Marketing Opportunities and Challenges in a Changing Global Marketplace: Proceedings of the 2019 Academy of Marketing Science (AMS) Annual Conference [1st ed.] 9783030391645, 9783030391652

Table of contents :
Front Matter ....Pages i-xlix
Exploring Customer Engagement and Sharing Behavior in Social Media Brand Communities: Curvilinear Effects and the Moderating Roles of Perceived Innovativeness and Perceived Interactivity: An Abstract (Jamie Carlson, Yi-Chuan Liao, Mohammad M. Rahman)....Pages 1-2
Between a Banker and a Barbie: The Illusions of Social Media: An Abstract (Samreen Ashraf)....Pages 3-4
A Longitudinal Review of Models in Marketing Research: An Abstract (Mark Bender, Veronika Ponomarenko, Hao Wang, Khalia Jenkins, Donna Davis)....Pages 5-6
What would we Hear if we Really Listened? Using I-poems in Qualitative Marketing Research: An Abstract (Julie Robson, Caroline Burr)....Pages 7-7
Effects of Environmental and Social Sustainability Perceptions on Willingness to Co-Create from Consumer Perspective: An Abstract (Gözde Erdogan)....Pages 9-10
Decision-Making and Interruptions: An Abstract (Regina Schreder)....Pages 11-12
Buying Authentic Luxury Products or Counterfeits: The Role of Benign and Malicious Envy: An Abstract (Murong Miao)....Pages 13-14
Excitement or Fear? The Effect of a Personalized In-Store Experience on Consumers: An Abstract (Anne-Sophie Riegger)....Pages 15-16
All Hands on Deck Special Session: Cultivating Socially Responsible Consumers and Corporations: An Abstract (Elisa Chan, Felix Tang, Maggie Y. Chu)....Pages 17-18
All Hands on Deck Special Session: Motivating or De-motivating Responsible Consumption? The Divergent Influences of Moral Emotions: An Abstract (Maggie Y. Chu, Lisa C. Wan)....Pages 19-20
All Hands on Deck Special Session: Personifying Socially Responsible Corporations: Scale Development and Validation: An Abstract (Vane I. Tian, Felix Tang, Alan C. B. Tse)....Pages 21-22
All Hands on Deck Special Session: How CSR and Servant Leadership Climate Affect Employee Cynicism and Work Meaning? An Abstract (Elisa Chan, Frederick Yim)....Pages 23-24
Non-Compliance Is a Double-Edged Sword: An Abstract (Amanda Yamim, Adilson Borges)....Pages 25-26
A Critical Review of Institutional Theory in Marketing: An Abstract (Jeannette A. Mena, Veronika Ponomarenko)....Pages 27-28
Does the Environmentally Friendliness of a Service Invite Customer Loyalty? The Role of Positive Emotions: An Abstract (Birgit Leisen Pollack)....Pages 29-30
Extended Service Plans and Buyer Perceptions and Behaviors in Automobile Industry: An Abstract (Chiharu Ishida, Nat Pope, Peter Kaufman)....Pages 31-32
Special Session: “The World Needs Storytellers”: New Research Avenues for Storytelling in Marketing: An Abstract (Edward L. Nowlin, Claas Christian Germelmann, Sahar Karimi, Nawar N. Chaker, David M. Houghton, Doug Walker et al.)....Pages 33-34
Special Session: Measuring Salesperson Storytelling: An Abstract (Edward L. Nowlin, Nawar N. Chaker, David M. Houghton, Doug Walker)....Pages 35-36
How do International Co-branding Alliances Affect Host Country Consumers’ Purchase Intention? An Abstract (Murong Miao)....Pages 37-38
Does Model Ethnicity Matter in International Advertising? A Literature Review on Model Ethnicity and Related Topics: An Abstract (Kristina Harrison)....Pages 39-40
Product Innovation Determinants and Export Performance in French and Ukrainian SMEs (Oksana Kantaruk Pierre)....Pages 41-52
Special Session: The (Co-)creation of Brand Heritage: An Abstract (Fabien Pecot, Mario Burghausen, Joshua Butcher, Bradford Hudson, George Wyner)....Pages 53-54
Special Session: Dehumanization of Robotic Assistants and Subsequent Unethical and Abusive Customer Behavior in Frontline Encounters: An Abstract (Yu-Shan (Sandy) Huang, Nobuyuki Fukawa)....Pages 55-56
Special Session: Rise of the Service Robots: Exploring Consumer Acceptance: An Abstract (Stefanie Paluch, Thorsten Gruber, Werner Kunz, Jochen Wirtz, Vinh Nhat Lu, Paul Patterson et al.)....Pages 57-58
Exploration of the Role of Packaging Design for Multi-tier Private Brands: An Abstract (Jiyoung Hwang)....Pages 59-60
Understanding Risk Statements Within Drug Injury Advertising: An Abstract (Jesse King, Elizabeth Tippett)....Pages 61-62
The Effect of Social Distance on Donations to Care Versus Cure: An Abstract (Laura Boman, Xin He)....Pages 63-64
Customer Reactions to Voluntary Use of Automated Service Interactions: An Abstract (Hyunju Shin, Bo Dai)....Pages 65-66
Challenges in Usage of Unstructured Data in Marketing Decision Making: An Abstract (Valeriia Chernikova, Johanna Frösén)....Pages 67-68
An Investigation of the Effect of Retargeting on Willingness-to-Pay in Online Environments: An Abstract (Hamid Shaker, Sylvain Sénécal)....Pages 69-69
Influence of Web Design Features on Attitudes and Intentions in Travel Decision Making (Zahra Pourabedin, Vahid Biglari)....Pages 71-82
Virtual Reality (VR) Content Is the New Reality for Destination Marketing Organizations: Investigating the Role of VR as a Destination Branding Tactic: An Abstract (Kerry T. Manis)....Pages 83-84
Explaining Sustainable Consumption: A Theoretical and Empirical Analysis: An Abstract (Naz Onel)....Pages 85-86
Special Session: Digital Data, Security, and Platform Design: Is Marketing the Problem or Solution? An Abstract (Martin Key, Debra Zahay, Rich Hanna, Jan Kietzmann, Kirk Plangger)....Pages 87-88
It Looks Good so Let’s Show it off: A Psychoraphic Segmentation of Instagrammers: An Abstract (Takumi Tagashira, Victoria Andrade, Shintaro Okazaki)....Pages 89-90
I Hate This Brand! A Classification of Brand Haters Based on their Motivations and Reactions: An Abstract (Oula Bayarassou, Imène Becheur, Pierre Valette-Florence)....Pages 91-92
Competitive Teamwork: Developing a Team-Based Selling Competition in an Undergraduate Professional Selling Class: An Abstract (William H. Bergman, Jeffrey R. Carlson)....Pages 93-94
Special Session on Research Opportunities in Direct Selling: An Abstract (Robert A. Peterson, O. C. Ferrell, Linda Ferrell, Victoria Crittenden, Linda L. Golden)....Pages 95-96
Special Session: An International Perspective of Overcoming Difficulties and Challenges in Doctoral and Early Career Years: An Abstract (Nina Krey, Shuang Wu, Sabinah Wanjugu)....Pages 97-98
Does Training Teachers in Financial Education Improve Students’ Financial Well-Being? An Abstract (Tina Harrison, Caroline Marchant, Jake Ansell, Robyn Vernon-Harcourt)....Pages 99-100
The Logo Life Cycle: An Abstract (Keven Malkewitz, Nicholas Ketcham)....Pages 101-102
Beyond Hedonic Consumption: The Role of Eudaimonic Value in Consumer–Brand Relationships: An Abstract (Khaled Aboulnasr, Gina Tran)....Pages 103-104
Disentangling the Meanings of Brand Authenticity: An Abstract (Julie Guidry Moulard, Randle D. Raggio, Judith Anne Garretson Folse)....Pages 105-106
Exploring Facets of Spokesperson Effectiveness in B2B Advertising: What Works and What doesn’t? An Abstract (Subhadip Roy, Soumya Sarkar, Prashant Mishra)....Pages 107-108
Return on Investment of Effective Complaint Management: Synthesis and Research Directions: An Abstract (Christine Armstrong, Jamie Carlson, Tania Sourdin, Martin Watts)....Pages 109-110
Distance is Worth! Impacts of Spatial Distance Between Model and Product on Product Evaluation: An Abstract (Xing-Yu (Marcos) Chu, Chun-Tuan Chang, Dickson Tok)....Pages 111-112
The Study of Different Factors Affecting Salesperson Deviance: An Abstract (Douglas Amyx, Bruce Alford, Louis J. Zmich, Jennifer Amyx, Breanne Mertz, Cameron Sumlin)....Pages 113-114
Why Narcissists Prefer Genuine to High-Quality Counterfeit Luxury: The Role of Authentic and Hubristic Pride: An Abstract (Fernando Fastoso, Boris Bartikowski, Siqi Froehlich-Wang)....Pages 115-116
Time-Based Deals: How Non-Monetary Discounts Can Reduce the Post-Promotion Dip: An Abstract (Myungjin Chung, Ritesh Saini)....Pages 117-118
From Psychological Myopia to Food Myopia: A Consumer Perspective: An Abstract (Asim Qazi, Véronique Cova)....Pages 119-120
Co-creators Endorsing their Winning Product Idea in Ads: Dealing with Brand Audiences’ Skepticism: An Abstract (Fanny Cambier, Ingrid Poncin)....Pages 121-122
Right Digit Effect and Subjective Relative Income: An Abstract (Mazen Jaber, Kylie Jaber)....Pages 123-124
Big Data Analytics, New Product Ideas, and Decision Making: An Abstract (Matteo Montecchi, Kirk Plangger, Colin Campbell, Jessica Graves)....Pages 125-126
Salesperson Intrinsic and Extrinsic Motivation Revisited: A Combinatory Perspective: An Abstract (Rushana Khusainova, Ad de Jong, Nick Lee, Greg W. Marshall, John M. Rudd)....Pages 127-128
Non-conscious Effect of Moral Identity Prime on Perceived Reasonableness and Affective Account on Customer Satisfaction: An Abstract (Nobuyuki Fukawa, David W. Stewart)....Pages 129-130
A Winning Formula for Maximizing Sales Performance through Multi-Dimensional Effort: An Abstract (Michael Peasley, Willy Bolander, Riley Dugan)....Pages 131-132
Digital Advocacy Among Industrial Employees: An Abstract (Mana Farshid, Albert Caruana, Esmail Salehi-Sangari)....Pages 133-134
When my Brand does Something Morally Wrong: An Abstract (Hua Chang, Lingling Zhang)....Pages 135-136
The Evolution of Influencer–Follower Relationships: A Life-Cycle Approach: An Abstract (Sören Köcher, Sarah Köcher, Linda Alkire (née Nasr))....Pages 137-138
How and When does Functional Diversity Impact Sales Team Effectiveness: An Abstract (Edward L. Nowlin, Doug Walker, Dawn Deeter-Schmelz, Nawar N. Chaker)....Pages 139-140
Love Consumption at the Digital Age: Online Consumer Review and Romantic Gift Giving: An Abstract (Lilly Ye, Lili Gai, Eyad Youssef, Tao Jiang)....Pages 141-142
Outcomes of Dialogic Communication of Corporate Social Responsibility (CSR): Strengthening Brand Loyalty Through Online Brand Community Engagement, Brand Trust and CSR Authenticity: An Abstract (Joon Soo Lim, Hua Jiang)....Pages 143-144
Digital Customer Empowerment Tools for Marketers: An Abstract (Mujde Yuksel, George R. Milne, Lauren I. Labrecque)....Pages 145-146
A Longitudinal Study of Sustainability Attitudes, Intentions, and Behaviors: An Abstract (Galen Trail, Brian McCullough)....Pages 147-148
The Impact of Culture on Humorous Ads: An Abstract (Dragana Medic, Jean-Marc Decaudin)....Pages 149-150
RELQUAL-determinants on Satisfaction in Buyer–Supplier Relationship of Puerto Rican SMEs: An Abstract (Juan Carlos Sosa Varela, Enid Miranda Ramírez, Göran Svensson)....Pages 151-152
Customer Experience of Value: Some Insights into the Satisfaction–Loyalty Link and Customer Loyalty Retention: An Abstract (Shu-Ching Chen)....Pages 153-154
Special Session: How the Desire for Unique Products Strengthens the Link between Luxury Attitudes and Sustainability Behaviors: An Abstract (Sihem Dekhili, Jacqueline K. Eastman, Rajesh Iyer)....Pages 155-156
Understanding Information Bias: The Perspective of Online Review Component: An Abstract (Qiong Jia, Yue Guo, Stuart Barnes)....Pages 157-158
Factors Affecting Consumer Responses to Brand Advertising on Social Media: An Abstract (Nina Michaelidou, Milena Micevski, Georgios Halkias)....Pages 159-160
How Many Likes are Good Enough? An Evaluation of Social Media Performance: An Abstract (Caitlin C. Ferreira, Jeandri Robertson)....Pages 161-162
To Kneel or Not to Kneel? Just Do It! Assessing Consumer Responses to Organizational Engagement in Political Discourse: An Abstract (Jason Flores, Marisa Flores, Roberto Saldivar, Arne Baruca)....Pages 163-164
Inferences about Target Marketing from Languages on Website and its Implications: An Abstract (Kristina Harrison, Mahesh Gopinath, Myron Glassman)....Pages 165-166
Consumer Response to Sport Sponsor’s Message Articulation and Activation on Twitter: An Abstract (Abhishek Mishra, Kapil Kaushik)....Pages 167-168
Exploring Usage Motives for Corporate Multimodal Mobility Services: A Hierarchical Means-End Chain Analysis: An Abstract (Sebastian Timmer, Katrin Merfeld, Sven Henkel)....Pages 169-170
The Effect of Emoji Incongruency in Social Media: An Abstract (Laura Boman, Ganga Urumutta Hewage, Jonathan Hasford)....Pages 171-172
Me, Myself and my Smartphone: Antecedents of Smartphone Attachment: An Abstract (Stefanie Sohn, Evmorfia Karampournioti, Klaus-Peter Wiedmann, Wolfgang Fritz)....Pages 173-174
Do Death Thoughts Influence the Choice of Brand Loyalty Program? A Case of Lebanon: An Abstract (Rayan Fawaz, Shintaro Okazaki)....Pages 175-176
Involvement and Brand Engagement Outcomes in Facebook Brand Posts: A Gender Twist: An Abstract (Ryan E. Cruz, James M. Leonhardt, Nina Krey)....Pages 177-178
Implications of the Developments in Metaphors Research for Marketing Communications: A Review and Research Agenda: An Abstract (Sreedhar Madhavaram, Dorcia Bolton, Vishag Badrinarayanan)....Pages 179-180
The Joint Impact of Goal Type and Goal Completion Magnitude on Consumer’ Post-Goal-Completion Behavior: An Abstract (Junzhou Zhang, Yuping Liu-Thompkins)....Pages 181-181
A Moment of Influence: Understanding the Customer Experience after Receiving a Penalty: An Abstract (Mary P. Harrison, Sharon Beatty)....Pages 183-184
Strategic Tripod in Internet-Enabled Market: Consumer Self-Construal Level, Consumer Involvement, and Firm Resources: An Abstract (Yunmei Kuang)....Pages 185-186
Preliminary Tests of the Consumer Normalcy Scale: An Abstract (Alex H. Cohen, Jorge E. Fresneda, Rolph E. Anderson)....Pages 187-188
The Impact of Advertising Appeals on Consumers’ Perception of an Advertisement for a Technical Product and the Moderating Roles of Endorser Type and Endorser Age (Karina Skupin, Ardion Beldad, Mark Tempelman)....Pages 189-199
Online Versus Face-to-Face: How Customer-to-Customer Interactions Impact Customer Experience Behaviors: An Abstract (Hulda G. Black, Matt Lastner)....Pages 201-201
The Effect of Fear, Threat, and Trust Among Voters in the 2016 U.S. Presidential Election: An Abstract (Boonghee Yoo, Shawn T. Thelen, Jessica Feinstein)....Pages 203-204
Towards a Model of Inclusive Ethnic Advertising: An Abstract (Tana Cristina Licsandru, Charles Chi Cui)....Pages 205-206
Customer Engagement with Augmented Reality Mobile Apps: An Abstract (Graeme McLean, Alan Wilson)....Pages 207-208
How Organizations can Capitalize on Customer-Caused Failures: An Abstract (Vincent Jeseo, Matthew M. Lastner, Patrick Fennell, Judith Anne Garretson Folse)....Pages 209-210
Self-Gift, Luxury Consumption, and Materialism: The Way to Happiness! An Abstract (Chiraz Aouina-Mejri, Judith Partouche, Tingting Mo)....Pages 211-212
Why do Consumers Procrastinate and What Happens Next? An Abstract (Shabnam Zanjani, George Milne, Deepa Pillai)....Pages 213-214
Food Acculturation of Professional Expatriates: A Cross-Cultural Study: An Abstract (Raficka Hellal-Guendouzi, Sihem Dekhili)....Pages 215-216
Terroir and its Evocation: What a Wine Terroir of Origin Evokes? An Exploratory Qualitative Study of the Meaning of Terroir Product Consumption (Julien Couder, Pierre Valette-Florence)....Pages 217-229
Social Media Sentiment, Customer Satisfaction, and Stock Returns: An Abstract (Amanda Strydom, Dimitri Kapelianis, Itayi Mutsonziwa)....Pages 231-232
Either Bandwagon Effect or Need for Uniqueness? Motivational Factors Driving Young Adult Consumers’ Luxury Brand Purchases: An Abstract (Eunjoo Cho, Ui-Jeen Yu, Jihyun Kim)....Pages 233-234
Pleasure versus Healthiness in Multi-Ingredient Sustainable Foods: How Centrality Influences Performance: An Abstract (G. Balaji, Anandakuttan B. Unnithan)....Pages 235-236
The Impact of Sonic Logos on Brand Perceptions: An Abstract (Shawn P. Scott, Daniel Sheinin, Lauren I. Labrecque)....Pages 237-237
Gifting Practices: Is it Really the Thought that Counts? An Abstract (Pia A. Albinsson, Bidisha Burman)....Pages 239-240
Special Session: How does Marketing Fit in the World? Questions of Discipline Expertise, Scope, and Insight: An Abstract (Martin Key, Terry Clark, O. C. Ferrell, Mark Peterson, Leyland Pitt, David Stewart)....Pages 241-242
Social Listening: Adapting Customer and Competitive Intelligence to the Digital Era: An Abstract (Erik Mehl, Joël Le Bon)....Pages 243-244
Qualitative Insights into Organic Food: Perceptions of Indian and U.S. Consumers: An Abstract (Lubna Nafees, Neel Das, Eva Hyatt, Lawrence Garber Jr)....Pages 245-246
How Women Respond to Female Empowerment Songs: An Abstract (Melika Kordrostami, Elika Kordrostami)....Pages 247-248
Why I Will Not Use You for My Campaign: The Relationship Between Brand Managers and Sportswomen: An Abstract (Emmanuel Mogaji, Foluké Abi Badejo, Simon Charles, Jacqueline Millisits)....Pages 249-250
Candidates as Experiential Brands in U.S. Presidential Elections: An Abstract (Eric Van Steenburg, Francisco Guzman)....Pages 251-252
Effects of Mindset on International Marketing Decisions: The Moderating Role of Psychic Distance: An Abstract (Christina Papadopoulou, Magnus Hultman, Aristeidis Theotokis)....Pages 253-254
An Exploratory Study of Globalizing Consumers’ Materialism Tendencies in a Multicultural “Global” Marketplace: An Abstract (Tarek Mady, Sarah Mady)....Pages 255-256
Numerical Framing and Emotional Arousal as Moderators of Review Valence and Consumer Choices: An Abstract (Anh Dang)....Pages 257-258
Men and the Food Leftovers of Attractive Others: An Abstract (Larissa Diekmann, Claas Christian Germelmann, Jannika Ehrenfried)....Pages 259-260
Does Technological Self-Efficacy Decrease New Salesperson Job Insecurity: An Abstract (John Cicala, Zhoufan Zhang)....Pages 261-262
Special Session: Marketing and Consumer Wellbeing in Digital Environment: An Abstract (Shintaro Okazaki, Ko de Ruyter, Prokriti Mukherji, Chieko Minami, Kenichi Nishioka, Liu Boyi)....Pages 263-264
Modelling for Mobile: Developing the mUTAUT Model: An Abstract (Hannah Marriott, Graeme McLean)....Pages 265-266
Opening the Innovation Process: The Interrelationship of Firm Reputation and Strategic Innovation Change (Todd Morgan, Michael Obal, Robert D. Jewell)....Pages 267-280
Value Destruction in Multichannel Services: An Abstract (Ilaria Dalla Pozza, Julie Robson, Jillian Farquhar)....Pages 281-282
Women Leaders and Firm Performance: Unpacking the Effect of Gender and Trust: An Abstract (Carri Reisdorf Tolmie, Kevin Lehnert, Carol M. Sánchez)....Pages 283-284
Online Sensory Marketing: The Crossmodal Effect of Background Music and the Look and Feel of a Webshop on Consumer Reactions (Carmen Adams, Lieve Doucé)....Pages 285-296
Do Salespeople Trust their Customers? Toward an Understanding of Trust in B2B Relationships under Uncertainty: An Abstract (Maria Rouziou, Itzhak Gilboa, Dominique Rouziès, Riley Dugan)....Pages 297-298
Proposing a Framework of Observe–Hypothesize–Challenge–Resolve (OHCR) Teaching Moves for Knowledge Construction in Marketing Pedagogy: An Abstract (R. Ranjit Raj, Ashutosh Dutt)....Pages 299-300
The Effect of the User Experience Cycle on the Adoption of Smart Technologies for Innovative Consumers: The Case of Mass-fashion and Luxury Wearables: An Abstract (Marzena Nieroda, Mona Mrad, Michael Solomon, Charles Cui)....Pages 301-302
Do Fine Feathers Make Fine Birds? Examining the Role of a Product’s Packaging Functionality on Consumer Behavior: An Abstract (Christian V. Baccarella, Lukas Maier, Anna-Laura Himmelreich, Kai-Ingo Voigt)....Pages 303-304
An Abstract on Evaluating the Use of Curated Digital Magazines in Marketing Courses: A Comparative Analysis (Cuauhtemoc Luna-Nevarez, Enda McGovern)....Pages 305-306
Special Session: Looking for a New Research Partner: Find your Perfect “Researcher Match”: An Abstract (Janna Parker, Hyunju Shin)....Pages 307-307
Revising the Concept and Effectiveness of the Customer Orientation of Salespeople: An Abstract (Desirée Jost, Alexander Haas)....Pages 309-310
Value from Experiences and Customer Happiness: Implications for Customer Experience Management: An Abstract (J. Joško Brakus, Yi-Chun Ou, Lia Zarantonello)....Pages 311-312
How do Customers Respond to the Use of Self-Service Technologies? An Empirical Study from China: An Abstract (Qian Xiao, Weiling Zhuang, Zhongpeng Cao)....Pages 313-314
The Brand Identity of a Football Manager: The Case of Arsène Wenger: An Abstract (Adele Berndt)....Pages 315-316
Virtual Trade Show (VTS): A Systematic Literature Review: An Abstract (Mohammad Osman Gani, Yoshi Takahashi, Anisur R. Faroque)....Pages 317-318
Confronting the Customer–Engagement Paradox in Sales–Leader Succession: An Abstract (Russell Lemken, Jason Rowe)....Pages 319-320
Consumers’ Non-Participation in Creative Crowdsourcing: Exploration Through the Lenses of Meaning of Work: An Abstract (Souad Djelassi, Fanny Cambier, Ingrid Poncin)....Pages 321-322
Exploring the Role of Authentic Assessment on the Development of Future Marketers: An Abstract (Christina O’Connor, Gillian Moran, Denise Luethge)....Pages 323-324
How Cultural and Institutional Dimensions Shape Consumer–Brand Relationships’ Effects on Brand Loyalty: An Abstract (Mansur Khamitov, Matthew Thomson, Xin (Shane) Wang)....Pages 325-326
Synthesizing Negative Critical Incidents: Integration of Service Failure–Recovery and Brand Transgression Streams: An Abstract (Mansur Khamitov, Yany Grégoire, Anshu Suri)....Pages 327-328
Bandwagon Consumption among the Black Middle Class (Zanele Mdlekeza, Mignon Reyneke)....Pages 329-341
The Issues and Impacts of Programmatic Advertising in the Financial Sector: An Abstract (Weilan Tang, Renato Hubner Barcelos)....Pages 343-344
Marketing When Insiders are Locked in: An Abstract (Minghui Ma, Jian Huang)....Pages 345-346
Variability of Brands: Perspectives of Perceived Entitativity: An Abstract (Joseph W. Chang, Kai-Yu Wang, Yung-Chien Lou)....Pages 347-348
An Affinity for Variety: Umbrella Brands and Buyer Behavior: An Abstract (Claudia-Roxana Rusu, Jean-François Trinquecoste, Dale F. Duhan)....Pages 349-350
Think versus Feel: Two Dimensions of Brand Anthropomorphism: An Abstract (Xinyue Zhou, Siyuan Guo, Rong Huang, Weiling Ye)....Pages 351-352
Does Brand Origin Really Matter in the Luxury Sector? The Impact of Consumer Origin and Consumer Ethnocentrism on Consumers’ Responses: An Abstract (Marie-Cécile Cervellon)....Pages 353-354
The Paradigm of Sharing: A Unifying Conceptualization: An Abstract (Beibei Dong, K. Sivakumar)....Pages 355-356
From Third Place to Third Space: How Social Networking Sites Shape the Perception of our Social Spaces: An Abstract (Jan H. Kietzmann, Kerstin Heilgenberg, Jeannette Paschen, Maryam Ficociello)....Pages 357-358
The Interaction of Consumer, Endorser, and Brand Personality in Social Influencer Marketing: An Abstract (Klaus-Peter Wiedmann, Walter von Mettenheim)....Pages 359-360
Avenues to Optimize Strategic Decision Making to Drive Firm Performance and Market Success: An Abstract (Theresa Eriksson)....Pages 361-362
How can Targeted Price Promotion Create Value for Firms in B2C Relationships? A Systematic Review and Research Agenda: An Abstract (Sreedhar Madhavaram, Dorcia Bolton)....Pages 363-364
Knowledge is Power: The Moderating Effect of Product Knowledge: An Abstract (James J. Zboja, Susan Brudvig, Mary Dana Laird)....Pages 365-366
Overcorrection in Mixed Racial Purchasing: An Abstract (Katharina Dinhof, Janet Kleber, Bodo Schlegelmilch, Nilüfer Aydin)....Pages 367-368
The Effects of Person-Team Fit on Learning Goal Orientation and Salesperson Performance: An Abstract (Yuerong Liu, Wyatt Schrock, Yanhui Zhao)....Pages 369-370
When Crowdsourcing Proposition Rejection Reinforces Brand Relationship: An Abstract (Cyrielle Vellera, Elodie Jouny-Rivier, Mathilde Briffa)....Pages 371-372
Co-creation for Customer Engagement Management: When do they Want to Talk? An Abstract (Linda Hamdi-Kidar, Tomoko Kawakami)....Pages 373-374
What Frugal Products are and Why they Matter: An Abstract (Sergej von Janda, Sabine Kuester, Monika C. Schuhmacher, G. Shainesh)....Pages 375-376
Monetary and Nonmonetary Cost Factors in the Cycle of Unhealth (Alyssa J. Reynolds-Pearson)....Pages 377-385
In-Game Advertising and Gamers’ Behavior in App Environment: An Abstract (Naser Valaei, Gregory Bressolles, S. R. Nikhashemi, Hina Khan)....Pages 387-388
Predicting the Future of Advertising Creative Research: An Abstract (Douglas C. West)....Pages 389-390
Investigating the Effect of Mobile In-store Promotions on Purchase Intention: Is WhatsApp More Effective? An Abstract (Valentina Pitardi, Giulia Miniero, Francesco Ricotta)....Pages 391-392
Influential Language, Imagery, and Claims in Print Advertising: An Abstract (David Gilliam, Justin Munoz, Fernando R. Jiménez, Christopher Kyle)....Pages 393-394
Sustainable Promises? The Evolution of Business Models Founded on the Promise of Corporate Social Responsibility: An Abstract (Marjorie Delbaere, Vince Bruni-Bossio, Adam Slobodzian)....Pages 395-396
Point of Sale Donations from a Managerial Perspective: An Abstract (Debra Z. Basil, Bola Fowosere, Jared Hubbard, Viktor Kashirin)....Pages 397-398
When Extremely Good is not Enough for Sustainability Disclosures: An Abstract (Yoon-Na Cho, Christopher Berry)....Pages 399-400
Determining Factors of the Sustainability Orientation: An Examination from the Past to the Present: An Abstract (Rocio Rodríguez, Göran Svensson, David Eriksson, Carmen Padin)....Pages 401-402
A Proposed Moderated Mediation Model of Customer Loyalty Outcomes: An Abstract (J. Joseph Cronin Jr, Brian Bourdeau, Duane M. Nagel, Christopher Hopkins)....Pages 403-404
Patron Sentiment of Employee–Customer Interaction: Exploring Hotel Customer Reviews through Machine Learning: An Abstract (Stuart J. Barnes, Richard Rutter, Jan Mattsson, Flemming Sørensen)....Pages 405-406
The Effectiveness of Sponsor-Linked Marketing within a Rivalry Context: The Effect of Team Sponsorship on Implicit and Explicit Brand Associations: An Abstract (Matthias Limbach, Steffen Schmidt, Philipp Reiter, Sascha Langner)....Pages 407-408
Exposing Underage Consumers to Alcohol Branding in Sport Sponsorship: An Abstract (Angeline Close Scheinbaum, Hyunsang Son, Yongwoog Jeon, Gary Wilcox, Seung Chul Yoo)....Pages 409-410
When does Creativity Matter? The Impact of Consumption Motive and Claim Set-Size: An Abstract (Ilgım Dara Benoit, Elizabeth G. Miller)....Pages 411-412
An Investigation of Slacktivism in Online Donation Campaigns: An Abstract (Yashar Dehdashti, Lawrence B. Chonko, Aidin Namin, Brian T. Ratchford)....Pages 413-414
An Abstract on the Effects of Psychological Distance on Nostalgic Cultural Brands and Consumers’ Purchase Intentions: A Construal Level Theory Perspective (Gerardo J. Moreira, Cuauhtemoc Luna-Nevarez)....Pages 415-416
Utilitarian versus Hedonic Brands: Cognitive and Affective Country Image Components: An Abstract (Carmen Lopez, George Balabanis)....Pages 417-418
Consumer Acculturation as a Process: A Propensity to Acculturate Index and an Adapted Acculturation Scale: An Abstract (Kristina Harrison, John B. Ford)....Pages 419-420
Investigating the Effect of Social Comparison on Helping Behavior: The Moderating Role of Self-Construal Level and the Mediating Role of Emotion: An Abstract (Kun Zhou, Jun Ye)....Pages 421-422
How does Providing Financial Information Impact Retirement Intentions? An Abstract (Arvid O. I. Hoffmann, Daria Plotkina)....Pages 423-424
The Power of Collective Brand Defending in Mitigating Negative eWOM: An Abstract (Koblarp Chandrasapth, Natalia Yannopoulou, Klaus Schoefer, Darren Kelsey)....Pages 425-426
The Usefulness of Brand Polarization to Various Parties: An Abstract (Sergio Andrés Osuna Ramírez, Cleopatra Veloutsou, Anna Morgan-Thomas)....Pages 427-428
The Picture of Luxury: Millennials’ Relationship with Luxury Brands: An Abstract (Jacqueline K. Eastman, Hyunju Shin, Kristen Ruhland)....Pages 429-430
The Influence of Brand Acquisition on Perceived Authenticity: An Abstract (Sabinah Wanjugu, Juliann Allen, Julie Guidry Moulard)....Pages 431-432
A Comparison of the Determinants of Online Shopping Cart Usage in the US and China: An Abstract (Jeffrey R. Carlson, Monika Kukar-Kinney, Heping He)....Pages 433-434
An Empirical Study on the Relationship between Cross-Channel Integration and Offline Store Patronage Behavior: An Abstract (Takumi Tagashira, Chieko Minami)....Pages 435-436
From the Store to the Kitchen: The Effects of an Ambient Situated Health Food Scent on Healthy Food Choices: An Abstract (Megan Phillips, Sommer Kapitan, Elaine Rush)....Pages 437-438
Use of Surveytainment Elements in Knowledge-Assessment Tests: An Abstract (Alena Kostyk, Wenkai Zhou, Michael R. Hyman)....Pages 439-440
Soft Skills as an Assessed Course Component: An Abstract (Hulda G. Black, Rebecca Dingus, Alex Milovic)....Pages 441-442
The Need for Franchising Curriculum to Deliver Value to Underrepresented Groups: An Abstract (Rebecca Rast, Aaron Gleiberman, Juliana White)....Pages 443-444
I Pay, therefore I Am (An A): Co-Creation of Value in Higher Education: An Abstract (Ebru Ulusoy, Arne Baruca)....Pages 445-446
The Future of Terroir: An Abstract (Guy Leedon, Patrick L’Espoir Decosta, Gary Buttriss, Vinh N. Lu)....Pages 447-448
Residents’ Support for Sustainable Tourism Development: The Mediating Role of Life Satisfaction: An Abstract (Lanlung Chiang, Thi Le Huyen Nguyen)....Pages 449-449
A Study of Camino de Santiago Hikers: An Abstract (Michael D. Basil)....Pages 451-452
The Effect of Big Data on Small Firm Marketing Capabilities: An Abstract (Grace Carson, Christina O’Connor, Geoff Simmons)....Pages 453-454
Frontiers of Internal Marketing: How Cultures of Procrastination and Improvisation Drive Project Performance: An Abstract (Chris Hinsch, Anton Fenik, Kevin Lehnert)....Pages 455-456
The Empirical Link Between Export Diversification and Export Performance: Strategic and Resource Contingencies: An Abstract (João S. Oliveira, John W. Cadogan)....Pages 457-458
Learning Orientation and Market Orientation: The Mediating Role of Employees’ Absorptive Capabilities: An Abstract (Zeeshan Ullah, Fahad Mushtaq, Vesa Puhakka, Naveed Iqbal)....Pages 459-460
The Effect of Fake News on the Relationship between Brand Equity and Consumer Responses to Premium Brands: An Abstract (Oluwafunmilayo Bankole, Mignon Reyneke)....Pages 461-462
Fake News and the Top High-Tech Brands: A Delphi Study of Familiarity, Vulnerability and Effectiveness: An Abstract (Andrew Flostrand, Åsa Wallstrom, Esmail Salehi-Sangari, Leyland Pitt, Jan Kietzmann)....Pages 463-464
The Dominant and Underexamined Role of Brand’s Moral Character in Determining Brand Perception and Evaluation: An Abstract (Mansur Khamitov, Rod Duclos)....Pages 465-466
Do U.S. Consumers Want More Power over their Personal Data? A Preliminary Study on Consumer Data Right Preferences: An Abstract (Brooke Willis, Tunmin (Catherine) Jai)....Pages 467-468
A Review and Weight Analysis of Factors Affecting Helpfulness of Electronic Word-of-Mouth Communications (Elvira Ismagilova, Nripendra Rana, Emma Slade, Yogesh Dwivedi)....Pages 469-479
Leadership Effectiveness and Marketing Successful Stories in Latin America: An Abstract (Luis E. Torres, Carlos Ruiz)....Pages 481-482
A Cross-Cultural Comparison of Gender Choice of Celebrities Endorsing Beauty Brands: An Abstract (Shuang Wu, Li (Jenny) Ji)....Pages 483-484
Should I Care for the Environment or Myself? Ads for Green Products: An Abstract (Ceren Ekebas-Turedi, Elika Kordrostami, Ilgim Dara Benoit)....Pages 485-486
Examination of the Preference of French Consumers in the Fashion Sector: How Important is Ethical Attribute? An Abstract (Mohamed Akli Achabou)....Pages 487-488
The Marketing of International Humanitarian Aid in a Changing Global Marketplace: An Abstract (Robert Mittelman, José I. Rojas-Méndez)....Pages 489-490
The Value of Psychological Capital for Customer Participation Management: An Abstract (Sara Leroi-Werelds, Sandra Streukens)....Pages 491-492
An Abstract: Burdens of Health Service Access: Examining Prospective Customers Perceptions of Clinical Help-Seeking (Jessica Wyllie, Jamie Carlson, Mohammad M. Rahman)....Pages 493-494
Demystifying Perceived Psychological Proximity for Hedonic Product Choices: An Abstract (Faheem Ahmed, Pierre Valette-Florence)....Pages 495-496
Short or Long? The Right Combination of Time Duration, Cause Type, and Product Type in Cause-Related Marketing: An Abstract (Chun-Tuan Chang, Xing-Yu (Marcos) Chu, I-Ting Tsai, Ming-Tsung Kung)....Pages 497-498
Virtual Reality Branding Campaigns, Impact and Public Perception: An Abstract (Anouk de Regt, Stuart J. Barnes, Kirk Plangger)....Pages 499-500
Consumer Response to Product Safety Recall: An Empirical Research from China: An Abstract (Weiling Zhuang, Yinping Mu, Barry J. Babin)....Pages 501-502
When the Star Beckons: Celebrity-Branded Products and Retailer Resonance: An Abstract (Vishag Badrinarayanan, Enrique Becerra)....Pages 503-504
Consumers’ Quality Perception of Food Shape Abnormality: Effects on Customer Perceived Value and Consumer Behavior: An Abstract (Klaus-Peter Wiedmann, Levke Albertsen, Evmorfia Karampournioti)....Pages 505-505
Examining Primacy and Recency Effects in Hypocritical CSR News: An Abstract (Michael Peasley, Parker Woodroof, Joshua T. Coleman)....Pages 507-508
High Growth Private Companies: Values-Led and Profitable: An Abstract (Peggy H. Cunningham)....Pages 509-510
Chinese Consumers’ Attitudes of Chinese Versus Western Fashion Brands: An Exploration of Possible Predictor Variables Related to Individual and Cultural Values: An Abstract (Joy M. Kozar)....Pages 511-512
Using the Online Search Volume to Predict Performance: An Abstract (Ran Liu)....Pages 513-514
Reappraising Effects of Word-of-Mouth Communication on the Innovation Diffusion Process: An Abstract (Ran Liu)....Pages 515-516
Special Session: New Directions in B2B Sales and Marketing Research AMS 2019 Annual Conference, Vancouver: An Abstract (Carolyn F. Curasi, James S. Boles, Rob Mayberry, Nwamaka A. Anaza, Avinash Malshe)....Pages 517-518
Special Session: Brand Heritage: Cross Cultural Perceptions: An Abstract (Fabien Pecot, Sunmee Choi, Varsha Jain, Gregory Rose, Mei Rose)....Pages 519-520
Effective Pricing Strategies: Investigating the Contrast Between Theory and Practice: An Abstract (Vahid Rahmani, Elika Kordrostami, John B. Ford)....Pages 521-522
Price Priming Effects in Online Display Ads: An Abstract (Hamid Shaker, Sylvain Sénécal, Sihem Taboubi, Yany Grégoire)....Pages 523-523
Examining Country Image in Expert Electronic Word-of-Mouth: An Abstract (Zixuan (Mia) Cheng, Chatdanai Pongpatipat, Kirk Plangger, Leyland Pitt)....Pages 525-526
A Value-Based Model of Consumer Smartphone Usage for Online Transactions: The Role of Consumer Characteristics and Purchasing Situation: An Abstract (Stefanie Sohn, Malte Fiedler, Wolfgang Fritz)....Pages 527-528
Effects of Double Language Labeling in the Context of FMCG-Products: A Mixed-Methods Approach: An Abstract (Sabrina Heix, Hartmut Holzmüller)....Pages 529-530
What Makes the Difference? Employee Social Media Brand Engagement: An Abstract (Sherese Y. Duncan, Christine Pitt, Sarah Lord Ferguson, Phillip Grant)....Pages 531-532
Why the Shortened ADAPTS Scale Should Not Be Used for Sales Students: An Abstract (Aaron D. Arndt)....Pages 533-534
White Coats, Mild Manners, and Good Doctors? When Red Decreases Perception of Dominance: An Abstract (Bruna Jochims, Adilson Borges)....Pages 535-536
Value Co-Creation and Behavioral Consequences: Evidence from Brazilian Consumers: An Abstract (Eduardo Roque Mangini, Cláudia Simões, André Torres Urdan)....Pages 537-538
Subjective Financial Deprivation and Budget Allocation Preferences: An Abstract (Laurent Bertrandias, Alexandre Lapeyre)....Pages 539-540
Is There a Self Beyond Identity: An Abstract (Nanda K. Viswanathan)....Pages 541-542
How Common or Scientific Name Works? The Influence of Food Type and Regulatory Focus on the Choice of Ingredient Name: An Abstract (Dickson Tok, Chun-Tuan Chang)....Pages 543-544
The Spill-Over Effect of the Emotional Reaction to the Use of Internet on the Intention to Use Internet of Things (IoT) Services: An Abstract (Yang Lu, Savvas Papagiannidis, Eleftherios Alamanos)....Pages 545-546
Online Environment–Product Congruence: The Role of Experience and Product Consumption Type on Product Liking: An Abstract (Luke Liska)....Pages 547-548
How Peer-to-Peer Sharing Promotes Product Purchase: An Abstract (Jan F. Klein, Mark-Philipp Wilhelms, Katrin Merfeld, Sven Henkel, Tomas Falk)....Pages 549-550
Catalog and Online Retailing: Effects of Signals of Quality and Need for Cognition: An Abstract (Joseph Jones)....Pages 551-552
Perceptions of Power in the Digital Era: An Investigation of Idea Crowdsourcing versus Crowdvoting: An Abstract (Matthew Wilson, Obinna Obilo, Karen Robson)....Pages 553-554
Gamification Research in View of Bibliometrics: A Literature Trend, Bibliographic Coupling, and Co-citation Analysis: An Abstract (Gunwoo Yoon)....Pages 555-556
The Conceptualization and Measurement of Perceived Value in Social Media: The Case of Facebook Brand Pages (Georgios Tsimonis, Sergios Dimitriadis)....Pages 557-567
Interacting and Learning through Cross-Functional Product Development Teams: Driving New Product Creativity, Design Value, and Product Advantage: An Abstract (Subin Im, Charles H. Noble, Daisuke Ishida, Naoto Onzo)....Pages 569-570
Product’s Digital Transformation Effect on Perceived Luxury Level and Brand Authenticity: The Watch Industry Case: An Abstract (Sayma Messelmani, Virginie de Barnier)....Pages 571-572
New Product Advantage Infused by Marketing and Technical Resources: Does Modularity Design Matter? An Abstract (Yazhen Xiao, Haisu Zhang)....Pages 573-574
Responses to Female Sexual Power Portrayals in Ads: An Abstract (Melika Kordrostami, Russell N. Laczniak)....Pages 575-576
Psychological Effects of Social Exclusion on Stereotyping and Consumer Behavior: An Abstract (Felipe Pantoja, Patricia Rossi, Marat Bakpayev, Sukki Yoon)....Pages 577-578
Authentic Ethnic Advertisements Perception: An Abstract (Nora Alomar, Natalia Yannopoulou, Klaus Schoefer)....Pages 579-580
Personalized Online Recommendations and the Effect of Trust and Valence: An Abstract (Mazen Jaber, Chatdanai Pongpatipat)....Pages 581-582
The Influence of Luxury Brands’ Firm Engagement on Customer Engagement on Social Media: An Abstract (Xia Liu, Hyunju Shin, Alvin C. Burns)....Pages 583-584
Supply Chain Resilience on Business Continuity Programs: The Role of Anticipated, Inherent, and Adaptive Resilience: An Abstract (Samuel Sekar, Robert Hooker)....Pages 585-586
Corporate Social Responsibility Beyond Borders: US Consumer Boycotts of a Global Company over Sweatshop Issues in Supplier Factories Overseas: An Abstract (Joon Soo Lim, KyuJin Shim)....Pages 587-588
Every Coin has Two Sides: The Negative Effects of Brand Social Power, the Dual Character of Face, and Counterfeit Luxury Consumption: An Abstract (Jiang Ling, Shan Juan)....Pages 589-590
Assessing Strategic Customer Behavior under Bounded Rationality: An Abstract (Jihoon Cho, Anocha Aribarg, Puneet Manchanda)....Pages 591-592
Role of Task Difficulty in Brand Image Measurements: An Abstract (Melisa Mete, Gary Davies)....Pages 593-594
“What-are-you-looking-at?”: Implicit Behavioural Measurement Indicating Technology Acceptance in the Field of Automated Driving (Marc Kuhn, Viola Marquardt)....Pages 595-606
The Effect of Consumers’ Asset Specificity Sensitivity on Mobile Payment Service Adoption: The Role of Switching Cost and Product Compatibility: An Abstract (Jyh-Shen Chiou, Chiayang Chang, Chih-Wei Lin)....Pages 607-608
Personalization Perceptions in Retail Technology Adoption: The Mediating Role of Dependency and Intrusiveness: An Abstract (Tyler Hancock, Brett Kazandjian, Christian Barney, Kavitha Nambisan)....Pages 609-610
Comparing Product Policy’s Effectiveness for E-Commerce Companies: An Abstract (Maximilian Groh, Cláudia Simões)....Pages 611-612
Top Management Emphasis and Silo-Spanning Communication for Marketing Knowledge Integration: An Empirical Examination: An Abstract (Sreedhar Madhavaram, Vishag Badrinarayanan, Robert E. McDonald)....Pages 613-614
Brand Architecture Challenges in the Digital Age in the Context of a Broad Brand: An Abstract (Claudia Gonzalez, Frank Alpert, Josephine Previte)....Pages 615-616
Are All Customer Empowerment Strategies Equally Beneficial? A Relative Efficacy and Issue of the Campaign Accounts: An Abstract (Hajer Bachouche, Ouidade Sabri)....Pages 617-618
Leveraging User-Generated Content for Demand-Side Strategy: An Abstract (Terrence E. Brown, Mana Farshid)....Pages 619-620
Sense and Sensibility: What are Customers Looking for in Online Product Reviews? An Abstract (Fang Wang, Sahar Karimi)....Pages 621-622
Police Brutality and Running Shoes: Authentic Brand Activism or Woke Washing: An Abstract (Jessica Vredenburg, Sommer Kapitan, Amanda Spry, Joya Kemper)....Pages 623-624
The Lazarus Touch of Heritage: Place Branding, a Multi Stakeholder Study: An Abstract (Varsha Jain, Preeti Shroff, Altaf Merchant, Subhalakshmi Bezbaruah)....Pages 625-626
The Influence of Retail Return Policies on Brand Image: An Abstract (Jennifer A. Espinosa, Lisa Monahan)....Pages 627-628
Bridging Islands: Boundary Resources in Solution Networks: An Abstract (Ruiqi Wei, Susi Geiger, Róisín Vize)....Pages 629-630
Value Proposition with the Relevant Business Ecosystem: The Moderating Role of Customer’s Business Change (Niko Lipiäinen, Kirsi Kokkonen)....Pages 631-643
How can Supervisors Help Frontline Employees Deal with Customer Mistreatment? An Abstract (Achilleas Boukis, Christos Koritos, Kate Daunt, Avraam Papastathopoulos)....Pages 645-646
Wearing Expertise on your Sleeve: Increasing Customer Service Expectations through Employee Apparel: An Abstract (Christian Barney, Carol Esmark-Jones, Adam Farmer, Haley Hardman)....Pages 647-648
Integrating Social and Activity Utilities to Explain Consumption: An Abstract (José-Domingo Mora)....Pages 649-650
Does Sampling Order Moderate the Effect of Autotelic Need for Touch on Product Evaluation: An Abstract (Nino Ruusunen, Tommi Laukkanen)....Pages 651-652
Shopping Mall Values, Customer Satisfaction, and Loyalty: The Moderation of Education Level in Morocco: An Abstract (Delphine Godefroit-Winkel, Mbaye Fall Diallo, Souad Djelassi)....Pages 653-654
Usability of Automated Driving Functions: A User Experience Study (Sarah Selinka, Benjamin Österle, Marc Kuhn)....Pages 655-664
Social Media Usage, Status Consumption, and Online Public Consumption: An Abstract (Ali Heydari, Michel Laroche)....Pages 665-666
CSR: The Best of Both Worlds: Driving Returns to the Business and its Employees: An Abstract (Sarah Desirée Schaefer, Peggy Cunningham, Sandra Diehl, Ralf Terlutter)....Pages 667-668
The Public Healthcare System as a Service Network: An Assessment through the Time: An Abstract (Rocio Rodríguez, Göran Svensson, Carmen Otero-Neira, Carmen Padin)....Pages 669-670
Relative Effectiveness of Direct and Indirect Comparative Advertising: The Role of Message Framing and Gender on Believability and Attitude Certainty: An Abstract (Dan Petrovici, Linda L. Golden, Dariya Orazbek)....Pages 671-672
Special Session: Blockchain Technology and How It Will Change Marketing: An Abstract (Haya Ajjan, Dana E. Harrison, Joe Green, Nikilesh Subramoniapillai Ajeetha, Harry Wang)....Pages 673-674

Citation preview

Developments in Marketing Science: Proceedings of the Academy of Marketing Science

Shuang Wu Felipe Pantoja Nina Krey  Editors

Marketing Opportunities and Challenges in a Changing Global Marketplace Proceedings of the 2019 Academy of Marketing Science (AMS) Annual Conference

Developments in Marketing Science: Proceedings of the Academy of Marketing Science

More information about this series at http://www.springer.com/series/13409

Shuang Wu • Felipe Pantoja • Nina Krey Editors

Marketing Opportunities and Challenges in a Changing Global Marketplace Proceedings of the 2019 Academy of Marketing Science (AMS) Annual Conference

Editors Shuang Wu Rohrer College of Business Rowan University Glassboro, NJ, USA

Felipe Pantoja IÉSEG School of Management Paris, France

Nina Krey Rohrer College of Business Rowan University Glassboro, NJ, USA

ISSN 2363-6165     ISSN 2363-6173 (electronic) Developments in Marketing Science: Proceedings of the Academy of Marketing Science ISBN 978-3-030-39164-5    ISBN 978-3-030-39165-2 (eBook) https://doi.org/10.1007/978-3-030-39165-2 © The Academy of Marketing Science 2020 All rights are reserved by the Publisher, whether the whole or part of the material is concerned, specifically the rights of translation, reprinting, reuse of illustrations, recitation, broadcasting, reproduction on microfilms or in any other physical way, and transmission or information storage and retrieval, electronic adaptation, computer software, or by similar or dissimilar methodology now known or hereafter developed. The use of general descriptive names, registered names, trademarks, service marks, etc. in this publication does not imply, even in the absence of a specific statement, that such names are exempt from the relevant protective laws and regulations and therefore free for general use. The publisher, the authors, and the editors are safe to assume that the advice and information in this book are believed to be true and accurate at the date of publication. Neither the publisher nor the authors or the editors give a warranty, expressed or implied, with respect to the material contained herein or for any errors or omissions that may have been made. The publisher remains neutral with regard to jurisdictional claims in published maps and institutional affiliations. This Springer imprint is published by the registered company Springer Nature Switzerland AG The registered company address is: Gewerbestrasse 11, 6330 Cham, Switzerland

2019 Academy of Marketing Science® Annual Conference

Marketing Opportunities and Challenges in a Changing Global Marketplace May 29–31, 2019 Fairmont Hotel Vancouver Vancouver, Canada

v

AMS Officers (2018–2020)

President O.C. Ferrell, Auburn University, USA Executive Vice President/Director Harold W. Berkman, University of Miami, USA President-Elect Julie Guidry Moulard, Louisiana Tech University, USA Immediate Past-President Adilson Borges, Carrefour & NEOMA Business School, France Vice President for Publications James S. Boles, University of North Carolina at Greensboro, USA Vice President for Programs Brad D. Carlson, St. Louis University, USA Vice President for MembershipNorth America Mark Peterson, University of Wyoming, USA

Vice President for Membership-International Patricia Rossi, IÉSEG School of Management, France Vice President for Development Janna Parker, James Madison University, USA Secretary/Treasurer Nina Krey, Rowan University, USA Co-Chair, Board of Governors Barry J. Babin, Louisiana Tech University, USA Joseph F. Hair, Jr., University of South Alabama, USA Co-Director of International Programs Jay D. Lindquist, Western Michigan University, USA Barry J. Babin, Louisiana Tech University, USA John B. Ford, Old Dominion University, USA

vii

AMS Board of Governors

Barry J. Babin Louisiana Tech University, USA Co-Chair (2016–2022)

David J. Ortinau University of South Florida, USA (2016–2022)

Joseph F. Hair, Jr. University of South Alabama, USA Co-Chair (2018–2024)

Nicholas Paparoidamis Leonard De Vinci Business School, France (2018–2024)

Adel El-Ansary University of North Florida, USA (2014–2020)

Leyland Pitt Simon Fraser University, Canada (2016–2022)

Linda Ferrell Auburn University, USA (2018–2024)

Linda Price University of Arizona, USA (2014–2020)

Linda Golden University of Texas, USA (2018–2024) Jean-Luc Herrmann University of Lorraine, France (2016–2022)

Bodo Schlegelmilch Vienna University of Economics and Business Administration, Austria (2014–2020)

Eli Jones Texas A&M University, USA (2014–2020)

ix

2019 AMS Annual Conference Co-Chairs

Altaf Merchant, University of Washington Tacoma, USA Jeannette A. Mena, University of South Florida, USA

xi

2 019 AMS Annual Conference Tracks and Track Chairs

Advertising & IMC Douglas West, King’s College London, UK Gerard Prendergast, Hong Kong Baptist University, Hong Kong B2B Marketing & Supply Chain Management Jennifer A. Espinosa, Rowan University, USA Robert E. Hooker, University of South Florida, USA Iana Lukina, University of South Florida, USA Big Data and Marketing Analytics Prokriti Mukherji, King’s College London, UK Sergio Davalos, University of Washington, Tacoma, USA Brand Management Cleopatra Veloutsou, University of Glasgow, UK Fabien Pecot, University of York, UK Consumer Behavior Jean-Luc Herrmann, University of Lorraine, France Claas Christian Germelmann, University of Bayreuth, Germany Digital Marketing & Social Media Janna Parker, James Madison University, USA Debra Zahay, St. Edward’s University, USA Kirk Plangger, King’s College London, UK Ethics, Sustainability, & Corporate Social Responsibility Pinar Kekec, University of Nebraska Lincoln, USA Yanhui Zhao, University of Nebraska Omaha, USA Innovation & New Product Development Narongsak (Tek) Thongpapanl, Brock University, Canada Adam Mills, Loyola University New Orleans, USA

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xiv

2019 AMS Annual Conference: Tracks and Track Chairs

International Marketing Tarek Mady, University of Prince Edward Island, Canada Arne Baruca, Texas A&M San Antonio, USA Marketing Pedagogy & Education Varsha Jain, MICA, India Subhadip Roy, Indian Institute of Management Ahmedabad, India Marketing Strategy H. Erkan Ozkaya, California State Polytechnic University Pomona, USA Martin Heinberg, University of Leeds, UK Non-Profit Marketing & Public Policy Christopher Hopkins, Auburn University, USA Karen Hopkins, Auburn University, USA Personal Selling & Sales Management Blake A. Runnalls, University of Nebraska Lincoln, USA Wyatt Schrock, Michigan State University, USA Research Methods M. Billur Akdeniz, University of New Hampshire, USA Ashwin Malshe, University of Texas San Antonio, USA Retailing & Pricing K. Sivakumar, Lehigh University, USA S.P. Raj, Syracuse University, USA Sensory Marketing Nina Krey, Rowan University, USA Lauren M. Brewer, University of Texas Arlington, USA Services Marketing Nicholas Paparoidamis, Leonard De Vinci Business School, France Achilleas Boukis, University of Sussex, UK Sports and Entertainment Marketing Gregory Rose, University of Washington, Tacoma, USA Vassilis Dalakas, California State University San Marcos, USA Wine and Tourism Marketing Drew Martin, University of South Carolina, USA Ulrich Orth, Kiel University, Germany Doctoral Colloquium John B. Ford, Old Dominion University, USA Mathieu Kacha, University of Lorraine, France Mary Kay Inc. Doctoral Dissertation Competition Rajshekar Agnihotri, Iowa State University, USA Ritesh Saini, University of Texas Arlington, USA

2019 AMS Annual Conference: Tracks and Track Chairs

Special Session Submissions Altaf Merchant, University of Washington Tacoma, USA Jeannette A. Mena, University of South Florida, USA Proceedings Editors Shuang Wu, Rowan University, USA Felipe Pantoja, IÉSEG School of Management, France Nina Krey, Rowan University, USA

xv

2019 AMS Annual Conference Reviewers

Thank you to all those who reviewed papers for the 2019 AMS Annual Conference. These people include: Zahid Abdul Annika Abell Claire-Lise Ackermann Ravi Agarwal Praveen Aggarwal Carl-Philip Ahlbom Faheem Ahmed Andreas Aigner Damon Aiken Mohamed Akli Achabou Pia A. Albinsson Thomas Allard Suzanne Amaro Mohammad Amin Paolo Antonetti Chiraz Aouina-Mejri Aaisha Arbab Khan Anahit Armenakyan Aaron Arndt S Arunachalam Samreen Ashraf Salim Azar Christian Baccarella Hajer Bachouche Todd Bacile Shilpa Bagdare Ramin Bagherzadeh Tom Baker Marat Bakpayev

Joshua Beck Jonathan Beck Colleen Bee Gerald-Alexander Beese Lydie Belaud Ilgim Dara Benoit Margo Bergman Laurent Bertrandias Jannick Bettels Nora Bezaz Pelin Bicen Martin Bieler Dipayan Biswas Hulda Black Charles Blankson Willy Bolander Laura Boman Raghu Bommaraju Phil Boutin Branko Bozic S Brasel John Bredican Joël Brée Mathilde Briffa Terrence Brown Mario Burghausen Marine Cambefort Fanny Cambier Sonia Capelli

Victor Chernetsky Yoon-Na Cho Raeesah Chohan Tilottama Chowdhury Gonzalez Christine Anis Chtourou Xing-Yu (Marcos) Chu Maggie Chu Chih-Ning Chu John Cicala Samuel Clarke Joe Cobbs Corine Cohen Anatoli Colicev Benedetta Crisafulli Ryan Cruz Charles Cui Peggy Cunnningham Steve Dahlquist Steven Dahlquist Abhinita Daiya Hannes Datta Gwarlann de Kerviler Anouk de Regt Dawn Deeter-Schmelz Yashar Dehdashti Sihem Dekhili Marjorie Delbaere Deborah DeLong xvii

xviii Laurie Balbo Snehasish Banerjee Kevin Bao Christian Barney Robert Barnwell Paul Barretta Debra Basil Michael Basil Sofia Batsila Brittney Bauer Carlos Bauer Enrique Becerra Meichen Dong Beibei Dong Olivier Droulers Shuili Du Sherese Duncan Lea Dunn Sujay Dutta Jackie Eastman Ceren Ekebas-Turedi Dhouha El Amri Leila El Kamel Yasmine El-Alami Theresa Eriksson Carol Esmark-Jones Alice Falchi Xi Fang Jillian Farquhar Mana Farshid Fernando Fastoso Ivan Fedorenko Cong Feng Caitlin Ferreira Malte Fiedler Marc Filser Nathalie Fleck Jason Flores Andrew Flostrand John Ford Renaud Frazer Ryan Freling Scott Friend Nobuyuki Fukawa Colin Gabler Dinesh Gauri

2019 AMS Annual Conference Reviewers Jeffrey Carlson Albert Caruana Mark Case Nawar Chaker Eugene Chan Elisa Chan Kimmy Chan Joseph W. Chang Ian Chaplin Danli Chen Mei-Fang Chen Rocky Peng Chen Ashley Goreczny Phillip Grant Richard Gretz David Griffith Maximilian Groh Lin Guo Aditya Gupta Patricia Gurviez Young Ha Nick Hajli Zach Hall Linda Hamdi-Kidar Kyuhong Han Tyler Hancock Sara Hanson Carissa Harris Nathaniel Hartmann Courtney Hatch Xin He Heping He Jayne Heaford Kerstin Heilgenberg Sasawan Heingraj Raficka Hellal-Guendouzi Aurélie Hemonnet-Goujot Cathy Hessick Ali Heydari Anna-Laura Himmelreich Chris Hinsch Benedikt Hirschfelder Candy Ho Arvid Hoffmann Earl Honeycutt David Houghton

Catherine Demangeot Qian Claire Deng Timothy Dewhirst Mbaye Diallo Christian Dianoux Mohamed Didi Alaoui Larissa Diekmann Cassie Ditt Andrea Dixon Souad Djelassi Sara Dommer Xinyu Dong Nouman Inamullah Khan Mathew Isaac Muhammad Ishtiaq Ishaq Chiharu Ishida Daisuke Ishida Omar Itani Mazen Jaber Varsha Jain A.K. Jaiswal Kevin James Melissa James Narayanan Janakiraman Maria Susana Jaramillo Echeverri Jonathan Jensen Vincent Jeseo Yuwei Jiang Jinfeng Jiao Clark Johnson Katy Johnson Jeff Johnson Joseph Jones Julien Jouny Elodie Jouny-Rivier Andrew Kaikati Daniel Kaimann Prateek Kalia Ashish Kalra Kostas Kaminakis Harish Kapoor Evmorfia Karampournioti Ilke Kardes Diego Alvarado Karste Saim Kashmiri Rajiv Kashyap

xix

2019 AMS Annual Conference Reviewers Susi Geiger Sonja Gensler Tilo Ghosh Alex Gillett Apostolos Giovanis John Gironda Delphine Godefroit-Winkel Bruno Godey Claudia Gonzalez Eva María González Hector Gonzalez-Jimenez Sunah Kim Taewan Kim Minjeong Kim Saejoon Kim Jungkeun Kim Kyeongheui Kim Jesse King Eva Kipnis Theresa Kirchner Kirsi Kokkonen Tara Konya Melika Kordrostami Elika Kordrostami Ioannis Kostopoulos Alena Kostyk Prabakar Kothandaraman Nevena Koukova Joy Kozar Nina Krey Anjala Krishen Kirk Kristofferson Marc Kuhn Monika Kukar-Kinney Atul Kumar Dr.Poonam Kumar Amogh Kumbargeri Zhou Kun Ho Yan Kwan Ohjin Kwon Sophie Lacoste-Badie Candy Lai Matt Lastner Justin Lawrence Thomas Leclercq Ju-Yeon Lee

Chuck Howard Ming-Hsiung Hsiao Richard Huaman-Ramirez Rong Huang Jian Huang Marius Huber Gary Hunter Elodie Huré Jiyoung Hwang Antonio Hyder Marco Ieva Subin Im Niko Lipiäinen Luke Liska Jennifer Locander Carmen Lopez Nadina Luca Marcel Lukas Renaud Lunardo Donald Lund Minghui Ma Han Ma Nada Maaninou Peter Maas Sreedhar Madhavaram Bob Madrigal Sarah Mady Fanny Magnoni Solon Magrizos Lukas Maier Moutusi Maity Keven Malkewitz Suresh Malodia Stephanie Mangus Sudha Mani Racat Margot Viola Marquardt Hannah Marriott José Marti Noemí Martínez-Caraballo Nikita Matta Frank May Boris Maynadier Mieszko Mazur Ian McCarthy Shannon McCarthy

Iliana Katsaridou Eva Katsikea Brett Kazandjian Astrid Keel Aurelie Kessous Mansur Khamitov Muhammad Ali Khan Moein Khanlari Adwait Khare Jan Kietzmann Mark Kilgour Adam Mills Tajvidi Mina Chieko Minami Aditya Mishra Alexander Mitchell Natalie Mitchell Robert Mittelman Satheesh Monash Sonia Monga Matteo Montecchi Zachary Moore Gerardo Moreira Oscar Moreno Todd Morgan Prokriti Mukherji Shantanu Mullick Ryan Mullins Pauline Munten Feisal Murshed Lubna Nafees Zhaleh Najafi-Tavani Kelly Naletelich Aidin Namin Jean-Philippe Nau Chris Nelson Magda Nenycz-Thiel Raine Ng Thi Le Huyen Nguyen Bridget Nichols Cameron Nicol Xiaodong Nie Marzena Nieroda Charles Noble Edward Nowlin Michael Obal

xx Ada Lee Hyeryeon Lee Chris Lee Sheena Leek Kevin Lehnert Jean-François Lemoine James Leonhardt Connie Li Xingbo Li Hsin-Yi Liao Marcel Lichters Nikolaos Panagopoulos Swati Panda Jyoti Pandey Gaelle Pantin-Sohier Felipe Pantoja Jimi Park Ulrich Paschen Jeannette Paschen Munten Pauline Michael Peasley Fabien Pecot Mark Peterson Maria Petrescu Dan Petrovici Luca Petruzzellis Bruce Pfeiffer Heather Philip Megan Phillips Karine Picot-Coupey Rico Piehler Deepa Pillai Valentina Pitardi Kirk Plangger Daria Plotkina Nadia Pomirleanu Ingrid Poncin Veronika Ponomarenko Lucia Porcu Claudio Pousa Paolo Prado Katerina Pramatari Teresa Preston Amanda Pruski-Yamim Margot Racat Mohammad Rahman

2019 AMS Annual Conference Reviewers Jane McKay-Nesbitt Zanele Mdlekeza Joanna Melancon Choukri Menidjel Katrin Merfeld Sayma Messelmani Melisa Mete Nina Michaelidou Geraldine Michel Jan Andre Millemann Karen Miller Paul Mills Karen Robson Paula Rodrigues Clarinda Rodrigues Rocio Rodriguez Herrera Claire Roederer Jose I. Rojas-Mendez Gregory Rose Spencer Ross Patricia Rossi Lori Rothenberg Don Roy Carla Ruiz Mafe Claudia-Roxana Rusu Jose Saavedra William Sabadie Ouidade Sabri Aarti Saini Ritesh Saini Sajeesh Sajeesh Tina Saksida Nestor U. Salcedo Roberto Saldivar Mohammad Amin Saleh Leila Samii Doreen Sams Minita Sanghvi Shamindra Sanyal Panagiotis Sarantopoulos Soumya Sarkar Sudipto Sarkar Marko Sarstedt Huma Sarwar Sarah Schaefer Tobias Schaefers

Obinna Obilo Christina O’Connor Jessica Ogilvie Hannah Oh Benjamin Österle Sergio Osuna Carmen Otero-Neira Yi-Chun Ou Elif Ozkaya Carmen Padin Fabeiro Margherita Pagani Kim Sheehan Fanjuan Shi Hyunju Shin Hamid Shirdastian Ream Shoreibah Béatrice Siadou-Martin Nikoletta-Theofania Siamagka Rafay Siddiqui Debika Sihi Cláudia Simões Françoise Simon Bonnie Simpson Ramendra Singh Tanya Singh Priyanka Singh Rakesh Singh Romain Sohier Stefanie Sohn Hyunsang Son Juan Carlos Sosa Varela Robin Soster Rajesh Srivastava Marla Stafford Kristin Stewart Jennifer Stoner Qiuli Su Sijie Sun Gokhan Surmeli Shanu Sushmita Goran Svensson Holly Syrdal Courtney Szocs Takumi Tagashira Berk Talay Felix Tang

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2019 AMS Annual Conference Reviewers Vahid Rahmani Ananya Rajagopal Rajagopal Rajagopal Praneet Randhawa Adam Rapp Cata Ratiu Monika Rawal Mignon Reyneke Alyssa Reynolds Parichehr Riahi Pour Arnaud Rivière Carri Tolmie Alastair Tombs Giulio Toscani Jean-François Toti Magali Trelohan Sanjeev Tripathi Julien Troiville Alex Tsang Aybars Tuncdogan Ceren Turedi Serdar Turedi David Tyler Zeeshan Ullah Ebru Ulusoy Cyrielle Vellera Nanda Viswanathan Kai-Ingo Voigt Sergej von Janda Jessica Vredenburg Travis Walkowiak

Angeline Scheinbaum Kristen Schiele Steffen Schmidt Monika Schuhmacher Christopher Schumacher Noel Scott Samuel Sekar Asim Shabir G Shainesh Hamid Shaker Kevin Shanahan Jyoti Sharma Björn Walliser Hao Wang Kai-Yu Wang Dian Wang Sabinah Wanjugu Alison Watkins Renee Watson Ruiqi Wei Klaus-Peter Wiedmann Ria Wild J’Den Williams David Woisetschlaeger Jiajun Wu Shuang Wu Jessica Wyllie Lan Xia Yazhen Xiao Ge Xiao Hangjun Xu Norah Xu

Chuanyi Tang Yang Tang Jennifer Tatara David Taylor Serdar Temiz Shawn Thelen Robert Thomas Meredith Thomas Anastasia Thyroff Sebastian Timmer Kenneth C. C. Yang Jun Ye Frederick Hong-Kit Yim Shjin Yoo Chebli Youness Zhihao Yu Debra Zahay-Blatz Zoila Zambrano Cesar Zamudio Jim Zboja Xiaohua Zeng Luna Zhang Junzhou Zhang Haisu Zhang Xiaoyun Zheng Xia Zhu Weiling Zhuang Peter Zubcsek

Preface

The Academy of Marketing Science was founded in 1971, held its first Annual Conference in 1977, and has grown and prospered ever since. The relevancy of the Academy’s mission and activities to our chosen target market of the marketing professoriate has been a key factor in attracting the discipline’s best and brightest from all over the world. The revised Articles of Association of the Academy, approved by the Board of Governors in the spring of 1984 and by the general membership in the fall of that year, define the mission of the Academy as follows: 1. Provide leadership in exploring the normative boundaries of marketing, while simultaneously seeking new ways of bringing theory and practice into practicable conjunction. 2. Further the science of marketing throughout the world by promoting the conduct of research and the dissemination of research results. 3. Provide a forum for the study and improvement of marketing as an economic, ethical, social, and political force and process. 4. Furnish, as appropriate and available, material and other resources for the solution of marketing problems, which confront particular firms and industries, on the one hand, and society at large on the other. 5. Provide publishing media and facilities for fellows of the Academy and reviewer assistance on the fellow’s scholarly activities. 6. Sponsor one or more annual conferences to enable the fellows of the Academy to present research results; to learn by listening to other presentations and through interaction with other fellows and guests; to avail themselves of the placements process; to conduct discussion with book editors; and to exchange other relevant information. 7. Assist fellows in the better utilization of their professional marketing talents through redirection, reassignment, and relocation. 8. Provide educator fellows with insights and suck resources as may be available to aid them in the development of improved teaching methods, materials, devices, and directions. xxiii

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9. Seek means for establishing student scholarships and professional university chairs in the field of marketing. 10. Offer fellows of the Academy status to business and institutional executives and organizations. 11. Modify the Academy’s purpose and direction as the influence of time and appropriate constructive forces may dictate. Glassboro, NJ Paris, France  Glassboro, NJ 

Shuang Wu Felipe Pantoja Nina Krey

Acknowledgments

This book contains the full proceedings of the 2019 Academy of Marketing Science Annual Conference held in Vancouver, Canada. Appreciation and gratitude are extended to the organization committee for completing and handling a variety of tasks associated with an event of this scale particularly well. Under the theme “Marketing Opportunities and Challenges in a Changing Global Marketplace,” this volume provides insights into topics related to today’s global marketplace that is truly fast changing. Research from marketing scholars from around the world covers opportunities and challenges including the rising middle class in emerging markets, disruptive technological breakthroughs, new real-time consumer insights facilitated by big data analytics, changing consumer habits and preferences, growth in the international commerce, the relevant concerns over national trade policies, renewed ethical concerns about consumer privacy, and the tools through which companies operate, market, connect with, and build relationships with their customers. In addition, the rate of change drives companies to continually evaluate and adapt their marketing strategies and structures to remain competitive. Taking into account these current affairs, this conference focuses on exploring the marketing opportunities and challenges that exist in this fast-changing landscape. The Academy of Marketing Science would like to acknowledge the individuals who have made the conference a success. Special recognition goes to the conference co-chairs, Altaf Merchant and Jeannette Mena. An incredible commitment is necessary to coordinate and organize a conference of this measure. Further, track chairs were essential in encouraging submissions, managing the review process, and organizing session details. Gratitude is also extended to the AMS home office as well as all the volunteers who diligently worked behind the scenes to ensure the success of the event.

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Lastly, the Academy of Marketing Science extends sincere appreciation to all authors who submitted and presented their research, contributed as reviewers and discussion leaders, and all others who volunteered to ensure the success of the meeting. Thank you to all attendees from around the world who made this conference another special AMS event. The 2019 Academy of Marketing Science Annual Conference would not have been possible without the support of all of these individuals. Glassboro, USA Paris, France Glassboro, USA

Shuang Wu Felipe Pantoja Nina Krey

Contents

 xploring Customer Engagement and Sharing Behavior E in Social Media Brand Communities: Curvilinear Effects and the Moderating Roles of Perceived Innovativeness and Perceived Interactivity: An Abstract ������������������������������������������������������������������������������    1 Jamie Carlson, Yi-Chuan Liao, and Mohammad M. Rahman  etween a Banker and a Barbie: The Illusions of Social Media: B An Abstract������������������������������������������������������������������������������������������������������    3 Samreen Ashraf  Longitudinal Review of Models in Marketing Research: A An Abstract������������������������������������������������������������������������������������������������������    5 Mark Bender, Veronika Ponomarenko, Hao Wang, Khalia Jenkins, and Donna Davis  hat would we Hear if we Really Listened? Using I-poems in Qualitative W Marketing Research: An Abstract������������������������������������������������������������������    7 Julie Robson and Caroline Burr  ffects of Environmental and Social Sustainability Perceptions E on Willingness to Co-Create from Consumer Perspective: An Abstract����    9 Gözde Erdogan  ecision-Making and Interruptions: An Abstract����������������������������������������   11 D Regina Schreder  uying Authentic Luxury Products or Counterfeits: B The Role of Benign and Malicious Envy: An Abstract ��������������������������������   13 Murong Miao  xcitement or Fear? The Effect of a Personalized In-Store Experience E on Consumers: An Abstract����������������������������������������������������������������������������   15 Anne-Sophie Riegger

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 ll Hands on Deck Special Session: Cultivating Socially Responsible A Consumers and Corporations: An Abstract��������������������������������������������������   17 Elisa Chan, Felix Tang, and Maggie Y. Chu  ll Hands on Deck Special Session: Motivating or De-motivating A Responsible Consumption? The Divergent Influences of Moral Emotions: An Abstract��������������������������������������������������������������������   19 Maggie Y. Chu and Lisa C. Wan  ll Hands on Deck Special Session: Personifying Socially Responsible A Corporations: Scale Development and Validation: An Abstract ����������������   21 Vane I. Tian, Felix Tang, and Alan C. B. Tse  ll Hands on Deck Special Session: How CSR A and Servant Leadership Climate Affect Employee Cynicism and Work Meaning? An Abstract������������������������������������������������������������������   23 Elisa Chan and Frederick Yim Non-Compliance Is a Double-Edged Sword: An Abstract ��������������������������   25 Amanda Yamim and Adilson Borges A Critical Review of Institutional Theory in Marketing: An Abstract ������   27 Jeannette A. Mena and Veronika Ponomarenko  oes the Environmentally Friendliness of a Service Invite D Customer Loyalty? The Role of Positive Emotions: An Abstract����������������   29 Birgit Leisen Pollack  xtended Service Plans and Buyer Perceptions and Behaviors E in Automobile Industry: An Abstract������������������������������������������������������������   31 Chiharu Ishida, Nat Pope, and Peter Kaufman  pecial Session: “The World Needs Storytellers”: New Research S Avenues for Storytelling in Marketing: An Abstract������������������������������������   33 Edward L. Nowlin, Claas Christian Germelmann, Sahar Karimi, Nawar N. Chaker, David M. Houghton, Doug Walker, and Klaus-Peter Wiedmann  pecial Session: Measuring Salesperson Storytelling: An Abstract������������   35 S Edward L. Nowlin, Nawar N. Chaker, David M. Houghton, and Doug Walker  ow do International Co-branding Alliances Affect Host Country H Consumers’ Purchase Intention? An Abstract����������������������������������������������   37 Murong Miao  oes Model Ethnicity Matter in International Advertising? A Literature D Review on Model Ethnicity and Related Topics: An Abstract ��������������������   39 Kristina Harrison

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 roduct Innovation Determinants and Export Performance P in French and Ukrainian SMEs����������������������������������������������������������������������   41 Oksana Kantaruk Pierre  pecial Session: The (Co-)creation of Brand Heritage: An Abstract����������   53 S Fabien Pecot, Mario Burghausen, Joshua Butcher, Bradford Hudson, and George Wyner  pecial Session: Dehumanization of Robotic Assistants S and Subsequent Unethical and Abusive Customer Behavior in Frontline Encounters: An Abstract������������������������������������������������������������   55 Yu-Shan (Sandy) Huang and Nobuyuki Fukawa  pecial Session: Rise of the Service Robots: S Exploring Consumer Acceptance: An Abstract��������������������������������������������   57 Stefanie Paluch, Thorsten Gruber, Werner Kunz, Jochen Wirtz, Vinh Nhat Lu, Paul Patterson, and Antje Martins  xploration of the Role of Packaging Design E for Multi-tier Private Brands: An Abstract ��������������������������������������������������   59 Jiyoung Hwang  nderstanding Risk Statements Within Drug Injury Advertising: U An Abstract������������������������������������������������������������������������������������������������������   61 Jesse King and Elizabeth Tippett  he Effect of Social Distance on Donations to Care Versus Cure: T An Abstract������������������������������������������������������������������������������������������������������   63 Laura Boman and Xin He  ustomer Reactions to Voluntary Use C of Automated Service Interactions: An Abstract������������������������������������������   65 Hyunju Shin and Bo Dai  hallenges in Usage of Unstructured Data C in Marketing Decision Making: An Abstract������������������������������������������������   67 Valeriia Chernikova and Johanna Frösén  n Investigation of the Effect of Retargeting A on Willingness-to-Pay in Online Environments: An Abstract����������������������   69 Hamid Shaker and Sylvain Sénécal I nfluence of Web Design Features on Attitudes and Intentions in Travel Decision Making������������������������������������������������������������������������������   71 Zahra Pourabedin and Vahid Biglari  irtual Reality (VR) Content Is the New Reality V for Destination Marketing Organizations: Investigating the Role of VR as a Destination Branding Tactic: An Abstract������������������������������������������������������������������������������������������������������������   83 Kerry T. Manis

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 xplaining Sustainable Consumption: A Theoretical E and Empirical Analysis: An Abstract������������������������������������������������������������   85 Naz Onel  pecial Session: Digital Data, Security, and Platform Design: S Is Marketing the Problem or Solution? An Abstract������������������������������������   87 Martin Key, Debra Zahay, Rich Hanna, Jan Kietzmann, and Kirk Plangger I t Looks Good so Let’s Show it off: A Psychoraphic Segmentation of Instagrammers: An Abstract����������������������������������������������������������������������   89 Takumi Tagashira, Victoria Andrade, and Shintaro Okazaki I Hate This Brand! A Classification of Brand Haters Based on their Motivations and Reactions: An Abstract����������������������������������������   91 Oula Bayarassou, Imène Becheur, and Pierre Valette-Florence  ompetitive Teamwork: Developing a Team-Based Selling Competition C in an Undergraduate Professional Selling Class: An Abstract��������������������   93 William H. Bergman and Jeffrey R. Carlson  pecial Session on Research Opportunities in Direct Selling: S An Abstract������������������������������������������������������������������������������������������������������   95 Robert A. Peterson, O. C. Ferrell, Linda Ferrell, Victoria Crittenden, and Linda L. Golden  pecial Session: An International Perspective S of Overcoming Difficulties and Challenges in Doctoral and Early Career Years: An Abstract������������������������������������������������������������   97 Nina Krey, Shuang Wu, and Sabinah Wanjugu  oes Training Teachers in Financial Education Improve D Students’ Financial Well-Being? An Abstract ����������������������������������������������   99 Tina Harrison, Caroline Marchant, Jake Ansell, and Robyn Vernon-Harcourt  he Logo Life Cycle: An Abstract������������������������������������������������������������������  101 T Keven Malkewitz and Nicholas Ketcham  eyond Hedonic Consumption: The Role of B Eudaimonic Value in Consumer–Brand Relationships: An Abstract ��������  103 Khaled Aboulnasr and Gina Tran Disentangling the Meanings of Brand Authenticity: An Abstract ��������������  105 Julie Guidry Moulard, Randle D. Raggio, and Judith Anne Garretson Folse  xploring Facets of Spokesperson Effectiveness in B2B Advertising: E What Works and What doesn’t? An Abstract ����������������������������������������������  107 Subhadip Roy, Soumya Sarkar, and Prashant Mishra

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 eturn on Investment of Effective Complaint Management: R Synthesis and Research Directions: An Abstract������������������������������������������  109 Christine Armstrong, Jamie Carlson, Tania Sourdin, and Martin Watts  istance is Worth! Impacts of Spatial Distance Between Model D and Product on Product Evaluation: An Abstract����������������������������������������  111 Xing-Yu (Marcos) Chu, Chun-Tuan Chang, and Dickson Tok  he Study of Different Factors Affecting Salesperson Deviance: T An Abstract������������������������������������������������������������������������������������������������������  113 Douglas Amyx, Bruce Alford, Louis J. Zmich, Jennifer Amyx, Breanne Mertz, and Cameron Sumlin  hy Narcissists Prefer Genuine to High-­Quality Counterfeit Luxury: W The Role of Authentic and Hubristic Pride: An Abstract����������������������������  115 Fernando Fastoso, Boris Bartikowski, and Siqi Froehlich-Wang  ime-Based Deals: How Non-Monetary Discounts Can Reduce T the Post-­Promotion Dip: An Abstract������������������������������������������������������������  117 Myungjin Chung and Ritesh Saini  rom Psychological Myopia to Food Myopia: F A Consumer Perspective: An Abstract����������������������������������������������������������  119 Asim Qazi and Véronique Cova  o-creators Endorsing their Winning Product Idea C in Ads: Dealing with Brand Audiences’ Skepticism: An Abstract��������������  121 Fanny Cambier and Ingrid Poncin  ight Digit Effect and Subjective Relative Income: An Abstract����������������  123 R Mazen Jaber and Kylie Jaber  ig Data Analytics, New Product Ideas, and Decision Making: B An Abstract������������������������������������������������������������������������������������������������������  125 Matteo Montecchi, Kirk Plangger, Colin Campbell, and Jessica Graves  alesperson Intrinsic and Extrinsic Motivation Revisited: S A Combinatory Perspective: An Abstract ����������������������������������������������������  127 Rushana Khusainova, Ad de Jong, Nick Lee, Greg W. Marshall, and John M. Rudd  on-conscious Effect of Moral Identity Prime N on Perceived Reasonableness and Affective Account on Customer Satisfaction: An Abstract��������������������������������������������������������������������������������  129 Nobuyuki Fukawa and David W. Stewart  Winning Formula for Maximizing Sales Performance through A Multi-­Dimensional Effort: An Abstract ��������������������������������������������������������  131 Michael Peasley, Willy Bolander, and Riley Dugan Digital Advocacy Among Industrial Employees: An Abstract ��������������������  133 Mana Farshid, Albert Caruana, and Esmail Salehi-Sangari

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When my Brand does Something Morally Wrong: An Abstract����������������  135 Hua Chang and Lingling Zhang  he Evolution of Influencer–Follower Relationships: T A Life-Cycle Approach: An Abstract ������������������������������������������������������������  137 Sören Köcher, Sarah Köcher, and Linda Alkire (née Nasr)  ow and When does Functional Diversity Impact H Sales Team Effectiveness: An Abstract����������������������������������������������������������  139 Edward L. Nowlin, Doug Walker, Dawn Deeter-Schmelz, and Nawar N. Chaker  ove Consumption at the Digital Age: Online Consumer Review L and Romantic Gift Giving: An Abstract��������������������������������������������������������  141 Lilly Ye, Lili Gai, Eyad Youssef, and Tao Jiang  utcomes of Dialogic Communication of Corporate Social Responsibility O (CSR): Strengthening Brand Loyalty Through Online Brand Community Engagement, Brand Trust and CSR Authenticity: An Abstract������������������  143 Joon Soo Lim and Hua Jiang  igital Customer Empowerment Tools for Marketers: An Abstract����������  145 D Mujde Yuksel, George R. Milne, and Lauren I. Labrecque  Longitudinal Study of Sustainability Attitudes, Intentions, A and Behaviors: An Abstract����������������������������������������������������������������������������  147 Galen Trail and Brian McCullough  he Impact of Culture on Humorous Ads: An Abstract������������������������������  149 T Dragana Medic and Jean-Marc Decaudin  ELQUAL-determinants on Satisfaction in Buyer–Supplier R Relationship of Puerto Rican SMEs: An Abstract����������������������������������������  151 Juan Carlos Sosa Varela, Enid Miranda Ramírez, and Göran Svensson  ustomer Experience of Value: Some Insights C into the Satisfaction–Loyalty Link and Customer Loyalty Retention: An Abstract������������������������������������������������������������������������������������������������������  153 Shu-Ching Chen  pecial Session: How the Desire for Unique Products Strengthens S the Link between Luxury Attitudes and Sustainability Behaviors: An Abstract������������������������������������������������������������������������������������������������������  155 Sihem Dekhili, Jacqueline K. Eastman, and Rajesh Iyer  nderstanding Information Bias: The Perspective of Online Review U Component: An Abstract��������������������������������������������������������������������������������  157 Qiong Jia, Yue Guo, and Stuart Barnes  actors Affecting Consumer Responses to Brand Advertising F on Social Media: An Abstract ������������������������������������������������������������������������  159 Nina Michaelidou, Milena Micevski, and Georgios Halkias

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 ow Many Likes are Good Enough? An Evaluation of Social Media H Performance: An Abstract������������������������������������������������������������������������������  161 Caitlin C. Ferreira and Jeandri Robertson  o Kneel or Not to Kneel? Just Do It! Assessing Consumer Responses T to Organizational Engagement in Political Discourse: An Abstract ����������  163 Jason Flores, Marisa Flores, Roberto Saldivar, and Arne Baruca I nferences about Target Marketing from Languages on Website and its Implications: An Abstract������������������������������������������������������������������  165 Kristina Harrison, Mahesh Gopinath, and Myron Glassman  onsumer Response to Sport Sponsor’s Message Articulation C and Activation on Twitter: An Abstract ��������������������������������������������������������  167 Abhishek Mishra and Kapil Kaushik  xploring Usage Motives for Corporate Multimodal Mobility Services: E A Hierarchical Means-End Chain Analysis: An Abstract����������������������������  169 Sebastian Timmer, Katrin Merfeld, and Sven Henkel The Effect of Emoji Incongruency in Social Media: An Abstract ��������������  171 Laura Boman, Ganga Urumutta Hewage, and Jonathan Hasford  e, Myself and my Smartphone: Antecedents of Smartphone M Attachment: An Abstract��������������������������������������������������������������������������������  173 Stefanie Sohn, Evmorfia Karampournioti, Klaus-Peter Wiedmann, and Wolfgang Fritz  o Death Thoughts Influence the Choice of Brand Loyalty Program? D A Case of Lebanon: An Abstract��������������������������������������������������������������������  175 Rayan Fawaz and Shintaro Okazaki I nvolvement and Brand Engagement Outcomes in Facebook Brand Posts: A Gender Twist: An Abstract��������������������������������������������������������������������������  177 Ryan E. Cruz, James M. Leonhardt, and Nina Krey I mplications of the Developments in Metaphors Research for Marketing Communications: A Review and Research Agenda: An Abstract������������������������������������������������������������������������������������������������������  179 Sreedhar Madhavaram, Dorcia Bolton, and Vishag Badrinarayanan  he Joint Impact of Goal Type and Goal Completion Magnitude T on Consumer’ Post-Goal-Completion Behavior: An Abstract��������������������  181 Junzhou Zhang and Yuping Liu-Thompkins  Moment of Influence: Understanding the Customer Experience after A Receiving a Penalty: An Abstract ������������������������������������������������������������������  183 Mary P. Harrison and Sharon Beatty  trategic Tripod in Internet-Enabled Market: Consumer Self-Construal S Level, Consumer Involvement, and Firm Resources: An Abstract ������������  185 Yunmei Kuang

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Preliminary Tests of the Consumer Normalcy Scale: An Abstract ������������  187 Alex H. Cohen, Jorge E. Fresneda, and Rolph E. Anderson  he Impact of Advertising Appeals on Consumers’ Perception T of an Advertisement for a Technical Product and the Moderating Roles of Endorser Type and Endorser Age��������������������������������������������������������������  189 Karina Skupin, Ardion Beldad, and Mark Tempelman  nline Versus Face-to-Face: How Customer-to-Customer Interactions O Impact Customer Experience Behaviors: An Abstract��������������������������������  201 Hulda G. Black and Matt Lastner  he Effect of Fear, Threat, and Trust Among Voters in the 2016 T U.S. Presidential Election: An Abstract ��������������������������������������������������������  203 Boonghee Yoo, Shawn T. Thelen, and Jessica Feinstein Towards a Model of Inclusive Ethnic Advertising: An Abstract ����������������  205 Tana Cristina Licsandru and Charles Chi Cui  ustomer Engagement with Augmented Reality Mobile Apps: C An Abstract������������������������������������������������������������������������������������������������������  207 Graeme McLean and Alan Wilson  ow Organizations can Capitalize on Customer-Caused Failures: H An Abstract������������������������������������������������������������������������������������������������������  209 Vincent Jeseo, Matthew M. Lastner, Patrick Fennell, and Judith Anne Garretson Folse  elf-Gift, Luxury Consumption, and Materialism: S The Way to Happiness! An Abstract��������������������������������������������������������������  211 Chiraz Aouina-Mejri, Judith Partouche, and Tingting Mo  hy do Consumers Procrastinate and What Happens Next? W An Abstract������������������������������������������������������������������������������������������������������  213 Shabnam Zanjani, George Milne, and Deepa Pillai  ood Acculturation of Professional Expatriates: F A Cross-Cultural Study: An Abstract������������������������������������������������������������  215 Raficka Hellal-Guendouzi and Sihem Dekhili  erroir and its Evocation: What a Wine Terroir of Origin Evokes? T An Exploratory Qualitative Study of the Meaning of Terroir Product Consumption����������������������������������������������������������������������������������������������������  217 Julien Couder and Pierre Valette-Florence  ocial Media Sentiment, Customer Satisfaction, and Stock Returns: S An Abstract������������������������������������������������������������������������������������������������������  231 Amanda Strydom, Dimitri Kapelianis, and Itayi Mutsonziwa

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 ither Bandwagon Effect or Need for Uniqueness? E Motivational Factors Driving Young Adult Consumers’ Luxury Brand Purchases: An Abstract ����������������������������������������������������������������������������������  233 Eunjoo Cho, Ui-Jeen Yu, and Jihyun Kim  leasure versus Healthiness in Multi-Ingredient Sustainable Foods: P How Centrality Influences Performance: An Abstract��������������������������������  235 G. Balaji and Anandakuttan B. Unnithan The Impact of Sonic Logos on Brand Perceptions: An Abstract����������������  237 Shawn P. Scott, Daniel Sheinin, and Lauren I. Labrecque Gifting Practices: Is it Really the Thought that Counts? An Abstract ������  239 Pia A. Albinsson and Bidisha Burman  pecial Session: How does Marketing Fit in the World? Questions S of Discipline Expertise, Scope, and Insight: An Abstract����������������������������  241 Martin Key, Terry Clark, O. C. Ferrell, Mark Peterson, Leyland Pitt, and David Stewart  ocial Listening: Adapting Customer and Competitive Intelligence S to the Digital Era: An Abstract ����������������������������������������������������������������������  243 Erik Mehl and Joël Le Bon  ualitative Insights into Organic Food: Perceptions Q of Indian and U.S. Consumers: An Abstract ������������������������������������������������  245 Lubna Nafees, Neel Das, Eva Hyatt, and Lawrence Garber Jr  ow Women Respond to Female Empowerment Songs: H An Abstract������������������������������������������������������������������������������������������������������  247 Melika Kordrostami and Elika Kordrostami  hy I Will Not Use You for My Campaign: W The Relationship Between Brand Managers and Sportswomen: An Abstract������������������������������������������������������������������������������������������������������  249 Emmanuel Mogaji, Foluké Abi Badejo, Simon Charles, and Jacqueline Millisits  andidates as Experiential Brands in U.S. Presidential Elections: C An Abstract������������������������������������������������������������������������������������������������������  251 Eric Van Steenburg and Francisco Guzman  ffects of Mindset on International Marketing Decisions: E The Moderating Role of Psychic Distance: An Abstract������������������������������  253 Christina Papadopoulou, Magnus Hultman, and Aristeidis Theotokis  n Exploratory Study of Globalizing Consumers’ Materialism A Tendencies in a Multicultural “Global” Marketplace: An Abstract ����������  255 Tarek Mady and Sarah Mady

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 umerical Framing and Emotional Arousal as Moderators N of Review Valence and Consumer Choices: An Abstract ����������������������������  257 Anh Dang Men and the Food Leftovers of Attractive Others: An Abstract ����������������  259 Larissa Diekmann, Claas Christian Germelmann, and Jannika Ehrenfried  oes Technological Self-Efficacy Decrease New Salesperson D Job Insecurity: An Abstract����������������������������������������������������������������������������  261 John Cicala and Zhoufan Zhang  pecial Session: Marketing and Consumer Wellbeing S in Digital Environment: An Abstract ������������������������������������������������������������  263 Shintaro Okazaki, Ko de Ruyter, Prokriti Mukherji, Chieko Minami, Kenichi Nishioka, and Liu Boyi Modelling for Mobile: Developing the mUTAUT Model: An Abstract ������  265 Hannah Marriott and Graeme McLean  pening the Innovation Process: The Interrelationship of Firm O Reputation and Strategic Innovation Change ����������������������������������������������  267 Todd Morgan, Michael Obal, and Robert D. Jewell Value Destruction in Multichannel Services: An Abstract��������������������������  281 Ilaria Dalla Pozza, Julie Robson, and Jillian Farquhar  omen Leaders and Firm Performance: Unpacking the Effect W of Gender and Trust: An Abstract������������������������������������������������������������������  283 Carri Reisdorf Tolmie, Kevin Lehnert, and Carol M. Sánchez  nline Sensory Marketing: The Crossmodal Effect O of Background Music and the Look and Feel of a Webshop on Consumer Reactions����������������������������������������������������������������������������������������  285 Carmen Adams and Lieve Doucé  o Salespeople Trust their Customers? Toward an Understanding D of Trust in B2B Relationships under Uncertainty: An Abstract������������������  297 Maria Rouziou, Itzhak Gilboa, Dominique Rouziès, and Riley Dugan  roposing a Framework of Observe–Hypothesize–Challenge–Resolve P (OHCR) Teaching Moves for Knowledge Construction in Marketing Pedagogy: An Abstract������������������������������������������������������������������������������������  299 R. Ranjit Raj and Ashutosh Dutt  he Effect of the User Experience Cycle on the Adoption of Smart T Technologies for Innovative Consumers: The Case of Mass-fashion and Luxury Wearables: An Abstract ������������������������������������������������������������  301 Marzena Nieroda, Mona Mrad, Michael Solomon, and Charles Cui

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 o Fine Feathers Make Fine Birds? Examining the Role of a Product’s D Packaging Functionality on Consumer Behavior: An Abstract������������������  303 Christian V. Baccarella, Lukas Maier, Anna-Laura Himmelreich, and Kai-Ingo Voigt  n Abstract on Evaluating the Use of Curated Digital Magazines A in Marketing Courses: A Comparative Analysis������������������������������������������  305 Cuauhtemoc Luna-Nevarez and Enda McGovern  pecial Session: Looking for a New Research Partner: Find your Perfect S “Researcher Match”: An Abstract ����������������������������������������������������������������  307 Janna Parker and Hyunju Shin  evising the Concept and Effectiveness of the Customer Orientation R of Salespeople: An Abstract����������������������������������������������������������������������������  309 Desirée Jost and Alexander Haas  alue from Experiences and Customer Happiness: Implications V for Customer Experience Management: An Abstract����������������������������������  311 J. Joško Brakus, Yi-Chun Ou, and Lia Zarantonello  ow do Customers Respond to the Use of Self-Service Technologies? H An Empirical Study from China: An Abstract����������������������������������������������  313 Qian Xiao, Weiling Zhuang, and Zhongpeng Cao  he Brand Identity of a Football Manager: The Case of Arsène Wenger: T An Abstract������������������������������������������������������������������������������������������������������  315 Adele Berndt  irtual Trade Show (VTS): A Systematic Literature Review: V An Abstract������������������������������������������������������������������������������������������������������  317 Mohammad Osman Gani, Yoshi Takahashi, and Anisur R. Faroque  onfronting the Customer–Engagement Paradox C in Sales–Leader Succession: An Abstract������������������������������������������������������  319 Russell Lemken and Jason Rowe  onsumers’ Non-Participation in Creative Crowdsourcing: C Exploration Through the Lenses of Meaning of Work: An Abstract����������  321 Souad Djelassi, Fanny Cambier, and Ingrid Poncin  xploring the Role of Authentic Assessment on the Development E of Future Marketers: An Abstract������������������������������������������������������������������  323 Christina O’Connor, Gillian Moran, and Denise Luethge  ow Cultural and Institutional Dimensions Shape Consumer–Brand H Relationships’ Effects on Brand Loyalty: An Abstract��������������������������������  325 Mansur Khamitov, Matthew Thomson, and Xin (Shane) Wang

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 ynthesizing Negative Critical Incidents: Integration S of Service Failure–Recovery and Brand Transgression Streams: An Abstract������������������������������������������������������������������������������������������������������  327 Mansur Khamitov, Yany Grégoire, and Anshu Suri  andwagon Consumption among the Black Middle Class��������������������������  329 B Zanele Mdlekeza and Mignon Reyneke  he Issues and Impacts of Programmatic Advertising T in the Financial Sector: An Abstract��������������������������������������������������������������  343 Weilan Tang and Renato Hubner Barcelos  arketing When Insiders are Locked in: An Abstract��������������������������������  345 M Minghui Ma and Jian Huang  ariability of Brands: Perspectives of Perceived Entitativity: V An Abstract������������������������������������������������������������������������������������������������������  347 Joseph W. Chang, Kai-Yu Wang, and Yung-Chien Lou  n Affinity for Variety: Umbrella Brands and Buyer Behavior: A An Abstract������������������������������������������������������������������������������������������������������  349 Claudia-Roxana Rusu, Jean-François Trinquecoste, and Dale F. Duhan  hink versus Feel: Two Dimensions of Brand Anthropomorphism: T An Abstract������������������������������������������������������������������������������������������������������  351 Xinyue Zhou, Siyuan Guo, Rong Huang, and Weiling Ye  oes Brand Origin Really Matter in the Luxury Sector? D The Impact of Consumer Origin and Consumer Ethnocentrism on Consumers’ Responses: An Abstract ������������������������������������������������������������  353 Marie-Cécile Cervellon  he Paradigm of Sharing: A Unifying Conceptualization: T An Abstract������������������������������������������������������������������������������������������������������  355 Beibei Dong and K. Sivakumar  rom Third Place to Third Space: How Social Networking Sites F Shape the Perception of our Social Spaces: An Abstract ����������������������������  357 Jan H. Kietzmann, Kerstin Heilgenberg, Jeannette Paschen, and Maryam Ficociello  he Interaction of Consumer, Endorser, and Brand Personality T in Social Influencer Marketing: An Abstract������������������������������������������������  359 Klaus-Peter Wiedmann and Walter von Mettenheim  venues to Optimize Strategic Decision Making A to Drive Firm Performance and Market Success: An Abstract ������������������  361 Theresa Eriksson

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 ow can Targeted Price Promotion Create Value for Firms in B2C H Relationships? A Systematic Review and Research Agenda: An Abstract������������������������������������������������������������������������������������������������������  363 Sreedhar Madhavaram and Dorcia Bolton  nowledge is Power: The Moderating Effect of Product Knowledge: K An Abstract������������������������������������������������������������������������������������������������������  365 James J. Zboja, Susan Brudvig, and Mary Dana Laird  vercorrection in Mixed Racial Purchasing: An Abstract��������������������������  367 O Katharina Dinhof, Janet Kleber, Bodo Schlegelmilch, and Nilüfer Aydin  he Effects of Person-Team Fit on Learning Goal Orientation and T Salesperson Performance: An Abstract ��������������������������������������������������������  369 Yuerong Liu, Wyatt Schrock, and Yanhui Zhao  hen Crowdsourcing Proposition Rejection Reinforces W Brand Relationship: An Abstract ������������������������������������������������������������������  371 Cyrielle Vellera, Elodie Jouny-Rivier, and Mathilde Briffa  o-creation for Customer Engagement Management: C When do they Want to Talk? An Abstract ����������������������������������������������������  373 Linda Hamdi-Kidar and Tomoko Kawakami  hat Frugal Products are and Why they Matter: W An Abstract������������������������������������������������������������������������������������������������������  375 Sergej von Janda, Sabine Kuester, Monika C. Schuhmacher, and G. Shainesh  onetary and Nonmonetary Cost Factors in the Cycle of Unhealth����������  377 M Alyssa J. Reynolds-Pearson I n-Game Advertising and Gamers’ Behavior in App Environment: An Abstract������������������������������������������������������������������������������������������������������  387 Naser Valaei, Gregory Bressolles, S. R. Nikhashemi, and Hina Khan Predicting the Future of Advertising Creative Research: An Abstract������  389 Douglas C. West I nvestigating the Effect of Mobile In-store Promotions on Purchase Intention: Is WhatsApp More Effective? An Abstract ����������  391 Valentina Pitardi, Giulia Miniero, and Francesco Ricotta I nfluential Language, Imagery, and Claims in Print Advertising: An Abstract������������������������������������������������������������������������������������������������������  393 David Gilliam, Justin Munoz, Fernando R. Jiménez, and Christopher Kyle  ustainable Promises? The Evolution of Business Models Founded S on the Promise of Corporate Social Responsibility: An Abstract����������������  395 Marjorie Delbaere, Vince Bruni-Bossio, and Adam Slobodzian

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 oint of Sale Donations from a Managerial Perspective: P An Abstract������������������������������������������������������������������������������������������������������  397 Debra Z. Basil, Bola Fowosere, Jared Hubbard, and Viktor Kashirin  hen Extremely Good is not Enough for Sustainability Disclosures: W An Abstract������������������������������������������������������������������������������������������������������  399 Yoon-Na Cho and Christopher Berry  etermining Factors of the Sustainability Orientation: D An Examination from the Past to the Present: An Abstract������������������������  401 Rocio Rodríguez, Göran Svensson, David Eriksson, and Carmen Padin  Proposed Moderated Mediation Model A of Customer Loyalty Outcomes: An Abstract ����������������������������������������������  403 J. Joseph Cronin Jr, Brian Bourdeau, Duane M. Nagel, and Christopher Hopkins  atron Sentiment of Employee–Customer Interaction: P Exploring Hotel Customer Reviews through Machine Learning: An Abstract������������������������������������������������������������������������������������������������������������  405 Stuart J. Barnes, Richard Rutter, Jan Mattsson, and Flemming Sørensen  he Effectiveness of Sponsor-Linked Marketing within T a Rivalry Context: The Effect of Team Sponsorship on Implicit and Explicit Brand Associations: An Abstract����������������������������������������������  407 Matthias Limbach, Steffen Schmidt, Philipp Reiter, and Sascha Langner  xposing Underage Consumers to Alcohol Branding E in Sport Sponsorship: An Abstract����������������������������������������������������������������  409 Angeline Close Scheinbaum, Hyunsang Son, Yongwoog Jeon, Gary Wilcox, and Seung Chul Yoo  hen does Creativity Matter? The Impact W of Consumption Motive and Claim Set-­Size: An Abstract��������������������������  411 Ilgım Dara Benoit and Elizabeth G. Miller  n Investigation of Slacktivism in Online Donation Campaigns: A An Abstract������������������������������������������������������������������������������������������������������  413 Yashar Dehdashti, Lawrence B. Chonko, Aidin Namin, and Brian T. Ratchford  n Abstract on the Effects of Psychological Distance A on Nostalgic Cultural Brands and Consumers’ Purchase Intentions: A Construal Level Theory Perspective����������������������������������������������������������  415 Gerardo J. Moreira and Cuauhtemoc Luna-Nevarez  tilitarian versus Hedonic Brands: Cognitive U and Affective Country Image Components: An Abstract����������������������������  417 Carmen Lopez and George Balabanis

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 onsumer Acculturation as a Process: A Propensity C to Acculturate Index and an Adapted Acculturation Scale: An Abstract������������������������������������������������������������������������������������������������������  419 Kristina Harrison and John B. Ford I nvestigating the Effect of Social Comparison on Helping Behavior: The Moderating Role of Self-Construal Level and the Mediating Role of Emotion: An Abstract����������������������������������������������������������������������������������  421 Kun Zhou and Jun Ye  ow does Providing Financial Information Impact Retirement H Intentions? An Abstract����������������������������������������������������������������������������������  423 Arvid O. I. Hoffmann and Daria Plotkina  he Power of Collective Brand Defending in Mitigating Negative T eWOM: An Abstract����������������������������������������������������������������������������������������  425 Koblarp Chandrasapth, Natalia Yannopoulou, Klaus Schoefer, and Darren Kelsey  he Usefulness of Brand Polarization to Various Parties: T An Abstract������������������������������������������������������������������������������������������������������  427 Sergio Andrés Osuna Ramírez, Cleopatra Veloutsou, and Anna Morgan-Thomas  he Picture of Luxury: Millennials’ Relationship with Luxury Brands: T An Abstract������������������������������������������������������������������������������������������������������  429 Jacqueline K. Eastman, Hyunju Shin, and Kristen Ruhland  he Influence of Brand Acquisition on Perceived Authenticity: T An Abstract������������������������������������������������������������������������������������������������������  431 Sabinah Wanjugu, Juliann Allen, and Julie Guidry Moulard  Comparison of the Determinants of Online Shopping Cart Usage A in the US and China: An Abstract������������������������������������������������������������������  433 Jeffrey R. Carlson, Monika Kukar-Kinney, and Heping He  n Empirical Study on the Relationship between A Cross-Channel Integration and Offline Store Patronage Behavior: An Abstract������������������������������������������������������������������������������������������������������  435 Takumi Tagashira and Chieko Minami  rom the Store to the Kitchen: The Effects of an Ambient Situated F Health Food Scent on Healthy Food Choices: An Abstract��������������������������  437 Megan Phillips, Sommer Kapitan, and Elaine Rush  se of Surveytainment Elements in Knowledge-Assessment Tests: U An Abstract������������������������������������������������������������������������������������������������������  439 Alena Kostyk, Wenkai Zhou, and Michael R. Hyman  oft Skills as an Assessed Course Component: An Abstract������������������������  441 S Hulda G. Black, Rebecca Dingus, and Alex Milovic

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 he Need for Franchising Curriculum to Deliver Value T to Underrepresented Groups: An Abstract����������������������������������������������������  443 Rebecca Rast, Aaron Gleiberman, and Juliana White I Pay, therefore I Am (An A): Co-Creation of Value in Higher Education: An Abstract ����������������������������������������������������������������������������������  445 Ebru Ulusoy and Arne Baruca  he Future of Terroir: An Abstract����������������������������������������������������������������  447 T Guy Leedon, Patrick L’Espoir Decosta, Gary Buttriss, and Vinh N. Lu  esidents’ Support for Sustainable Tourism Development: R The Mediating Role of Life Satisfaction: An Abstract ��������������������������������  449 Lanlung Chiang and Thi Le Huyen Nguyen  Study of Camino de Santiago Hikers: An Abstract����������������������������������  451 A Michael D. Basil  he Effect of Big Data on Small Firm Marketing Capabilities: T An Abstract������������������������������������������������������������������������������������������������������  453 Grace Carson, Christina O’Connor, and Geoff Simmons  rontiers of Internal Marketing: How Cultures F of Procrastination and Improvisation Drive Project Performance: An Abstract������������������������������������������������������������������������������������������������������  455 Chris Hinsch, Anton Fenik, and Kevin Lehnert  he Empirical Link Between Export Diversification and Export T Performance: Strategic and Resource Contingencies: An Abstract������������  457 João S. Oliveira and John W. Cadogan  earning Orientation and Market Orientation: L The Mediating Role of Employees’ Absorptive Capabilities: An Abstract������������������������������������������������������������������������������������������������������  459 Zeeshan Ullah, Fahad Mushtaq, Vesa Puhakka, and Naveed Iqbal  he Effect of Fake News on the Relationship between Brand Equity T and Consumer Responses to Premium Brands: An Abstract����������������������  461 Oluwafunmilayo Bankole and Mignon Reyneke  ake News and the Top High-Tech Brands: A Delphi Study of Familiarity, F Vulnerability and Effectiveness: An Abstract������������������������������������������������  463 Andrew Flostrand, Åsa Wallstrom, Esmail Salehi-Sangari, Leyland Pitt, and Jan Kietzmann  he Dominant and Underexamined Role of Brand’s Moral Character T in Determining Brand Perception and Evaluation: An Abstract����������������  465 Mansur Khamitov and Rod Duclos  o U.S. Consumers Want More Power over their Personal Data? A D Preliminary Study on Consumer Data Right Preferences: An Abstract����  467 Brooke Willis and Tunmin (Catherine) Jai

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 Review and Weight Analysis of Factors Affecting Helpfulness A of Electronic Word-­of-­Mouth Communications ������������������������������������������  469 Elvira Ismagilova, Nripendra Rana, Emma Slade, and Yogesh Dwivedi  eadership Effectiveness and Marketing Successful Stories L in Latin America: An Abstract������������������������������������������������������������������������  481 Luis E. Torres and Carlos Ruiz  Cross-Cultural Comparison of Gender Choice A of Celebrities Endorsing Beauty Brands: An Abstract��������������������������������  483 Shuang Wu and Li (Jenny) Ji  hould I Care for the Environment or Myself? Ads for Green Products: S An Abstract������������������������������������������������������������������������������������������������������  485 Ceren Ekebas-Turedi, Elika Kordrostami, and Ilgim Dara Benoit  xamination of the Preference of French Consumers E in the Fashion Sector: How Important is Ethical Attribute? An Abstract������������������������������������������������������������������������������������������������������  487 Mohamed Akli Achabou  he Marketing of International Humanitarian Aid T in a Changing Global Marketplace: An Abstract ����������������������������������������  489 Robert Mittelman and José I. Rojas-Méndez  he Value of Psychological Capital for Customer T Participation Management: An Abstract������������������������������������������������������  491 Sara Leroi-Werelds and Sandra Streukens  n Abstract: Burdens of Health Service Access: Examining Prospective A Customers Perceptions of Clinical Help-Seeking������������������������������������������  493 Jessica Wyllie, Jamie Carlson, and Mohammad M. Rahman  emystifying Perceived Psychological Proximity for Hedonic Product D Choices: An Abstract ��������������������������������������������������������������������������������������  495 Faheem Ahmed and Pierre Valette-Florence  hort or Long? The Right Combination of Time Duration, Cause Type, S and Product Type in Cause-Related Marketing: An Abstract��������������������  497 Chun-Tuan Chang, Xing-Yu (Marcos) Chu, I-Ting Tsai, and Ming-­ Tsung Kung  irtual Reality Branding Campaigns, Impact and Public Perception: V An Abstract������������������������������������������������������������������������������������������������������  499 Anouk de Regt, Stuart J. Barnes, and Kirk Plangger  onsumer Response to Product Safety Recall: C An Empirical Research from China: An Abstract����������������������������������������  501 Weiling Zhuang, Yinping Mu, and Barry J. Babin

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 hen the Star Beckons: Celebrity-­Branded Products and Retailer W Resonance: An Abstract����������������������������������������������������������������������������������  503 Vishag Badrinarayanan and Enrique Becerra  onsumers’ Quality Perception of Food Shape Abnormality: Effects on C Customer Perceived Value and Consumer Behavior: An Abstract ������������  505 Klaus-Peter Wiedmann, Levke Albertsen, and Evmorfia Karampournioti  xamining Primacy and Recency Effects in Hypocritical CSR News: E An Abstract������������������������������������������������������������������������������������������������������  507 Michael Peasley, Parker Woodroof, and Joshua T. Coleman  igh Growth Private Companies: Values-Led and Profitable: An H Abstract������������������������������������������������������������������������������������������������������������  509 Peggy H. Cunningham  hinese Consumers’ Attitudes of Chinese Versus Western Fashion C Brands: An Exploration of Possible Predictor Variables Related to Individual and Cultural Values: An Abstract ������������������������������������������  511 Joy M. Kozar Using the Online Search Volume to Predict Performance: An Abstract����  513 Ran Liu  eappraising Effects of Word-of-Mouth Communication on R the Innovation Diffusion Process: An Abstract ��������������������������������������������  515 Ran Liu  pecial Session: New Directions in B2B Sales and Marketing S Research AMS 2019 Annual Conference, Vancouver: An Abstract������������  517 Carolyn F. Curasi, James S. Boles, Rob Mayberry, Nwamaka A. Anaza, and Avinash Malshe  pecial Session: Brand Heritage: Cross Cultural Perceptions: An S Abstract������������������������������������������������������������������������������������������������������������  519 Fabien Pecot, Sunmee Choi, Varsha Jain, Gregory Rose, and Mei Rose  ffective Pricing Strategies: Investigating the Contrast Between Theory E and Practice: An Abstract ������������������������������������������������������������������������������  521 Vahid Rahmani, Elika Kordrostami, and John B. Ford  rice Priming Effects in Online Display Ads: An Abstract��������������������������  523 P Hamid Shaker, Sylvain Sénécal, Sihem Taboubi, and Yany Grégoire  xamining Country Image in Expert Electronic Word-of-Mouth: E An Abstract������������������������������������������������������������������������������������������������������  525 Zixuan (Mia) Cheng, Chatdanai Pongpatipat, Kirk Plangger, and Leyland Pitt

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 Value-Based Model of Consumer Smartphone Usage for Online A Transactions: The Role of Consumer Characteristics and Purchasing Situation: An Abstract ������������������������������������������������������������������������������������  527 Stefanie Sohn, Malte Fiedler, and Wolfgang Fritz  ffects of Double Language Labeling in the Context of FMCG-Products: E A Mixed-Methods Approach: An Abstract����������������������������������������������������  529 Sabrina Heix and Hartmut Holzmüller  hat Makes the Difference? Employee Social Media Brand W Engagement: An Abstract ������������������������������������������������������������������������������  531 Sherese Y. Duncan, Christine Pitt, Sarah Lord Ferguson, and Phillip Grant  hy the Shortened ADAPTS Scale Should Not Be Used for Sales W Students: An Abstract��������������������������������������������������������������������������������������  533 Aaron D. Arndt  hite Coats, Mild Manners, and Good Doctors? When Red Decreases W Perception of Dominance: An Abstract����������������������������������������������������������  535 Bruna Jochims and Adilson Borges  alue Co-Creation and Behavioral Consequences: Evidence V from Brazilian Consumers: An Abstract ������������������������������������������������������  537 Eduardo Roque Mangini, Cláudia Simões, and André Torres Urdan  ubjective Financial Deprivation and Budget Allocation Preferences: S An Abstract������������������������������������������������������������������������������������������������������  539 Laurent Bertrandias and Alexandre Lapeyre I s There a Self Beyond Identity: An Abstract������������������������������������������������  541 Nanda K. Viswanathan  ow Common or Scientific Name Works? The Influence H of Food Type and Regulatory Focus on the Choice of Ingredient Name: An Abstract������������������������������������������������������������������������������������������������������  543 Dickson Tok and Chun-Tuan Chang  he Spill-Over Effect of the Emotional Reaction to the Use of Internet T on the Intention to Use Internet of Things (IoT) Services: An Abstract ����  545 Yang Lu, Savvas Papagiannidis, and Eleftherios Alamanos  nline Environment–Product Congruence: The Role of Experience O and Product Consumption Type on Product Liking: An Abstract��������������  547 Luke Liska How Peer-to-Peer Sharing Promotes Product Purchase: An Abstract ������  549 Jan F. Klein, Mark-Philipp Wilhelms, Katrin Merfeld, Sven Henkel, and Tomas Falk  atalog and Online Retailing: Effects of Signals of Quality C and Need for Cognition: An Abstract������������������������������������������������������������  551 Joseph Jones

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 erceptions of Power in the Digital Era: An Investigation of Idea P Crowdsourcing versus Crowdvoting: An Abstract ��������������������������������������  553 Matthew Wilson, Obinna Obilo, and Karen Robson  amification Research in View of Bibliometrics: A Literature Trend, G Bibliographic Coupling, and Co-citation Analysis: An Abstract����������������  555 Gunwoo Yoon  he Conceptualization and Measurement of Perceived Value T in Social Media: The Case of Facebook Brand Pages����������������������������������  557 Georgios Tsimonis and Sergios Dimitriadis I nteracting and Learning through Cross-­Functional Product Development Teams: Driving New Product Creativity, Design Value, and Product Advantage: An Abstract��������������������������������������������������������������������  569 Subin Im, Charles H. Noble, Daisuke Ishida, and Naoto Onzo  roduct’s Digital Transformation Effect on Perceived Luxury P Level and Brand Authenticity: The Watch Industry Case: An Abstract����  571 Sayma Messelmani and Virginie de Barnier  ew Product Advantage Infused by Marketing and Technical N Resources: Does Modularity Design Matter? An Abstract��������������������������  573 Yazhen Xiao and Haisu Zhang Responses to Female Sexual Power Portrayals in Ads: An Abstract����������  575 Melika Kordrostami and Russell N. Laczniak  sychological Effects of Social Exclusion on Stereotyping P and Consumer Behavior: An Abstract ����������������������������������������������������������  577 Felipe Pantoja, Patricia Rossi, Marat Bakpayev, and Sukki Yoon Authentic Ethnic Advertisements Perception: An Abstract ������������������������  579 Nora Alomar, Natalia Yannopoulou, and Klaus Schoefer  ersonalized Online Recommendations and the Effect of Trust P and Valence: An Abstract��������������������������������������������������������������������������������  581 Mazen Jaber and Chatdanai Pongpatipat  he Influence of Luxury Brands’ Firm Engagement on Customer T Engagement on Social Media: An Abstract ��������������������������������������������������  583 Xia Liu, Hyunju Shin, and Alvin C. Burns  upply Chain Resilience on Business Continuity Programs: The Role S of Anticipated, Inherent, and Adaptive Resilience: An Abstract����������������  585 Samuel Sekar and Robert Hooker  orporate Social Responsibility Beyond Borders: C US Consumer Boycotts of a Global Company over Sweatshop Issues in Supplier Factories Overseas: An Abstract����������������������������������������������������  587 Joon Soo Lim and KyuJin Shim

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 very Coin has Two Sides: The Negative Effects of Brand Social Power, E the Dual Character of Face, and Counterfeit Luxury Consumption: An Abstract������������������������������������������������������������������������������������������������������  589 Jiang Ling and Shan Juan  ssessing Strategic Customer Behavior under Bounded Rationality: A An Abstract������������������������������������������������������������������������������������������������������  591 Jihoon Cho, Anocha Aribarg, and Puneet Manchanda  ole of Task Difficulty in Brand Image Measurements: An Abstract��������  593 R Melisa Mete and Gary Davies “ What-are-you-looking-at?”: Implicit Behavioural Measurement Indicating Technology Acceptance in the Field of Automated Driving������  595 Marc Kuhn and Viola Marquardt  he Effect of Consumers’ Asset Specificity Sensitivity on Mobile T Payment Service Adoption: The Role of Switching Cost and Product Compatibility: An Abstract����������������������������������������������������������������������������  607 Jyh-Shen Chiou, Chiayang Chang, and Chih-Wei Lin  ersonalization Perceptions in Retail Technology Adoption: P The Mediating Role of Dependency and Intrusiveness: An Abstract ��������  609 Tyler Hancock, Brett Kazandjian, Christian Barney, and Kavitha Nambisan  omparing Product Policy’s Effectiveness for E-Commerce C Companies: An Abstract����������������������������������������������������������������������������������  611 Maximilian Groh and Cláudia Simões  op Management Emphasis and Silo-­Spanning Communication T for Marketing Knowledge Integration: An Empirical Examination: An Abstract������������������������������������������������������������������������������������������������������  613 Sreedhar Madhavaram, Vishag Badrinarayanan, and Robert E. McDonald  rand Architecture Challenges in the Digital Age in the Context B of a Broad Brand: An Abstract����������������������������������������������������������������������  615 Claudia Gonzalez, Frank Alpert, and Josephine Previte  re All Customer Empowerment Strategies Equally Beneficial? A A Relative Efficacy and Issue of the Campaign Accounts: An Abstract����  617 Hajer Bachouche and Ouidade Sabri  everaging User-Generated Content for Demand-Side Strategy: L An Abstract������������������������������������������������������������������������������������������������������  619 Terrence E. Brown and Mana Farshid  ense and Sensibility: What are Customers Looking for in Online S Product Reviews? An Abstract ����������������������������������������������������������������������  621 Fang Wang and Sahar Karimi

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 olice Brutality and Running Shoes: Authentic Brand Activism or P Woke Washing: An Abstract ��������������������������������������������������������������������������  623 Jessica Vredenburg, Sommer Kapitan, Amanda Spry, and Joya Kemper  he Lazarus Touch of Heritage: Place Branding, T a Multi Stakeholder Study: An Abstract ������������������������������������������������������  625 Varsha Jain, Preeti Shroff, Altaf Merchant, and Subhalakshmi Bezbaruah  he Influence of Retail Return Policies on Brand Image: T An Abstract������������������������������������������������������������������������������������������������������  627 Jennifer A. Espinosa and Lisa Monahan  ridging Islands: Boundary Resources in Solution Networks: B An Abstract������������������������������������������������������������������������������������������������������  629 Ruiqi Wei, Susi Geiger, and Róisín Vize  alue Proposition with the Relevant Business Ecosystem: V The Moderating Role of Customer’s Business Change��������������������������������  631 Niko Lipiäinen and Kirsi Kokkonen  ow can Supervisors Help Frontline Employees Deal with Customer H Mistreatment? An Abstract����������������������������������������������������������������������������  645 Achilleas Boukis, Christos Koritos, Kate Daunt, and Avraam Papastathopoulos  earing Expertise on your Sleeve: Increasing Customer W Service Expectations through Employee Apparel: An Abstract������������������  647 Christian Barney, Carol Esmark-Jones, Adam Farmer, and Haley Hardman I ntegrating Social and Activity Utilities to Explain Consumption: An Abstract������������������������������������������������������������������������������������������������������������  649 José-Domingo Mora  oes Sampling Order Moderate the Effect of Autotelic Need for Touch D on Product Evaluation: An Abstract��������������������������������������������������������������  651 Nino Ruusunen and Tommi Laukkanen  hopping Mall Values, Customer Satisfaction, and Loyalty: S The Moderation of Education Level in Morocco: An Abstract ������������������  653 Delphine Godefroit-Winkel, Mbaye Fall Diallo, and Souad Djelassi  sability of Automated Driving Functions: U A User Experience Study��������������������������������������������������������������������������������  655 Sarah Selinka, Benjamin Österle, and Marc Kuhn  ocial Media Usage, Status Consumption, and Online Public S Consumption: An Abstract�����������������������������������������������������������������������������  665 Ali Heydari and Michel Laroche

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 SR: The Best of Both Worlds: Driving Returns to the Business and its C Employees: An Abstract����������������������������������������������������������������������������������  667 Sarah Desirée Schaefer, Peggy Cunningham, Sandra Diehl, and Ralf Terlutter  he Public Healthcare System as a Service Network: T An Assessment through the Time: An Abstract��������������������������������������������  669 Rocio Rodríguez, Göran Svensson, Carmen Otero-Neira, and Carmen Padin  elative Effectiveness of Direct and Indirect Comparative Advertising: R The Role of Message Framing and Gender on Believability and Attitude Certainty: An Abstract������������������������������������������������������������������������������������  671 Dan Petrovici, Linda L. Golden, and Dariya Orazbek  pecial Session: Blockchain Technology and How It Will Change S Marketing: An Abstract����������������������������������������������������������������������������������  673 Haya Ajjan, Dana E. Harrison, Joe Green, Nikilesh Subramoniapillai Ajeetha, and Harry Wang

Exploring Customer Engagement and Sharing Behavior in Social Media Brand Communities: Curvilinear Effects and the Moderating Roles of Perceived Innovativeness and Perceived Interactivity: An Abstract Jamie Carlson, Yi-Chuan Liao, and Mohammad M. Rahman

Abstract  Given the increasing attention to building customer–brand relationships within online brand communities (OBC) in social media, this study examines the link between customer engagement (CE) and customer sharing behaviours across the USA and China. This study draws upon the perspective of CE to investigate how the customer–brand relationship within the OBC affects sharing behavioural intentions under different levels of perceived OBC interactivity and innovativeness intensity. Based on a sample of 1259 OBC followers (595 US and 664 Chinese) respondents in two different social media platforms (Facebook and Weibo), hierarchical moderated regression analyses reveal that while the relationship seems straightforward, its impact is more nuanced across country markets and platforms. Our results indicate an inverted U-shaped relationship between CE and sharing behaviours, indicating there is a limit to the beneficial effect of CE. However, we consider two moderators that may influence the nonlinear relationship between CE and sharing behaviours which show that these moderating effects vary across countries. Within the US context (OBC in Facebook social media platform), the results show that perceived OBC innovativeness mitigates the U-shape effect and becomes a linear relationship. Further, considering perceived OBC interactivity, there still exists an J. Carlson University of Newcastle, Newcastle, Australia e-mail: [email protected] Y.-C. Liao Shandong University, Jinan, China e-mail: [email protected] M. M. Rahman (*) Shippensburg University, Shippensburg, PA, USA e-mail: [email protected] © The Academy of Marketing Science 2020 S. Wu et al. (eds.), Marketing Opportunities and Challenges in a Changing Global Marketplace, Developments in Marketing Science: Proceedings of the Academy of Marketing Science, https://doi.org/10.1007/978-3-030-39165-2_1

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inverted U-shaped effect although the nonlinear effect becomes lessened. Within the China context (OBC in Weibo social media platform), the moderators also impact the inverted U-shape effect, but when considering the increasing effect of perceived OBC innovativeness or perceived OBC interactivity, the inverted U-shape between CE and sharing behaviours becomes more pronounced. These results suggest that social media brand managers in the USA can increase perceived OBC interactivity and perceived OBC innovativeness in order to reduce the negative impact of CE on sharing behaviours, whereas in China, social media brand managers should be mindful of heightened perceived OBC interactivity and perceived OBC innovativeness levels to strengthen the negative impact of CE on sharing behaviours. Implications for theory and practice are discussed. Keywords  Customer engagement · Sharing behaviours · Social media · Brand community · China · U.S.

References Available Upon Request

Between a Banker and a Barbie: The Illusions of Social Media: An Abstract Samreen Ashraf

Abstract  Within social media, projections of identities can be deceiving and differ markedly from reality. Without realising the impact of social media on their future career, students regularly project their current student identities on various social platforms. Despite the rapid increase, potential impact of social media and high tendency of younger people to use social media, this area lacks in empirically driven theory (Benson et al. 2014). This study therefore aims to address the research gap stated in the studies conducted by Casatander and Camacho (2012) and Jackson and Wilton (2016) by exploring the impact of social media on students’ digital identities in a higher education context. The author conducted 33 “talk and draw” interviews which lasted 45 min on average with final year students. This visual research technique provided the respondents with an alternative way to express and communicate their views around their digital identities which might be difficult to articulate in words (Theron et al. 2011). In line with the past studies (Linn et al. 2017; Woodley and Silversti 2013) there were major discrepancies between students’ digital identities and their future career aspirations. This was attributed to parents’ involvement in picking the professions for their children on the basis of high income. Students were aware of their digital prints on some occasions; however, this awareness did not create any positive impact on shaping their digital identities in contrast to Camacaho et  al. (2012) study. Further, social media was identified as an overwhelming tool which can give rise to various uncertainties in relation to students’ future careers. For example, they demonstrated cognitive dissonance by portraying themselves as tech savvy without considering the bigger picture of creating their own digital prints which can be potentially looked at by their future employers. This study contributes to the identity formation literature through social media and has implications for Higher Education sector. The discussion concludes that universities must confront social media challenges as part of the educational experi-

S. Ashraf (*) Bournemouth University, Poole, UK e-mail: [email protected] © The Academy of Marketing Science 2020 S. Wu et al. (eds.), Marketing Opportunities and Challenges in a Changing Global Marketplace, Developments in Marketing Science: Proceedings of the Academy of Marketing Science, https://doi.org/10.1007/978-3-030-39165-2_2

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ence for the development of a responsible and professional ethical digital citizenry. Future research is needed to assess the ways which can positively influence students to shape their digital identities to increase their employability opportunities. Keywords  Digital identity · Social media · Students · Higher education · Qualitative · Visual method

References Available Upon Request

A Longitudinal Review of Models in Marketing Research: An Abstract Mark Bender, Veronika Ponomarenko, Hao Wang, Khalia Jenkins, and Donna Davis

Abstract  This research offers a dynamic perspective on the evolution and use of marketing models through a content analysis of articles published in the top five marketing journals from 1990 to 2017: Journal of Marketing (JM), Journal of Marketing Research (JMR), Journal of Consumer Research (JCR), Marketing Science (MS), and Journal of the Academy of Marketing Research (JAMS). Three independent researchers classified articles by their content (conceptual, quantitative, qualitative, and mixed), type of data source (experiment, survey, and observation), type of model (choice, hazard, panel data, nonlinear, theoretic, etc.), and subject (consumer behavior, research methodology, channels of distribution, etc.). The results of the analysis show that the number of studies per article has been steadily increasing in JCR (from 1 in 1990 to 5 in 2017), JM and JMR (from 1 in 1990 to 2 in 2017), less so in Journal of the Academy of Marketing Science (from 1  in 1990 to 1.5  in 2017), and no change taking place in Marketing Science. In methodological terms, conceptual and survey research exhibit a declining trend whereas experimental and observational research is increasing. This study looks at changes in the adoption of model types. Our findings reveal that researchers have been using simple linear models less with the ratio of linear regression models/more complex models being 50/50 in 1990 and 30/70 in 2017. The top five frequently used modeling methods in marketing (by percent of studies) include linear regression, choice, theoretical, multivariate, and structural equation models. However, the use of theoretical, multivariate, and structural equation models has been declining, while the use of hierarchical linear, dynamic, panel data models has been increasing. We believe that the rise of the latter models can be attributed to the increased availability of time-series cross-sectional data. We also find some journal-specific

M. Bender · V. Ponomarenko · H. Wang · K. Jenkins (*) · D. Davis University of South Florida, Tampa, FL, USA e-mail: [email protected]; [email protected]; [email protected]; [email protected]; [email protected] © The Academy of Marketing Science 2020 S. Wu et al. (eds.), Marketing Opportunities and Challenges in a Changing Global Marketplace, Developments in Marketing Science: Proceedings of the Academy of Marketing Science, https://doi.org/10.1007/978-3-030-39165-2_3

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preferences for particular models. Our research sheds light on the interplay of research methods and the trends in model types in the top five marketing journals as well as provides direction for future research. Keywords  Marketing research · Marketing models · Longitudinal review · Research methodology

References Available Upon Request

What would we Hear if we Really Listened? Using I-poems in Qualitative Marketing Research: An Abstract Julie Robson and Caroline Burr

Abstract  Qualitative methods of analysis are concerned with transforming and interpreting data to capture and understand the complexities of the social world (Edwards and Weller 2012). However, the question that has preoccupied many qualitative researchers is how can we know, and how can we come to know, others who are a part of this social world (Doucet and Mauthner 2008). The Listening Guide (LG) is a feminist, qualitative method developed by Brown et al. (1989) to enable researchers to hear how respondents uniquely make meaning of their social world (Woodcock 2005). It focuses on reconstructing the holistic meaning of the stories that people tell about themselves (Edwards and Weller 2012). I-poems are a fundamental component of the Listening Guide and centre on the relationship between the process of “selfing” (i.e., the activity of being a self) identified primarily through the use of “I” and knowing (Debold 1990). In I-poems, the collection of personal pronouns and the verbs/actions that go with them are presented in a format similar to that of a contemporary poem. I-poems have been recognised as an emergent method in social research (HesseBiber and Leavy 2006), and although the method has been extensively used by researchers in the field of psychology and sociology, only a small number of marketers have adopted this method (see for example Woodruffe-Burton and Brown 2015). In this paper we provide an introduction to this innovative method and detail its application in a study conducted on the attitude young girls have to money. At conference we will share our findings and reflect on the contribution and insights that the use of I-poems can make in marketing by comparing and contrasting the findings from a thematic analysis with that using LG and I-poems. We will argue for the wider adoption of I-poems by fellow marketing academics. Keywords  Qualitative research · I-poems · Teenage girls · Money References Available Upon Request J. Robson (*) · C. Burr Bournemouth University, Bournemouth, UK e-mail: [email protected]; [email protected] © The Academy of Marketing Science 2020 S. Wu et al. (eds.), Marketing Opportunities and Challenges in a Changing Global Marketplace, Developments in Marketing Science: Proceedings of the Academy of Marketing Science, https://doi.org/10.1007/978-3-030-39165-2_4

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Effects of Environmental and Social Sustainability Perceptions on Willingness to Co-Create from Consumer Perspective: An Abstract Gözde Erdogan

Abstract  In today’s business environment, companies face more challenges and competitions since the consumers have a voice in the business environment, and companies have to find out new ways to reach consumers, whereas consumers, in the current environment, could serve as collaborators, communicators, or competitors according to their interests (Prahalad and Ramaswamy 2009). Therefore, customer value co-creation concept is adopted because it is a path to collaborate with consumers as well as to meet companies’ economic benefits (Vargo and Lusch 2004). In order to collaborate with customers, they listen to their brand communities and ask questions to customers in order to test their offerings (Füller et al. 2008; Gouillart 2014; Kozinets 2010; Kozinets et al. 2008). However, the customer’s willingness to co-create may have different reasons, such as social, hedonic, and ethical reasons (Carù and Cova 2015; Schau et al. 2009). In this connection, the co-creation process here is understood as a means to emphasize the social and ethical aspects, with consumers embracing the need to fulfil a social and ethical function in society. It means that consumers are increasingly seeking solutions to their own concerns and they are interested in creating a better world, guided by their moral values when making buying decisions (e.g., Hollenbeck and Zinkhan 2010). However, there is a lack of study on ethical motives such as environmental and social sustainability. Hence, this paper aims to find out whether consumer’s willingness to co-create may be affected by companies’ social and environmental practices. In this study, the social and exchange theory was applied (Thibaut and Kelley 1959). In order to measure cause-end-effect relationship between sustainability practices and willingness to co-create (Thomas 2011), a survey was conducted (n = 454) and respondents assessed environmental and social sustainability perceptions, and their

G. Erdogan (*) Universitat Autonoma de Barcelona, Barcelona, Spain e-mail: [email protected] © The Academy of Marketing Science 2020 S. Wu et al. (eds.), Marketing Opportunities and Challenges in a Changing Global Marketplace, Developments in Marketing Science: Proceedings of the Academy of Marketing Science, https://doi.org/10.1007/978-3-030-39165-2_5

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willingness to co-create. Findings show that both environmental and social sustainability practices of companies have positive effects on consumers’ willingness to co-create. Keywords  Willingness to co-create · Social sustainability · Environmental sustainability · Consumer behavior

References Available Upon Request

Decision-Making and Interruptions: An Abstract Regina Schreder

Abstract  We are interrupted constantly in everyday life. These interruptions are usually considered a nuisance. For example, being interrupted during work normally lowers performance (Katidioti et al. 2016). But when it comes to decision-­ making, interruptions sometimes have counter-intuitive effects. After an interruption, for example, consumers may make better decisions (Dijksterhuis 2004). While previous research on interruptions focuses on alternative selection, this paper looks at downstream variables and examines the effect of interruptions on consumers’ subjective perceptions. When making a purchase decision, in reality, there is often no right or wrong. Especially when it comes to complex decisions like buying a car or choosing a holiday, consumers are usually confronted with many alternatives and various characteristics. The quality of such decisions cannot be judged from a normative perspective. Consequently, we test whether unconscious thinking can increase the quality of a decision from a subjective point of view. Accordingly, we investigate whether an interruption in the decision-making process can increase decision satisfaction and also affect more behavioral outcomes like willingness to pay for the chosen alternative and purchase intention for an add-on that is related to the product. In line with Dijksterhuis (2004), we assume that during an interruption, participants think unconsciously about their choice. We hypothesize that a more organized integration of information, which occurs when people engage in unconscious thinking, leads to a more correct weighting of the given information and thus enhances decision satisfaction. The specific type of information processing could reinforce this effect. We hypothesize that an instruction to form an overall impression increases the integration of information, compared to an instruction to focus on details. Accordingly, we expect an interaction between unconscious thinking that occurs during an interruption and an instruction to form an overall impression. To test our hypotheses, we conducted a 2 (instruction: “form an overall impression” vs. “focus on details”) × 3 (interruption: interruption, thinking, immediate decision) experiment using a between-subject design. In an online experiment, R. Schreder (*) University of Bayreuth, Bayreuth, Germany e-mail: [email protected] © The Academy of Marketing Science 2020 S. Wu et al. (eds.), Marketing Opportunities and Challenges in a Changing Global Marketplace, Developments in Marketing Science: Proceedings of the Academy of Marketing Science, https://doi.org/10.1007/978-3-030-39165-2_6

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p­ articipants had to choose between two package holidays. The alternatives differed slightly in various characteristics but were very similar overall, taking into account all information available. In this manner, we created a realistic situation without a preset correct choice. We did not find the hypothesized effects in our data. Thus, our results are not consistent with the findings of Dijksterhuis (2004). Further research is underway to find potential moderators which may have influenced the findings. Keywords  Interruptions · Decision-making · Unconscious thinking · Integration of information

References Available Upon Request

Buying Authentic Luxury Products or Counterfeits: The Role of Benign and Malicious Envy: An Abstract Murong Miao

Abstract  Counterfeited luxury goods have increasingly become an economic and social problem worldwide. Buying counterfeits is a common act for many consumers, and the consumption of counterfeited luxury goods has shown an increasing trend. Considering negative effects associated with counterfeiting, how to encourage consumers to buy authentic products has increasingly become an important but challenging issue. Given the significance of the topic, we can find two things. The first thing is that except for Wilcox et  al. (2009), socio-psychological motivation associated with counterfeit consumption is under-researched. The second thing is that most of previous studies overlook the importance of theory in explaining the motive behind purchasing counterfeits. To address the above gap, this paper employs Social Comparison Theory to examine the influence of envy (categorized as malicious envy and benign envy), which is a social-psychological aspect, on consumers’ counterfeit/genuine brand buying behaviors. Envy emanates from an upward social comparison, which is a basic constituent of human cognition (Lange and Crusius 2015). Malicious envy and benign envy can be distinguished based on the consumers’ feelings, thoughts, behavior, and motivations. Benign envy induces a moving­up motivation designed to improve one’s current position, whereas malicious envy leads to a pulling-down motivation designed to damage the position of the superior other. In this paper, we adopt this conceptualization of envy and then we make several novel contributions. First, ours is the first empirical effort in terms of employing envy as a socio-psychological driver to explain the reason why a group of consumers turn to purchase counterfeited luxury products instead of authentic luxury products to fulfill their needs. We found that the two dimensions of envy work differently to affect people’s consumption behavior in terms of choosing either genuine luxury products or counterfeit luxury products. Specifically, while benign envy drives genuine luxury product purchase, malicious envy drives counterfeited luxury product purchase. We suggest that the type of envy can also moderate the relationship between luxury product consumption behavior and personal well-being. What we M. Miao (*) Old Dominion University, Norfolk, VA, USA e-mail: [email protected] © The Academy of Marketing Science 2020 S. Wu et al. (eds.), Marketing Opportunities and Challenges in a Changing Global Marketplace, Developments in Marketing Science: Proceedings of the Academy of Marketing Science, https://doi.org/10.1007/978-3-030-39165-2_7

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found is that the well-being of people who are benignly envious is more likely to be affected by their choice of genuine luxury products or counterfeit luxury products in comparison with that of maliciously envious people. Second, this paper makes theoretical contributions by employing Social Comparison Theory to illustrate the motivation behind counterfeit consumption behavior. Third, previous researchers are largely focused on what antecedents can contribute to counterfeit purchase intention. They treat counterfeit consumption as a dependent variable. However, in this paper, we also regard counterfeit consumption as an independent variable that can affect personal well-being. Because personal well-being is an important indicator to gauge consumer satisfaction toward the good, this study can provide luxury brand companies with more insights. Keywords  Counterfeit luxury good · Authentic luxury good · Envy · Benign envy · Malicious envy · Well-being

References Available Upon Request

Excitement or Fear? The Effect of a Personalized In-Store Experience on Consumers: An Abstract Anne-Sophie Riegger

Abstract  In fear of the online competition and increasingly demanding customers, retailers strive for their competitive edge through a great retail experience. Opposed to the consequent anonymity and interchangeability in retail stands the consumer need for individualization as an expression of personal appreciation and a unique self. While consumers are already used to a personalized shopping experience in online environments, a personalization in brick-and-mortar retail is still in its infancy. Supported by recent technological advancements, it is not surprising that retailers put great efforts into equipping their stores with smart technology that enables personalization. In contrast to personalization online (Aguirre et al. 2015) and traditional personalization in brick-and-mortar retail through face-to-face encounters with store employees (Gwinner et  al. 2005), in-store personalization enabled and conducted by technology is an unexplored phenomenon. As research points out that shopper-facing in-store technology should answer to actual consumers’ expectations and preferences (Pantano and Viassone 2014), this paper aims to elicit implication-relevant consumer concerns and expectations regarding personalization in brick-and-mortar retail. Identifying consumers’ expectations and concerns is essential to meet their future preferences, proactively address anxieties, and thereby overcome innovation rejection. This study is further guided by the question of whether the type of technology by which the personalization is conducted impacts consumers’ reactions. First results based on an exploratory qualitative study indicate that consumers expect technology-mediated personalization (TMP) to have a positive impact on their future shopping experiences by offering greater convenience and depending on the shopping mission, inspiration, or efficiency. In particular, the majority of participants expect the content to be context-specific, thus being based on their actual in-­ store behavior. While most respondents would prefer discreet messages on retailer-owned devices, only a few would favor receiving messages on their own smartphone. The main concern raised by the respondents is the fear of being watched A.-S. Riegger (*) EBS Universität für Wirtschaft und Recht, Wiesbaden, Germany e-mail: [email protected] © The Academy of Marketing Science 2020 S. Wu et al. (eds.), Marketing Opportunities and Challenges in a Changing Global Marketplace, Developments in Marketing Science: Proceedings of the Academy of Marketing Science, https://doi.org/10.1007/978-3-030-39165-2_8

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by others. Privacy concerns towards other customers seem to surpass privacy concerns towards the retailer. We plan on empirically testing the proposed relationships in a lab as well as a field experiment. Further, we intend to extend the knowledge on personalization in offline retail by taking novel technological opportunities into account. Specifically, we take a consumer perspective and identify expectations and concerns in regard to the content of the personalized message as well as the medium over which it is transmitted. In addition, we contribute to retailing literature by identifying novel ways to address consumers’ in-store with innovative and interactive shopper-facing technology. Implications to theory as well as practice are discussed. Keywords  Personalization · Technology · Brick-and-mortar retail · Consumer behavior · Expectations and concerns

References Available Upon Request

All Hands on Deck Special Session: Cultivating Socially Responsible Consumers and Corporations: An Abstract Elisa Chan, Felix Tang, and Maggie Y. Chu

Abstract  In this consumption-driven economy, consumers and companies, and by extension employees, must collaborate to ensure that consumption activities would contribute to societal well-being. Social responsibility is defined as stakeholders’ values, expectations, and practices that emphasize the responsibility of individuals as a member in society (Aguinis and Glavas 2011; Pigor and Rockenbach 2016). Corporate social responsibility refers to “obligations to take action to protect and improve both the welfare of society as a whole and the interest of organizations” (Davis and Blomstrom 1975: 6). By the same token, consumer social responsibility refers to consumer decisions which are driven by socially responsible motives rather than the individual’s own self-interest (Devinney et al. 2010; Öberseder et al. 2011). While the goal of social responsibility is to improve societal well-being, extant socially responsibility research has identified positive consequences of such actions for both consumers and companies as well. On the one hand, companies would be perceived as more trustworthy and in turn enhance evaluation of their product quality and brand image (Dacin and Brown 1997; Klein and Dawar 2004; Smith et al 1994). On the other hand, consumers would gain a better sense of self and improve self-image through moral licensing (Khan and Dhar 2006; Mazar and Zhong 2010). In this special session, the speakers examine social responsibility through the consumer, employee, and management lens. In doing so, we hope to extend our understanding of social responsibility with respect to its theoretical conceptualization and underpinnings as well as social and managerial implications. Moreover, we E. Chan (*) Ecole hôtelière de Lausanne HES-SO University of Applied Sciences and Arts Western Switzerland, Lausanne, Switzerland e-mail: [email protected] F. Tang Hang Seng University of Hong Kong, Hong Kong, China e-mail: [email protected] M. Y. Chu The Open University of Hong Kong, Hong Kong, China e-mail: [email protected] © The Academy of Marketing Science 2020 S. Wu et al. (eds.), Marketing Opportunities and Challenges in a Changing Global Marketplace, Developments in Marketing Science: Proceedings of the Academy of Marketing Science, https://doi.org/10.1007/978-3-030-39165-2_9

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address some of the unanswered questions in this field of research. We first examine how consumers’ moral emotions (i.e., guilt and shame) may influence consumers’ decision towards socially responsible consumption choices. In this regard, it illuminates an affective mechanism through which consumers decide on whether or not to make socially responsible consumption. While both guilt and shame are negative affects, our study found that they have divergent effects on socially responsible consumption. Next, we propose a double mediation model that delineates how company’s corporate social responsibility climate may attenuate employee cynicism and enhance work meaning which would turn employees into brand ambassadors. As such, it extends extant corporate social responsibility research, which looked at employees’ affective commitment to and identification with the organization, to show that corporate social responsibility can enhance work experience for individuals. Finally, we consider the philosophical roots of corporate social responsibility though Confucianism, a Chinese philosophy that has been widely adopted in cultural and management research. Building on brand personality literature, this paper suggests that a socially responsible corporation can be personified as an individual who possesses virtuous qualities and puts others’ interest in front of self-interest. Keywords  Corporate social responsibility · Consumer social responsibility · Consumption · Workplace

References Available Upon Request

All Hands on Deck Special Session: Motivating or De-motivating Responsible Consumption? The Divergent Influences of Moral Emotions: An Abstract Maggie Y. Chu and Lisa C. Wan

Abstract  Human activities are undeniably the cause of the abnormal climate change that has occurred in recent decades. Many of our daily habits cause serious harm to the environment (e.g., overuse of disposable products). Even though consumers understand that such a lifestyle is essentially in violation of our societal standards, very few will take the actions to correct it. We speculate that consumer decisions to correct their existing life habits depend on the emotions they experience in relation to an irresponsible lifestyle. Psychology research suggests that when people commit wrongdoing (i.e., behaviors that are in violation of moral or societal standards), they will feel guilty. There is a high tendency for a guilt-laden person to make amends and correct the wrongdoing. Therefore, guilt is commonly referred to as a moral emotion. Interestingly, another moral emotion, shame, coexists with guilt in most situations but can lead to divergent behavioral consequences by making the person more inclined to escape from the problem. We speculate that the divergence is rooted in a critical difference between the experience of guilt and shame. Guilt involves a negative evaluation of a specific behavior (i.e., “What I did is not environmentally friendly”), while shame tends to result from a negative evaluation of the global self (i.e., “I’m such a non-environmentally friendly person”). Therefore, shame has negative implications about the self. If this is the case, we predict that in situations where shame predominates, consumers will perceive it to be more difficult to improve the problem as it involves changing a defective self. As a result, consumers are less likely to correct their existing lifestyle. In our experiment, we induced feelings of guilt and shame by using bogus feedback about the environmental impact of one’s existing lifestyle (e.g., very high resource demand).

M. Y. Chu (*) The Open University of Hong Kong, Hong Kong, China e-mail: [email protected] L. C. Wan The Chinese University of Hong Kong, Hong Kong, China e-mail: [email protected] © The Academy of Marketing Science 2020 S. Wu et al. (eds.), Marketing Opportunities and Challenges in a Changing Global Marketplace, Developments in Marketing Science: Proceedings of the Academy of Marketing Science, https://doi.org/10.1007/978-3-030-39165-2_10

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The results show that a negative self-evaluation associated with shame leads to a lower intention to correct one’s existing lifestyle. The effect is mediated by the perceived difficulty in improving the problem. Keywords  Moral emotions · Guilt · Shame · Responsible consumption

References Available Upon Request

All Hands on Deck Special Session: Personifying Socially Responsible Corporations: Scale Development and Validation: An Abstract Vane I. Tian, Felix Tang, and Alan C. B. Tse

Abstract  This paper aims to develop an alternative model based on traditional Chinese Confucius ideologies and normative ethics that is different from existing strategic orientations. The philosophy of Confucius emphasizes the wholehearted social responsibility of a “Junzi,” the ideal image of a holy man in Confucianism, who always undertakes to behave righteously in all situations. Analogous to the popular marketing concept and the associated strategic marketing orientation concept, we define our Junzi concept as a business philosophy and Junzi orientation as the organizational behavior involved in the implementation of the guiding philosophy. Based on in-depth interviews with experienced Chinese business managers together with a comprehensive review of the existing literature, Junzi orientation is defined as a multidimensional behavioral construct made up of five dimensions: (1) Ren—benevolence or humaneness: Ren is the extent to which the company attempts to care about and satisfy the needs of its stakeholders; (2) Yi—appropriateness or righteousness: Yi is the extent to which the company acts in a righteousness manner and undertakes to do so at all costs; (3) Li—propriety or harmonious differentiation: Li is the extent to which the company strives to look for a harmonious relationship with its stakeholders and keeps the balance between conflicting needs of stakeholders to achieve a win-win outcome for all stakeholders; (4) Zhi—wisdom or knowledge management: Zhi is the extent to which the company recognizes the importance of learning and long-term vision, and the ability to see things as they truly are; (5) V. I. Tian The Open University of Hong Kong, Hong Kong, China e-mail: [email protected] F. Tang (*) The Hang Seng University of Hong Kong, Hong Kong, China e-mail: [email protected] A. C. B. Tse The Chinese University of Hong Kong, Hong Kong, China e-mail: [email protected] © The Academy of Marketing Science 2020 S. Wu et al. (eds.), Marketing Opportunities and Challenges in a Changing Global Marketplace, Developments in Marketing Science: Proceedings of the Academy of Marketing Science, https://doi.org/10.1007/978-3-030-39165-2_11

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Xin—integrity or trustworthiness: Xin is the extent to which the company acts in an honest and trustworthy manner. A 30-item scale was developed based on the expert panel and a pilot study with MBA and MSc students in Hong Kong. The scale and other outcome measurements were mailed to 2760 firms in different industries in Hong Kong. The sample frame was obtained from the Hong Kong General Chamber of Commerce, the oldest and largest nonprofit association representing all firms in Hong Kong. Four hundred and twenty-three questionnaires were collected (after two waves of mail and one wave of telephone reminder), representing a response rate of 15.3%. Confirmatory factor analyses were conducted, and the scale was found to be reliable and valid. The data also support that Junzi orientation has a positive influence on company performance. Keywords  Business ethics · Confucianism · Junzi · Virtue ethics · Scale development · CFA

References Available Upon Request

All Hands on Deck Special Session: How CSR and Servant Leadership Climate Affect Employee Cynicism and Work Meaning? An Abstract Elisa Chan and Frederick Yim

Abstract Recent marketing management research, such as internal marketing (e.g., Berry et al. 1976), the service-dominant logic (Vargo and Lusch 2008), and the service-profit chain (e.g., Homburg et  al. 2009), has acknowledged the value employees have to a company either as an operant resource (Constanin and Lusch 1994) or even as an internal customer (Wieseke et al. 2009). This suggests that consumers are not the only target for company’s marketing efforts and that more attention should be paid to understanding employees in order to achieve desirable outcomes. Cynicism is often examined as consumer resistance against company’s initiatives and actions out of the mistrust for its motives (Kanter 1988). Cynical consumers may become angry and bitter at companies (Helm 2004), and these negative affects may escalate to the detrimental actions such as spreading negative word of mouth and boycotts (DeCarlo 2005; Laczniak et al. 2001). In any case, consumer cynicism would have undesirable impacts on the company and its brand image (Odou and de Pechpeyrou 2011). Consequently, the impacts of employee cynicism towards the company cannot be overlooked. For this reason, the current research examines employee cynicism, in particular, how specific organizational climates (i.e., corporate social responsibility and servant leadership) can help reduce cynicism towards the company. Extant consumer research has long established that consumer make purchases not just based on functionality and utility, products are also purchased for more personal reasons such as symbolic meaning of status and achievement as well as a

E. Chan (*) Ecole hôtelière de Lausanne, HES-SO University of Applied Sciences and Arts Western Switzerland, Lausanne, Switzerland e-mail: [email protected] F. Yim Baptist University of Hong Kong, Hong Kong, China e-mail: [email protected] © The Academy of Marketing Science 2020 S. Wu et al. (eds.), Marketing Opportunities and Challenges in a Changing Global Marketplace, Developments in Marketing Science: Proceedings of the Academy of Marketing Science, https://doi.org/10.1007/978-3-030-39165-2_12

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sense of social belonging (e.g., Ferraro et al. 2011). By the same token, employees view their work as a means to earn a living, but it also gives individuals a sense of achievement and a sense of communitas through exchanges with their supervisors, peers, and colleagues. That is to say, work would also serve as a means to earn respect and to demonstrate self-worth to others (Fineman 1983). Work meaning is conceptualized as the individuals’ understanding of the purpose of their work or what they believe is achieved in their work (Wrzesniewski and Dutton 2001). The current research proposes that work meaning can be cultivated via specific organizational climates (i.e., corporate social responsibility and servant leadership) and can increase perceived work meaning. Taken together, this study will investigate the chain effects of CSR climate, servant leadership climate, employee cynicism, and work meaning on an important marketing outcome—brand citizenship behaviors (i.e., extra-role behaviors congruent with the company’s brand values to strengthen brand identity; Burmann and Zeplin 2005; Burmann et al. 2008). In order to test the proposed theoretical model, a multilevel research design is deployed. CSR climate and servant leadership ­climate are team-level constructs, and work meaning and employee cynicism are individual-­level constructs. Keywords  CSR · Servant leadership · Work meaning · Cynicism · Team

References Available Upon Request

Non-Compliance Is a Double-Edged Sword: An Abstract Amanda Yamim and Adilson Borges

Abstract  One of the most important premises in the field of marketing is the satisfaction of consumer needs and desires (Kotler and Armstrong 2010). While an employee’s capacity to attend to customer desires has always been critical to organization’s competitiveness, consumers of today expect companies to meet their customized requests like never before (Chandler and Lusch 2015). Considering this premise, over the last decade a body of literature has focused on understanding how to increase employee capacity to attend consumers’ desires (Kearney et al. 2017). This research explores the consequences to managers’ willful non-compliance with consumers’ desires. We propose that if consumers judge the producer as having high (low) expertise, the non-compliance will increase (decrease) consumers’ perception of how much effort was dedicated to product creation, thus increasing (decreasing) product evaluation and willingness to pay. We test the proposed intuition with three studies. In Study 1 participants (N = 107; Mage = 35.33, 48.6% female) were randomly assigned to two scenarios following their modification of a dish component request: “She tells you that the change can affect the dish integrity because all dishes are extensively and carefully though by the chef. She apologizes and tells you that the restaurant can’t do the changes [She tells you that if you want she will manage to do it].” Participants who read the non-compliance scenario judged the food as tastier (Mnon-compliance = 7.57 vs. Mcompliance = 6.98, F(1,105) = 9.458, p