: An Abstract  (Saim Kashmiri, Prachi Gala, Cameron Duncan Nicol)....Pages 67-67
 Co-Designing Active Workplace Social Marketing Campaign: Barriers and Motivators to Sit Less and Stand Up: An Abstract  (Haruka Fujihira, Joy Parkinson, Sharyn Rundle-Thiele)....Pages 69-70
 The Mechanisms of Punishment on Consumer’s Forgiveness and Trust Repair: An Integrated Causal Attribution Model of Trust Repair  (Shih Chuan-Feng, Huang Heng-Chiang, Lee Han)....Pages 71-78
 An Exploratory Analysis of Consumer Opinions, Ethics, and Sentiment of Neuromarketing: An Abstract  (Cuauhtemoc Luna-Nevarez)....Pages 79-80
 Ethical vs. Unethical Advertisements: Evaluation and Recall: An Abstract  (Kevin Lehnert, Mark Kubik)....Pages 81-81
 Entering the Performance-Based Contracting Business: An Exploration of Sales-Related Challenges: An Abstract  (Stefan Ruffer, Tobias Schaefers)....Pages 83-84
 Performance Impact of Customer Orientation, Task Interdependence, and Information Sharing in Sales Teams: An Abstract  (Christine Jaushyuam Lai, Ying Yang)....Pages 85-86
 Cross-Border M&A: Implications for Marketing Capability: An Abstract  (Mahabubur Rahman, Mary Lambkin)....Pages 87-88
 Radical Multicultural Marketing: Examining the Communication Strategies Used by Multicultural Marketing Agencies: An Abstract  (Nessa Adams)....Pages 89-90
 Task Master or Task Novice: An Abstract on a Strategic Decision-Making Experiment  (Kirk Plangger, Douglas West)....Pages 91-91
 Self-Affirmation of Narcissists on Social Media: A Study Proposing a New Method of Categorization on Facebook Ads  (Mario Cassar, Amir Dabirian, Hoda Diba, Jirka Konietzny)....Pages 93-101
 You’ve Got It! Pronouns Increase Self-Referencing and Engagement on Facebook: An Abstract  (Ryan Cruz, James M. Leonhardt)....Pages 103-103
 The Effects of Holistic Thinking Style on Attitude Toward Innovative Design: Role of Value Presentation: An Abstract  (Junghwa Jenny Hong, Kyung-Ah Kay Byun)....Pages 105-106
 Sensory Similarity: A Physical Product Perception in Online Context  (Margot Racat, Sonia Capelli, Danilo Dantas)....Pages 107-119
 Who Regrets More After a Choice? The Role of Dialectical Thinking: An Abstract  (Rongrong Qiu, Lan Xia, Xiucheng Fan)....Pages 121-122
 More than a Black Eye! The Effect of Violence Exposure in Anti-IPV Campaigns: An Abstract  (Amanda Pruski Yamim, Adilson Borges)....Pages 123-124
 Integrating Social Media into Health-Care Marketing: An Abstract  (Rui Sun, Bing Xu)....Pages 125-126
 Patient Safety and Employee Word-of-Mouth Communication: An Abstract  (Soumya Upadhyay, Thomas L. Powers)....Pages 127-128
 Does Customer Co-Creation Really Produce Value? An Abstract  (Weiling Zhuang, Barry J. Babin)....Pages 129-130
 Purchase Quantity Restrictions: Good or Bad? An Abstract  (Siddharth Bhatt, Srinivasan Swaminathan, Rajneesh Suri)....Pages 131-132
 A Comparison of Brand Loyalty Between On-the-Go and Take-Home Consumption Purchases: An Abstract  (Giang Trinh)....Pages 133-133
 The Role of Brand Strength and Customer Satisfaction in Explaining Store Loyalty: An Abstract  (Paraskevi Sarantidou)....Pages 135-136
 The Effect of Gender Differences on Online Shopping Payment Methods: An Abstract  (Mahmood Awan, Han Chiang Ho)....Pages 137-138
 Consumer Reactions to Low vs. High Levels of Customization: An Abstract  (Silke Bambauer-Sachse)....Pages 139-140
 Big Data-Driven Marketing: An Abstract  (Samppa Suoniemi, Lars Meyer-Waarden, Andreas Munzel)....Pages 141-142
 Comparing Lab, Virtual, and Field Environments in Sensory Product Acceptance Testing: An Abstract  (Marcel Lichters, Robert Möslein, Marko Sarstedt, Andreas Scharf)....Pages 143-144
 The Influence of Place Attachment and a Certification of Event Sustainability on Residents’ Perceptions of Environmental Impacts and Event Support: An Abstract  (Girish Prayag, Marcello Mariani, Andrea Guizzardi)....Pages 145-146
 Review Richness: How Online Consumer Review Information Content Shapes Persuasion Through Review Richness: An Abstract  (Yiru Wang, César Zamudio)....Pages 147-147
 An Abstract on AEL as a Fundraiser’s Relationship-Building Tool  (Tanya Drollinger)....Pages 149-150
 I Don’t Think It’s Real: Exploring the Genres of Reality Programming: An Abstract  (Christine M. Kowalczyk, Alexa K. Fox)....Pages 151-152
 Automation in Credit Card Repayment: A Friend or a Foe? An Abstract  (Sandra Awanis, Ahmad Daryanto)....Pages 153-153
 A Financial Leap of Faith: Government Funding for Community CSR and Sustainability Initiatives: An Abstract  (Heather F. Ross)....Pages 155-156
 A Framework to Monitor Corporate Sustainable Development in Supply Chains: An Abstract  (Göran Svensson, Nils Høgevold)....Pages 157-158
 Providing Value to SMEs and Their Stakeholders Through Corporate Social Responsibility Initiatives: An Abstract  (Solon Magrizos, Eleni Apospori, Marylyn Carrigan)....Pages 159-160
 Embedding CSR in the Firm’s DNA, The Case for Strategic CSR in Emerging Markets: An Abstract  (Cezara Nicoara, Dayananda Palihawadana, Matthew Robson, Constantinos Leonidou)....Pages 161-161
 E-Mobility Marketing: Standardization or Specialization  (Marc Kuhn, Sarah Selinka, Natalie de Jong)....Pages 163-175
 Is Online Sharing and Word of Mouth More Prevalent Among Collectivist Consumers?  (Todd Pezzuti, James M. Leonhardt)....Pages 177-187
 Examining Online Chinese Buyer-Seller Relationships, Understanding E-Guanxi: An Abstract  (Wenkai Zhou, Michael R. Hyman, James M. Leonhardt)....Pages 189-190
 Uber and the Sharing Economy, Changing Strategies and Global Markets: An Abstract  (Syed Tariq Anwar)....Pages 191-191
 A Study on the Relationship Between BOP Orientation and Firm Performance: An Abstract  (Fengxia Zhu, Zelong Wei, Yongchuan Bao)....Pages 193-194
 Resource Advantage Theory, Service Dominant Logic, and Healthcare Consumer Experiences: An Abstract  (Kevin W. James, Kerri M. Camp, Janna Parker)....Pages 195-196
 Improving Personal Hygiene and Water Conservation Among South African Children, a Pilot Test of Knowledge and Attitude Change: An Abstract  (David Schmidtke, Alice Baker, Mohammad Kadir, Julia Baum, Sharyn Rundle-Thiele)....Pages 197-198
 Money Isn’t Everything?! Investigating Public Policies to Engage Energy Efficiency in Private Homes, An Empirical Analysis on Consumer Motives: An Abstract  (Moritz vom Hofe, Paul Baginski, Hartmut Holzmüller)....Pages 199-200
 Short- and Long-Term Consumer Reactions to Promotions: An Abstract  (Silke Bambauer-Sachse, Laura Massera)....Pages 201-202
 Does “Hot” Lead to “Not So Hot?” Sexy Images, Indulgent Consumption, and the Impacts of Gender and Self-Construal: An Abstract  (Xing-Yu Chu, Chun-Tuan Chang, Shr-Chi Wang)....Pages 203-204
 Gender, Emotions, and Judgments: An Analysis of the Moderating Role of Gender in Influencing the Effectiveness of Advertising and Pricing Tactics: An Abstract  (Vahid Rahmani, Elika Kordrostami)....Pages 205-206
 Influence of Social Context on Consumption in the USA: An Abstract  (José-Domingo Mora)....Pages 207-207
 Revealing the Young People’s Cognitive Structure of Sharing Video Online: An Exploratory Research: An Abstract  (Chin-Feng Lin, Chen-Su Fu)....Pages 209-210
 User-Generated Advertising, The Effects of Consumer-Created Brand Videos on Brand Attitudes: An Abstract  (Paulo Mora-Avila, Ria Wiid)....Pages 211-212
 Exploring the Role of Audience Participation and Para-social Interaction on Endorsement Effectiveness in Vlogs: An Abstract  (Juha Munnukka, Devdeep Maity)....Pages 213-213
 Technology-Based Self-Service (TBSS) Innovations in B2B Settings: An Abstract  (Peter Ekman, Randle Raggio, Jimmie Röndell, Steven Thompson)....Pages 215-216
 Open Data Innovation, What are the Main Issues/Challenges for Open Data Projects in Sweden: An Abstract  (Serdar Temiz, Terrence Brown)....Pages 217-218
 Consumers’ Perception of Price Premiums for Greenwashed Products: An Abstract  (Jeonggyu Lee, Siddharth Bhatt, Rajneesh Suri, Prabakar Kothandaraman)....Pages 219-220
 Exploring Consumer Spending When Redeeming Online Daily Coupons: An Abstract  (Chinintorn Nakhata, Anne Roggeveen, Ali Besharat, James Stock)....Pages 221-221
 Price Promotion for a Preordered Product, The Moderating Role of Time of Release: An Abstract  (Subhash Jha, Phillip M. Hart, George Deitz)....Pages 223-223
 An Examination of Heavy Coupon Use, Opinion Leadership, and Self-Confidence: An Abstract  (James J. Zboja, Kevin M. Gatzlaff)....Pages 225-226
 Investigating Social Media Activity as a Firm’s Signaling Strategy Through an Initial Public Offering  (Atthaphon Mumi, Michael Obal, Yi Yang)....Pages 227-241
 Digital Retailing: An Abstract for Preliminary Results of a Systematic Literature Review  (Virginia Vannucci, Valentina Mazzoli, Raffaele Donvito, Gaetano Aiello)....Pages 243-244
 Challenges in Data-Driven Innovation Toward European Digital Single Market: An Abstract  (Serdar Temiz, Terrence Brown)....Pages 245-246
 The Effects of Color and Position of Add-to-Cart Button on Click Intention: An Abstract  (Zhen Yang, Yanliu Huang)....Pages 247-248
 Why Do Certain Products Influence Grocery Store Choice? The Role of Anchor Products and Their Relationships with Other Store Choice Factors: An Abstract  (Pilsik Choi)....Pages 249-249
 Effects of Product Categories on Consumers’ Spending in Multiple Retail Formats: An Abstract  (Qin Zhang, Manish Gangwar, Brian Ratchford)....Pages 251-252
 Well That’s Embarrassing: An Examination of Product Package Differences and the Impact on Embarrassment: An Abstract  (Christian Barney, Carol Esmark, Stacie Waites)....Pages 253-254
 Marketing’s Theoretical and Conceptual Value Proposition: An Abstract  (Martin Key, Terry Clark, O. C. Ferrell, Leyland Pitt, David Stewart)....Pages 255-256
 The Mind of the Beholder: Luxury Product Placement and Product-Background Scene Congruency: An Abstract  (Patricia Rossi, Felipe Pantoja, Kacy Kim, Sukki Yoon)....Pages 257-257
 The Lovemarks Effect: An Abstract  (Cleopatra Veloutsou, Jantakarn Bell Aimpitaksa)....Pages 259-260
 Globalizing Consumers’ Attitudes Toward Marketing: An Exploratory Study in a Multicultural Marketplace: An Abstract  (Tarek Mady, Ajay Manrai, Lalita Manrai)....Pages 261-262
 Material Possessions and Hedonic Experience: Paradoxes of Luxury Consumption in Emerging Markets: An Abstract  (José Marcos Carvalho de Mesquita, Gegory Kivenzor, Natalia Corradi Franco)....Pages 263-264
 Welcome to Brand-Topia: The Role of Transportation and Identification in Brand Storytelling: An Abstract  (Klaus-Peter Wiedmann, Evmorfia Karampournioti, Nadine Hennigs, Steffen Schmidt, Levke Albertsen)....Pages 265-265
 The Ideology Underlying Consumer Boycott Studies: Are We Boycotting a Deeper Understanding of the Theme? An Abstract  (Daniela Abrantes Ferreira, Paula Castro P. de Souza Chimenti)....Pages 267-268
 Explaining Motivational Needs Through Positive Affect and Brand Tribalism: An Abstract  (Jeremy J. Sierra, Harry A. Taute)....Pages 269-270
 The Quantified Self: The Role of Consumers’ Smart Wearables Perception Offered by Insurance Companies: An Abstract  (Stefanie Paluch, Sven Tuzovic)....Pages 271-272
 Does a Hologram Give an Encore? Authenticity in Mixed Reality: An Abstract  (Spencer M. Ross, Lauren I. Labrecque)....Pages 273-274
 Happiness by Design: A Self-Construction Framework of Proteus and Networking Effects in Online Games: An Abstract  (Ting-Ting Chen, Shih-Ju Wang, Huang Heng-Chiang, Shih-Tsen Wang)....Pages 275-275
 The Influence on Need for Cognition, Web Expertise and Trust on Online and Offline Information Search Behaviour: An Abstract  (Elfriede Penz, Agnieszka Zablocki, Philipp Simbrunner)....Pages 277-277
 The Effect of Placement Context on Brand Persuasiveness: An Abstract  (Fanny Fong Yee Chan, Ben Lowe)....Pages 279-280
 Brand Advertising in an Access–Ownership World, How Marketing Channels Impact Message Persuasiveness: An Abstract  (Lora Mitchell Harding, Mark T. Schenkel)....Pages 281-282
 Green Identity, Myth or Reality: An Abstract  (Samreen Ashraf, Maria Musarskaya)....Pages 283-283
 Understanding the Effect of Perceived Reasonableness on Customer Satisfaction in Relation to Moral Identity: An Abstract  (Nobuyuki Fukawa)....Pages 285-285
 Nostalgia and Astrometry as Precursors of Superstitious Beliefs: An Abstract  (Jeremy J. Sierra, Michael R. Hyman, Anna M. Turri)....Pages 287-288
 Love Makes the Daredevil, Mating Mindset and Proactive Tendency: An Abstract  (Yang He, Marcus da Cunha)....Pages 289-290
 Thankfulness and Hope as the Driving Emotions in Mommy Blogs: An Abstract  (Angeline Close Scheinbaum, Anjala Krishen, Axenya Kachen, Amanda Mabry-Flynn, Nancy Ridgway)....Pages 291-292
 Red Sox Versus Yankees, Sports Team Rivalry, Sports Symbols, and Distance Performance: An Abstract  (Sukki Yoon, Austin Beltis, John Logan, Kacy Kim, Gayatri Subramanian)....Pages 293-293
 The Way to Regained Trust Through Service Recovery Is Paved with Consumer Forgiveness: The Effects of Service Failure Characteristics  (Lee Han, Huang Heng-Chiang, Shih Chuan-Feng)....Pages 295-302
 Service Quality and Satisfaction of Traditional and Technology-Enhanced Services  (Somkiat Eiamkanchanalai, Nuttapol Assarut)....Pages 303-315
 The Moderator Effect of Previous Dissatisfaction with Service Category on Co-creation with Consumers  (Melby Karina Zuniga Huertas, Ingrid Pergentino)....Pages 317-330
 Cross-Cultural Study of Social Media-Based Brand Communities: An Abstract  (Ali Heydari, Michel Laroche)....Pages 331-332
 Keep It Simple, Readability Increases Engagement on Twitter: An Abstract  (James M. Leonhardt, Igor Makienko)....Pages 333-334
 The Stories Packages Tell, A Typology of Product Stories Told on Grocery Product Packages: An Abstract  (Adam J. Mills)....Pages 335-336
 Cool Marketing for Icewine? Investigating Producer’s Product Positioning, Segmentation, and Marketing Mix for Canadian Icewine: An Abstract  (Ulrich Paschen, Jeannette Paschen, Jan Kietzmann)....Pages 337-338
 Mapping Country Wine Brand Personalities, Examples from Five Nations: An Abstract  (Emily Treen, Philip Grant, Gene Van Heerden, Joseph Vella, Elsamari Botha, Anthony Chan)....Pages 339-340
 The Taste of Ageing, a 26-Year Analysis of Publications in the International Journal of Wine Business Research: An Abstract  (Aya Rizk, Jirka Konietzny, Mario Cassar, Richard Wong, Åsa Wallström, Joseph Vella)....Pages 341-342
 Special Doctoral Colloquium Session: The Difficulties, Issues, and Pitfalls Doctorate Students Must Conquer in Becoming a Researcher, Author, and Scholar: An Abstract  (Lisa Monahan, Christian Bushardt, Kristina Stuhler, Iana Lukina, David J. Ortinau)....Pages 343-344
 Salesperson Performance and Commitment and Buyer Relational Behaviors as Antecedents of Buyer’s Desire for Business Relationship with Suppliers: An Abstract  (James Boles, Rita de Cássia de Faria Pereira, Valter Afonso Vieira, Julie Johnson-Busbin, Hiram Barksdale Jr.)....Pages 345-346
 The Effects of S-D Logic on Interfirm Relationships: An Abstract  (Zhenning (Jimmy) Xu, Edward Ramirez, Gary L. Frankwick)....Pages 347-348
 The Mediating Effect of Trust and Commitment on Economic and Noneconomic Satisfaction: An Abstract  (Juan Carlos Sosa-Varela, Göran Svensson)....Pages 349-350
 Business Mating Online: How Online Referrals Influence Supplier Selection? An Abstract  (Zsofia Toth, Marzena E. Nieroda, Bernadett Koles)....Pages 351-352
 Social Media Links on Magazine Advertisements: When Do We Need Them?  (Selcuk Ertekin, Linda Barton)....Pages 353-363
 Snapchat as an Influential Tool for Marketing Communication: An Exploratory Analysis of Brands Usage: An Abstract  (Lina Gomez, Kasim Bernabe, Yanitzary Alvarado, Lourdes Meléndez)....Pages 365-366
 Covert Persuasion Attempts: Do People Notice? An Abstract  (Adam D. Slobodzian, Marjorie Delbaere)....Pages 367-367
 Improving Banner Ad Strategies Through Predictive Modeling  (Michael Obal, Wen Lv)....Pages 369-384
 A Brand Foci Model to Explain Achievement Needs: A Contradictory Explanation: An Abstract  (Jeremy J. Sierra, Harry A. Taute, Byung-Kwan Lee)....Pages 385-386
 How Do Different Service Employees Deliver the Brand to Consumers? An Abstract  (Achilleas Boukis, Kostas Kaminakis, Avraam Papastathopoulos, Khanyapuss Punjaisri, John Balmer)....Pages 387-388
 The Values of Storytelling: From Tactics to Transformative Action: An Abstract  (Edward L. Nowlin, Claas Christian Germelmann)....Pages 389-390
 Do Ads that Tell a Story Always Perform Better? An Anthropomorphism-Based Response: An Abstract  (Laurence Dessart, Renaud Lunardo)....Pages 391-392
 The Mediating Effect of Storying on the Relationship Between Psychological Capital and Salesperson Performance: An Abstract  (Edward L. Nowlin, David M. Houghton, Douglas M. Walker)....Pages 393-393
 Storytelling as a Tool to Increase the Influence of Marketing Within the Firm: An Abstract  (David M. Houghton, Douglas M. Walker, Edward L. Nowlin)....Pages 395-396
 Marketing’s Point of View: Narrative Competition Within the Firm: An Abstract  (Martin Key)....Pages 397-398
 Will Storytelling Be Able to Let the Old Dream of Marketing for a Better World Come True? Developing a Conceptual Framework of a Transformative Storytelling Approach” and Sketching an Agenda for Joint Research Efforts: An Abstract  (Klaus-Peter Wiedmann, Efmorvia Karampournioti)....Pages 399-400
 Inferring the Personalities of B2B Salespeople from Text-Based Interviews: An Exploratory Study: An Abstract  (Christine Pitt, Neil Lilford, Albert Caruana)....Pages 401-401
 The Impact of Subjective Well-Being on Salesperson Relational and Economic Performances: An Abstract  (Linda Nasr, Annie Liu, Mark Leach)....Pages 403-404
 When (Not) to Use Humor in a B-to-B Relationship: The Role of the Exploration Relationship Phase in the Effects of Humor on Business Performance: An Abstract  (Laurent Bompar, Renaud Lunardo, Camille Saintives)....Pages 405-406
 Information Search at the Point of Sale: How Information Source Influences Customers’ Purchase Channel Switching Intention: An Abstract  (Andreas Kessenbrock, Sören Köcher)....Pages 407-408
 The Value of Shopping Channels and the Relationship with Social Exclusion and Perceived Well-Being: An Abstract  (Eleftherios Alamanos, Savvas Papagiannidis, Charles Dennis, Michael Bourlakis)....Pages 409-410
 Toward the Identification of Consumer Retailer Nostalgia: An Abstract  (Hyunju Shin, Janna M. Parker)....Pages 411-411
 Standing Out by Standing Up: Brand Differentiation and Minority Influence Theory: An Abstract  (Kylie Mcmullan, Amanda Blair, Stacey Morrison, Caitlin Ferreira)....Pages 413-414
 Conversion Theory in Marketing  (Maria Rosa Parra Villanueva, Raeesah Chohan)....Pages 415-425
 Building Brand Identification Through Cause-Brand Alliances: The Role of Perceived Cause Controversy: An Abstract  (Yasamin Vahdati, Kevin Voss)....Pages 427-427
 Developing a Political Brand Image Framework  (Varsha Jain, Philip J. Kitchen, B. E. Ganesh)....Pages 429-442
 Detecting Careless Respondents in Survey Data: Floodlight Detection of Careless Respondents  (Volkan Dogan)....Pages 443-449
 Quantitative Insights from Qualitative Data: Using the Doubling Technique in Correspondence Analysis: An Abstract  (Emily Treen, Arthur Money)....Pages 451-452
 Lacking Correspondence Between Subjective and Objective Performance Data Among Small Business Managers: An Abstract  (Saku Hirvonen, Tommi Laukkanen)....Pages 453-454
 Green Innovation in Technological Networks: An Abstract  (Anna Sadovnikova, Ashish Pujari)....Pages 455-456
 Sporty, Posh or… What Type of Wearable Fits You? A Conceptual Framework for Consumer’s Adoption of Wearable Devices: An Abstract  (Marzena E. Nieroda, Mona Mrad, Michael R. Solomon)....Pages 457-458
 The Past and Future of Cocreation: An Abstract  (Alexander J. Kull)....Pages 459-459
 Do Brands Improve Consumer Perception Due to Product Placement in Emerging Markets?  (Rajesh Kumar Srivastava, Manoj Bhide)....Pages 461-471
 Global Positioning Strategies: A Comparison of Positioning Strategies Used in German and American Airline Magazine Advertisements: An Abstract  (Charles Blankson, Selcuk Ertekin, Cedric Lohse)....Pages 473-473
 Using the Sales Process as an Instructional Tool to Improve Student Perceptions of Instructor Responsiveness, Pedagogical Affect, and Likelihood to Enroll: An Abstract  (Cindy Rippé, Shannon Cummins, Suri Weisfeld-Spolter, Yuliya Yurova)....Pages 475-475
 Intentions to Pursue a Sales Career: Integrating Intentions to Study Sales and Learning Experience: An Abstract  (Subhadip Roy, Soumya Sarkar, Prashant Mishra)....Pages 477-478
 Driven By Big Data: Are Our Students Prepared? Requiring Technology Coursework in University Sales Programs: An Abstract  (Christine M. Kowalczyk, John Cicala)....Pages 479-479
 Metaphors and Sales Management: A Review and Research Agenda: An Abstract  (Sreedhar Madhavaram, Dorcia Bolton, Vishag Badrinarayanan)....Pages 481-481
 Conceptualization and Scale Development for Salesperson Swagger: An Abstract  (David A. Locander, Obinna O. Obilo)....Pages 483-484
 Impact of Grit on Organizational Turnover: Empirical Results of International vs. US Gen Z/Millennial Cusp: An Abstract  (Michael Rodriguez, Stefanie Boyer, David Fleming, Scott Cohen)....Pages 485-485
 The Effects of Suspicion on Interorganizational Relationships: An Abstract  (Gina Brynildsen)....Pages 487-487
 Corporate Socially Irresponsible Behavior and Its Spillover Effect: The Role of Upstream Versus Downstream Positions in the Supply Chain: An Abstract  (Zhuofan Zhang)....Pages 489-489
 Contagion Effect on Traditional Versus Innovative Products: Role of Consistency in “Essence” Transfer Process: An Abstract  (Zhuofan Zhang)....Pages 491-491
 A New Perspective on Value Creation and Marketing’s Dominant Logic: An Abstract  (Cinthia B. Satornino, John Peloza, Alexis Allen, Rebeca Perren)....Pages 493-494
 Customer Value Through Resource Integration: The Role of the Institutional Solution Space: An Abstract  (Peter Ekman, Julia Jonas, Paul Maglio, David Reynolds, Jimmie Röndell)....Pages 495-496
 Customer Cohort Climate: A Conceptual Model for Group Service Encounters: An Abstract  (Linda W. Lee, Ian P. McCarthy, Debbie Ellis)....Pages 497-497
 The Process of Brand Experience: An Interdisciplinary Perspective: An Abstract  (Yanina Chevtchouk, Cleopatra Veloutsou, Robert Paton)....Pages 499-500
 Brand Personality Self-Congruity and the Product Life Cycle: Assessment of Behavioral Intentions Toward Tourism Destinations: An Abstract  (Oliver Cruz-Milan)....Pages 501-502
 Authenticity: The Driving Force Behind the Corporate Brand Saga: An Abstract  (Terry Beckman)....Pages 503-504
 How Mental Stimulation Exercises Can Nudge Healthier Food Choices for Children: An Abstract  (Dipayan Biswas, Annika Lueth)....Pages 505-506
 The Disclosure of Personal Data: Understanding Customers’ Expectations: An Abstract  (Antje Niemann, Manfred Schwaiger)....Pages 507-508
 Do I Care? Pathological Apathy in the Context of Sustainable Consumption  (Spencer M. Ross, Paula Dootson)....Pages 509-520
 The Bright and Dark Sides of Product Certification: Exploring Side Effects on Consumers’ Perceptions of Non-Certified Products: An Abstract  (Linda Wulf, Sören Köcher)....Pages 521-522
 The Role of Team-Sponsor Logo Color Congruity in Sponsorship Effectiveness: An Abstract  (Conor Henderson, Marc Mazodier, Aparna Sundar)....Pages 523-524
 In-Group Favoritism, Out-Group Animosity, and Joint Conflict: The Role of Ambivalence in Response to Joint Sponsorships: An Abstract  (Colleen Bee, Vassilis Dalakas)....Pages 525-526
 Who Is Your True G.O.A.T? Analyzing the Cause-Effect Relations of Sport Rivalry on the Emotional Appeal Toward a Sport Athlete: An Abstract  (Steffen Schmidt, Sascha Langner, Matthias Limbach)....Pages 527-528
 Abstract on Evaluating Sustainability as a Core Competency: Consumer Response to Sustainable Products  (Clyde Eiríkur Hull, Jennifer D. Russell, Monika Kukar-Kinney)....Pages 529-530
 Understanding Consumers’ Perception of Sustainable Consumption: A ZMET Approach  (Setayesh Sattari, Kaveh Peighambari, Arash Kordestani)....Pages 531-538
 “I Would Like a European Eco-Product!”: A Study on the Preference of Algerian and Tunisian Consumers for Local Ecological Products  (Mohamed Akli Achabou, Sihem Dekhili, Mohamed Hamdoun)....Pages 539-553
 Budgeting Biases Across Consumption Categories: An Abstract  (Yang He)....Pages 555-555
 “My” Losing Proposition: The Role of Ownership in Sunk Cost Effects: An Abstract  (Stephan Dickert, Bernadette Kamleitner, Sophie Süssenbach, Erdem Geveze)....Pages 557-557
 The Influence of Audience and Self-Construal on the Content of Online Reviews: An Abstract  (Agnieszka Zablocki, Bodo Schlegelmilch, Michael Houston)....Pages 559-560
 The Prosthetic Generation Is all Around Us: Feelings and Emotions About Knee Replacement Surgery and Their Impact on Overall Sentiment: An Abstract  (Christine Pitt, Amir Dabirian, Elsamari Botha, Jan Kietzmann, Hoda Diba)....Pages 561-561
 “I Can’t Wait to See This”: An Exploratory Research on Consumer Online Word-of-Mouth on Movies: An Abstract  (Julia Kampani, Chris Archer-Brown, Haiming Hang)....Pages 563-564
 The Role of Consumer Innovativeness in Mobile Commerce Usage: A Comparison of Two Emerging Countries: An Abstract  (Abdul R. Ashraf, Narongsak (Tek) Thongpapanl, Ali Anwar)....Pages 565-565
 Customers’ Attitudinal, Emotional and Behavioural Responses to Firm-Initiated Service Termination: An Abstract  (Amin Nazifi, Dahlia El-Manstrly)....Pages 567-567
 The Customer Is Always Right: Determinants and Outcomes of Consumer Value Co-Destruction: An Abstract  (Joanne T. Cao, Bruce L. Alford)....Pages 569-569
 Management Responses to Negative Online Customer Reviews: The Effect of Compensation and Explanation on the Observer’s Purchase Intention: An Abstract  (Rico Piehler, Michael Schade, Ines Nee, Christoph Burmann)....Pages 571-571
 Examining Process and Moderating Effects of Customer-Created Guilt in a Service Context: An Abstract  (Kathrynn Pounders, Julie Moulard, Barry J. Babin)....Pages 573-574
 I Am Feeling Back to Those Days: The Three-Way Interaction Effect of Nostalgia, Age, and Gender on Youthfulness in Nostalgia Advertising: An Abstract  (Young K. Kim, Mark Y. Yim)....Pages 575-575
 Idle Speculation or Proficient Prognosis? How to Employ Celebrity Endorsement Models Smartly: An Abstract  (Klaus-Peter Wiedmann, Walter von Mettenheim)....Pages 577-577
 The Effects of Celebrity Attractiveness and Identification on Advertising Interest  (Priscilla Patel, Michael Basil)....Pages 579-589
 Physical Attractiveness in Advertising: Can an Endorser Be Too Attractive? An Abstract  (Rachelle Jantzon, Michael Basil)....Pages 591-591
 Scale Development Incorporating Cluster Heat Maps: An Abstract  (Zhenning (Jimmy) Xu, Gary L. Frankwick, Edward Ramirez, Kallol Bagchi, Pan Liu)....Pages 593-594
 Meet with Editorial Reviewers: An Interactive Discussion of the Difficulties and Issues Facing Authors in the Journal Review Process: An Abstract  (Les Carlson, Michael J. Dorsch, Diana Haytko, David J. Ortinau)....Pages 595-596
 How Does Nostalgia Affect Donor Giving Behavior?  (Kristina Stuhler)....Pages 597-610
 Exploring the Role of Religion in Consumer Acculturation and Ethnic Identification of the Second-Generation British Pakistanis: An Abstract  (Zeeshan Rafiq)....Pages 611-612
 Social and Spatial Distance in Decision-Making: Can Culture Play a Role? An Abstract  (Shuang Wu)....Pages 613-613
 The Impact of New Product Introduction on Inter-tier Price Competition: An Abstract  (K. Sivakumar)....Pages 615-615
 Switching from Free to Fee: More than Just a Price Increase? An Abstract  (Gerrit P. Cziehso, Tobias Schaefer, Monika Kukar-Kinney)....Pages 617-617
 Cause-Related Marketing and Price Endings: Right-Digit Effect: An Abstract  (Mazen Jaber, Kylie Jaber)....Pages 619-620
 Can Academics Provide Value to Practitioners? The Practitioner Response to Academic Research Output: An Abstract  (Christian Hinsch, Joseph Horak, Josip Kotlar)....Pages 621-621
 Virtually Enhancing the Real World with Augmented Reality Holograms: Use and Gratification Perspective: An Abstract  (Philipp A. Rauschnabel, Nina Krey)....Pages 623-623
 Adoption of Augmented Reality Technologies in Tourism: Visitors’ Acceptance of Smart Glasses: An Abstract  (Aarash Baktash, Nina Krey, Vikneswaran Nair, Philipp A. Rauschnabel)....Pages 625-625
 Cause-Related Marketing and Millennials: Impact of Product Type and Donation Style: An Abstract  (K. Bryant Smalley, Jacob C. Warren, Jacqueline K. Eastman)....Pages 627-628
 The Cause-Related Marketing Paradox: Purchasing Products with a Cause Licenses Self-Interest, Self-Indulgence, or Less Helping Behavior: An Abstract  (Xing-Yu Chu, Chun-Tuan Chang)....Pages 629-630
 Ties That Bind: Exploring Existing Brand and Cause Relationships in Cause-Related Marketing Campaigns: An Abstract  (Alisha Horky, Carri Tolmie)....Pages 631-632
 Seeing Is Believing … Or Is it? The Effect of Product Review Modality and Valence: An Abstract  (Chatdanai Pongpatipat, Michaela Hoogerhyde)....Pages 633-634
 E-Service Quality and eWOM: The Moderating Role of Customers’ Risk Orientation and Moral Identity: An Abstract  (Alessandro Biraglia, Shahin Assadinia, Vita Kadile)....Pages 635-636
 Investigating Online Reviews: The Interaction Between Online Review Volume and Valence: An Abstract  (Elika Kordrostami, Yuping Liu-Thompkins, Vahid Rahmani)....Pages 637-637
 The Moderating Effects of Fatalism and Traditionalism on Innovation Resistance  (Nasir Salari, Eric Shiu, Tao Zhang)....Pages 639-651
 Perceived Security Risk and Shopping Behavior: An Exposition in Emerging Markets: An Abstract  (Enrique Becerra, Vishag Badrinarayanan, Maria Cecilia Henriquez-Daza)....Pages 653-654
 The Revenge of the Nerds: Uncovering Practices of E-Sports and Fantasy Sports: An Abstract  (Arne Baruca, Ebru Ulusoy)....Pages 655-656
 Reciprocal Intentions: Effects of Promotional Giveaways on Consumers’ In-Venue Spending Intentions: An Abstract  (Mujde Yukse, Robert Smith, Catherine McCabe)....Pages 657-658
 The Truth About Transparency and Authenticity on Social Media: How Brands Communicate and How Customers Respond: An Abstract  (Kesha Coker, Katharine Howie, Holly Syrdal, Rebecca Vanmeter, Parker Woodroof)....Pages 659-660
 A Holistic Approach to Educational Servicescape: An Abstract  (Nina Krey, Joanne T. Cao, Jennifer A. Espinosa)....Pages 661-661
 Wizardry in Qualitative Marketing Analysis: A Toolbox for Teaching  (Varsha Jain, Philip J. Kitchen, B. E. Ganesh)....Pages 663-675
 Bringing Practitioner into the Classroom: Student Reflections and Learning Types: An Abstract  (Peter Ekman, Eva Maaninen-Olsson, Angelina Sundström)....Pages 677-678
 Is Two Really Better than One? The Effects of Dual Language Labelling on Consumer Perceptions and Purchase Intention: An Abstract  (Sabrina Heix, Linda Wulf, Sören Köcher, Hartmut Holzmüller)....Pages 679-680
 Cool or Uncool? Using Associative Groups to Promote Healthy Eating to Young Consumers: An Abstract  (Vassilis Dalakas, Kristin Stewart)....Pages 681-682
 The Cross-Modal Effects of Colour in Food Advertising: An Abstract  (Gavin Northey, Mathew Chylinski, Liem Ngo, Patrick van Esch)....Pages 683-684
 An Expectancy Model of Green Product Consumption and Green Brand Equity  (Ramazan H. Arikan, Chuandi Jiang)....Pages 685-696
 Clarifying the Creative Consumer: An Abstract  (Karen Robson, Matthew Wilson)....Pages 697-697
 Formation of Satisfactory and Dissatisfactory Experiences with Augmented Reality: An Abstract  (Atieh Poushneh, Arturo Vasquez-Parraga)....Pages 699-699
 Seeing Things that Don’t Exist: Conceptualizing an Augmented Reality Atmosphere: An Abstract  (Mahdokht Kalantari, Philipp A. Rauschnabel, Nina Krey)....Pages 701-702
 Why Do Consumers Share Content on the Internet? The Uses and Gratifications Approach: An Abstract  (Cheng-Chieh Hsiao)....Pages 703-703
 Content Curatorship and Collaborative Filtering: A Symbolic Interactionist Approach  (Kerry Chipp, Carola Strandberg, Atanu Nath, Meyser Abduljabber)....Pages 705-715
 Incentivizing Consumer Sharing in Social Media: The Role of Audience Size: An Abstract  (Yueming Zou, Yuping Liu-Thompkins)....Pages 717-717
 The Potential Benefits of Offering Suitable Mobile Commerce Experience to Your Customers: An Abstract  (Narongsak (Tek) Thongpapanl, Abdul R. Ashraf, Luciano Lapa)....Pages 719-719
 Hedonic Pricing Method, the Third Law of Demand, and Marketing Strategy: An Abstract  (Chih-Ning Chu, Ting-Yuan Huang, Sandra S. Liu)....Pages 721-722
 Identifying Brand Sentiment Through Analytics: An Abstract  (Hamid Shirdastian, Michel Laroche, Marie-Odile Richard)....Pages 723-724
 Do Brands Appearing in Textbooks Influence Students? Insights from an Exploratory Study: An Abstract  (Laurie Babin, Mathieu Kacha, Jean-Luc Herrmann, Barry J. Babin)....Pages 725-726
 Don’t Dare to Blur Our Boundaries: Balancing Between Current and Past Identities  (Justina Gineikiene, Vida Skudiene)....Pages 727-735
 Country of Origin and Brand Positioning for High-Involvement Health-Care Services: An Abstract  (Katherine A. Meese, Thomas L. Powers, S. Robert Hernandez, Andrew N. Garman, Tricia J. Johnson)....Pages 737-737
 Investigating the Malinchism-Nationalism Paradox in Hispanic TV Advertising: An Abstract  (Adesegun Oyedele, Monica D. Hernandez)....Pages 739-740
 Customer-Based Brand Equity in the Digital Age: Development of a Theoretical Framework: An Abstract  (Agnieszka Zablocki, Bodo Schlegelmilch, Elena Schant)....Pages 741-742
 Customer-Based Online Reputation: One Key Antecedent and Some Consequences  (Chebli Youness, Pierre Valette-Flotence)....Pages 743-754
 Ten Million Followers and Counting: How Digital Brand Alliances Between Online Influencers and Brands Impact Consumer Value: An Abstract Perceptions  (Jaywant Singh, La Toya Quamina, Tao Xue)....Pages 755-756
 Drivers of Brand Page Attachment: An Abstract  (Rico Piehler, Michael Schade, Barbara Kleine-Kalmer, Christoph Burmann)....Pages 757-757
 Service Provider Absenteeism: What Happens When You’re Not There? An Abstract  (Joshua Denton, Melissa Moore, Robert Moore)....Pages 759-760
 The Spillover Effects of Negative Supply Chain Information on Consumers’ Perceptions of Product Attributes  (Jon Kirchoff, Bridget Nichols, Hannah Stolze, Connor Brown)....Pages 761-771
 Stakeholder Considerations in Corporate Efforts of Business Sustainability: An Abstract  (Göran Svensson, Carlos Ferro, Nils Høgevold, Carmen Padin, Juan Carlos Sosa-Varela)....Pages 773-774
 Value Creation for Emergency Supply Chain Members: An Abstract  (Iana Shaheen (Lukina), Robert Hooker)....Pages 775-775
 Marketing Mix-Based Facebook Posts and Potential Consumers: An Abstract  (Benjamin K. Wright)....Pages 777-777
 Content Strategies for Facebook Marketing: A Case Study of a Leading Fast-Food Brand Page  (Len Tiu Wright, Hazem Gaber, Robin Robin, Huifen Cai)....Pages 779-791
 New Media Celebrity and Social Media Promotions: An Abstract  (Alyssa J. Reynolds)....Pages 793-794
 Exploring the Impact of Brand Selfie on Brand Attitude in the Twittersphere: An Abstract  (Xia Liu)....Pages 795-795
 Creating Value in an Introduction to Marketing Course Using a Simulation: An Abstract  (Debbie Laverie, Miles Condon, William Humphrey Jr., Corky Mitchell)....Pages 797-798
 Perceived Value of an Online Interactive Learning Tool and Its Critical Antecedents: An Abstract  (Qin Sun, Yann Abdourazakou, Thomas J. Norman)....Pages 799-800
 Experiential Learning and Value Co-Creation in the Classroom: A New Examination Using Social Media Monitoring  (Leigh Anne Donovan, Chiharu Ishida, Peter Kaufman)....Pages 801-810
 The Use of Brand Concept Maps and Network Analysis Tools to Examine Brand Associations Networks: An Abstract  (Abdullah Demirel)....Pages 811-812
 Data Fraud in Research: Types, Detection, and Consequences to Data Quality as well as to Research Results, Findings, Implications, and the Body of Marketing Knowledge: An Abstract  (David J. Ortinau, Barry J. Babin, Joseph F. Hair Jr, John B. Ford, James S. Boles)....Pages 813-814
 Predictive Validity in Choice-Based Conjoint Analysis: A Comparison of Hypothetical and Incentive-Aligned ACBC with Incentive-Aligned CBC: An Abstract  (Verena Wackershauser, Marcel Lichters, Bodo Vogt)....Pages 815-816