Ausgabe 3/2024
Inhalt (16 Artikel)
Introducing the ARTS framework: A tool for constructive re-inquiry
Kelly Goldsmith, Jillian Hmurovic, Cait Lamberton
Crossing incentive alignment and adaptive designs in choice-based conjoint: A fruitful endeavor
Verena Sablotny-Wackershauser, Marcel Lichters, Daniel Guhl, Paul Bengart, Bodo Vogt
How speaking versus writing to conversational agents shapes consumers’ choice and choice satisfaction
David Schindler, Tobias Maiberger, Nicole Koschate-Fischer, Wayne D. Hoyer
Research on sales and ethics: Mapping the past and charting the future
Nathaniel N. Hartmann, Heiko Wieland, Brandon Gustafson, Johannes Habel
Making new enemies: How suppliers’ digital disintermediation strategy shifts consumers’ use of incumbent offerings
Nico Schauerte, Ricarda Schauerte, Maren Becker, Thorsten Hennig-Thurau
How within-person research can extend marketing knowledge
Dayle Childs, Nick Lee, John W. Cadogan, Belinda Dewsnap
Correction: How within-person research can extend marketing knowledge
Dayle Childs, Nick Lee, John W. Cadogan, Belinda Dewsnap
Product recall effectiveness and consumers’ participation in corrective actions
Sascha Raithel, Stefan J. Hock, Alexander Mafael
Leveraging B2B field service technicians as a “second sales force”: How service situations affect selling activity and success
Manuel Berkmann, Maik Eisenbeiss, Werner Reinartz, Nico Schauerte
How do firms value sales career paths?
Ali Reza Keshavarz, Dominique Rouzies, Francis Kramarz, Bertrand Quelin, Michael Segalla
The effect of customer asset strategies on acquisition performance in business-to-government markets
Shuai Yan, Ju-Yeon Lee, Brett W. Josephson
Direct mail to prospects and email to current customers? Modeling and field-testing multichannel marketing
Albert Valenti, Shuba Srinivasan, Gokhan Yildirim, Koen Pauwels
Building effective inside-outside sales rep dyads: A collaboration perspective
Huanhuan Shi, Shrihari Sridhar, Rajdeep Grewal
Marketers on board: The influence of marketing-experienced board members (MEBMs) on firm innovativeness inputs and the moderating roles of CEO job characteristics
Ben Lee, Shekhar Misra, Christophe Haon
Customer behavior across competitive loyalty programs
Farnoosh Khodakarami, J. Andrew Petersen, Rajkumar Venkatesan
Stick to my guns: The impact of crowding on consumers’ responsiveness to sale promotions
Linying (Sophie) Fan, Zhongqiang (Tak) Huang, Xing-Yu (Marcos) Chu, Yuwei Jiang