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The American Marketing Association is pleased to announce the selection of Kelly Hewett as the next Editor in Chief of the Journal of International Marketing. Her four-year term formally begins on July 1, 2019. Call for Papers: 2019 Summer AMAThe theme for 2019 AMA Summer Academic Conference, which will take place in Chicago, is Marketing on Fire: Burning Questions, Hot New Methods, and Practical Ideas Worth Spreading. A new Journal of Marketing study shows that sales often increase when customers switch from mobile devices to desktop or laptop computers during their buying process. Watch the author present his findings here. A breakthrough analytics-based methodology to help marketers edit trailers for online movies, sitcoms, video games, and more for desired emotional impact to drive content viewing and sales. A Journal of Marketing study indicates that companies with senior marketers on their board of directors see 5.8% higher revenue than those who don’t. Watch the authors present their findings here. Mary Gilly, Bernie Jaworski, Linda Price, and Gerry Tellis have been selected as the newest cohort of AMA Fellows and will be inducted at the AMA Winter Academic Conference in February 2019. The Journal of Marketing Research is developing a special issue on Education & Marketing edited by Rajdeep Grewal (UNC-Chapel Hill), Robert Meyer (Wharton), and Vikas Mittal (Rice University). We are pleased to host this conference to provide further context for the special issue and create an opportunity for interested authors to exchange ideas, provide feedback, and learn from each other. The conference theme is, “Uncharted Territories: Consumer Rights, Wellbeing, & Public Policy.” We hope to provide an open forum for productive discussion and debate representing a variety of viewpoints and ideologies. We are interested in research that will make an impact on these pressing social issues via theoretical development or pragmatic application. Many app developers offer free versions of their paid apps in order to promote the paid versions, but a new Journal of Marketing study shows that this strategy may not be effective. June 6th in Washington, D.C.2019 Public Policy Pre-Conference Workshop Congratulations to all winners of Best Paper awards at the 2018 AMA Summer Academic Conference, with Best Paper in Conference awarded to "External Reference Price and Participative Pricing: The Role of Product Category" by Pilsik Choi (Austin Peay State University), Fei L. Weisstein (Bowling Green State University) and Peter Andersen (University of Scranton). David Gal, a co-chair at AMA's 2018 Summer Academic Conference in Boston, recently discussed the limitation of behavioral econmics in the New York Times. The AMA is pleased to offer funding for research awards and externship opportunities through the generous support of EBSCO. A call for proposals has been issued with the goal of awarding four to six grants in this first year. The Journal of Public Policy & Marketing announced a call for papers on analytics insights for public policy and marketing. This webcast shares the findings from an international research team that analyzed the impact of mobile phone use on in-store behavior. Worldwide, the consumption and provision of education is one of the most resource intensive and consequential activities for consumers and providers. Many innovations have democratized education on a global scale. The Journal of Marketing Research hopes to publish a special issue around this them of Education and Marketing: Decision Making, Spending, and Consumption. Call for Papers: 2019 Winter AMAResearch shows that customer referral programs are effective and profitable, but little is known about why. A new study in the Journal of Marketing Research shines some light on why referral programs work so well, and it provides some insight into how to make them more effective. The Marketing and Public Policy Conference offers a unique platform to share forward-focused research that aid public policy makers in resolving real world problems utilizing marketing strategies and theories.
The conference will take place on June 7 – 9, 2018 at the Hilton Columbus Downtown, Columbus, OH and the theme is Rigorous Science, Public Good. The AMA conference proceedings archives have been updated with the most recent publication. Digital proceedings dating back to August 2004 are available to AMA members. The archive is updated three times a year with new proceedings being added approximately six months after the conference was held. Dog Parks and Coffee ShopsJournal of Public Policy & Marketing research explores how gentrification can lead to lead to tensions among some residents and perceived exclusion from consumption opportunities for others. The Journal of Marketing Research will have a strong presence at Summer AMA in Boston.
The AMA's scholarly journals continue to be well-ranked in the Journal Citation Report from Clarivate Analytics, especially the Journal of Marketing which saw a 2-point Impact Factor increase from last year. The report, published annually since 1975, tracks journal impact based on citations. Daring to Unlock How You ThinkGerald Zaltman's new book explores not only how people think, but how you can challenge your own thinking by unlocking the process. Highlights: 2018 AMA MPPCJM Announces Award WinnersThe Journal of Marketing announces the latest winners of the Sheth, Root, and Hunt/Maynard awards. Mobile phone use is growing. In a retail setting, research on consumer distraction suggests the net effect is positive. Shopper in-store mobile phone use, increases spending because they get distracted from their focal shopping task. JMR Announces Award WinnersDr. Williams, Lifetime AchievementManuscripts are being solicited for an upcoming special issue of the Journal of Public Policy and Marketing around the integration of marketing, public policy, and technology. Submission window: June 1– June 30, 2018 Incoming Editor-in-Chief Christine Moorman and the Coeditors Harald van Heerde, Page Moreau and Rob Palmatier began processing new manuscript submissions on May 11th, 2018. Learn more about their plans for the Journal of Marketing, which seeks to publish the best substantive research in marketing across strategy, modeling, and consumer research domains. The American Marketing Association is seeking nominations and applications for the editor-in-chief designate of the Journal of International Marketing (JIM), the AMA’s journal dedicated to the development, dissemination, and implementation of marketing concepts, practice, and information in a global context. Nominations from marketing scholars throughout the world are encouraged. Research from Professor V. Kumar in the Journal of Marketing offers a new Customer Valutation Theory (CVT). The Paper of Year in Sport Marketing Award recognizes outstanding publications that have made a significant contribution to improving the understanding of the academic study of sport marketing and practice. The Gerald E. Hills Award Best Paper on Entrepreneurial Marketing award is presented annually (normally in conjunction with the Summer AMA) to the author(s) of the “best paper” who have made a significant impact on the marketing and entrepreneurship interface. Nonprofits should match goals with the appeal in a solicitation message. Want new donors? Emphasize donor-related appeals. Want to increase donation-size? Emphasize organization-related appeals. Get the best of both via a two-stage message separating the appeal to donate and the request for a specific amount. New research proposes the CVT to value future customer contributions based on the nature and scope of the contributions. Millennials and Corporate PoliticsResearch conducted by a class of college students at Drexel University shows that a company’s politics are of great interest to top college students entering the workforce, more so than in the past How Online Can Help Ofline New research shows why firms whose sales occur mostly offline should invest in online advertising.
Why Some Giving Is Only Skin-DeepNew research investigates why even though charity donors state that recipient neediness is a top donation priority, they often choose beautiful recipients instead of the neediest ones. How Many Emails Should You Send?New research investigates how much email is enough. The Costs of Convenient ConnectionsRecent research sheds light on the dilemma consumers consistently find themselves in: the time and attention it takes to understand how their data is used outweighs the immediate gratification of social interaction. The brick and mortar stores contribute value to an enterprise - even one steeped in e-commerce. The Journal of Marketing Research offers new perspectives on offline v online stores. Journal of Public Policy & Marketing is soliciting manuscripts for a special section on political activity and marketing. Submission window: June 1–August 15, 2019. The Early Career Symposium was a pre-conference at 2018 Winter AMA aimed at faculty in the early years of their career, with the objective of offering mentorship, advice, and a safe environment to discuss challenges unique to this career stage. Christine Moorman, the incoming Editor in Chief of the Journal of Marketing is pleased to announce the appointment of three coeditors to assist her in managing the journal. The Journal of Public Policy & Marketing is soliciting manuscripts devoted to marketing and policy questions about consumer power and access. Deadline is January 2019. Moorman, van Heerde, Moreau, and Palmatier explain why the Journal of Marketing is important to the Marketing discipline and explain their editorial philosophy. The AMA is pleased to announce the selection of three extraordinary scholars to be inducted as AMA Fellows. The new Fellows will be honored at Winter AMA 2018 in New Orleans on February 23, 2018 at a special reception. In January, the AMA Academic Council was pleased to fund six research projects via its AMA-EBSCO Answers in Action Grants. The the grants are designed to support research involving deep interaction/collaboration between the academic and practitioner communities. Want viral content? Make people angry. Consumers tend to think about the future and consume less when they are presented with foods that have been produced sustainably. Food marketers should prominently display food’s sustainable origins. In addition to promoting the social and environmental benefits that are becoming increasingly important to growing numbers of consumers, those very consumers stand to benefit personally. A field experiment showed that getting customers to like a Facebook page can positively impact offline customer behavior. This impact is driven by better reaching customers with promotional and information messages; it is not due to online conversations customers have related to the brand. The 2017 Marketing Research Productivity Lists tracking top individual and institutional contributors to the premier journals are now available at ama.org. Wharton and Kumar topped the lists once again! A selection of 2018 Winter AMA Special SA selection of 2018 Winter AMA Special Sessions It seems surprising, but new research shows traditional advertising is more effective at acquiring new customers and it stimulates consumer-to-consumer social media sharing. The second night of the 2017 AMA Marketing and Public Policy Conference ending with cocktails and a poster exhibition. Here's a selection of some of the research that was on display in the ballroom of the Marriott at Metro Center in Washington D.C. Managers who gain consumer insights by tracking the most frequently discussed product attributes on online forums may be misled by the repetition of previously shared information. Companies need to consider their relationships with and relevance to the teams they sponsor, and teams need to communicate how the money gained in a sponsorship will be used, and how it provides a benefit. Big spenders and sponsors distant from the sport they support need to think carefully about strategic communications. Hollywood often pulls movies starring women and actors of color out of the theaters way too soon, but is leaving a great deal of money on the table. Movie distributors need to wait for word-of-mouth to spread in communities of color.
Shopper touchpoints and sales channels are becoming increasingly complex, driven by changing shopper needs, fragmentation and digitalization. To deliver a seamless shopper experience any strategy needs to connect the route to purchase with the route to market.
A concentrated customer base may have temporary benefits, such as improving IPO performance for firms going public, but it significantly hurts profitability in the long run. There is a growing interest and need for sustainability, but certain consumer demographics (e.g., conservative Christians) show little support for proenvironmental efforts. It is important to find a way to communicate with these consumers regarding the need for sustainability. Policy makers can incorporate language or visuals to activate mystical God concepts (e.g., awe-inspiring visuals) in sustainability messaging and policy communications. New research shows that if all competitors in an industry sharply decrease their sales forces, they would all experience small sales dips but ultimately would see significantly higher profits. Marketplace® Live is a family of visually rich, online, marketing and business simulations for college and executive education. The learning experience is enriched with a graphical interface, animations, and personalized data. Students can learn through realistic marketing scenarios based on real-life business situations. How do we develop knowledge, skills, and competence? Certainly, the traditional methods of lectures and textbooks are important in laying down the foundation of theory and practice. But, to achieve higher levels of critical thinking, it is necessary to ponder, test, reflect and adjust one’s knowledge. To achieve skills and competencies, we need to practice our trade. Marketplace Live simulations are perfectly suited to providing this kind of practice. Researchers make a surprising discovery about firm innovations: Customers don't always respond well to innovations that involve customer relationships. Richard H. Thaler has been awarded the Sveriges Riksbank Prize in Economic Sciences (Nobel Prize in Economics) for his work integrating economics with psychology and in doing so built scholarly bridges between economic and pyschological analyses of decision-making. Learn about his work and behavioral economics. With growing interest in decluttering homes but reluctance to part with sentimental items, non-profit marketers may increase donations of used goods by encouraging consumers to take photos prior to donation. Amazon’s takeover of Whole Foods is an opportunity for the online retailer to experiment with prices in an offline setting, but some media outlets are suggesting the potential for a price war. Research from the AMA says Amazon and Whole Foods don’t have to cut all prices to remain successful. Jilting occurs in marketing contexts when a consumer anticipates a desirable product or service but it ends up being unavailable. Jilts provide opportunities for competitors to steal market share away from the status quo option and serve as a source of exposure for the jilting firm or brand. MSI Academic Trustee, Wendy Moe, picked three articles from the Journal of Marketing and Journal of Marketing Research that she identifies as must reads for marketers. Sonya Grier and Brennan Davis receive the 2017 Thomas C. Kinnear/Journal of Public Policy & Marketing Award for their article "Are All Proximity Effects Created Equal? Fast Food Near Schools and Body Weight Among Diverse Adolescents.” The award honors articles published in Journal of Public Policy & Marketing that have made a significant contribution to the understanding of marketing and public policy issues. Shoppers may think they are in control of their own decisions, but new research suggests they are more impressionable than they realize. Marketers are good at understanding how culture and personal beliefs affect choice, but do they know how human nature impacts what consumers buy? Who could have forseen Blue Apron's disappointing IPO? Two marketing researchers with a game-changing model for market valuation. Williams-Qualls-Spratlen (WQS) Multicultural Mentoring Award of Excellence winner David Crockett of the University of South Carolina shares what this award means to him and a bit on his racial respectability research. Anders Gustaffson is one of two new members of the AMA Academic Council for the 2016-17 year. A professor of business administration at Karlstad Business School, Gustafsson was born and raised in Sweden. He has been quite in engaged with the European Marketing Academy (EMAC) as well as the Frontiers in Service Conference. Companies should make more forward-looking disclosures of customer metrics. Such disclosures are helpful to investors and analysts as they lower their uncertainty about the future financial performance of the firm. Research shows that consumers are more likely to prefer a product that matches the level of communication (abstract benefits versus concrete features) about the product with its relative price compared to other products in the category (relatively expensive versus relatively inexpensive). Vanitha Swaminathan is the Thomas Marshall Professor of Marketing at the University of Pittsburgh and will serve as President of the AMA Academic Council from July 1, 2019 to June 30, 2020. Her research interests focus generally on brand strategy and consumer-brand relationships. The AMA-Sheth Foundation Doctoral Consortium is a premier event that holds a special place in the life and history of our discipline. The AMA Academic Council is seeking hosts for the 2019 event. A. Parasuraman ("Parsu") is a Professor and Holder of the James W. McLamore Chair in Marketing at the University of Miami. Roland Rust is Distinguished University Professor and David Bruce Smith Chair in Marketing at the Robert H. Smith School of Business at the University of Maryland, where he is founder and Executive Director of two research centers: the Center for Excellence in Service and the Center for Complexity in Business. Leonard Berry is University Distinguished Professor of Marketing, Regents Professor, and the M.B. Zale Chair in Retailing and Marketing Leadership at the Mays Business School at Texas A&M University. He also is Presidential Professor for Teaching Excellence at Texas A&M. Valarie Zeithaml has devoted the last 35 years to researching, consulting and teaching service quality, services management and customer equity. Take the 2017 Who Went Where? SurveyAll doctoral candidates and graduates in the marketing discipline who were on the job market during the 2016 Summer AMA are asked to fill out the Annual AMA DocSIG Who Went Where? Survey. Given the substantial investment of time, money, and firm resources spent chasing “likes” on Facebook, marketers are increasingly asking themselves, “What is the value of a Facebook fan?” New research published in the Journal of Marketing Research shows that turning “likes” into improved brand attitudes and increased purchasing requires more than just the click of a button. 2017 Marketing And Public Policy Conference concludes with panels discussion retail racism, video games and Big Data violations Revelations on religion, drugs and trademark disputes at the 2017 Marketing Public Policy Conference The Iconic journalist Bob Woodward cautions patience in investigation and evaluation Trump’s action and legacy at the 2017 Marketing & Public Policy Conference. Brands in fragmented product categories (e.g., frozen dinners) with high social value (e.g., beer) and less emphasis on experiential attributes (e.g., diapers) should focus on awareness, relevance, and esteem. Differentiation should be a primary focus for brands in product categories with the opposite characteristics. When people speak about their love for companies like Southwest Airlines and Chick-fil-A, it often comes with praise for their achievements both in the realm of customers and employees. Of course, achievements with these two groups need not be connected. Over the past several years, for example, Wal-Mart has been praised for leading a campaign to encourage use of long-life light bulbs, while also facing allegations of gender discrimination and unsafe working conditions. Does it matter? The American Marketing Association Academic Council is seeking nominations for the 2017 SIG Leadership Award (SLA). The honor recognizes ongoing contributions and outstanding service leadership of an active AMA Special Interest Group (SIG) Leader. Nominations are being collected until April 3, 2017, and all SIG members are encouraged to submit a recommendation. Robert Frank "Bob" Lusch, widely recognized as an elite cross-disciplinary scholar, passed away on February 23, 2017. He is remembered for his incredible contributions to the discipline as well as his outstanding service to the AMA.
In February, the AMA continued to enhance the delivery of omni-channel content for and by its academic community through the establishment of a new Integrated Academic Content Team. The new team bridges the gap between AMA's scholarly journals, conferences, and academic special interest groups. By realigning staff more closely together, the AMA hopes to better support the organic communities that already exist across these focus areas. Learn more about the team as well as the newest AMA staff member, Monica Gerhardt. When and how do stock market returns predict the performance of new product success? Research indicates that stock markets can accurately predict which products will succeed under specific conditions. Firms need to rigorously measure the ROI of their free extras. A more accurate picture can be obtained by considering costs and revenues from both initial purchases and subsequent retention and by calculating these for each amenity on a case-by-case basis The ideal design of a product should be neither too similar nor too dissimilar to the average design in its segment or brand. Firms that are not ready for a full redesign can still improve their pricing and advertising strategies based on knowledge of how product designs influence consumers’ perceptions. 2017 AMA Fellows NamedThe American Marketing Association is pleased to announce the selection of four extraordinary scholars to be inducted as AMA Fellows: Ajay Kohli, V. Kumar, John Lynch, and Christine Moorman. The new Fellows will be honored at Winter AMA 2017 in Orlando on February 17, 2017 at a special reception. Anticipation of greater variety in a future consumption experience can not only influence how much consumers enjoy that future experience but also plays a role in how much they enjoy and are satiated by their present experiences. The American Marketing Association (AMA) is pleased to announce the appointment of Dr. David W. Stewart as Vice President of Publications (Journals) for a three-year term beginning July 1, 2017. Dave is currently President's Professor of Marketing and Business Law at Loyola Marymount University and Editor-in-Chief of the Journal of Public Policy and Marketing. Marketers increasingly rely on customer data for important decisions, yet they have little insight into the potential pitfalls of collecting such data or how to prevent them. New research from the Journal of Marketing helps marketers get a better handle on their data and analytics initiaves. The 2016 Marketing Research Productivity Lists tracking top individual and institutional contributors to the premier journals are now available. For the second year, V. Kumar of Georgia State University topped both the Author Productivity in the Premier AMA Journals and the Author Productivity in the Premier Marketing Journals. The American Marketing Association mourns the passing of Robert J. Lavidge just two weeks shy of his 95th birthday. Lavidge was a leader in the field as head of the firm, Elrick & Lavidge. He served as president of the AMA Board of Directors from 1966-67 and founding chair of the AMA Foundation. The 2017 Winter AMA Conference offers attendees specialized pre-conference programming for guided learning on creating impactful consumer behavior resaerch or improving causal inference through field experiments and observational data as well as specialized resarch focused symposia on topics like retail and pricing or organizational frontlines. The AEF Visiting Professor Program is seeking applicants for its 2017 Program. The VPP is a seven-day fellowship for professors of advertising, marketing, communications and the liberal arts. It allows professors and industry to develop a mutually beneficial relationship and to share research. The VPP gives professors a greater understanding of the industry while host companies have an opportunity to develop closer ties to academia. The way information about an innovation is presented can have a substantial impact on new product success. Research shows that ‘gamifying’ innovation information increases new product adoption by increasing customer curiosity about the innovation and perceived relative advantage of the innovation.
Uber gave its first ever endorsement of a political candidate and a panel of politically diverse business professors graded the endorsement as a C given it seems to be a self-serving act. Companies endorsing candidates should consider whether the move will be interpreted as self-serving or affirming values. Defaults are increasingly common—and controversial. Critics argue that default-setters should disclose how defaults are intended to influence choices. Consumers may make irrational decisions when paying off their credit card balances. Although it may not appear to be as motivating as debt snowball, borrowers must prioritize their debt payment based on the interest rates, irrespective of the size of the balances. Current public policy interventions apparently have no (or an adverse) effect on credit card debt repayment. While many consultants and researchers offer tools to creating successful partnership, statistically, partnerships are more likely to fail than succeed. Sandy Jap offers new perspectives based on the research from her recent book "Partnering with the Frenemy." The AMA-Sheth Foundation Doctoral Consortium archives lists the over 4,000 doctoral fellows who have attended the consortium since its inception in 1966. The invite-only consortium brings students together a faculty with diverse expertise and knowledge and offers an incredible opportunity to build long-lasting professional relationships. The AMA-Sheth Foundation Doctoral Consortium has provided a unique experience for top doctoral students from across the Marketing discipline. The invite-only consortium brings students together with faculty who have diverse expertise and methodological backgrounds. It offers an incredible opportunity to build long-lasting professional relationships. Smaller-than-expected benefit can lead consumers to feel less appreciated than receiving no financial benefit. Father of Modern Marketing Philip Kotler Talks ‘Wow’ Moments, Brand Activism with Russ Klein during a visit to the AMA Support Center in Chicago. The American Marketing Association is pleased to announce the selection of four extraordinary scholars to be inducted as AMA Fellows. The new Fellows will be honored at Winter AMA 2016 in Las Vegas on February 26, 2016 at a special reception. Since 2003, the AMA and AMA Foundation have awarded more than 60 scholarships/grants to students and professors from underrepresented backgrounds in the marketing profession. Marketing is still a great profession with strong salaries and benefits. The AMA Doctoral Student SIG released the newest Who Went Where Report at the 2016 Summer AMA Conference in Atlanta Georgia. See survey responses from the newest cohort of faculty. Anne M. O’Leary-Kelly, Senior Associate Dean at the Sam M. Walton College of Business at University of Arkansas offers her thoughts on Julie Ozanne and Brennan Davis' column, "Making Research in Business Have More Impact: A Relational Engagement Approach" and offers insights as an administrator navigating AACSB's new focus on scholarly impact. Jerome D. Williams, Executive Vice Chancellor and Provost at Rutgers University - Newark, offers a response to the recent column, "Making Research in Business Have More Impact: A Relational Engagement Approach" and offers his own insights regarding how scholarly impact may be measured by those both inside and outside of the academy. Authors Julie Ozanne and Brennan Davis discuss the disconnect between academic research and its impact on society. They explore the benefits of the "Relational Engagement Approach" and highlight three direct outputs of this process that are mutually beneficial for both researchers and end users: productive interactions, enhanced capacities, and improved social networks. As home to four leading journals within the Marketing discipline, the AMA honors numerous authors each year for contributinons to the discipline, whether broad or specialized. The AMA Journal editors presented 8 awards at this year's Summer AMA Awards Luncheon. Michel Wedel, the Pepsico Chaired Professor of Consumer Science at the Robert H. Smith School of Business and a distinguished professor at the University of Maryland, honored for contributions in the field of marketing research by the American Marketing Association and the American Marketing Association Foundation. José Antonio Rosa, a professor and dean’s fellow in marketing at Iowa State University, has been named the recipient of the Williams-Qualls-Spratlen (WQS) Award Multicultural Mentoring Award of Excellence. The American Marketing Association and the American Marketing Association Foundation (AMAF), announced the six recipients of its annual Valuing Diversity PhD Scholarships and named three winners of the Valuing Diversity New Faculty Research Grant. Oliver J. Rutz and Randolph E. Bucklin received the 2016 William F. O'Dell Award. Their research "contributed to marketing practice by highlighting the different role played by generic and branded keywords in paid search campaigns and by empirically demonstrating the importance of not relying solely upon easy-to-use “last-click” metrics." Marketing managers can use our product design scale to (1) disclose customers’ perceptions of the product design of their current and future products (e.g., testing prototypes during new product development); (2) evaluate the impact of the product design on customers’ purchase behavior in terms of willingness-to-pay, purchase intention, brand attitude, and word-of-mouth; (3) use this information on investment decisions on product design issues. While we do not know for sure, we believe that at least the market research institute employs our scale to test its clients’ product design.
Marketing managers must recognize both the benefits and costs of big data and resulting targeting practices. If we know that women between the ages of 25 and 45, who are also African American and single mothers, tend to buy our products, does that tell us anything about the impact on their lives? For example, if such women regularly buy fast foods for their families, is this a consequence of satisfaction or lack of options? Some managers might not care, but long term relationships that serve the purposes of both parties must explore consumers’ larger desires, aspirations, and consequences of their choices. Big data is a start … getting to truly understand the underlying rationales is a necessity. There is an implied belief that local brands are purchased only because of lower prices or because of some patriotic appeal. Hopefully, marketing managers can understand from this research that the identity connection and identity meanings that local brands project are the strongest predictor of local relative to global brand purchases. These identity meanings are not the same as “national” identity meanings and can encompass much more than nationalism. Local brand managers should strive to develop a range of identity connections and meanings beyond “buy local” appeals Eye tracking data has become increasingly available to market researchers. The authors were interested in exploring ways to leverage these data to better understand and quantify consumer preferences. Marketing managers may use these findings to extract more and better information from preference measurement surveys.This will enable them to measure preferences more accurately and/or to use shorter and more efficient questionnaires Ya You, Gautham Vadakkepatt, and Amit Joshi Received the 2015 MSI/Root Award. Their research identified aggregate effects of eWOM and delineates the product categories, industry conditions, etc that drives the impact of social media on sales. A forthcoming Journal of Marketing paper provides an exceptional framework to guide a firm in using customer l to enhance firm value. It’s a framework for heroic marketing, if you will. Customer engagement is a hot topic for both practitioners and researchers. The rising number of touchpoints between consumers and companies as well among consumers.offer tremendous benefit for both sides. The AMA Journals have numerous articles discussing how characteristics of warning message design influence customer beliefs, attitudes, and behaviors. Managers can use information to improve warning message design. Rebecca Hamilton has been creating some exciting waves in the world of consumer research. In July, she spoke with MSI Executive Director and AMA Fellow, Kay Lemon regarding her research int in consumer decision making and offered five tips for marketers. Ray Fisk was honored as the first recipient of the SIG Leadership Award at the 2016 Summer AMA in Atlanta. Ray offers some thoughts and insights regarding the SERVSIG's past successes and future potential. Nominations for the 2017 American Marketing Association/Irwin/McGraw-Hill Distinguished Marketing Educator Award are now being sought. The award honors marketing scholars for distinguished service and contributions in marketing. Steven Cook, CMO.com Contributing Editor, spoke with Rob Malcolm and Kim Whitler about their Executive Jam Session presentations at Summer AMA in Atlanta. Is there a singular type of CMO in the C-suite? A single set of tasks for a CMO? Kim Whitler, assistant professor of marketing at University of Virginia, broke down five common CMO myths at the 2016 Summer AMA Conference. AMA journals rank among the top publications in marketing, according to the Thomson Reuters 2016 Journal Citation Reports which include impact factors for the year 2015. Long-time AMA Member, Jan Heide was named a favorite business school professor teaching MBAs by Poets & Quants. Heide is has been honored with the AMA's Maynard Award and twice with the Stern Award for his research. Kim Whitler, University of Virginia Assistant Professor of Marketing, interviews 2016 Summer AMA chair Neil Morgan about changes to the conference and AMA's Intellectual Agenda. Since 2003, the AMA and AMA Foundation have awarded more than 60 scholarships/grants to students and professors from underrepresented backgrounds in the marketing profession. If a singular brand message can lead the way, Popeyes' global brand officer says consumers and other stakeholders will follow. Nine AMA Academic SIGs presented annual awards and honors to leading senior and emerging scholars at the 2016 Summer AMA Conference. Check the full list of honorees. VIDEO: Jag Sheth talks to the AMA about what companies are getting right and what they may be missing as it related to the evolution of consumer behavior. Instead of using social media as a megaphone, Enjoy Life Foods' CMO says the company has found success creating a social platform and allowing the consumer to set engagement terms. Finding a marketing or business insight takes immersion in data, an active human mind and proper context. Recent research reveals a few special things about my interaction at a local repair shop that led to an immediate jump in my loyalty. A lenient return policy may help retail stores increase sales and reduece returns, according to a new study from the Journal of Retailing. Rajdeep Grewal, Editor-in-Chief of Journal of Marketing Research, offers insight for authors looking to publish at JMR and discusses the challenges of navigating the peer-review process. Kinetic material produces a lively atmosphere that energizes consumers, which in turn leads them to perceive the product as new and exciting. Product category names—think smartphone, potato chip and bicycle—are vital to effective marketing. Babson Professor Ross Petty offers advice regarding the development and use of product category names as well as some related public policy issues. Check out this quick list of ten tips for navigating the academic job market from leading marketing faculty who attended the 2016 AMA-Sheth Foundation Doctoral Consortium. Koen Pauwels is Professor of Marketing at Ozyegin University. Pauwels received his PhD from UCLA. After leaving UCLA, he joined the faculty at the Tuck School of Business at Dartmouth and eventually became a tenured associate professor and started the Marketing Dynamics conference. He joined the Academic Council in July 2016 A case is made for the need to use multiple methods in research in order to best answer the complex problems marketing resaerchers hope to solve. Finding the right journal for any research is an incredible challenge that all scholars must face at some point in their career (if not many points). Various factors play in to the final decision of where to submit one's work. The folks at SciDev.Net offered some interesting perspectives and quick bulleted strategies for targeted the "right" journal for publishing one's research. Poets and Quants recently noted that a surprisingly high number of MBAs are avoiding the traditional management or consulting tracks and starting their own companies. Marketing legends and AMA Fellows, Philip Kotler and Jag Sheth kicked off the 2016 AMA-Sheth Foundation Doctoral Consortium with a panel also featuring David Reibstein and Valarie Zeithaml. The consortium, designed to help top PhD students make the transition into a successful faculty career, included over 100 invited doctoral fellows and 90 faculty members. Manuscripts are being solicited for an upcoming special issue of Journal of Public Policy & Marketing devoted to environmentalism and sustainability. Professor Ronald Hill discusses the problems of poverty, homelessness, and lack of access to resources through the lens of the marketer. "Getting the right products to the right people at the right time is our claim to fame. Now we can do it for society and the marketplace!" A recent paper discusses consumer responses to different strategic dimensions of a cobranding arrangement. The AMA announces Raymond P. Fisk as the recipient of the inaugural SIG Leadership Award. Dr. Fisk is founder of the Services Marketing SIG (SERVSIG) and the SERVSIG International Conference among other activities. New research from Journal of Marketing examines a new super-breed of unhappy customers, appropriately calling them “brand saboteurs.” The Marketing Science Institute featured four articles from the Journal of Marketing and three articles from the Journal of Marketing Research in their most recent curation email. The AMA congratulates the authors of all featured articles. In the past decade, design has gone from a company activity to a strategic priority and a source of competitive advantage. Brennan Davis has been selected as the 2016 MASSIG Emerging Scholar. In addition to chairing the 2016 Marketing & Public Policy Conference with Beth Vallen, Davis is engaged with the Transformative Consumer Research conference. A distinguished marketing professor in the area of Services Research and founder of the SERVSIG, Ray Fisk was recently named the inaugural SIG Leadership Award recipient. With campuses still feeling student and alumni pressure to become more diverse, the Chronicle of Higher Education recently featured an article offering suggestions for University administrators. Rajdeep Grewal and Kapil Tuli have been named the 2016 Mahajan and Varadarajan award winners respectively. They will be presented their awards in August at Summer AMA 2016 in Atlanta. Leonard Berry is the University Distinguished Professor at Texas A&M University. He coined the phrase "Relationship Marketing" in 1983 and is a leader in Services Marketing. A. “Parsu” Parasuraman is Professor & Holder of The James W. McLamore Chair in the marketing department at the University of Miami. He was inducted as an AMA Fellow in February 2016.
Nearly all companies solicit some type of feedback from their customers about their product and service experiences. Approximately one in every ten US employee works in sales, interacting either with a business or a consumer customer (in about equal proportion). With business customers, these employees are the face of the company, the key creator of its brand(s). With consumer customers, they add value to advertising, sales promotion and word of mouth in developing their company’s brands’ reputation. Given the high importance of brand image to companies, salespeople are extremely valuable. With both customer types, salespeople not only enable sales but also develop relationships, manage complaints, negotiate prices, and augment services. Thus, academic researchers have sought to discover ways to enable salespeople to become more effective. The articles’ insights shed light on how the roles of food and food marketing initiatives impact consumer behavior, and how various nutrition labeling strategies currently are adopted by many food marketers. V. Kumar, Editor-in-Chief of the Journal of Marketing, sat down with the American Marketing Association at Winter AMA 2016 to share a his thoughts on impact and theory as well as scholarly publishing in general. How important is the quality of the raw idea to new product success? Many companies are increasing the role customers play in the production of goods and services. We have every reason to expect that corporate sustainability initiatives will continue to increase. Premium product line extensions lead to brand perception changes. New research from the Journal of Marketing shows how consumers respond to innovation series installments such as sequels, updates and upgrades. New research from the Journal of Marketing indicates that firm-generated content on social media has a positive impact on consumer buying habits. Research from the Journal of Public Policy and Marketing explores how social factors impact business decisions of low-income entrepreneurs. How marketers can have fun with video to increase consumer choice and willingness to pay. Companies with loyalty-building strategies should be weary of entering a complicated “loyalty-discount cycle.” New research from the Journal of Marketing reinforces the necessity for visible sincerity when it comes to corporate social responsibility. New research from the Journal of Marketing shows that internal relationships among employees and managers determines sales performance. A recent study from the Journal of Marketing examined the predictive power of searched keywords, giving insight into how marketers can better measure, analyze and apply big data to their efforts. A new study from the Journal of Marketing Research shows how car recalls can also affect competing brands. Corporate gift giving can carry risks and managers will need to be careful of trivializing customers with cheap gifts. A recent paper discusses the strategic implications for purchasing marketing assets such as products and brands. Liu (Cathy) Yang, Olivier Toubia, and Martijn G. De Jong have been selected as the recipients of the annual Paul E. Green Award for their article A Bounded Rationality Model of Information Search and Choice in Preference Measurement Almost everyone rely on Google’s eponymous search results. It’s easy to embrace the service but recent articles question the benefits for marketers. Increasing connectivity and diversity has led to a need for research to better understand the global marketplace. Leigh McAlister is the Ed and Molly Smith Chair in Business Administration at the University of Texas - Austin. She served as Executive Director of the Marketing Science Institute Lauren Beitelspacher, Andrea Morales, and Carey K. Morewedge were included in Poets & Quants' 2016 Honor Roll featuring 40 Outstanding MBA Professors under 40. Call for Papers Deadline: March 1, 2017 | Journal of Public Policy & Marketing's Special Issue on Anti-Consumption. Retailers have had to exploit the resources at their disposal to offer strategies that provide unique customer benefits. David Stewart, Editor-in-Chief of the Journal of Public Policy & Marketing (JPPM) sat down with the American Marketing Association at Winter AMA 2016 to share a his thoughts on impact, theory, and other topics related to the state of JPPM as well as scholarly publishing and the peer-review process in general. From a conventional marketing perspective, firms are able to create a new market by satisfying an unmet consumer need or by developing an innovation that is inherently better or more advanced than existing alternatives Worldwide over 3.6 billion people are deeply engaged with their smartphones. Almost 75% of Facebook’s and 70% of Twitter’s advertising revenues now come from mobile platforms. Mobile technologies have enabled consumers to discover, research, engage, and purchase products anytime, anywhere. This collection features four recent articles from Journal of Marketing that provide valuable insights into factors that exert this kind of contextual and perceptual influence at the store level, the product category level, and the brand level. As scholars and practitioners alike continue to leverage industry research, the AMA’s four scholarly journals have garnered media attention outside of the academic community. The following highlights research articles that have received press mentions in publications including TIME, Fast Company, Fortune, The Atlantic and more. The management of quality is a critical component of business strategy. It is a key force leading to the creation of delighted customers, firm profitability, and the economic growth of nations. Unfortunately, quality is also a complex and multi-faceted concept that is often viewed differently by engineers and marketers. The fall 2014 issue of the Journal of Public Policy & Marketing contains a special section of “insider look” essays that document a little-known but important initiative: infusing marketing knowledge into the operations of the U.S. Federal Trade Commission (FTC). Branding continues to be a high-priority topic for academics and practitioners alike. Even in an increasingly digitally connected world, consumers still seek and value brands, and marketers still make significant investments in brand development and management. Not surprisingly, this interest in branding is reflected in a collection of six recent articles in the Journal of Marketing. Which promotions will have their intended effects on consumers, and which will backfire? Recent research demonstrates that consumer perceptions are quite malleable and that even seemingly small changes to the framing of a promotion can impact consumers’ interest. Four recent papers from the Journal of Marketing Research reveal framing effects on consumer promotions. In the last five years, however, researchers in marketing management and consumer behavior have begun to consider sustainability issues from a marketing perspective. The fundamental question in the management field is why some firms outperform others. Today, the “dynamic capabilities” framework is the dominant theoretical perspective for explaining how firms achieve and sustain competitive advantage. International marketing scholars have employed this framework to unlock the riddles that lie behind competitive advantage in global markets. This essay summarizes some key findings from recent papers in Journal of Marketing on the topic of social media and networks and their implications for managerial practice. Thanks to accelerating globalization trends, intensifying competition and increasing market integration, exporting has become one of the fastest-growing areas of world economic activity. Exporting is the first step in a firm’s internationalization process and as such, it requires fewer resources, involves less risk and has greater flexibility compared with other more advanced foreign market entry modes, such as wholly owned foreign production. Doctoral candidates and graduates in the marketing discipline who were on the job market during most recent hiring season (i.e. Summer AMA 2015) are asked to fill out the Annual AMA DocSIG Who Went Where? Survey. Numerous SIGs also organized special sessions that were scheduled throughout the conference programming making it easier for members of multiple SIGs to attend numerous SIG special sessions. SIG leaders provided synopses of the session and the AMA staff has curated this information for members of the academic community. Profiles from the Academy: Sarang SunderSarang Sunder is currently an Assistant Professor at Texas Christian University. His dissertation, Measuring the Lifetime Value of a Customer in the Consumer Packaged Goods (CPG) Industry, received the 2015 John A. Howard/AMA Doctoral Dissertation Award. Richard Staelin is the Edward and Rose Donnell Professor of Business Administration at The Fuqua School of Business, Duke University as well as an American Marketing Association Fellow. He served as Associate Dean for Faculty Affairs at The Fuqua School as well as a term as Executive Director of Marketing Science Institute in Cambridge, Massachusetts. The AMA Sales SIG is pleased to announce that Dr. Eli Jones has been named the recipient of the Lifetime Achievement Award for 2016. A study of 39 independent samples shows that customer participation in new product development is not always beneficial and its impact depends on company, market, and customer characteristics. Research from the Journal of Marketing explores if and when corporate social responsibility impacts the job performance of customer-facing employees. Researchers have acknowledged that consumers with a disposition that tends toward overindulgence rather than restraint are more susceptible to health- and debt-related hardships. Graphic labels appeal to a broader audience and are equally effective as numerical labels. Recent trends in popular press have suggested Chief Marketing Officers (CMOs) in top management team is unnecessary. But is that the truth?
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