European Journal of Marketing: Volume 55 Issue 2

Do online searches influence sales or merely predict them? The case of motion pictures

Ho Kim

This paper aims to examine whether a film’s search volume causes its ticket sales in different stages of its lifecycle.

The path of support-to-sales: mediating role of seller collaborative information exchange in social commerce

Li Chen, Fengxia Zhu, Murali Mantrala

This paper aims to systematically investigate the direct and indirect effects of four types of support – peer instrumental support, peer emotional support, platform business…

Not just another internal service provider: how a firm’s marketing research function influences uses of market research information

Christian Bode, Ingmar Geiger

This paper aims to better understand a firm’s market research function’s (MRF) roles and influences on the different uses of market research information (MRI) (instrumental…

Effectiveness of brand placements in music videos on viewers’ brand memory, brand attitude and behavioral intentions

Davit Davtyan, Isabella Cunningham, Armen Tashchian

This paper aims to investigate the effects of brand placement repetition in music videos on consumers’ memory, brand attitudes and behavioral intentions, as well as, explores the…

Country image and consumer evaluation of imported products: test of a hierarchical model in four countries

John Thøgersen, Jessica Aschemann-Witzel, Susanne Pedersen

This paper aims to test the general validity of a hierarchical model of country image conceptualizations across countries that differ in socio-economic development and distance to…

Impacts of salespeople’s biased and unbiased performance attributions on job satisfaction: the concept of misattributed satisfaction

Christine Lai-Bennejean, Lauren Beitelspacher

This study aims to investigate an under-researched area, the impact of causal attributions (i.e. causal stability and company-related/-unrelated attributions) on salespeople’s job…

Shelf-based scarcity as a cue of luxuriousness: an application of psychophysiology

Billy Sung, Siobhan Hatton-Jones, Min Teah, Isaac Cheah, Ian Phau

The purpose of this paper is to examine the perception of luxuriousness as a novel underlying mechanism of the shelf-based scarcity effect by using both psychophysiological…

The allure of starting afresh: the effects of mortality-related sadness on the effectiveness of fresh start appeals

Felix Septianto, Saira Khan, Yuri Seo, Linsong Shi

This paper aims to examine how mortality-related sadness, as compared to other emotions such as fear, anger and happiness, can leverage the effectiveness of fresh start appeals.

Abusive supervision in retailing: the mediating role of customer orientation and the moderating roles of contingent reward and contingent punishment

Zhiyong Yang, Fernando Jaramillo, Yonghong Liu, Weiling Ye, Rong Huang

The purpose of this paper is twofold: first, to examine a customer orientation mechanism through which abusive supervision influences retail salespeople’s job performance; and…

How within-country consumer product (or brand) localness and supporting marketing tactics influence sales performance

Jake Hoskins, J. Cameron Verhaal, Abbie Griffin

This paper aims to move beyond previous investigations juxtaposing the performance of global versus domestic brands, where domestic is referred to as “localness” in the…

Impact value and sustainable, well-being centred service systems

Hamish Simmonds, Aaron Gazley

This paper aims to develop impact value (IV), both theoretically and practically, to better account for the processes of value creation within complex service ecosystems.

The paradox of surprise: empirical evidence about surprising gifts received and given by close relations

Joëlle Vanhamme, Adam Lindgreen, Michael Beverland

This study aims to explore surprising gifts received and given by close relations to identify the variables involved in creating surprising gifts. The analysis of the viewpoints…