European Journal of Marketing: Volume 55 Issue 10

Do we always follow others? The impact of psychological distance on consumers’ observational learning modes

Chenyan Gu, Zhe Zhang, Yuansi Hou

To investigate the psychological mechanism of observational learning in the online retailing context, the purpose of this paper is to show how the psychological distance between…

“Game on!” Pushing consumer buttons to change sustainable behavior: a gamification field study

Rory Francis Mulcahy, Ryan McAndrew, Rebekah Russell-Bennett, Dawn Iacobucci

Marketers have begun to investigate the potential of gamification for influencing consumer behavior by using game design elements in realms varying from branding, retail, sales…

How store managers’ employee climate perceptions affect frontline employee, customer and store performance outcomes: an examination in the small-store setting

George Deitz, John D. Hansen, Tom DeCarlo, Emin Babakus

The purpose of this paper is to examine the effects of store managers’ employee climate perceptions on frontline employee (FLE), customer and store performance outcomes in the…

Processes of consumer socialization: study of single-father households

Robert Harrison, Risto Moisio, James Gentry, Suraj Commuri

Despite years of research into consumer socialization, little research examines men’s roles in consumer socialization processes. The purpose of this paper is to attend to this gap…

A new perspective on sales outcome controls: an inside sales perspective

Richard Conde, Victor Prybutok, Kenneth Thompson

Previous sales control research has limited the definition of outcome controls exclusively to sales outcomes in an outside sales context. In addition to sales outcome controls…

“It’s selling like hotcakes”: deconstructing social media influencer marketing in long-form video content on youtube via social influence heuristics

Paul Rohde, Gunnar Mau

This study aims to examine the ability of the social influence heuristics framework to capture skillful and creative social media influencer (SMI) marketing in long-form video…

A nudge toward healthier food choices: the influence of health star ratings on consumers’ choices of packaged foods

Dominic Thomas, Satheesh Seenivasan, Di Wang

This study aims to reveal the presence of products with negatively correlated nutrients in the marketplace and their implications for consumer choices. It also investigates the…

Customer involvement, business capabilities and new product performance

Yen-Chun Chen, Todd Arnold, Hsien-Tung Tsai

This study aims to test the role of a firm’s marketing and technological capabilities in mediating the relationship between customer involvement in information provision (CIP) and…

International competitive strategies, organizational learning and export performance: a match and mis-match conceptualization

Henry F.L. Chung, Mia Hsiao-Wen Ho

This study aims to examine the effects of international competitive strategies, i.e. cost leadership and differentiation, on export (market share and strategic) performance. This…