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Ideas in Marketing: Finding the New and Polishing the Old

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

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

May 15-18, 2013

Monterey, CA, USA

Ideas in Marketing: Findingthe New and Polishing the OldProceedings of the 2013 Academy of Marketing

Science (AMS) Annual Conference

Krzysztof Kubacki Editor

Editor

ISBN 978-3-319-10950-3 ISBN 978-3-319-10951-0 (eBook) DOI 10.1007/978-3-319-10951-0 Springer Cham Heidelberg New York Dordrecht London

© Academy of Marketing Science 2015This work is subject to copyright. 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. Exempted from this legal reservation are brief excerpts in connection with reviews or scholarly analysis or material supplied specifically for the purpose of being entered and executed on a computer system, for exclusive use by the purchaser of the work. Duplication of this publication or parts thereof is permitted only under the provisions of the Copyright Law of the Publisher’s location, in its current version, and permission for use must always be obtained from Springer. Permissions for use may be obtained through RightsLink at the Copyright Clearance Center. Violations are liable to prosecution under the respective Copyright Law. 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. While the advice and information in this book are believed to be true and accurate at the date of publication, neither the authors nor the editors nor the publisher can accept any legal responsibility for any errors or omissions that may be made. The publisher makes no warranty, express or implied, with respect to the material contained herein. Printed on acid-free paper Springer is part of Springer Science+Business Media (www.springer.com)

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Krzysztof KubackiGriffith University

Ideas In Marketing: Finding the New and Polishing the Old - Volume XXXVI

Copyright © Academy of Marketing Science 2013edited by Krzysztof Kubacki

Nathan, QLD, Australia

Library of Congress Control Number: 2014950641

v

Officers 2013 President Victoria L. Crittenden Boston College Executive Vice President/Director Harold W. Berkman University of Miami President-Elect Linda Ferrell University of New Mexico Immediate Past President Greg W. Marshall Rollins College Vice President for Programs Adilson Borges Reims Management School Vice President for Publications O.C. Ferrell University of New Mexico Vice President for Membership - North America Julia Guidry Moulard Louisiana Tech University Vice President for Membership - International Constantine Katsikeas University of Leeds

Vice President for Development Michael D. Hartline Florida State University Secretary/Treasurer Lauren Skinner Beitelspacher Portland State University Co-Director of International Programs Jay D. Lindquist Western Michigan University Co-Director of International Programs Barry J. Babin Louisiana Tech University Director of Consortia John B. Ford Old Dominion University Director of Social Media Colin Campbell Kent State University Director of Doctoral Student and Junior Faculty Initiatives Angeline Close University of Texas

Board of Governors Chairs: Barry Babin, Louisiana Tech University

Joseph F. Hair, Jr., Kennesaw State University

Jean-Charles Chebat HEC-Montreal Gérard Cliquet Université de Rennes Mike Ewing Monash University John B. Ford Old Dominion University Michel Laroche Concordia University

Peter McGoldrick Manchester Business School Robert A. Peterson University of Texas Leyland Pitt Simon Fraser University James R. Lumpkin Louisiana Tech University Rosann Spiro Indiana University

ACADEMY OF MARKETING SCIENCE

vi

Program and Track Chairs

Leyland Pitt

Program Co-Chair Simon Fraser University

Constantine Katsikeas Program Co-Chair University of Leeds

Sensory Marketing Dipayan Biswas University of South Florida Lauren Labrecque Loyola University Marketing Theory Rosa Chun University College Dublin Pierre Berthon Bentley University Retail Marketing Nic Terblanche University of Stellenbosch Mignon Reyneke University of Cape Town Services Marketing Christo Boshoff Stellenbosch University Adam Mills Simon Fraser University Channels of Distribution Matthew Robson University of Leed Colin Campbell Kent State University Marketing Education Donald Bacon University of Denver Dianne Bevelander Rotterdam School of Management

Advertising Douglas West Kings College London Gerard Prendergast Hong Kong Baptist University Sales and Sales Management Jay Mulki Northeastern University Bulent Menguc Kings College London Product and Brand Management Michael Ewing Monash University Colin Jevons Monash University Pricing Kirk Plangger Simon Fraser University Hsiu-Yuan Tsao Tamkang University Marketing Ethics, Corporate Social Responsibility and Sustainability Bodo Schlegelmilch Wirtschaftsuniversitat Wien Linda Ferrell University of New Mexico International Marketing Leonidas Leonidou University of Cyprus Stavroula Spyropoulou University of Leeds

Technology and Marketing Elsamari Botha University of Cape Town Tek Thongpapanl Brock University Internet Marketing Jan Kietzman Simon Fraser University Philip DesAutels Royal Institute of Technology, Stockholm Marketing: European Issues Simos Chari University of Leeds Des Laffey University of Kent Marketing: African Issues Beate Stihler University of Johannesburg Frikkie Herbst University of Stellenbosch Marketing: Australasian Issues Deon Nel Flinders University Stuart Adam Deakin University Marketing: Latin/South American Issues Bruno Silvestre University of Winnipeg Sergio Carvalho University of Manitoba


vii

Children and Adolescent Consumers Julie Tinson University of Stirling Maria Piacentini Lancaster University Consumer Behavior Peter Nuttall University of Bath Judy Zaichkowsky Simon Fraser University Entrepreneurship and Small Business Management Magnus Hultman University of Leeds Lida Kyrgidou International Hellenic University Relationship Marketing and Customer Relationship Management Joseph Vella University of Malta Anthony Chan Lulea University of Technology Marketing Research Ekin Pehlivan Bentley University Albert Caruana University of Malta

Marketing and Social Media George Christodoulides Birbeck, University of London Angeline Close University of Texas at Austin Marketing Strategy Robert Morgan Cardiff University Constantinos Leonidou University of Leeds Supply Chain Management Esmail Salehi-Sangari Royal Institute of Technology, Stockholm Mehdi Amini University of Memphis B2B Marketing Asa Wallstrom Lulea University of Technology Russell Abratt Nova Southeastern University Social Marketing and Marketing for Nonprofits Sharyn Rundle-Thiele Griffiths University Sameer Deshpande University of Lethbridge

Political Marketing Phil Harris University of Chester Anjali Bal Dominican University Marketing and other Business Functions Michael Parent Simon Fraser University Kurt April University of Cape Town Wine Marketing Wade Jarvis University of Western Australia Barry Babin Louisiana Tech University Customer Service: The Good, The Bad, The Theory Bruce D. Weinberg University of Massachusetts Amherst Karen Robson Simon Fraser University Doctoral Colloquium John Ford Old Dominion University Proceedings Editor Krzysztof Kubacki Griffith University

viii


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 the Board of Governors in the spring of 1984, and by the general membership if 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 Fellows' 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. 9. Seek means for establishing student scholarships and professional university chairs in the field of marketing. 10. Offer Fellow 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.

ix

Acknowledgements

The Academy of Marketing Science would like to thank the many individuals who willingly donated their time and effort to assist in organizing the Academy of Marketing Science Annual Conference in Monterey, CA, United States. Firstly our thanks go to all submitting authors who chose our annual conference as the way to share their research and ideas with the AMS and the wider community of marketing scholars. Without their continuous support we would never be able to stage such a successful conference. Secondly, we would like to acknowledge all the track chairs who worked tirelessly to encourage the submission of many papers and managed the review process. In particular, we would like to acknowledge the many reviewers who gave up a considerable amount of time to review the papers submitted to the conference. Their time and expertise were critical in developing the conference program. Thirdly, special acknowledgment goes to the conference co-chairs, Leyland Pitt and Constantine Katsikeas, whose commitment and tireless efforts meant it was possible to successfully overcome the many challenges faced when coordinating an event of this scale. We also would like to thank Florence Cazenave of the AMS Central Office at Louisiana Tech for her assistance with many administrative tasks at various stages during the conference organizing process. Last but not least, the Academy of Marketing Science would like to recognize all the participants of the Academy of Marketing Science Annual Conference in Monterey. This conference would have not been possible without their generous support. Dr. Krzysztof Kubacki, Editor


x

Distinguished Fellows

Roy Adler

Gerald Albaum

Lyn Amine

Jill Attaway

Julie Baker

Barry Babin

Peter Banting

Sharon Beatty

Leonard Berry

Harold W. Berkman

Vicki Crittenden

Michael Czinkota

Jean Charles Chebat

William Darden

Adel El-Ansary

John Ford

O.C. Ferrell

Ken Grant

Kent Granzin

Paul Green

Dhruv Grewal

Joe Hair

Doug Hawes

Roger L. Jenkins

Roger Kerin

Kathleen Krentler

Vishnu Kirpalani

Robert King

David Kurtz

Charles Lamb

Michel Laroche

Jay Lindquist

Robert Luke

James Lumpkin

Greg Marshall

John Mentzer

Naresh Malhotra

Barry Mason

A. Parasuraman

Robert Peterson

Coskun Samli

Bodo Schlegelmilch

Stanley Shapiro

Jagdish Sheth

Joe Sirgy

Rosann Spiro

Rajan Varadarajan

Leyland Pitt

Mike Ewing


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Russell Abratt Raj Agnihotri Nwamaka Anaza Alan Andreasen Alex Antonites Kwaku Appiah-Adu Denni Arli Nick Ashill Abdul Ashraf Shahin Assadinia Seigyoung Auh Bilge Aykol Laurie Babin Lars Backstorm Paul Baines Anjali Bal Makam S. Balalji Vassiliki Bamiatzi Bradley Barnes Justin Beneke Adele Berndt Dianne Bevelander Michael Beverland Geoff Bick Carol Bienstock Sergio Biggemann Alessandro Biraglia

Hulda Black Jeffrey P. Boichuk Elsamari Botha Stephanie Boyer Josko Brakus Marius Bresler Johan Bruwer Carol Bryant Jack Buffington Matthew Bunker Luka Cacciolatti Colin Campbell Ana Canhoto Allan Chan Anthony Chan Simos Chari Dipanjan Chatterjee Jean-Charles Chebat Ran Chen Shirley Cheng Pepukayi Chitakunye Rosa Chun Jodie Conduit Dafnis Coudounaris Geoffrey Crouch Maria Teresa Cuomo Ahmad Daryanto

John Dawes Luigi De Luca Timo Dietrich Radu Dimitriu James Doyle Maria Ek Styven Silvia Elaluf-Calderwood Dahlia El-Manstrly Anne Engstrom Carla Enslin Pantelitsa Eteokleous Mana Farshid Maryam Ali Ficociello Henry Fock Anthony Foley Tim Foster Thomas Fotiadis Ruud Frambach Mariette Frazer Jighyasu Gaur Paul Ger Charlene Gerber Mehdi Ghazisaeedi Stefanos Giannikis Amaleya Goneos-Malka Steve Goodman Mahesh Gopinath


Reviewers

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Manto Gotsi Sandra Gountas Ginger Grant Philip Grant Mitch Griffin Vassiliki Grougiou Chris Hackley John Hadjimarcou Andreas Hajis Dena Hale John Hall Wade Halvorson Tina Harrison Jayne Heaford Wendy Hein Candy Ho Glos Ho Earl Honeycutt Chun-Kai Hsu Alice Hu Daphne Huang Magnus Hultman Gert Human Essam Ibrahim Kevin James Fernando Jaramillo Wade Jarvis

Mark Johlke Shawn Jones Yolanda Jordaan Vita Kadile Anna Kaleka Dimitri Kapelianis Heikki Karjaluoto Constantine Katsikeas Azedeh Kazeminia Pinar Kekec Ben Kerrane Finola Kerrigan Theresa Kirchner Colleen Kirk Bruce Klemz Nicola Kleyn Hb Klopper Sören Köcher Natalia Kolyesnikova Theuns Kotze Krzysztof Kubacki Fan-Hua Kung Olga Kvasova Ho Yan Kwan Kyriakos Kyriakopoulos Des Laffey Gretchen Larsen

Felicia G. Lassk Anne Lavack Joël Le Bon Kenneth Le Meunier-Fitzhugh Wen-Hsiung Lee Sheena Leek Dirk Vom Lehn Constantinos Leoidou Birgit Leisen Pollack Connie Li Haitao Li Eric Lim Ian Lings Larry Lockshin Ben Lowe Chris Macleod Judith Madill Vincent Magnini Michael Mallin Stephanie Mangus Lucy Matthews Jane McKay-Nesbitt Christopher Medlin Altaf Merchant Miwa Merz Alan Miciak Adam Mills


Reviewers

xiii

Todd Morgan Rana Mostaghel Sandra Mottner Simone Muellerloose Prokriti Mukherji Giuseppe Musarra Naoum Mylonas Chinintorn Nakhata Deon Nel Daina Nicolaou Nicoletta Occhiocupo Shintaro Okazaki Janeen Olsen Vincent Onyemah Harmen Oppewal David Ortinau Robyn Oushcan Drew Parker Daydanda Palihawadana Aishwarya Paliwal Stanley Paliwoda Janet Palmer Stefanie Paluch Photis Panayides Nicholas PAPAROIDAMIS Paulina Papastathopoulou Michael Parent

Hakan Perzon Daniel Petzer Wojciech Piotrowicz Kirk Plangger Josephine Previte John Prpic Vanessa Quintal Kumar Ranjan Patrick Reid Mignon Reyneke Keith Richards Karen Robson Emmanuel Rufasha Olga Saginova Charalampos Saridakis Aditi Sarkar Setayesh Sattari Anna Scedrova Tobias Schaefers David Shelton Noel Siu Dionysios Skarmeas Theodora Slini Moxi Song George Spais Nathalie Spielmann Anastasia Stathopoulou

Beate Stiehler Lei Su Zorana Svedic Scott Swain Kunal Swani Jill Sweeny Radoslaw Szulc Amandeep Takhar Leona Tam Marlize Terblanche-Smit Aristeidis Theotokis Marios Theodosiou Wolfgand Thomas Frauke Mattison Thompson Narongsak Thongpapanl Mark Toon Gina Tran Alex Tsang Aikaterini Valvi Gene van Heerden Lucea van Huyssteen Marthinus van Loggerenberg Johan van Rekom Gene Vanheerden Lucea Vanhuyssteen Joe Vella Ngo Vi Dung


Reviewers

xiv

Reviewers

Jako Volschenk Geoff Walters Danny Wang Fatima Wang Art Weinstein Melanie Wiese

Damien Wilson Marco Wolf Yik Man Wong Wei-Ping Wu Walter Wymer Chunming Yang

Xin Yang Frederick Hong-Kit Yim Jennifer Yule Mohamed Zain Athina Zeriti


xv


Session Chairs

Russell Abratt Nova Southeastern University Sharam Alijani Reims Management School Mehdi Amini University of Memphis Yana G. Andonova University of Massachusetts Amherst Rachel Ashman University of Liverpool Abdul Ashraf University of New South Wales Barry Babin Louisiana Tech University Donald R. Bacon University of Denver Anjali Bal Dominican University of California Anne-Laure Bartier UCL Arne Baruca Sacred Heart University Stefanie Beninger Simon Fraser University Dianne Bevelander RSM Erasmus University Alessandro Bigi Royal Institute of Technology Dipayan Biswas University of South Florida Jean Boisvert American University of Sharjah Edward Boon Royal Institute of Technology Nathaniel Boso University of Leeds Elsamari Botha University of Cape Town

Josko Brakus Leeds University Helen Bruce Cranfield School of Management Colin Campbell Kent State University Brad Carlson St. Louis University Anthony Chan Lulea University of Technology Claude Chapuis Burgundy Business School, Simos Chari University of Leeds George Christodoulides Birkbeck College, University of London Angeline Close The University of Texas at Austin Hayley Cocker University of Lancaster Ian Cross Bentley University Adamantios Diamantopoulos Weatherhead Center, Harvard University Linda Ferrell University of New Mexico O.C. Ferrell University of New Mexico Daniel Flint University of Tennessee John Ford Old Dominion University Gavin Fox Texas Tech University Mika Gabrielsson University of Eastern Finland

Philip Grant Royal Institute of Technology Pamela Grimm Kent State University Verena Gruber WU Vienna Daniel Hall Royal Institute of Technology Ju Yoon (Karen) Han The University of Texas at Austin Kevin James Indiana State University Wade Jarvis University of Western Australia Margaret Johnston University of Queensland Jan Kietzmann Simon Fraser University Kacy Kim The University of Texas at Austin Tore Kristensen Copenhagen Business School Lauren Labrecque Loyola University at Chicago Linda Lee Royal Institute of Technology Constantinos N. Leonidou University of Leeds Kate Letheren Queensland University of Technology David Locander Louisiana Tech University Stephanie Mangus Louisiana State University Rod McColl ESC Rennes Peter McGoldrick Manchester Business School

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Session Chairs

Jamie Murphy Murdoch Business School Chinintorn Nakhata University of South Florida Russell Nelson University of California at Irvine Patricia Norberg Quinnipiac University David Ortinau University of South Florida Stefanie Paluch TU Dortmund University Kirk Plangger Simon Fraser University Theeranuch Pusaksrikit University of the Thai Chamber of Commerce Charles Ragland University of Toledo Martin Reimann University of Southern California

Shannon Rinaldo Texas Tech University Anne Roggeveen Babson College Esmail Salehi-Sangari Royal Institute of Technology Sigal Segev Florida International University Aviv Shoham University of Haifa Jeremy Sierra Texas State University Michael Solomon St. Joseph’s University Young-A Song The University of Texas at Austin Stavroula Spyropoulou University of Leeds Beate Stiehler University of Johannesburg Courtney Szocs University of South Florida

Marie Taillard ESCP Europe Business School Gina Tran University of North Texas Hsiu-Yuan (Jody) Tsao Tamkang University Juan Carlos-Sosa Varela Turabo University Joseph Vella University of Malta Åsa Wallström Lulea University of Technology Bruce Weinberg University of Massachusetts Sarah J.S. Wilner Wilfred Laurier University Marco Wolf University of Southern Mississippi Ekin Pehlivan Yalcin Bentley University Frederick Hong-Kit Yim Hong Kong Baptist University

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Table of Contents

Customer Satisfaction and Loyalty in the Service Sector

Customer relationships across search, experience and credence services

Anastasia Stathopoulou, Birkbeck College, University of London, UK

George Balabanis, Cass Business School, City University, UK

Typology of moderators of the customer satisfaction—repurchase intention

relationship: escape assistants and capture assistants

Birgit Leisen Pollack, University of Wisconsin Oshkosh, USA

Personality, satisfaction, and customer citizenship behaviors

in an online shopping context

Nwamaka A. Anaza, Francis Marion University, USA

Embarrassment during social coupon-redemption in sit-down dining restaurants:

antecedents and consequences

Chinintorn Nakhata, University of South Florida, USA

Sales Process and Performance

Salesperson profitability in relationship marketing

Saïd Echchakoui, University of Quebec in Abitibi-Témiscamingue, Canada

The effect of sales people, processes, and provisions on performance:

Vijaykumar Krishnan, Northern Illinois University, USA

Robert Peterson, Northern Illinois University, USA

Mark D. Groza, Northern Illinois University, USA

Effects of job embeddedness on salesperson customer orientation: the roles

of organization-based self-esteem and collectivism

Frederick Yim, Hong Kong Baptist University, Hong Kong

Henry Fock, Hong Kong Baptist University, Hong Kong

1

5

6

7

8

12

13

the 4P-sales management model

xviii

Saying the right thing at the right time: the moderating role of career stage

on the sales manager feedback – sales performance link

Edward Nowlin, Southern Illinois University, USA

Todd McClure, Southern Illinois University, USA

Social Media Branding & Human Brands

Embedding consumers – mediation of social media engagement effects on

consumerbrand relationships

Julia Schamari, EBS Business School, Oestrich-Winkel, Germany

Tobias Schaefers, EBS Business School, Oestrich-Winkel, Germany

Korean consumer perspectives toward soicl media advertising and intention

to join brand pages

Alexander Muk, Texas State University- San Marcos, U. S. A.

Christina Chung, Ramapo College of New Jersey, U. S. A.

Jonghoon Kim, University of Incheon, South Korea

If celebrities can do it, so can i: me, my celebrity and my brand an exploratory

investigation of celebrity influence on online personal branding

Arne Baruca, Sacred Heart University, USA

Ebru Ulusoy, University of Maine, USA

Michael Minor, University of Texas – Pan American, USA

Online personal branding in the middle east and north america: a comparison

of social capital accumulation and community response

Fathima Z Saleem, ESADE Business School, Universitat Ramon Llull, Spain

Oriol Iglesias, ESADE Business School, Universitat Ramon Llull, Spain

Social Consumption and the Self

Overconfidence and underconfidence in usage experience

Kamran Razmdoost, Cranfield School of Management, UK

Radu Dimitriu, Cranfield School of Management, UK

14

15

16

17

18

22

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The score is not the music: practices and value in collaborative

consumption contexts

Carol Kelleher, University College Cork, Ireland and Cranfield School of Management,

United Kingdom

Hugh Wilson, Cranfield School of Management, United Kingdom

Joe Peppard, Cranfield School of Management, United Kingdom

Creative consumers cook up value in conversations

Marie Taillard, ESCP Europe Business School, UK

Alkmini Gritzali, ESCP Europe Business School, UK

Understanding Pricing & Consumer Behavior

The role of altruistic and egoistic motivations in pay what you want situations

Frank Huber, Johannes Gutenberg-University Mainz, Germany

Michael Lenzen, Johannes Gutenberg-University Mainz, Germany

Frederik Meyer, Johannes Gutenberg-University Mainz, Germany

Eva Appelmann, Johannes Gutenberg-University Mainz, Germany

The effects of price promotions on new and mature products

Sunhee Choi, Shippensburg University, U.S.A.

Wesley Friske, Texas Tech University, U.S.A.

Sangno Lee, Chonbuk National University, South Korea

James Wilcox, Texas Tech University, U.S.A.

Consumer Behaviour in Retail Settings

The role of product and emotional dissonance in retail returns

Thomas L. Powers, University of Alabama at Birmingham, USA

Eric P. Jack, University of Alabama at Birmingham, USA

“Man, i shop like a woman!” effects of gender and emotions on consumer

shopping outcomes and perceptions of retail environments

Marcia Herter, Reims Management School, France

Cristiane Pizzutti dos Santos, Universidade Federal do Rio Grande do Sul, Brazil

Diego Costa, Reims Management School, France

23

24

28

32

33

34

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Investigating consumer attitudes toward customized apparel:

Gina A. Tran, University of North Texas, United States of America

The impact of hassles and uplifts on stress, excitement and satisfaction

Marion Brandstaetter, Karl-Franzens-University Graz, Austria

Thomas Foscht, Karl-Franzens-University Graz, Austria

Florian Dorner, Karl-Franzens-University Graz, Austria

Cesar Maloles, California State University East Bay, USA

Sustainable Marketing

International research on business sustainability in business networks:

current status and future studies

Göran Svensson, Oslo School of Management, Norway

Carmen Padin, Vigo University, Spain

Juan Carlos Sosa Varela, Universidad del Turabo, Puerto Rico

Beverly Wagner, Strathclyde University, UK

Daniel J. Petzer, North-West University, South Africa

HB Klopper, Monash University, South Africa

Nils M. Høgevold, Oslo School of Management, Norway

Sustainable initiatives: the antecedents of organizational learning and unlearning

Kelly L. Weidner, Dominican University of California, USA

Cheryl C. Nakata, University of Illinois at Chicago, USA

Ethical aspects of international product sourcing

Peter McGoldrick, Manchester Business School, United Kingdom

Verena Gruber, WU Vienna, Austria

Bodo B. Schlegelmilch, WU Vienna, Austria

Terry Newholm, Manchester Business School, United Kingdom

a look at uniqueness, involvement, apparel fit, and body size

in a retail setting

35

39

40

41

42

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Changing Brand Perceptions

The infleunce of brand value, brand trust and brand attitude on brand attachment

Nthabeleng Rammile, University of the Free State, South Africa

Controversial use of religious symbols in advertising

Justina Gineikien , Vilnius University, Lithuania

Ignas Zimaitis, Vilnius University, Lithuania

Sigitas Urbonavi ius, Vilnius University, Lithuania

Role of anti-brand websites on brand image

Mana Farshid, Lulea University of Technology, Sweden

Leila Ashrafi, Lulea University of Technology, Sweden

Åsa Wallström, Lulea University of Technology, Sweden

Anne Engström, Lulea University of Technology, Sweden

A rhetorical perspectve on quelling negative word-of-mouth

Gavin L. Fox, Texas Tech University, USA

Yulan Bai, Texas Tech University, USA

Kyung Ah Byun, Texas Tech University, USA

Social marketing: Corporate and strategic perspectives

Alex Mitchell, Queens University, Canada

Judith J. Madill, University of Ottawa, Canada

Samia Chreim, University of Ottawa, Canada

Less buzz more action! patient empowerment = responsibility + adoption +

involvement.

Marzena Nieroda, University of Manchester, UK

Debbie Keeling, Loughborough University, UK

Kathleen Keeling, University of Manchester, UK

43

47

51

57

Marketing strategy in social enterprise organizations in canada:

a structured

abstract 61

65

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How to adopt social behavior to achieve efficient social marketing

Kuei-Feng Chang, Da-yeh University, Taiwan, R.O.C.

Hao-Wei Yang, Chaoyang University of Technology, Taiwan, R.O.C.

The influence of time orientation on personal finance behaviours

Daniel Rutledge, University of Lethbridge, Canada

Sameer Deshpande, University of Lethbridge, Canada

Political Marketing Theory: Targeting the Consumer Voter

Asymmetric political image effects and the logic of negative campaigning

Roger Mortimore, Ipsos MORI, UK

Paul Baines, Cranfield School of Management, UK

Rober Worcester, Ipsos MORI, UK

Clifford Young, Ipsos USA

Julia Clark, Ipsos USA

Political party brand identity and brand image: an empirical assessment

Alessandro Bigi, Royal Institute of Technology - Stockholm, Sweden

Michelle Bonera, Università degli Studi di Brescia, Italy

Understanding choice behavior in political marketing context: a favorable

voter responses model

Oguzhan Aygoren, Bogazici University, Turkey

Cengiz Yilmaz, Middle East Techn cal University, Turkey

Appearance management in political marketing: examining perspectives

of local politicians and campaign workers

Minita Sanghvi, University of North Carolina Greensboro, USA

Nancy Hodges, University of North Carolina Greensboro, USA

66

67

77

81

91

95

xxiii

Consumer Behavior Trends from a Latin American Perspective

Hispanics and green consumption: exploring the green “attitude-behavior gap”

Sigal Segev, Florida International University

Maria Elena Villar, Florida International University

Yu Liu, Florida International University

Consumers and companies on facebook fan pages: an analysis of online

communication strategies for small companies

Maria Carolina Zanette, Fundação Getúlio Vargas, Brazil

Benjamin Rosenthal, Fundação Getúlio Vargas, Brazil

Carla Abdalla, Fundação Getúlio Vargas, Brazil

Mateus Ferreira, Fundação Getúlio Vargas, Brazil

Eliane Pereira Zamith Brito, Fundação Getúlio Vargas, Brazil

The relationship between trust, value and loyalty in the internet era: a study

in the tourism market

Karen Beatriz Haas Dornas, Universidade FUMEC, Brazil

José Marcos Carvalho de Mesquita, Universidade FUMEC, Brazil

Rachel Farias do Patrocínio, Universidade FUMEC, Brazil

AHOY THERE! ENSURING SUCCESSFUL RELATIONSHIPS

Branded flash mobs: why they fail

Philip Grant, KTH Royal Institute of Technology, Sweden

Edward Boon, KTH Royal Institute of Technology, Sweden

Refusal and interference of communication—analysis of the effects of a new

phenomenon on customer relationships

Judith Schloffer, University of Graz, Austria

Thomas Foscht, University of Graz, Austria

Cesar Maloles III, California State University, East Bay, USA

99

100

103

113

116

xxiv

Relationship maintenance through firm-initiated service devlivery change:

a process of proactive communication

R. Bret Leary, University of Wyoming, U.S.A.

Interactivity and psychological ownership in consumer value co-creation

Colleen P. Kirk, Mount Saint Mary College, USA

Scott D. Swain, Clemson University, USA

Green Consumer Behavior

What is waste? defining the concept of waste

Philip Sugai, International University of Japan, JAPAN

Lukman Aroean, Bournemouth University, UK

An analysis of the environmental claims made in international industrial

advertisements

Leonidas C. Leonidou, University of Cyprus, Cyprus

Constantinos N. Leonidou, University of Leeds, UK

John S. Hadjimarcou, University of Texas at El Paso, USA

Irina Lytovchenko, Odessa National Economics University, Ukraine

Influence of buyer attitudes on the organization’s green buying

Michael Defty, 3M United Kingdom PLC, UK

Sarah Hong Xiao, University of Durham, UK

Gopalkrishnan Iyer, University of Durham, UK

Doctoral Colloquium Session 4: Strategic Issues

The effect of a country’s reputation, and country-of-origin on fdi attractiveness

Carlos Búrcio, ISCTE-IUL – Lisbon University Institute, Portugal

Customer empowerment and firm performance: benefits and potential harm

Valentin Chernikov, Graduate School of Management,

St. Petersburg State University, Russia

Sergey Kushch, Graduate School of Management, St. Petersburg State University, Russia

Henrikki Tikkanen, Aalto University School of Business, Finland

117

121

122

123

124

127

138

xxv

The green machine: does being environmentally friendly pay off?

Amiee Nisius, Old Dominion University, United States

Michael Nisius, University of Maryland University College, United States

Market Orientation, Product Innovation, and Performance

Which is more important for innovation? what you know or how you share

it within your firm?

H. Erkan Ozkaya, California State Polytechnic University- Pomona, U.S.

G. Tomas M. Hult, Michigan State University, U.S.

Roger Calantone, Michigan State University, U.S.

Cornelia Droge, Michigan State University, U.S.

The role of improvisation in new product creativity

Kyriakos Kyriakopoulos, ALBA Graduate Business School at The American

College of Greece, Greece

Partly true and partly rhetorical: conceptualizing firm images of authenticity

Ian D Parkman, University of Portland, USA

Samuel S Holloway, University of Portland, USA

An empirical study to construct a systematic model for product bundles

Kuei-Feng Chang, Da-yeh University, Taiwan, R.O.C.

Hao-Wei Yang, Chaoyang University of Technology, Taiwan, R.O.C.

The influence of market orientation on firm performance: company

and customer perspectives

Thomas L. Powers, University of Alabama at Birmingham, USA

Karen N. Kennedy, University of Alabama at Birmingham, USA

Richard, M. Shewchuk, University of Alabama at Birmingham, USA

Haiyan Qu, University of Alabama at Birmingham, USA

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B2B Relationship Capabilities, Value and Benefits

Value co-destruction in complex B2B relations: conceptualization and mechanisms

Javier Marcos-Cuevas, School of Management, Cranfield University, UK

Daniel D. Prior, School of Business, University of New South Wales, Australia

Matias G. Enz, School of Management, Cranfield University, UK

A capability perspective on relationship ending and its impact on innovation

and performance

Ghasem Zaefarian, University of Leeds, UK

Sebastian Forkman, Manchester Business School, UK

Maciej Mitrega, University of Economics in Katowice, Poland

Stephan Henneberg, Manchester Business School, UK

Peter Naude, Manchester Business School, UK

The role of relationship benefits in building brand equity in a B2B services

environment

Brett Kilpatrick, Gordon Institute of Business Science, University of Pretoria, South Africa

Nicola Kleyn, Gordon Institute of Business Science, University of Pretoria, South Africa

The organization of marketing in B2B organizations

Geoffrey Bick, University of Cape Town, South Africa

Agit Singh, University of the Witwatersrand, South Africa

The effect of recession on B2B loyalty

Erzsébet Hetesi, University of Szeged, Hungary

Customer Satisfaction and Customer Service

Does all consumer retaliation have the same reason? the goals and emotions

Patricia Rossi, Reims Management School, France

Cristiane Pizzutti dos Santos, Universidade Federal do Rio Grande do Sul, Brazil

Adilson Borges, Reims Management School, France

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Determining customer outcomes by managing employee emotional display: a

multilevel approach

Christin Voß, University of Muenster, Germany

Thorsten Hennig-Thurau, University of Muenster, Germany

Michael Paul, University of Augsburg, Germany

Reconciling the customer satisfaction – word of mouth relationship

Bodo Lang, The University of Auckland Business School, New Zealand

Compensation disclosure on product review blogs and persuasion

with uncertainty

Mehdi Ghazisaeedi, Luleå University of Technology, Sweden

Esmail Salehi-Sangari, KTH- Royal Institute of Technology, Sweden

Åsa Wallström, Luleå University of Technology, Sweden

Advances in Mobile Marketing and Its Many Tentacles

Extending flow theory to mobile shopping

Esther Swilley, Kansas State University, USA

Kelly O. Cowart, Grand Valley State University, USA

The intention of the sales force to use mobile crm: model development

and validation

Aarne Töllinen, University of Jyväskylä, Finland

Heikki Karjaluoto, University of Jyväskylä, Finland

Chanaka Jayawardhena, University of Hull, UK

Flood twittering: a marketing and public policy perspective through

Panom Gunawong, Chiang Mai University, Thailand

Theeranuch Pusaksrikit, University of the Thai Chamber of Commerce, Thailand

An exploratory study of consumer attitudes towards qr code reader applications

Selcuk Ertekin, Missouri Western State University, U.S.A.

Lou E. Pelton, University of North Texas, U.S.A.

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the lens of actor-network theory

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Theories of Attitude, Memory, Love

Self discrepancy and consumption attitudes

Thuy D. Nguyen, University of North Texas, USA

Waros Ngamsiriudom, University of North Texas, USA

Thanks for the memories. towards a model of memorable service experiences

Rod McColl, ESC Rennes School of Business, FRANCE

Jan Mattsson, Roskilde University, DENMARK

Managerial aversion to ambiguity: a decision theory perspective with a note on

innovation

Mayoor Mohan, Oklahoma State University, USA

Kevin E. Voss, Oklahoma State University, USA

Predicting business customer potential disloyalty and share of wallet:

proposition of a new theory and moderating effects

Joël Le Bon, University of Houston, USA

Technology Application and Analyses In Retailing

From mobile phone to smartphone: what’s new about m-shopping?

Gérard Cliquet, University of Rennes 1 Graduate School of Management, France

Christine Gonzalez, University of Rennes 1 Graduate School of Management, France

Elodie Huré, University of Rennes 1 Graduate School of Management, France

Karine Picot-Coupey, University of Rennes 1 Graduate School of Management, France

Optimizing geofencing for location-based services: a new application

of spatial marketing

Odile J. Streed, Offutt School of Business, Concordia College, Moorhead, MN, USA.

Gérard Cliquet, CREM, IGR-IAE, Université Rennes 1, France.

Albert Kagan, Offutt School of Business, Concordia College, Moorhead, MN, USA.

Customer-based corporate reputation: a study of supermarket customers

Nic S Terblanche, Stellenbosch University, South Africa

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The influence of special occasions on the retail sales of women’s apparel

Elsa B. Nieves-Rodríguez, University of Puerto Rico, Puerto Rico

José J. Cao-Alvira, University of Puerto Rico, Puerto Rico

Myra Mabel Pérez, University of Puerto Rico, Puerto Rico

CROWD MARKETING FOR THE MARKETING CROWD

Social influence and customer loyalty in a collaborative community:

an exploratory study

Cheng-Chieh Hsiao, National Chengchi University, Taiwan

Jyh-Shen Chiou, National Chengchi University, Taiwan

The influence of online product review variance on consumer evaluations:

an examination of intrinsic and extrinsic cues

Ryan Langan, University Of South Florida, USA

Ali Besharat, University Of Denver, USA

Sajeev Varki, University Of South Florida, USA

Interactivity: does one size fit all?

Colleen P. Kirk, Mount Saint Mary College, USA

Larry Chiagouris, Pace University, USA

Vishal Lala, Pace University, USA

Jennifer Thomas, Pace University, USA

Consumer generated luxury brand communication on the internet

Anita Radón, University of Borås, Sweden

Doctoral Colloquium Session 1: Research Methods and Measurement

A new way to measure relationship learning

Xinchun Wang, Texas Tech University, USA

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Investigating the impact of student samples on data quality and research

outcomes

Jennifer A. Pelletier, University of South Florida, Tampa, FL

Nazuk Sharma, University of South Florida, Tampa, FL

Co-creation as a research method in B2C new product development

Lena Reimers, TU Dortmund University, Germany

Stefanie Paluch, TU Dortmund University, Germany

Targeting the New Consumer

Toward a theory of bubble psychology: current approaches

and a consumer-level explanation

Richard J. Vann, University of Wyoming, USA

Subject to interpretation: individual managers’ concepts of consumers

during NPD

Sarah J.S. Wilner, Wilfrid Laurier University, Canada

Equity exchange theory: an explanation of prosocial consumption

Spencer M. Ross, University of Massachusetts Amherst, USA

Employee-brand ownership in customer service interactions

Adam J. Mills, Simon Fraser University, Canada

Anjali S. Bal, Dominican University of California, USA

Kirk A. Plangger, Simon Fraser University, Canada

Social marketing and social communication

The roles of mass media and personal information sources on adoption

of pandemic vaccines

Sanjit Sengupta, San Francisco State University, USA

Hui-Ming (Deanna) Wang, San Francisco State University, USA

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Alcohol warning statement effectiveness under different alcohol category

conditions

Wade Jarvis, University of Western Australia

Simone Pettigrew, University of Western Australia

Doina Olaru, University of Western Australia

From crisis to control - all about communication?

Åsa Wallström, Lulea University of Technology, Sweden

Anne Engström, Lulea University of Technology, Sweden

Maria Ek Styvén, Lulea University of Technology, Sweden

Esmail Salehi-Sangari, Royal Institute of Technology, Sweden

Social marketing and social media: helping students discern the difference

Jane McKay-Nesbitt, Bryant University, USA

Srdan Zdravkovic, Bryant University, USA

An exploratory investigation of social responsibility in DTC

Kabir Chandra Sen, Lamar University, USA

Vivek S. Natarajan, Lamar University, USA

Avinandan Mukherjee, Montclair State University, USA

Entrepreneurship: Orientation, Planning and Performance

Startup accelerators: entrepreneurial match makers

Dhruv Bhatli, IRG, Université Paris Est, France

Paolo Borella, Boro Oy, Finland

Tawfik Jelassi, ENPC School of International Management, France

Nicolas Saillant, University of Warwick, United Kingdom

Is planning overrated? effectual marketing practices among silicon

valley tech companies

Fabian Eggers, Menlo College, USA

Deborah Brown McCabe, Menlo College, USA

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advertising — evidence from outlier analysis

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New product development performance: the interplay of entrepreneurial

orientation and market orientation

Todd Morgan, Kent State University, United States

Sergey Anokhin, Kent State University, United States

Andrey Kretinin, Kent State University, United States

Johan Frishammar, Lulea University of Technology, Sweden

Complementary effects of entrepreneurial orientation, market orientation

and network ties on performance of entrepreneurial firms in a developing

economy

Nathaniel Boso, University of Leeds, United Kingdom

Vicky M. Story, University of Nottingham, United Kingdom

John W. Cadogan, Loughborough University and Lappeenranta University, United Kingdom

Ebenezer Ashie, Nestle Business Services - Africa, Ghana

Political Marketing: Lessons from North American Campaigning

Understanding the role of others’ preferences in voter decision making

in us primary elections

Neil Bendle, Ivey Business School, Western University, Canada

Mihaela-Alina Nastasoiu, Ivey Business School, Western University, Canada

Marketing happiness in politics: strange bedfellows, but a winning presidential

election framework?

Theresa Billiot, Cameron University, USA

T.F.J. Steyn, Cameron University, USA

A political marketing perspective on social media adoption by us congressional

campaigns

Christine B. Williams, Bentley University, United States

Girish J. “Jeff” Gulati, Bentley University, United States

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Marketing Communication in Social Media

Expressing consumer dissatisfaction online: antecedents and effects

Oliver Cruz-Milán, University of Texas – Pan American, USA.

Social media game design: unintended effects on consumer choice

Richard C. Hanna, Northeastern University, USA

Scott D. Swain, Clemson University, USA

Online social networks: motivations and value co-creation

Carolyn (“Casey”) Findley Musgrove, Indiana University Southeast, USA

Timothy Butler, The University of Alabama, USA

Yuna Kim, California State University Fullerton, USA

Are we locked in print? exploring consumer perceptions of digital versus print

magazines

Anjala S. Krishen, University of Nevada Las Vegas, USA

Sheen Kachen, LHS, USA

Zeenath Haniff, University of Nevada Las Vegas, USA

Antecedents and consequences of users’ attitudes towards OSNS advertising:

a conceptual framework

Caroline Lancelot Miltgen, University of Angers, France

Yolanda Jordaan, University of Pretoria, South Africa

Melanie Wiese, University of Pretoria, South Africa

Consumption and Health

The role of health-related product attributes, health concerns, and children’s

age on attitudes and intentions toward organic food

Hyun-Joo Lee, Oklahoma State University, USA

Zee-Sun Yun, Western Michigan University, USA

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of negative WOM in social media

xxxiv

How does positive mood moderate message framing effect on safety

communication persuasiveness?

Sidney Su Han, University of Guelph, Canada

Karen Gough, University of Guelph, Canada

Lefa Teng, University of Guelph, Canada

Consumer characteristics, nutrition labels and dietary choices

Khaled Aboulnasr, Florida Gulf Coast University, USA

Probing determinants of intentions to purchase processed foods and soft

drinks: explanation through mediation

Jeremy J. Sierra, Texas State University, United States

Harry A. Taute, Utah Valley University, United States

Anna M. Turri, Texas State University, United States

SEX, DRUGS AND HUMOR.....THEMES IN ADVERTISING

A cross-cultural comparison of female nudity perception in print advertising

among female consumers in the uk and the netherlands

Alexandra Rome, University of Edinburgh, UK

Essam Ibrahim, University of Edinburgh, UK

“Are blondes more hedonic than brunettes?” stereotype effects on willingness

to pay for hedonic and utilitarian products

Patricia Rossi, Reims Management School, France

Marcia Herter, Reims Management School, France

Diego Costa, Reims Management School, France


Ethical ideology effects on alcohol advertising appraisals: the moderating role

of ethnic identification

Miguel A. Zúñiga, Morgan State University, USA

Ivonne M. Jasso, New Mexico State University, USA

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Humor determinants and relevance in high engagement social TV ads

James Barry, Nova Southeastern University, USA

Dena Hale, Nova Southeastern University, USA

Do happy brand placements lead to happy brands?

Anvita Kumar, Cass Business School, U.K.

George Balabanis, Cass Business School, U.K.

Lamb-Hair-McDaniel AMS Outstanding Marketing Teacher Award

A talent based approach to learning and teaching in marketing undergraduate

and graduate programs

Paul S. Busch, Texas A&M University, USA

Engagement and evaluation: creating a meaningful student learning experience

Brian A. Vander Schee, Aurora University, USA

Value-based learning – building a bridge to change

Charles H. Fifield, Baylor University, USA

Contemporary Issues in Wine Marketing

Wine and tourism: a good blend goes a long way

Jasha Bowe, University of South Australia

Larry Lockshin, University of South Australia

Cam Rungie, University of South Australia

Richard Lee, University of South Australia

Telling the story or selling the experience: winery managers' perceptions

from around the world

Daniel J. Flint, The University of Tennessee, United States

Susan L. Golicic, Colorado State University, United States

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Country-of-origin and wine knowledge: an empirical study on chinese

Fang Liu, University of Western Australia, Australia

Jamie Murphy, Australian School of Management, Australia

The perception of price premium policy for single malt scotch whisky

work-in-progress

Benoît LECAT, Burgundy School of Business, France

A Potpourri of Bricks and Clicks Issues

When web-sites change: the consumer's emotional response to perceived

environmental change in the retail web-site

Jeremy Ainsworth, University of Canterbury, New Zealand

Investigating post product recall sales dynamics using functional data analysis

Kyung-Ah, Byun, Texas Tech University, USA

Mayukh Dass, Texas Tech University, USA

Are health websites ready for the mobile world? a study of readability among

traditional and mobile websites

Janice R. Cunningham, Royal Institute of Technology, Sweden

Linda Lee, Royal Institute of Technology, Sweden

Shoppers’ adaptation strategies under conditions of crowding: theory, evidence

and implications

Yue Pan, University of Dayton, USA

New Insights into Students Learning in Groups

Social relations beyond team-based learning

M Wiese, University of Pretoria, South Africa

E Botha, University of Cape Town, South Africa

G van Heerden, University of Pretoria South Africa

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consumers’ wine evaluations

by consumers: is there a trading-up phenomenon within the industry?

xxxvii

The fifty percent rule: the challenge of engaging students in social media

in the classroom

Debra Zahay, Northern Illinois University, USA

Alex Eddy, Northern Illinois University, USA

Ira Kaufman, Lynchburg College, USA

Effects of a client sponsored project on student attitudes toward client sponsors

and learning

Jane McKay-Nesbitt, Bryant University, USA

Srdan Zdravkovic, Bryant University, USA

Tax : a statistic describing the accuracy of multiple-choice question difficulty

classifications

John R. Dickinson, University of Windsor, Canada

The Critical Role of Marketing in Supply Chain Management

An investigation of effective advertising strategies for recruiting long haul

Carol C. Bienstock, Radford University, USA

Marla Royne Stafford, University of Memphis, USA

Improving cross-border logistics: the role of public-private partnerships

Donna F. Davis, Texas Tech University, U.S.A.

Wesley Friske, Texas Tech University, U.S.A.

Design and development of packaging in supply chain management: a case study

Vahid Sohrabpour, Lund University, Sweden

Annika Olsson, Lund University, Sweden

Pejvak Oghazi, Linnaeus University, Sweden

Advertising: Theory and Environment

Taking products to the market: decision-making within creative industries

Douglas C. West, Department of Management, King’s College London, United Kingdom

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truck drivers

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Aikaterini C. Valvi, Department of Management, Birkbeck, University of London,

United Kingdom

Mobile applications (apps) in advertising: a grounded theory of effective

uses and practices

Aikaterini C. Valvi, Department of Management, Birkbeck, University of London,

Douglas C. West, Department of Management, King’s College London, United Kingdom

Advertising effect evaluation based on means-end chain theory

Chin-Feng Lin, National Pingtung Institute of Commerce, Taiwan

How about financially healthy? the role of fit between self-regulatory focus

and message framing in the effectiveness of financial service advertisement

Retno Tanding Suryandari, University of North Texas, USA

Links between Brands

Brand origin recognition accuracy and its influencing factors in emerging

markets – pc market in shanghai as a case

Pan Yu, Beijing University of Posts and Telecommunications, China

Gao Li, Shanghai International Studies University, China

Zhu Ling, East China University of Science and Technology, China

Gerard Cliquet, University of Rennes 1, France

The motivating force of visual attractiveness in product design

Gratiana Pol, University of Southern California, Marshall School of Business, USA

C. W. Park, University of Southern California, Marshall School of Business, USA

Martin Reimann, University of Southern California, Department of Psychology / Brain &

Creativity Institute, USA

Revisiting determinants of sports sponsorship response: a schema theory

perspective

Angeline Close, University of Texas at Austin, USA

Young-A Song, University of Texas at Austin, USA

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United Kingdom

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In Search of Gratification

Sex and the university: the exploratory study of students’ perception

of the relationship between alcohol consumption and sex

Dariusz Siemieniako, Bia ystok University of Technology, Poland

Krzysztof Kubacki, Griffith University, Australia

Mind, heart, and body: everyday consumption experiences

and consumer happiness

J. Joško Brakus, Leeds University Business School, UK

Bernd H. Schmitt, Columbia University, USA

Lia Zarantonello, IESEG School of Management, France

An exploration of fantasy football consumption as a technological playground

of consumer empowerment and social interactions

Mujde Yuksel, University of Massachusetts, Amherst, USA

George R. Milne, University of Massachusetts, Amherst, USA

Sport Sponsorship

Ambush marketing of the london olympics: a content analysis

Debbie Vigar-Ellis, KTH, Royal Institute of Technology, Sweden

Daniel Hall, KTH, Royal Institute of Technology, Sweden

Country image and international segmentation

The Made-in-EU label: an entitativity perspective on country-of-origin effects

Marc F. Herz, University of Vienna, Austria

Adamantios Diamantopoulos, University of Vienna, Austria

Nicole Koschate-Fischer, University of Erlangen-Nuremberg, Germany

Matching tourism type and destination image perceptions in a country context

Stella Kladou, Hellenic Open University, Greece

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Ioannis Assiouras, ESC Toulouse Business School, University of Toulouse, France

Antonios A. Giannopoulos, Athens University of Economics & Business, Greece

The effect of business segment strategy and culture values on the market

performance of international companies

Tianjiao Qiu, California State University Long Beach, USA

Activities and resources of institutional actors in international development

projects

Richard A. Owusu, Linnaeus University, Sweden

Pejvak Oghazi, Linnaeus University, Sweden

Rana Mostaghel, Linnaeus University, Sweden

Catherine Welch, University of Sydney, Australia

Intangible Factors Affecting Brands

Modeling buying intentions the role of nostalgic value, authenticity

and brand attachment

Ruben Chumpitaz, Catholic University of Lille, IESEG, France

Valerie Swaen, Catholic University of Louvain, Belgium

Nicholas G. Paparoidamis, Catholic University of Lille, IESEG, France

Anne Laure Bartier, Catholic University of Louvain, Belgium

Intangible cultural heritage: the new frontier of destination branding

Jason Ryan, California State University, San Bernardino, USA

Impact of university heritage and reputation on attitudes of prospective students

Altaf Merchant, University of Washington, Tacoma, USA

Geoffrey Moody, University of Washington, Tacoma, USA

Nostalgia evoked by brands: a first step towards scale development

and validation

Anne-Laure Bartier, Université Catholique de Louvain, Belgium

Mike Friedman, Université Catholique de Louvain Mons, Belgium

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Doctoral Colloquium Session 2: Consumer Behavioral Issues

The impact of process versus outcome simulation on information search

behaviors of online reviews

Carlin Nguyen, University of South Florida, USA

The power of stories: a research proposal of learning styles and the persuasive

power of stories

David Locander, Louisiana Tech University, US.

How to reduce post-purchase information search tendency behavior through

mental simulation

Carlin Nguyen, University of South Florida, USA

Channel structures, relationships and contexts

Online retail service quality dimensions and retail channel-product congruence

Retno Tanding Suryandari, University of North Texas, USA

Retailer and manufacturer bundling in distribution channels

Minghui Ma, University of Kansas, USA

Suman Mallik, University of Kansas, USA

Factors Affecting Good and Bad Relationships in the Marketplace

Assessment of buyer- supplier relationships in Puerto Rico’s SMEs



Enid Miranda, Universidad del Turabo, Puerto Rico

Word of mouth communication and its effect on the affective commitment

Rachel Farias do Patrocínio, Universidade FUMEC, Brazil

José Marcos Carvalho de Mesquita, Universidade FUMEC, Brazil

Karen Beatriz Haas Dornas, Universidade FUMEC, Brazil

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Perceived justice & emotions in a negative service encounter:

a latin American perspective



Flávio Régio Brambilla, Universidade de Santa Cruz do Sul, Brazil

Mario Eduardo Giraldo Oliveros, Universidad del Norte, Colombia

Understanding reactions of brazilian consumers in service failures

Flavia Plutarco, Fundacao Getulio Vargas, Brazil

Ana Augusta Freitas, State University of Ceara, Brazil

Marcio Mota, State University of Ceara, Brazil

Retail Staff Interaction and Outcomes

Enhancing contact employees’ fit with their environment and willingness

to report service complaints

Achilleas Boukis, Strathclyde Business, School, UK

Giannis Kostopoulos, Bedfordshire University, UK

Ilianna Katsaridou, Strathclyde Business, School, UK

Kostas Kaminakis, Athens University of Economics and Business, Greece

Customer bargaining in retail settings: employee perspectives

Stephanie T. Gillison, University of Tennessee at Chattanooga, USA

William Magnus Northington, University of Alabama, USA

Sharon E. Beatty, University of Alabama, USA

Antecedents and consequences of climate for retail service innovation:

a multilevel investigation

George D. Deitz, The University of Memphis, US

Emin Babakus, The University of Memphis, US

Retailer success: value and satisfaction

Kevin James, Indiana State University, USA

Barry J. Babin, Louisiana Tech University, USA


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Online Advertising and WOM

Consumer evaluations of video ads portraying human-like avatars

Fernando R. Jiménez, University of Texas at El Paso, USA

Bashar S. Gammoh, University of Toledo, USA

Rand Wergin, University of South Dakota, USA

Advances in Sustainable Supply Chain Management

Achieving triple bottom-line performance in sustainable supply chains:

explicating the role of capabilities

Karthik N. S. Iyer, University of Northern Iowa, U.S.A.

Huyen Ngo, University of Northern Iowa, U.S.A.

Sustainable purchasing in the retail industry: a model of environmentally

responsible purchasing

Kaveh Peighambari, Lulea University of Technology, Sweden

Mehdi Amini, The University of Memphis, USA

Esmail Salehi-Sangari, Royal Institute of Technology, Sweden

Environmentally and socially responsible buyer supplier relationship

management

Arash Kordestani, Lulea University of Technology, Sweden

Mehdi Amini, The University of Memphis, United States

Esmail Salehi-Sangari, Royal Institute of Technology (KTH), Sweden

International Marketing Strategy

Antecedents and consequences of marketing and innovation competence:

does orientation matter?

H. Erkan Ozkaya, California State Polytechnic University- Pomona, U.S.

G. Tomas M. Hult, Michigan State University, U.S.

Roger Calantone, Michigan State University, U.S.

Cornelia Droge, Michigan State University, U.S.

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The journey from market orientation to new product performance in foreign

markets: a knowledge and learning perspective

Mike Chen-Ho Chao, William Paterson University, U.S.A.

Shan Feng, William Paterson University, U.S.A.

Fuan Li, William Paterson University, U.S.A.

Multiple sales channel strategy and performance: the moderating

role of international experience and globalization potential

Mika Gabrielsson, University of Eastern Finland, Finland

Peter Gabrielsson, University of Vaasa, Finland

Tomi Seppälä, Aalto University, Finland

The role of conflict resolution strategies and power in the conflict-export

performance relationship

Gregor PFAJFAR, Faculty of Economics, University of Ljubljana, Slovenia

Maja MAKOVEC BREN I , Faculty of Economics, University of Ljubljana, Slovenia

Aviv SHOHAM, Graduate School of Management, the University of Haifa, Israel

Doctoral Colloquium Session 3: B2B Issues

A framework for examining international students’ recruitment

from B2B relationship perspective

Xu Huang, School of Business, University of the West of Scotland, United Kingdom

Pravin Balaraman, School of Business, University of the West of Scotland, United Kingdom

Heather Tarbert, School of Business, University of the West of Scotland, United Kingdom

Stealing the show? how the salesperson affects the industrial

brand management

Jasmin Ulrich, TU Dortmund University, Germany

Markus Blut, Newcastle University Business School, United Kingdom

Predictors of franchisee performance: the role of communication, conflict

and satisfaction

Yi-Chia Wu, University of Texas-Pan American, USA

Mohammad Ali Zolfagharian, University of Texas-Pan American, USA

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ADVERTISING: MEASUREMENT AND SPONSORSHIP ISSUES

Beyond the return on advertising: elasticity of the return on advertising

as a diagnostic metric to maximize profit

Ted Mitchell, University of Nevada, Reno, USA

Igor Makienko, University of Nevada, Reno, USA

Advertisement-evoked arousals and advertisement repetition effects

Jingyi Duan, University of Rhode Island, USA

Daniel Sheinin, University of Rhode Island, USA

Timing of sponsorship announcements: a test of temporal distance

and construal level effects

Tobias Schaefers, EBS Business School, Germany

Joe Cobbs, Northern Kentucky University, USA


The value and versatility of billboard advertising: management

and consumer perspectives

John L. Fortenberry, Jr, Louisiana State University Shreveport, United States

Peter J. McGoldrick, University of Manchester, United Kingdom

Does sports athletes credibility affects attitude toward advertisement

among consumers in penang, malaysia: a structured abstract

Xin Jian Leong, Tunku Abdul Rahman College, Penang, Malaysia

Yen Nee Goh, Graduate School of Business, Universiti Sains Malaysia, Penang, Malaysia

Salmi Mohd Isa, Graduate School of Business, Universiti Sains Malaysia, Penang, Malaysia

International Market Expansion

A factor endowment approach to international market selection for direct selling

Charles B. Ragland, University of Toledo, USA

Scott Widmier, Kennesaw State University, USA

Lance E. Brouthers, Kennesaw State University, USA

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To what extent can being an “evening” country influence its reputation

and FDI attractiveness?

Carlos Búrcio, ISCTE-IUL – Lisbon University Institute, Portugal

An insight into Greek SMEs’ internationalization behavior

Lida Kyrgidou, International Hellenic University, Greece

The relationships between international orientations, capabilities, strategies

and performance: a theoretical perspective

Yoel Asseraf, University of Haifa, Israel

Aviv Shoham, University of Haifa, Israel

Marketing Research and Methods

Estimating online reviews adoption: a bayesian network approach

Ana Alina Tudoran, Aarhus University, Denmark

Ilona Heikkinen, Aarhus University, Denmark

Performance of two procedures for assessing discriminant validity:

model comparisons versus confidence intervals

George R. Franke, University of Alabama, U.S.A.

An empirical comparison of exploratory versus conventional structural

equation modelling

Bjarne Taulo Sørensen, Aarhus University, Denmark

Ana Alina Tudoran, Aarhus University, Denmark

Political Marketing: Cases, Culture, and Policy

The americanisation of southern african political campaigns: a comparative

study of malawi and south africa general elections

Easton D. Simenti-Phiri, University of Chester, UK

Philip C. Harris, University of Chester, UK

David Perrin, University of Chester, UK

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Political art: an investigation of the jacob zuma spear painting

B.E. Stiehler, University of Johannesburg, South Africa

G. Toscani, EADA, Spain

Kony 2012: mega viral politival activism

Anjali Bal, Dominican University of California, USA

Chris Archer-Brown, Bath University, UK

Karen Robson, Simon Fraser University, CA

Daniel Hall, KTH Royal Institute of Technology, Sweden

Kelly Weidner, Dominican University of California, USA

When spying is not just: a consumer surveillance framework

Kirk Plangger, Simon Fraser University, Canada

Leyland Pitt, Simon Fraser University, Canada

Adam Mills, Simon Fraser University, Canada

Pricing Implications for Promotion Strategy

The impact of price promotion types on sales and brand perception

of premium products

Felix Zoellner; EBS University, Germany

Tobias Schaefers; EBS University, Germany

Reference price reductions through repeated contacts with price

promotions - the role of the saving format: a structured abstract

Silke Bambauer-Sachse, University of Fribourg, Switzerland

Laura Massera, University of Fribourg, Switzerland

Investigating the cost-benefit of sponsorship: an analysis of price, exposure,

and marginal returns in motorsports

Jonathan A. Jensen, The Ohio State University, United States

Joe Cobbs, Northern Kentucky University, United States

Modeling country-of-origin effects in the car market: implications for pricing

Charalampos Saridakis, University of Leeds, United Kingdom

George Baltas, Athens University of Economics and Business, Greece

516

526

527

528

529

533

534

xlviii

Managing Product Information Online

How to manage information sharing in online marketplaces – an exploratory

study


Leyland Pitt, KTH Royal Institute of Technology, Sweden

Esmail Salehi-Sangari, KTH Royal Institute of Technology, Sweden

Competing for consumers online: the advertising strategies of vertically

differentiated firms

Elie Ofek, Harvard University, USA

Taylan Yalcin, Chapman University, USA

Ethical Marketing Issues

Enhancing organizational & marketing efficiency through ethical decision

Sharam Alijani, Reims Management School, France

Consumer perceived ethicality of products, categories, brands and countries:

a networked perspective

Valéry Bezençon, University of Neuchâtel, Enterprise Institute, Switzerland

Ethical consumerism: movement from desire to decision to buy green

Leslie E. Sekerka, Menlo College, USA

Deborah Brown McCabe, Menlo College, USA

Richard P. Bagozzi, University of Michigan, USA

Marginalized morality: making sense of questionable sport fan behaviors

Brent Smith, Saint Joseph’s University, United States of America

John Lord, Saint Joseph’s University, United States of America

Stephanie Tryce, Saint Joseph’s University, United States of America

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542

543

547

548

558

making: implications and propositions for stakeholders

xlix

Sustainability and Consumers

Motivating sustainability: extending the decisional balance scale

Peter J McGoldrick, University of Manchester, United Kingdom

Kathleen A Keeling, University of Manchester, United Kingdom

Self-control and sustainable consumer behavior


Audhesh Paswan, University of North Texas, USA

A predictive model for affective, cognitive and behavioral consumers’ reactions

to product-harm crises: applying product involvement, product type and crisis

response strategies

Chryssoula Rouvaki, Athens University of Economics and Business, Greece


George Siomkos, Athens University of Economics and Business, Greece

Time to be slow? slow movement in the apparel business

Sojin Jung, University of North Carolina at Greensboro, U.S.A

Byoungho Jin, University of North Carolina at Greensboro, U.S.A

Emerging Concepts in Service Engagement

Marketing golden bytes: a revised online value creation model

Des Laffey, University of Kent, United Kingdom

Kirk Plangger, Simon Fraser University, Canada

Deon Nel, Flinders University, Australia

Enhancing customer service through theatre improvisation: a theory

Karen Robson, Simon Fraser University, Canada

E-service tariffs: investigating the moderating effects of ease of use

and usefulness on tariff choice of video on demand services

Soeren Koecher, TU Dortmund University, Germany

Stefanie Paluch, TU Dortmund University, Germany

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560

564

565

569

570

574

l

The moderator effect of switching costs dimemsions on the relatioships

between customer value, trust and loyalty

Dahlia El-Manstrly, University of Edinburgh, UK

Social Media Affinity and Empowerment

If we build it they will come: understanding social network affinity


Leanne Trembath, Learning Services State Library of Victoria, Australia

Siva Muthaly, RMIT University, Australia

Exploring the role of social media in news consumption

Iryna Pentina, University of Toledo, USA

Adam Covault, University of Toledo, USA

Monideepa Tarafdar, University of Toledo, USA

A model for the adoption of social media by B2B organizations

George Christodoulides, Birkbeck College, University of London, UK

Nikoletta-Theofania Siamagka, Henley Business School, University of Reading, UK

Nina Michaelidou, Loughborough University, UK

The evolution of consumer empowerment in the social media era:

a critical review

Lauren I. Labrecque, Loyola University Chicago, USA

Jonas vor dem Esche, Westfälische Wilhelms-Universität Münster, Germany

Charla Mathwick, Portland State University, USA

Thomas P. Novak, University of California Riverside, USA

Charles F. Hofacker, Florida State University, USA

Emotions, Associations, and other Brand Influences

Consumer behavior: how the "brand love" affects you

Paula Rodrigues, Universidade Lusíada, Portugal

Raquel Reis, Universidade Lusíada, Portugal

Isabel Cantista, Universidade Lusíada, Portugal

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576

577

578

582

583

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Co-creation and brand love: developing a theoretical framework



George Skourtis, University of Piraeus, Greece

The influence of sponsorship on brand and event attitudes: understanding

the role of emotions

Rajdeep Chakraborti, IBS, India


Joe Cobbs, Northern Kentucky University, USA

The effect of vertical line extensions on reciprocal brand associations

Jean Boisvert, American University of Sharjah, UAE

Strategies, Preferences and Pestering: Understanding the Young Consumer

Preferences of young news consumers: a conjoint analysis

Setayesh Sattari, Linnaeus University, Sweden

Tim Foster, Lulea University of Technology, Sweden

Kaveh Peighambari, Lulea University of Technology, Sweden

Arash Kordestani, Lulea University of Technology, Sweden

The collective coping strategies of vulnerable consumers

Peter Nuttall, University of Bath, UK

Julie Tinson, University of Stirling, UK

Maria Piacentini, University of Lancaster, UK

Hayley Cocker, University of Lancaster, UK

Pester power in low income families

Taryn O’Neill, University of KwaZulu-Natal, South Africa

Debbie Vigar-Ellis, University of KwaZulu-Natal, South Africa

Samantha Paterson, University of KwaZulu-Natal, South Africa

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590

591

595

599

600

structure: an accessibility-diagnosticity perspective

lii

I’m lovin’ it: the salience of mcdonald’s logo, slogans and colors on children


Amanda J. Allen, Mt. Saint Mary’s College, USA

Leyland F. Pitt, Simon Fraser University, USA

Pierre Berthon, Bentley College, USA

International Consumer Behavior

The effect of culture on peception: a critical review and research agenda

for consumer research

Minas N. Kastanakis, ESCP Europe, United Kingdom

Ben Voyer, ESCP Europe, United Kingdom

Local or global: the effects of generation y’ethnic struggles and cultural values


Waros Ngamsiriudom, University of North Texas, USA

Lou E. Pelton, University of North Texas, USA

Subsistence consumer-merchant deviance: a conceptual foundation

Richard J. Vann, University of Wyoming, USA

R. Bret Leary, University of Wyoming, USA

Shikha Upadhyaya, University of Wyoming, USA

Sonia Camacho, Universidad de los Andes, Colombia

Courtney Nations Baker, University of Wyoming, USA

José Antonio Rosa, University of Wyoming, USA

Immigrant consumers: ethnic identity, religiosity, materialism

Mohammadali Zolfagharian, University of Texas–Pan American, USA

Hedie Azarpajooh, University of North Texas, USA

Yasemin Tenger-Soydemir, University of Texas–Pan American, USA

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602

603

607

611

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Sensory Marketing through Scent, Taste, and Neuroscience

Fashionable food: when the sleeper effect turns negative information

into positive attitudes

Adrienne Foos, University of Manchester, United Kingdom

Kathy Keeling, University of Manchester, United Kingdom

Debbie Keeling, University of Manchester, United Kingdom

Investigating the use of scent in a medical service environment

Maya Naja, University of Caen Lower Normandy, IAE, NIMEC (EA969),

France and Lebanese French University, Lebanon

Judith Lynne Zaichkowsky, Simon Fraser University, Canada

Art Dykstra, St Petersburg, U.S.A.

Joël Brée, University of Caen Lower Normandy, IAE, NIMEC (EA969),

and Normandy Business School, France

Olfactory imagery and emotions: neuroscientific evidence

Meng-Hsien (Jenny) Lin, Iowa State University, USA

Samantha N. N. Cross, Iowa State University, USA

Terry L. Childers, Iowa State University, USA

The effect of spicy versus bland gustatory sensations on variety-seeking

Sayantani Mukherjee, California State University, Long Beach, USA

Thomas Kramer, University of South Carolina, USA

Katina Kulow, University of South Carolina, USA

Semantic congruence effects across two sensory modalities:

an implicit association perspective

Nathalie Nibbe, Odournet GmbH Kiel, Germany

Ulrich R. Orth, Christian-Albrechts-University Kiel, Germany

Doctoral Colloquium Session 5: Sex, Social Media, and Identity-Signaling

Revisiting the myths: sex sells!

Obinna Obilo, Louisiana Tech University, USA

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615

617

621

622

623

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Social media review: the impact of social on brand-consumer relationships

Yueming Zou, Old Dominion University, USA

Technology and Sales

Barriers to the use of mobile sales force automation systems.

a salesperson’s perspective


Jaakko Sinisalo, Oulu University of Applied Sciences, Finland

Saila Saraniemi, University of Oulu, Finland

Aarne Töllinen, University of Jyväskylä, Finland

Exploring the deliberate and creative problem solving routines of business-to-

on selling: a conceptual framework

Sreedhar Madhavaram, Cleveland State University, USA

Vishag Badrinarayanan, Texas State University, USA

CRM/social media technology: impact on customer orientation process

and organizational sales performance

Michael Rodriguez, Elon University, USA

Robert M. Peterson, Northern Illinois University, USA

Haya Ajjan, Elon University, USA

A two-stage model of sales opportunity outcomes

Dimitri Kapelianis, University of New Mexico, U.S.A.

Rodrigo Guesalaga, Pontificia Universidad Católica de Chile, Chile

A Town Hall Meeting with Editorial Reviewers

A town hall meeting with editorial reviewers: interactive discussion

on the issues that create a rejection assessment in the journal review process

David J. Ortinau, University of South Florida, USA

Charles Ingene, University of Mississippi, USA

Jeannette A. Mena, University of South Florida, USA

James S. Boles, Georgia State University, USA

Mitch Griffin, Bradley University, USA

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639

643

business salespeople in the context of soluti

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Value Creation and the Role of Community in Customer Interactions

The essential role of sense of community in a high customer-to-customer

interaction service setting

Matthew P. Bunker, University of Northern Iowa, USA

Stressful life events and inter-customer social support

Vassiliki Grougiou, International Hellenic University, Greece

Measurement of value co-creation: a formative approach

Kumar Rakesh Ranjan, Indian Institute of Management, India

Saving time, money, or the environment? consumers’ motives of access-based

service use


Innovation in Wine Marketing Research

Tasting & evaluating aroma of wine: frontal lobe measurement using

near infrared

Shannon B. Rinaldo, Texas Tech University Rawls College of Business, USA

Dale F. Duhan, Texas Tech University Rawls College of Business, USA

Kathryn King, Texas Tech University Rawls College of Business, USA

Brent C. Trela, Texas Tech University Department of Plant and Soil Science, USA

Tim H. Dodd, Texas Wine Marketing Research Institute, Texas Tech University, USA

Positive influence of M-commerce on the group purchase of wine

for Y-generation

Jean-Eric Pelet, IDRAC, LEMNA, IAE-IEMN – Nantes University, France

Benoit Lecat, Burgundy School of Business, Dijon, France

Unveiling the influence of the consumer wine appreciation dimension

on purchasing behavior

Pinar Kekec, Brock University, Canada

Narongsak (Tek) Thongpapanl, Brock University, Canada

Seigyoung Auh, Thunderbird School of Global Management, USA

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648

651

652

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663

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Fostering brand community through social media: a new relational framework

for targeting connected consumers

William F. Humphrey, Jr., Texas Tech University

Debra A. Laverie, Texas Tech University

Shannon B. Rinaldo, Texas Tech University

Emerging markets: Why African markets offer more than You Think!

One size does not fit all: a closer look at brands in the high net worth market

of the south african emerging economy

Elsamari Botha, University of Cape Town, South Africa

Mignon Reyneke, University of Cape Town, South Africa

The marketing of start-up capital to women entrepreneurs in South Africa

Evelyn Derera, University of KwaZulu Natal, South Africa.

Charles O’Neill, University of KwaZulu-Natal, South Africa.

Amandeep Takhar, University of Bedfordshire, United Kingdom.

Pepukayi Chitakunye, University of KwaZulu-Natal, South Africa.

Brand alignment: developing a model for competitive advantage

Sean McCoy, University of South Africa, South Africa

Peet Venter, University of South Africa, South Africa

Appropriation of traditional knowledge in the base of the pyramid

Stefanie Beninger, Simon Fraser University, Canada

Social Responsibility in Marketing Education

Differentiation between business school responsibility efforts across regions:

a content analysis of prme sharing information on progress reports


Olga Veligurska, KTH Royal Institute of Technology, Sweden

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675

679

680

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Social responsibility in higher education: students’ perceptions

Raquel Reis, Universidade Lusíada, Portugal

Paula Rodrigues, Universidade Lusíada, Portugal

Moritz von Schwedler, Universidade Lusíada, Portugal

Elizabeth Real de Oliveira, Universidade Lusíada, Portugal

If students are customers, then which ones can be let go? reactions

to a proposal for breaking up with underperforming students

Brent Smith, Saint Joseph’s University, United States of America

The Influence of Brands: Perceived Value and Persuasiveness

Message framing in healthcare marketing

Miwa Y. Merz, San José State University, United States

Financial services advertising: comparing business-to-business

and business-to-consumer contexts

Kunal Swani, University of Massachusetts – Amherst, USA

Easwar S. Iyer, University of Massachusetts – Amherst, USA

Brand reputation: does it help customers cope with service failure?

Aditi Sarkar, University of Memphis, United States

Balaji C. Krishnan, University of Memphis, United States

Makam S. Balaji, IFHE University, India

How service bundling moderates the formation of attitudes towards

service providers?


Chatura Ranaweera, Wilfrid Laurier University, Canada

Chanaka Jayawardhena, University of Hull, UK

Ville Fredrikson, University of Jyväskylä, Finland

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691

692

693

697

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Who Needs a Sales Manager?

Enhancing sales force performance the impact of learning and leadership


Ruben Chumpitaz, Catholic University of Lille, IESEG, France

Managerial power-base effects on sales person intrinsic motivation

and performance: a conservation of resources view

Michael L. Mallin, University of Toledo, USA

Charles B. Ragland, University of Toledo, USA

Leading sales in the 21st century: the ambidextrous sales organization


Lynette J. Ryals, School of Management, Cranfield University, UK

Daniel M. Ladik, Stillman School of Business, Seton Hall University USA

Who drives sales and service persons’ job performance-a leader or a role model?

Gen Fukutomi, Kyoto Sangyo University, Japan

ART AND EMOTION

The impact of consumer innovativeness, prestige price sensitivity

and need for emotion on impulse buying and satisfaction

Lukman Aroean, Bournemouth University, UK

Nina Michaelidou, Loughborough University, UK

Tie-in promotions in the motion picture industry: an empirical study

Salma Karray, University of Ontario Institute of Technology, Canada

Kamal Smimou, University of Ontario Institute of Technology, Canada

Bharat L. Sud, University of Guelph, Canada

Negative affect intimacy: the role of negative affect tags in the fine art market


Darren Dahl, University of British Columbia, Canada

Juliet Zhu, University of British Columbia, Canada

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699

700

701

702

705

709

lix

The effects of source credibility and salience on sales performance:

a study of corporate art collectors

Monika Kackovic , University of Amsterdam

Joris J. Ebbers, University of Amsterdam

Nachoem M. Wijnberg, University of Amsterdam

Knowledge is Power

Coping with information requests in marketing exchanges: an examination

of prepost affective control and the mediating impact of behavior based coping

Patricia A. Norberg, Quinnipiac University, USA

Daniel R. Horne, Providence College, USA

More money, more problems: the role of budget flexibility in debt

repayment default

Russel Nelson, University of California, Irvine, USA

Mary Celsi, California State University, Long Beach, USA

Stephanie Dellande, Menlo College, USA

Mary C. Gilly, University of California, Irvine, USA

David Ackerman, California State University, Northridge

Jing Hu, California State Polytechnic University, Pomona

Transfer and classification of knowledge structures of digital consumers

Kristen Schiele, Woodbury University

Mine Üçok Hughes, Woodbury University

Till Some New Player Us Do Part

Quantity or quality? how the firm-customer dialog influences customer

relationships


H. Dieter Dahlhoff, University of Kassel, Germany

Natalia Sowik, EBS Business School, Germany

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714

715

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720

721

Assuring me that it is as ‘good as new’ just makes me think about how

someone else used it. consumer reaction toward secondhand goods from

an information processing perspective

lx

The key role of hr policies and practices in implementing a relationship

marketing orientation

Oriol Iglesias, ESADE – Universitat Ramon Llull, Spain

Fathima Z. Saleem, ESADE – Universitat Ramon Llull, Spain

Interorganizational network management model

Kolesnik Nadezda, National Research University Higher School of Economics, Russia

Enhancing customer perceived value measurement: a multi-dimensional

index for television consumption

Helen L. Bruce, Cranfield School of Management, UK

Hugh Wilson, Cranfield School of Management, UK

Emma Macdonald, Cranfield School of Management, UK

International Marketing Communications

Unveiling unsophistication the use of theory in international advertising

research in the top three advertising journals 2002-2012

Fernando Fastoso, Bradford University School of Management, UK

Bond or brand: presenting a typology of online brand communities

in a collectivistic culture

Jungmin Han, University of Manchester, UK

Debbie Keeling, Loughborough University, UK

Stuart Roper, University of Manchester, UK

What you see is not always what you get: exploring chinese word of mouth


Jordan Gunderson, University of Nevada Las Vegas, USA

David Mikowski, University of Nevada Las Vegas, USA

When do logos talk to their audience?

Tore Kristensen, Copenhagen Business School, Denmark

Gorm Gabrielsen, Copenhagen Business School, Denmark

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726

735

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Sensory Marketing in the Digital Age

Does 3D make sense? the economic implications of adding a third dimension

to entertainment products

Ann-Kristin Knapp, University of Muenster, Germany

Thorsten Hennig-Thurau, University of Muenster, Germany

How digital signage affects shoppers’ in-store behavior: the role of the evoked

experience

Eleftherios Alamanos, University of Lincoln, UK

J. Joško Brakus, Leeds University Business School, UK

Charles Dennis, University of Lincoln, UK

A multidisciplinary examination of 3D virtual shopping environments:

effects on consumer perceptual and physiological responses

Manveer Kaur Mann, Old Dominion University, USA

Yuping Liu-Thompkins, Old Dominion University, USA

Ginger S. Watson, Old Dominion University, USA

Yiannis E. Papelis, Old Dominion University, USA

“Hey dee-jay let’s play that song and keep me shopping all day long”.

the effect of famous background music on consumer shopping behavior.

Luca Petruzzellis, University of Bari Aldo Moro, Italy

Jean-Charles Chebat, HEC Montreal, Canada

Ada Palumbo, University of Bari Aldo Moro, Italy

To Possess or not to Possess

You know you’re working class when your TV is bigger than your bookcase:

enduring household identity conflict

Helen L. Bruce, Cranfield School of Management, UK

Hugh Wilson, Cranfield School of Management, UK

Emma Macdonald, Cranfield School of Management, UK

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756

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Rethinking identity and ownership in the digital consumption era:

a qualitative study of consumer relations with digital possessions

Victoria Ligon, University of Arizona, United States

Tony Stovall, University of Arizona, United States

Silvia Van Riper, University of Arizona, United States

Shaping customer service & store atmosphere: an exploratory ethnography

of retail environments

Stephanie M. Mangus, Louisiana State University, United States

European Perspectives on Marketing

Attitudes toward green computing in transition economies:

a romanian perspective

Olesia Mihai, Alexandru I. Cuza University, Romania

Victoria Seitz, California State University San Bernardino, USA

Elias Rizkallah, La Sierra University, USA

Ehab Khamas, California State University San Bernardino, USA

Counterproductive environmental performance displays: lessons

from the automotive sector

Béatrice Parguel, Université Paris-Dauphine, France

Florence Benoît-Moreau, Université Paris-Dauphine, France

Cooperating in business relationships: the emergence and collapse of power

symmetry, trust and common goals


Saara Julkunen, Department of Business, University of Eastern Finland, Finland

Mika Gabrielsson, Department of Business, University of Eastern Finland, Finland

Born to survive: small and medium business in russia needs marketing

Olga Saginova, Plekhanov Russian University of Economics, Russian Federation

Nadezhda Zavyalova, Plekhanov Russian University of Economics, Russian Federation

Irina Skorobogatykh, Plekhanov Russian University of Economics, Russian Federation

Zhanna Musatova, Plekhanov Russian University of Economics, Russian Federation

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772

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Social Media and Trust, Diffusion, and User Experience

Evaluating user experience with social networking sites: a mediated

moderation relationship

Weiling Zhuang, Eastern Kentucky University, USA

Qian Xiao, Eastern Kentucky University, USA

Maxwell K. Hsu, University of Wisconsin-Whitewater, USA

Comparing australian and malaysian destination’s internet diffusion

Daniel Bruce Budd, Murdoch University, Australia

Ahmad Fareed Ismail, Putra University, Malaysia

Jamie Murphy, Australian School of Management & Curtin Graduate School of Business,

Australia

Modeling customer equity: the roles of social networking sites, trust,

and brand equity

Chawanuan Kananukul, University of North Carolina at Greensboro, USA

Sojin Jung, University of North Carolina at Greensboro, USA

Kittichai Watchravesringkan, University of North Carolina at Greensboro, USA

The influence of social media on consumption practices

Dhruv Bhatli, IRG, Université Paris Est, France

Chiraz Aouina Mejri, ESG Management School, France

Wanting That Object

Consumption desire construct

Wei Hua, Old Dominion University, U.S.

Do you still love your favorite luxury brand? the impact of consumer

Wan Yang, University of South Florida, USA

Anna S. Mattila, Pennsylvania State University, USA

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794

798

802

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804characteristics and purchase type on luxury divergence

lxiv

Feeling a little guilt but ruminating a lot: how indulgence impacts guilt

and its consequences

Renaud Lunardo, Bordeaux School of Management – KEDGE Business School, France

Camille Saintives, Groupe ESC La Rochelle, France

Consumer-based fashion equity: proposition of a new concept and theory to

understand and explain loyalty toward fashion products

Caroline Le Bon, University Paul Cézanne Aix Marseille, Aix Graduate School

of Management (CERGAM), France.

Dwight Merunka, University Paul Cézanne Aix Marseille, Aix Graduate School

of Management (CERGAM) and EUROMED Management, France.

Emerging Thoughts in Social Media: Insights from Doctoral Students

Measurement of digital content marketing effectiveness through social media

KyungOk Kacy Kim, University of Texas at Austin, U.S.

The relationships among self-brand congruence, brand attachment, customer

engagement, and brand loyalty

Yana Andonova, University of Massachusetts – Amherst, USA

Elizabeth Gelfand Miller, University of Massachusetts – Amherst, USA

William D. Diamond, University of Massachusetts – Amherst, USA

Negative product reviews in social media: linking interpersonal

and socialpsychological factors to ewom intentions

Jiyoon Karen Han, University of Texas at Austin, United States

LeeAnn Kahlor, University of Texas at Austin, United States

Understanding etsy: social media and marketing within a community of sellers

Tiffany Machado Blanchflower, University of North Carolina at Greensboro, USA

Nancy Nelson Hodges, University of North Carolina at Greensboro, USA

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Sensory Marketing through Touch

Feeling blue: the effects of visual cues on temperature perceptions

Courtney Szocs, University of South Florida, USA

I’ve got you under my skin: tactile stimulation of clothing

Mya Pronschinske, University of Wyoming, USA

Kent Drummond, University of Wyoming, USA

Consumer imagination: an empirical examination of the impact of need

for haptic information

Nancy Spears, University of North Texas

Atefeh Yazdanparast, University of Evansville

The effects of ambient light on consumer product choices

Dipayan Biswas, University of South Florida, USA

Courtney Szocs, University of South Florida, USA

Donald Lehmann, Columbia University, USA

To Adopt or Not to Adopt New Market and Technological Offerings

Adoption of online shopping: a technology acceptance perspective

Abdul Rehman Ashraf, University of New South Wales, Australia

Narongsak Thongpapanl, Brock University, Canada

Mohammed Razzaque, University of New South Wales, Australia

The influence of technology addiction on technology acceptance and use:

Kenneth W. Graham, Mississippi State University, USA

The dark side of buyer-supplier relationships in the adopton of disruptive

technologies

Michael Obal, Temple University, United States of America

Investigating the role of trust in mobile banking acceptance

Rania Mostafa, Damanhour University, Egypt

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an exploration of mobile communications technology

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