European Journal of Marketing: Volume 48 Issue 11/12

Boosting consumers’ self-efficacy by repositioning the self

Michal Ben-Ami, Jacob Hornik, Dov Eden, Oren Kaplan

This article aims to lend insight into the consumption situation wherein consumers are unmotivated to try new products or behaviors that they perceive as too difficult to adopt as…

Having champagne without celebration?: The impact of self-regulatory focus on moderate incongruity effect

Shin-Shin Chang, Chung-Chau Chang, Ya-Lan Chien, Jung-Hua Chang

This research aims to analyze whether the self-regulatory focus, a consumer variable, moderates the impact of incongruity on consumer evaluations. A congruity or typicality arises…

Consumer expertise matters in price negotiation: An empirical analysis of the determinants of mortgage loan prices in Spain prior to the financial crisis

Jose M. Barrutia, María Paz Espinosa

The main purpose of this paper is to study the effect of consumer expertise on mortgage loan prices. We argue that consumer expertise should affect price due to two reasons: (1…

Publicity and advertising: what matter most for sales?

Harlan E. Spotts, Marc G. Weinberger, Michelle F. Weinberger

– The purpose of this research is to understand the relationship between publicity, advertising activity and corporate sales in the context of a company’s existing reputation.

Conceptualising the management of packaging within new product development : A grounded investigation in the UK fast moving consumer goods industry

Christopher Simms, Paul Trott

The purpose of this study is to: contribute to existing models of new product development (NPD) and provide new understanding of how a new product’s packaging is managed and…

The elaboration likelihood model: review, critique and research agenda

Philip J. Kitchen, Gayle Kerr, Don E. Schultz, Rod McColl, Heather Pals

The purpose of this paper is to review, critique and develop a research agenda for the Elaboration Likelihood Model (ELM). The model was introduced by Petty and Cacioppo over…

The effect of service employees’ accent on customer reactions

Alastair Tombs, Sally Rao Hill

The primary objective of this article is to investigate customer reactions to service employees with accents that differ from a non-native accent taking into account customer…

The reflexive turn in key account management: Beyond formal and post-bureaucratic prescriptions

Markus Vanharanta, Alan J.P. Gilchrist, Andrew D. Pressey, Peter Lenney

This study aims to address how and why do formal key account management (KAM) programmes hinder effective KAM management, and how can the problems of formalization in KAM be…

Be rational or be emotional: advertising appeals, service types and consumer responses

Hongxia Zhang, Jin Sun, Fang Liu, John G. Knight

This research aims to examine the use of emotional and rational advertising appeal regarding service options that differ in terms of their experience and credence properties and…

Store managers – the seismographs in shopping centres

Christoph Teller, Andrew Alexander

The aim of this paper is to investigate the link between store managers’ evaluation of how customers assess a shopping centre and their own evaluation of the centre and, based on…

The asymmetric influence of cognitive and affective country image on rational and experiential purchases

Dongjin Li, Cheng Lu Wang, Ying Jiang, Bradley R. Barnes, Hao Zhang

The purpose of this research is to differentiate and examine how country image (cognitive and affective image) has different impacts on product judgment and purchase intention in…

The impact of text product reviews on sales

Sangkil Moon, Yoonseo Park, Yong Seog Kim

The aim of this research is to theorize and demonstrate that analyzing consumers’ text product reviews using text mining can enhance the explanatory power of a product sales…

International market selection for small firms: a fuzzy-based decision process

Gianluca Marchi, Marina Vignola, Gisella Facchinetti, Giovanni Mastroleo

This study aims to build and test an International Market Selection (IMS) decision process method that is able to capture, within a small firm’s risk-averse setting, the…

The role of convenience in a recreational shopping trip

Vaughan Reimers, Fred Chao

The purpose of this study is to determine the role of convenience in a recreational shopping trip. In an effort to address the shopping strip’s forfeiture of market share to the…

Segmenting consumers’ reasons for and against ethical consumption

Paul F. Burke, Christine Eckert, Stacey Davis

This paper aims to quantify the relative importance of reasons used to explain consumers’ selection and rejection of ethical products, accounting for differences in ethical…

The influence of religiously motivated consumer boycotts on brand image, loyalty and product judgment

Ibrahim Abosag, Maya F. Farah

The purpose of this paper was to examine the influence of religiously motivated boycotts, such as the one conducted in Saudi Arabia against Danish companies, on corporate brand…