Journal Of Marketing Research Articles

Marketing Ideas: How to Write Research Articles that Readers Understand and Cite

Academia is a marketplace of ideas. Just as firms market their products with packaging and advertising, scholars market their ideas with writing. Even the best ideas will make an impact only if others understand and build on them. Why, then, is academic writing often difficult to understand? In two experiments and a text analysis of 1,640 articles in premier marketing journals, this research shows that scholars write unclearly in part because they forget that they know more about their research than readers, a phenomenon called “the curse of knowledge.” Knowledge, or familiarity with one’s own research, exacerbates three practices that make academic writing difficult to understand: abstraction, technical language, and passive writing. When marketing scholars know more about a research project, they use more abstract, technical, and passive writing to describe it. Articles with more abstract, technical, and passive writing are harder for readers to understand and are less likely to be cited. The authors call for scholars to overcome the curse of knowledge and provide two tools—a website ( writingclaritycalculator.com ) and a tutorial—to help them recognize and repair unclear writing so they can write articles that are more likely to make an impact.

A “Trojan horse” in the reference lists: Citations to a hijacked journal in SSCI-indexed marketing journals

Hijacked journals are publication outlets that are created by fraudulent entities for financial gain. They deceitfully use the names of genuine journals to dupe researchers. A hijacked journal publishes papers in return for article publication charges similar to those of gold open access journals, but they are not authentic. By using the same title of a genuine journal, a hijacked journal may confuse authors who send their manuscripts to it. A hijacked journal may also confuse authors that cite articles published in it, wrongly assuming that they appeared in an authentic journal (a phenomenon herein called citation infiltration). Adopting a case study methodology, the main aim of this paper is to investigate the extent of citations received by a hijacked marketing journal from marketing journals indexed in Clarivate Analytics' Social Sciences Citation Index (SSCI). Results indicate that the hijacked journal received 25 citations from 13 SSCI-indexed marketing journals. The list of the infiltrated journals includes some of marketing's most “prestigious” journals. Ironically, the SSCI-indexed marketing journal that cited the hijacked journal the most (with nine citations) is none other than the genuine journal whose identity has been theft.

Linking marketing and supply chain management in the strategy of demand chains via a review of literature

Purpose This paper aims to assess the links among these demand chain constructs by conducting a full-scale systematic review of all demand chain management (DCM) literature reviews published in marketing and operations management journals from 2013 to 2020. Marketing and supply chain management are central to DCM; thus, this study briefly describes the contributions to knowledge provided by the papers contained in this issue. In addition, some additional areas of research in which the DCM can be gainfully deployed are outlined. Design/methodology/approach This paper makes a systematic literature review of 70 literature samples by means of content analysis and comprehensive analysis. These approaches guarantee a replicable, rigorous and transparent research process and minimize researcher bias. The analytical categories required for the content analysis are defined along the constructs of marketing and supply chain management. Findings As can be expected, this paper highlights the key role of the two constructs in the strategy of DCM. In this light, the paper claims to provide evidence of a link between the constructs of marketing and supply chain management. This paper reviews the connotation of DCM through literature review, distinguishes the relationship between DCM and supply chain management from a strategic management perspective and discusses the future research direction. Research limitations/implications This study assesses the link between the strategic constructs of marketing and supply chain management through research embedded in literature reviews, pinpointing research gaps and potential future research directions in the field. Contributing to DCM theory building, a thorough review provides qualitative comparison of the link between marketing and supply chain management. Originality/value Although some literature reviews have been conducted in the past on the constructs of DCM, no full review of literature reviews aiming to test a strategic theoretical link in the demand chain related to supply chain and marketing.

Proposed Natural Science E-Instructional Systems Design (E-ISD) for the Mendiola Consortium

Proposed Natural Science E-Instructional Systems Design (E-ISD) for the Mendiola Consortium

UPSELLING STRATEGY: A REVIEW

The purpose of this study is to systematically review the existing literature on Upselling and its major impacts on consumer behaviours. In addition, this study seeks to shed light on trends and dynamics in Service sector and Retail sector, so as to find the effectiveness of Upselling strategy. A systematic literature review of published peer-reviewed articles on Upselling was conducted. A comprehensive search strategy was applied on different databases, including Google Scholar, JSTOR, ScienceDirect, Pro quest, Emerald, Academia and the likes and the renowned articles were then selected from leading journals published between 1995 and 2020.The research finding suggest that a company may get the profitability at times but not all the time using the upselling strategy. To get the profitability firm should focus on Customer loyalty and satisfaction of the consumer for that the results show that there is a need to replace the Upselling strategy with Up-buying strategy in studies focused on consumer behaviour analysis. The studies included in this review are extensively based on peer-reviewed 40 articles published in high-ranked marketing journals and articles within a span of 30 days which may be perceived as a limitation in the present study. The relationship between Upselling and the Customer satisfaction in many occasion prove to be negative hence there is a requirement of change in strategy so as to shift focus from salesforce centric strategy to customer centric strategy, of which the companies will have a considerable practical implication aiming to increase profit and simultaneously increase in Customer Lifetime value along with Customer Loyalty. The authors hereby expect the current review to significantly find the effectiveness of Upselling strategy in consumer behaviour. This review provides a strong contribution to Upselling literature by recommending the need to find the effectiveness of Upselling strategy in Services and Retail sector. No exclusive paper is available which evaluates effectiveness of UpSelling strategy which can be further studied for strategic purpose.

Characteristics of university websites (Science Communication)

A topic-independent systematic approach according to Deuze (2003) enables to describe websites of universities based on three main characteristics: Hypertextuality, multimediality and interactivity (Metag & Schäfer, 2017). Other important dimensions to characterize a website are multilingualism (e. g. Chapleo et al., 2011) as well as the content of those websites (e. g. Bozyigit & Akkan, 2014), but also their dialogical dimension (e. g. McAllister-Spooner & Kent, 2009) and the prevalence of ethnic and gender diversity (Bal & Sharik, 2019). Field of application/theoretical foundation: According to Deuze (2003), whose systematic approach was applied in the content analysis of Metag and Schäfer (2017), three basic characteristics of online communication can be distinguished: Hypertextuality can be understood as the linking of individual pages on the internet, whereby a differentiation is made between internal (links lead to one's own website) and external hypertextuality (links lead to other websites). Multimediality means offering information in various formats (e.g. text, or audio and video formats). The term interactivity encompasses different ways for users to disseminate or access information (Kopper, Kolthoff, & Czepek, 2000), but also different options for producers and users to interact with each other (e.g. giving feedback). References/combination with other methods of data collection: In some studies, such as those by Chapleo et al. (2011) or Metag and Schäfer (2017), cluster analyses were carried out following the content analyses. The study by Bal and Sharik (2019) also incorporated enrollment data from the universities in order to compare it with the results of the content analysis and to examine whether the website portrays the actual diversity of students at the university. In other cases, combinations of quantitative and qualitative techniques were applied (Lederbogen & Trebbe, 2003) or a critical discourse analysis (Zhang & O’Halloran, 2013) was conducted. Example studies: Bal & Sharik (2019); Bozyigit & Akkan (2014); Chapleo et al. (2011); Else & Crookes (2015); Gordon & Berhow (2009); Lederbogen & Trebbe (2003); McAllister-Spooner & Kent (2009); Metag & Schäfer (2017); Shadinger (2013); Zhang & O'Halloran (2013) Information on Metag & Schäfer 2017 Authors: Julia Metag, Mike S. Schäfer Research questions: What is the content of the online communication of German, Austrian and Swiss universities? Is it possible to distinguish different types of universities in terms of their communication methods? Which structural features are constituting the identified types? Object of analysis: Websites, Facebook and Twitter accounts of all universities which are entitled to award doctorates in Germany (N = 146), Austria (N = 33) and German-speaking Switzerland (N = 11) Unit of analysis I: Website, Facebook and Twitter presence as a whole Unit of analysis II: The three largest posts on the website, the first five Facebook posts and the first five tweets of the research week Timeframe of analysis: 19.-25.05.2014 (Switzerland) & 02.-08.06.2014 (Germany and Austria) Information about variables Variable name/definition: Formal categories: Structure of the website Level of analysis: Website Values: - Language: German, English, other - Ressort structure: Information about studying; information about the university - Clearly visible navigation point for public/press/media - Number of employees in the press office - Multimediality: Number of pictures in general & referring to science; number of video files; number of graphics in general & referring to science; number of audio files - Hypertextuality and Interactivity: Integration of the Twitter feed or Twitter icon on the home page; integration of the Facebook icon on the home page; integration of other social media icons on the homepage; embedded app for campus life on the homepage Scale of measurement: Nominal, except for number of employees and Multimediality (metric) Reliability: intercoder reliability according to Holsti: 0,90 (in total; no variable below 0,71) Codebook: in the appendix (in German) Variable name/definition: Content variables for articles on the website Level of analysis: Articel on website Values: - Type of article: Presentation of scientific results, scientific interview with a scientist, scientific news article, event information with scientific relevance, article/interview without scientific reference, event information without scientific reference - Author - Multimediality: number of pictures; number of graphics; number of audio files; number of video files - Topic of the article - Addressee of the article - Number of speakers in the article - Different speakers in the article - Address (direct/indirect/unclear & form of address) - Language (scientific/formal/everyday language) - Hypertextuality and Interactivity: Possibility to link on LinkedIn/blogs; links to other websites/further information; possibility to rate/like/share the article; possibility to give feedback/to comment; number of comments; reactions of university towards e.g. comments; number of comments from university; response time to comments from other users Scale of measurement: Nominal, except for Multimediality, number of speakers in the article, number of comments (from university), response time (metric) Reliability: intercoder reliability according to Holsti: 0,90 (in total; no variable below 0,71) Codebook: in the appendix (in German)

A review of methodological diversity within the domain of international entrepreneurship

Based on a review of articles published from 1990 to 2017, we provide insight into the overall positioning of the international entrepreneurship (IE) literature in terms of methodological issues and diversity. We also explore the impact of recommendations in earlier literature on methodology in subsequent research published after 2011. Finally, we evaluate methodological issues and diversity in studies undertaken to date in the context of emerging and developing countries. The research undertaken involved the review and analysis of one hundred and fifty eight studies. Methodologies were systematically analysed under different categories. We found that IE studies are to a great extent confined to mainstream international business and marketing journals. Our findings also demonstrate that IE studies focused on developed countries dominate those from emerging and developing countries, and remain highly skewed towards the European region. The preponderance of high-tech and knowledge-intensive firms as study samples is evident from our analysis. The subjective and objective ontological underpinnings remain the dominant philosophical stance among IE researchers. We also found that IE studies are almost equally dominated by both qualitative and quantitative research approaches. The increasing popularity of case study over other data collection strategies is evident. Although our analysis demonstrates that the domain of IE is still fragmented with knowledge gaps remaining that stem from country context, industry or sector context, ontological diversity, research approach and data collection and interpretation techniques, some progress has been made to the development of IE as a distinct body of knowledge. The findings of our study provide important implications for improving methodological rigor in future IE scholarship.

Influence of the Internet on Retailer’s Perceived Quality in the Generation of Retailer’s Brand Equity

This study analyses the relationship between the different components of the retailer’s brand equity, as well as the influence that the use of Internet has on the formation of retailer’s brand equity. As some authors point out, there is a need for a measure of the retailer’s brand equity (Boo et al., 2008, Tourism Management, Vol. 30, pp. 219–231; Lee & Back, 2010, Tourism Management, Vol. 31, pp. 395–401). The model proposed to analyse retailer’s brand equity is based on the one used by Boo et al. (2008, Tourism Management, Vol. 30, pp. 219–231), who, in turn, start from the brand equity proposal of the authors Aaker (1991, Managing brand equity: Capitalizing on the value of a brand name, The Free Press) and Keller (1993, Journal of Marketing, Vol. 57, pp. 1–22). A theoretical a priori model was specified according to the results in previous literature and our hypotheses. Prior to testing the model, the dimensionality of the scales was established with confirmatory factor analyses (CFAs). Once the dimensionality was established, full structural equation model (SEM) was tested. This study provides evidence on the effect of the use of Internet on retailer’s perceived quality. In turn, the influence that this variable has on the retailer’s image and on its perceived value is shown. These relationships have an influence on consumer loyalty to the retailer, which, in turn, generates brand equity for the retailer.

Guest Editorial: Technologies and Relationship Marketing

In the special issue “The Impact of the Current and Future Technologies on Relationship Marketing,” the Australasian Marketing Journal presents a series of papers covering topics to gain a better understanding of the current and future technologies that may play a role or have a robust impact on relationship marketing and contribute to theories associated with relationship marketing. The topics for the special issue include, but are not limited to, (a) the role of social media–enabled technology; (b) social media marketing on value co-creation and engagement; (c) mobile app technology and intention to purchase; (d) digital content marketing and content marketing strategies; and (e) building and maintaining customer relationships via online relationship marketing.

Research constituents and citation analysis of the Journal of Business and Industrial Marketing (1986–2019)

Purpose This study aims to map the major research constituents and trends for the Journal of Business and Industrial Marketing (JBIM) during its 34-year history (1986–2019). It also identifies JBIM’s thematic structure and the key factors affecting the impact of its articles. Design/methodology/approach The Scopus database is used to identify the bibliographic data of JBIM. The most prolific authors, institutions and countries in the journal are analyzed through weighted distributions of articles. The thematic structure of the journal is evaluated by means of bibliographic coupling analysis. The study also examines the factors influencing citations of JBIM articles through regression modeling. Findings JBIM publishes contributions from around the world, though the most prolific contributors are affiliated with the USA, UK and Finland. Thematic analysis divided JBIM articles into five major themes. Citation analysis reveals that article age, special issue appearance, number of author keywords and number of references are prominent factors explaining an article’s impact. Research limitations/implications This study uses data from the Scopus database, and limitations of the database have implications for the findings. Originality/value This is the first comprehensive study to identify the thematic structure and the factors affecting citations of JBIM articles.

Theoretical Implications of Theory Planned Behavior on Purchasing Decisions: A Bibliometric Review

This study uses a bibliometric literature review approach with a sample mapping literature of 10 articles regarding planned behavior theory approaches to purchase decisions; Reference articles from 2007 - 2021 under publisher Elsevier (e.g., LWT, Journal of Retailing and Consumer Services, Journal of Interactive Marketing, Regional Science and Urban Economics, Food Quality and Preference Journal, Energy Policy, Decision Support Systems Journal, and Industrial Marketing Management ). Universally, the results of this literature study state two propositions and hypotheses (e.g., Firstly, the theoretical implication states that there is a robust theoretical correlation between the theory of Planned behavior on purchase decisions; secondly, the correlation of planned behavior theory in aspects of management (e.g., marketing, Technology, and HRM) make a positive contribution as a grounded theory to explain antecedent variables and their correlation to other approaches)

Miles and Snow Typology: most influential journals, articles, authors and subject areas

PurposeThe purpose of this paper is to find out the most influential journals, articles, authors and the subject areas where Miles and Snow typology is used. The study identifies the opportunities for future research as well.Design/methodology/approachReview is based on 196 journal articles selected through a systematic and rigorous search process from the four databases: ProQuest, Business Source Complete, Willy and Science Direct. Total Citation, threshold citations, fractional citation and citation per year techniques are used for analyses.FindingsStrategic Management Journal (SMJ), Academy of Management Journal (AMJ) and Journal of Marketing (JOM) are the most influential Journals. The most influential and prolific articles on the subject are from Hambrick (1983), Conantet al.(1990), Dotyet al.(1993), Sabherwalet al.(2001), Desarboet al.(2005) and Fiss (2011). Management, strategic management and marketing are the most studied subject areas.Originality/valueAlthough there have been many reviews of the literature on this typology, the systematic review on Miles and Snow typology to find out the most influential journals, authors, articles and subject area has not been done before.

26 years left behind: a historical and predictive analysis of electronic business research

This article reviews 26 years (1994–2020) of research on electronic business published in reputable journals of the field. The basic aim behind this study is to define the growth potential of electronic business and marketing as a theoretical field and provide insights on past, present, and future scientific production in the field. By using bibliometrics and topic modeling techniques, annual scientific production and growth, latent topic structures, and trends by years, information on total citations and networks were examined. While the authors defined the research orientations by uncovering the main topics associated with electronic business, they created an understanding of the possible future research directions of fourteen topics discovered. The results show that, while the transaction-focused publications prevailed in the early years of electronic business and marketing journals, from the mid2000s, the focus has shifted towards marketing-focused publications. Moreover, to understand the main orientations in the field, the authors conducted a citation analysis to define the most influential topics published in the journals. The article also provides information on the most influential researchers in the field.

The state of business to business marketing research

ABSTRACT Business to business marketing research is very healthy, with over 200 papers published in leading journals annually, primarily in Industrial Marketing Management and the Journal of Business & Industrial Marketing. In this review of the field, several inflection points are noted that led to current emphases in areas such as innovation, relationships, and technology, but also led to some divergence from practice. This convergence into certain theoretical perspectives and divergence from practice creates significant opportunities for researchers to re-imagine areas that have languished, such as buyer behavior, in order to address contemporary practices such as account-based marketing. The paper also introduces the idea of oppositional research as a method of building out the theory.

The Environmentalist Movement in the World and Environmental Studies in the Marketing Literature

Problems such as environmental pollution, the depletion of the ozone layer, the melting of glaciers due to global warming, the decline in clean resources and the extinction of some species have prompted people to consider the idea of a more sustainable world. In this process, humanity is going through a mental transformation and gaining some awareness. As emphasized in this study, all crises (accidents, fi res, outbreaks, etc.) experienced worldwide have been the driving forces for environmental transformations. Environmentalist movements emerging from this orientation have also found their place in the world of science and therefore in the marketing literature. From this point of view, the aim of this study is to explain the scientifi c publications inspired by the environmental transformations experienced chronologically and to reveal the part that is present in the marketing literature. In this study, it has been shown with which intensity environmental studies have been included in the marketing literature. In addition, it was determined which marketing journals were discussed intensely. This study points to potential academic fi elds of study. Finally, this study emphasizes that while trying to explain green consumer profi les, attention should be paid to macro factors (lifestyle, sociological variables, etc.) in addition to micro factors such as values and norms. National and corporate green policies can be more successful if handled in this context.

Efectos de la inteligencia artificial en las estrategias de marketing: Revisión de literatura

Reach of the review: This document reviews the literature about the main contributions that have been made regarding the relationship between artificial intelligence and marketing strategies. Period of the publications reviewed: The studies mentioned stretch from 2015 to 2020. Origin and types of documents reviewed: Most of the literature consists of articles published in international indexed journals of marketing and technology. Author’s contribution on the publications analyzed: The author states that, although there is a large amount of literature about marketing strategies and artificial intelligence as independent concepts, there is no such amount about the links that combine both concepts. That is why the author has sought to bring together contributions from various international authors in order to unify concepts and points of view and thus build valuable conclusions in this regard. Conclusions on the lines of research studied: The present study concludes that nowadays most of the organizations seeking to carry out marketing tasks without including artificial intelligence, are destined to gradually fall into obsolescence.

From Goods-dominant logic to Service-dominant logic

In recent decades, the role of consumers in the marketing process has become more valuable to marketers. The previous theory – which focused only on the product itself and the services – has now become completely obsolete. This approach is called GDL, which is an acronym that stands for “Goods-dominant logic”. The need for a paradigm shift has also been recognized by professionals, so they have increasingly begun to develop theories that put customers at the center. This shift did not occur from one moment to the next. With the development of newer and newer theories, the theory that changed the basic direction of marketing appeared by the end of the 2000s. This new paradigm is linked to researchers Lusch and Vargo. Their study titled “Evolving to a New Dominant Logic for Marketing” was published in 2004 in a professional journal called Journal of Marketing. The new policy is now called Service-dominant logic, abbreviated SDL. However, this theory is still not fully accepted. In some cases, shortcomings can be identified, mainly in terms of practical implementation. Furthermore, some research show that some elements or tools of the previous theory - GDL - cannot be completely omitted due to their simple applicability.

Subjective Cognitive Decline: Mental Health, Loneliness, Pain and Quality Of Life: Poblational Study

Background: Tourists are influenced by pricing effects when deciding to buy a specific product. As this research field continues to evolve, this study reviewed the tourist’s process of price information and tourists’ behavior of related literature, focusing on the analysis of general price decisions theory and highlighting its empirical study with information processing. This study aims to review tourist literatures on price processes and behavior, and identify research term networks and active research countries based on previous literature. Method: The articles found in the ISI Web of Science database were reviewed using bibliometric analysis, focusing on the literatures on price decisions about tourists published in the top 20 marketing journals. We analyzed the bibliographic data through a quantitative analysis approach and a knowledge mapping technique using bibliometric data. Knowledge mapping was performed using VOS viewer (V1.6.6), focalizing on “link strength” of networks based on author keywords, and the text corpus (title and abstract). To identify emerging terms, we manually edited the thesaurus list to exclude the general terms such as tourist, market and category and to avoid irrelevant terms (i.e., pricing strategy, price competition, industry or BOB pricing). We used the full counting method to produce co-occurrence networks of the most-used terms for author and corpus text keyword with a minimum of 2 occurrences for each term, and make the heat hap of active countries publishing about price decisions by tourists. Conclusion: It was found that USA and Germany are leading price decision research about tourists, and Current research focuses on tourists' response to a single price information and ignoring price affect during tourists’ decisions, which is assumed to be in a non-updated and certain information state. Therefore, it is encouraged that the growing community of researchers reveal the dynamical tourist’s price decisions under uncertain with a dual system (cognitive and affect) in the future.

Evaluating National Literature Through Academic Marketing Journals

Evaluating National Literature Through Academic Marketing Journals

REVIEW OF DIGITAL MARKETING LITERATURE BY BIBLIOMETRIC AND VISUALIZATION ANALYSIS

The study aims to examine the publications related to digital marketing published in 1985- 2021 with the social network analysis method and to reveal the research trends in the digital marketing field. For this aim, publications with “digital marketing” in the title were scanned in the Scopus database. In the study, bibliometric data of 469 publications downloaded from the Scopus database were used. Bibliometric analysis was carried out for publication language, publication year, publication types, journal citation network, keyword and subject trends, and author co-citation network. According to the results, the interest in the digital marketing research field has increased since 2017. Publications mainly consist of conference proceedings and articles. The languages of the publications are English, Portuguese, and Spanish. The countries of origin of the publications are India, America, and the United Kingdom. While the Digital Marketing journal is the most frequently cited journal, Kannan and Li (2017) is identified it as the most cited paper. The interests of young adults, evolving big data, and consumer buying behavior are the most studied topics. The most commonly used keywords in publications were digital marketing, marketing, commerce, social media, sales, social networks, human, artificial intelligence, internet, and big data.