2016 Summer AMA Proceedings

Regaining Relevance: Döing

Research That Shapes the

Practice of Marketing

Editors Bernard Jaworski Peter F. Drucker Chair in Management and Liberal Arts Claremont Graduate University

Neil Morgan Professor and PetSmart Distinguished Chair of Marketing Indiana University

Track Chairs Seigyoung Auh, Arizona State University Yakov Bart, Northeastern University Devon DelVecchio, Miami University Paul Fombelle, Northeastern University Kelly Hewett, University of Tennessee Knoxville Tomas Hult, Michigan State University Katie Kelting, University of Arkansas Alok Kumar, University of Nebraska-Lincoln Constantinos Leonidou, University of Leeds Jeanette Mena, University of South Florida Bulent Menguc, Kadir Has University Saurabh Mishra, McGill University Ellen Pullins, University of Toledo Stefanie Robinson, North Carolina State University Alok Saboo, Georgia State University Kapil Tuli, Singapore Management University Clay Voorhees, Michigan State University

Volume 27

130 East Randolph Street, 22nd Floor • Chicago, Illinois 60601

A k A AMERICAN MARKETING / \ IVI / ASSOCIATION

Contents

Best Paper Awards xvi List of Reviewers xvii

Part A: B2B and Channels of Distribution

Formal Contracts in Business Relationships A Typology of Contractual Provisions: Towards an Operationalization of Business-to-Business Contracts

Characteristics A-2 Bahar Ashnai, Peter Naude, Stephan C. Henneberg, Stefanos Mouzas

Why Firms Make Ex Ante Voluntary Information Disclosures in "Take It or Leave It" Contracts in Distribution Channels A-7 Farhad Sadeh, Manish Kacker

When Does a Supplier Tolerate Retailer Opportunism? Governance Value and Transaction Cost Perspectives A-9 Youngsu Lee, Stephen K. Kim

Disputes, Monitoring Contracts, and Performance for Multicomponent Systems A-l 1 Saeed Shekari, Sourav Ray

Role of Trust in Business-to-Business Relationships Building Your Business Customer Relationships in a Cultural Teacup A-13

Marion Steel, Neha Munshaw-Bajaj Developing Relationship Quality Between Supplier Firms and End Users in B2B Environments: A Proposed a

Model and Related Outcomes A-l5 Amy Fehl, Todd Arnold

Do Resource Differences in Supply Chain Help or Minder Product Innovation? The Moderating Role of Trust a and Contracts A-16 Yongchuan Bao, Yuan Li, Changwei Pang, Yeqing Bao

Propensity to Trust in Business-to-Business Relationships: A Contingent Multilevel-Multisource Examination A-18 Scott B. Friend, JeffS. Johnson, Ravipreet S. Sohi

Emerging Phenomena in Interfirm Relationships The Role of Trade Promotions in the CPG Industry A-20

Joo Hwan Seo How Product, Website, and Personal Traits Affect Consumers' Choice of Multichannel Shopping A-22

George C. Shen, Wen-Hsien Huang, Chun-Hsien Wang, Rick Lee, Yu-Chi Chang An Exploration of Stake in Organizational Purchasing Decisions A-23

Jerome Katrichis The Transformation of Distribution Channels and the Emergence of Supply Chain Management Practices in

China: Is There a Competitive Ad van tage? A-25 Kofi Q. Dadzie, Charlene A. Dadzie, Evelyn Winston, Wesley J. Johnston, Haizhong Wang

Boundary Spanning Employees' Prosocial Disposition and B2B Relationships: Lessens from India A-27 Omar S. Itani, Ashish Kalra, Raj Agnihotri, Colin B. Gabler

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Part B: Brand Management and Integrated Marketing Communications

Brand Personality and Attachment Student Participation Behavior Outside the Classroom: Does Attitüde Toward the University Brand Matter? B-3

Tamer H. Elsharnouby Predicting Dependent Variables in Brand Image Research: The Issues of Personification and Respondent Task

Difficulty B-5 Gary Davies, Melisa Mete, Susan Whelan

Artist Brand Personality, Cognitive Identification, and Music Consumption B-7 Arilova Randrianasolo, Jeremiah Sala

Exploring the Moderating Effect of Cocreated Brand Personality in B2B Market B-9 Marina Kovalchuk, Mika Gabrielsson, Minna Rollins

Word of Mouth and Brand Attitudes The Effect of Greenwashing Claims on Value Judgments: A Communication Dilemma B-10

Jeonggyu Lee, Bhatt Siddharth, Prabakar Kothandaraman, Rajneesh Suri Effect of Social Media Characteristics on Intention to Purchase and Pass Along Electronic Word of Mouth B 12

Nirankush Dutta, Anil Bhat Consumers' Attitudinal and Behavioral Responses to Negative Brand Information B-14

Mingzhou Yu, Fang Liu, Nurfareena Zahari Sentiment Analysis of TripAdvisor Audiences: Exploring the Asymmetrie Effect of Review Content Valence on

Numerical Rating Depending on Brand Strength B-15 Hsiu-Yuan Tsao, Ming-Yi Cheti

Visual eWOM: Are Facebook Brand Photos a Sign of Brand Love? B-16 Carolin Kaiser, Aaron C. Ahuvia, Philipp A. Rauschnabel, Matt Wimble

Capturing the Word-of-Mouth Effect Driven by Brand Traits Through a Bayesian Kaiman Filter Model B-17 Anita Luo, Andrew M. Baker, Naveen Donthu

Marketing Communication Effectiveness The Impact of Message Design on Online Advertising B-19

Aidin Narnin Make Your Ad Count: Using Customer-Based Brand Equity to Predict Neurological Engagement of Super

Bowl Advertisements B-20 Michael C. Peasley, George D. Deitz

Brand Relevance in Category and Marketing-Mix Effectiveness B-22 Yanhui Zhao, Roger Calantone

Measuring the Authenticity of Promotional Partnerships B-23 T. Bettina Cornwell, Aaron Charlton

Marketing Communication Mix Effectiveness in Mobile Banking Adoption: A Cross-Country Study B-25 Nicholas G. Paparoidamis, Thi Thanh Huong Tran

Consumer-Centric Brand Communications How Am I Construing My Brand? The Effect of Brand Experience on Consumers' Construal Level B-27

Dong Hoo Kim, Doori Song Understanding the Impact of the Body Size of Models: How Guilt and Shame Influence Consumer Purchase

Intention B-29 Mark Ti-Cheon Yim, Eunice E. Kim, Hongmin Ahn, Chan Yun Yoo

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Why Even the Brand Lover Might Switch to Other Brand: A Switch Path Analysis B-31 Jesheng Huang

Consumer Response to Covert Advertising in Social Media B-33 Fabian Goebel, Anton Meyer, Silke Bartsch, B. Ramaseshan

Advergame on Communication: The Moderating Roles of Brand Awareness, Game Experience, and Persuasion Knowledge B-34 George C. Shen, Wen-Hsien Huang, Chun-Hsien Wang, Rick Lee, Su-Pei Huang

Strategie Brand Management Intertier Price Competition: An Inclusive Conceptualization B-35

K. Sivakumar Drivers of Perceived Luxuriousness of a Premium Private Label Product B-36

Seoyoung Kim, Sungkyu Lee, Jong-Ho Lee Brand Portfolio Coherence: A Brand Platform Perspective to Create Loyalty B-38

Hang Nguyen, Yufei Zhang, Roger Calantone The Effects of Döing Business: Consumer Responses to Typical Business Changes B-40

Kimberley Mosher, Peter A. Dacin Does Your Brand Name Indicate Who You Are? Brand Translation Strategies for Different Firms B-42

Ving Zhu, Alice (Fengyuan) Zhanga, Jiaxun He

Social Media and Brand Engagement What Are the Main Reasons for Users' Resources Integration on Social Media? Healthcare as a Critical Context B-44

Arash H. Zadeh, Nick Hajli, Yichuan Wang, Carolina Herrando It's All About Me! A Two-Step Model to Brand Engagement on Facebook B-45

Monica A. Hodis, Rajendran Sriramachandramurthy, Hemant C. Sashittal The Closer the Better? The Effects of Brand Closeness to Consumer Responses on Social Media B-47

Renato Hiibner Barcelos, Danilo Correa Dantas, Sylvain Senecal Engaging in Real Time: Understanding the Effect of "Real-Time" Social Media Messages on Consumer

Engagement B-49 Omar Rodriguez-Vila, Sundar Bharadwaj, Myoung-Jin Chae

Paving the Way for Social CEOs: An Exploration on Using Social Media in Leadership Communication B-51 Hsin-Hsuan Meg Lee

Part C: Consumer Behavior

It's All About Me Lay Theories and Self-Serving Blas in Vanity Sizing C-4

Seth Ketron When Is Bigger Better in Vanity Sizing? An Exploratory Study in a Bra Context C-6

Kelly Naletelich, Seth Ketron Do I Deserve It? Origins and Consequences of Consumer Entitlement C-8

Alexandra Polyakova, Zachary Estes, Andrea Ordanini Pursuit of Beauty: The Impact of Self-Construal C-9

Shilpa Madan, Shankha Basu, Elison Lim, Sharon Ng Luxury Consumption Tendency: Conceptualization, Scale Development, and Validation C-ll

Volkan Dogan, Behcet Yalin Ozkara, Merve Dogan

2016 Summer AMA Proceedings

Making the World a Better Place Marketing "Green"? When to Use Egoistic Versus Altruistic Reasons C-l 3

Nayyer Naseem, Swati Verma, Abhijit Guha, Abhijit Biswas Perceived Health and Satiation-Related Claims in Advertisements: Neutralizing Negative Associations from

Health Claims C-l5 Andrea Tangari, Aaron Johnson, Scot Burton

To Buy or Not to Buy: The Role of Motives, Moral Identity, and Perceived Counterfeit Detection in Counterfeit-Consumption Behavior C-l7 Gavin Jiayun Wu, Lei Song

Privacy and the Quantified Seif: An Examination of Trust, Attitüde Toward Personalized Advertising, and Outcome Expectancies C-l8 Nancy H. Brinson, Matthew S. Eastin, Laura S. Bright

The Effect of Ethnic Identity on Homeowner Insurance Policy Intention: Are Perceptions of Insurance Key Mediators? C-20 Fuad Hasan, Mohammadali Zolfagharian

Numbers, Prices, and Finances Attribution of Decrease in Financial Resources: The Differential Effect of Paying Credit Card Dues on

Consumer Purchasing Behavior C-21 Samer Sarofim, Promothesh Chatterjee

The Effects of Scale Range on Judgments of Numerical Information C-22 Tao Tao, Robert S. Wyer Jr., Yuhuang Zheng

A Subregional Cultural Perspective on Hispanic Financial Flanning C-24 Fiona Sussan, Suri Weisfeld-Spolter, Cindy B. Rippe, Stephen Gould, Yuliya Yurova

Which Side Is Right? Visual Price Dominance Under Low and High Engagement C-26 Rajneesh Suri, Nancy Puccinelli, Dhruv Grewal, Anne Roggeveen, Atahan Agrali, Hasan Ayaz, Kurtulus Izzetoglu, Banu Onaral

Keeping Everyone Satisfied What Drives Product Return Behavior in E-Commerce? An Application of the Theory of Planned Behavior C-27

Jingnan Zhu, Steffen Strese, Malte Brettel The Psychology of Online User Reviews: Creating Website Satisfaction and Purchase Intentions Through

Online User Reviews C-29 Matthias B. Schulten, Felix S. Eckerle

Harnessing Online Word-of-Mouth Behavior Across Cultures C-31 Haksin Chan

A Unified Conceptualization of the Compromise Effect to Predict Alternative Outcomes C-32 K. Sivakumar

Religious Consumption: A Parallel Comparison Between Apple and Catholic Devotees C-33 Yi-Chia Wu

Let's Go Shopping! The Influence of Multiple Role Engagement on Consumer Evaluation of Outcomes C-34

Najam Saqib, Amit Das Influence of Product Rating Characteristics on Choice Confidence and Purchase Readiness C-36

Demetra Andrews, Alexis M. Allen Customer Waiting and Satisfaction: A Conceptual Framework and Meta-Analysis C-38

Yizhe Lin, James Agarwal Price Reframing: Role of Price Familiarity in Consumer Choice C-40

Miri Chung, Albert J. Deila Bitta, Daniel Sheinin

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Reacting to Visual Privacy: Examining the Impact of Employees' Stare on Shopper Behavior Carol Esniark, Joshua Denton

C-42

Gelting to Know the Mindset of the Consumer The Effects of Social Distance and Attribute Alignability on Gift-Giving Decision C-44

Nai-Hwa Lien, Chien-Wei Chen, Yi-Jen Tsai Impact of Regulatory Focus on the Perception of Discrete and Aggregate Framed Benefits C-45

Shankha Basu, Sharon Ng Can't Wait: Effects of Temporal Delay and Discount Sizes on Purchase Intentions C-47

Atmadeep Mukherjee Credible, the Fortune Is: How the Concreteness and Temporal Proximity of a Fortune Cookie's Message

Influences Consumer Evaluation of the Restaurant C-49 Charlene A. Dadzie, Seth Ketron

Consumers and Cocreation Student Entitlement, Coproduction, and Student Satisfaction C-51

Deborah Sisson, Suri Weisfeld-Spolter, Yuliya Yurova, Dena Haie, John Riggs Dancing with Consumers' Value Cocreation on a Resource-Integration Platform: A Stage Setting of

Service-Dominant Logic in a Green Exchange Ecosystem C-53 Hsiu-Yu Hung, Hsien-Tung Tsai, Pei-Yu Pai

How Involved Are Smartphone Shoppers? C-55 Ying Zhu, Jeffrey Meyer

Cocreating Impact: Customer Coproduction and Cocreation in the Context of Peer-to-Peer Fundraising C-57 Dan Hogan

Being Creative and Consuming in 2016 Can Messiness Really Promote Creativity? C-59

Huihui Chen, Yuhuang Zheng, Maggie Wenjing Liu Variety Promotes Creativity? C-60

Huihui Chen, Yuhuang Zheng An Eye-Tracking Study of the Impact of Product Variety on Dynamic Visual and Verbal Processing C-61

Lang Jin, Savannah Wei Shi, Hai Che The Inteiplay of Perceived Disempowerment, Intervention Design, and Personal Innovativeness in Smart

Product Adoption C-62 Fiona Schweitzer

A Process-Based Approach to Understand Consumer Behavior in the Twenty-First Century C-63 Vahid Rahmani, Elika Kordrostami

Understanding Negativity: Factors and Outcomes Attributing Blame After Only a Single Exposure to a Brand Crisis Story: Why Does It Happen? C-65

Ahmet Koksal, Sujay Dutta, Abhijit Biswas Consumer Pardon After Product Failure C-67

Suraj Commuri, Ashita Aggarwal Understanding the Effect of Counterfeits C-69

Lei Song, Yan Meng, Gayin Jiayun Wu, Rajneesh Suri Risky Rituals: Rituals Increase the Sense of Control and Drive Risk-Taking Behavior C-70

Frank Gregory Cabano, Ahreum Maeng

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Let's Work Together! User Adoption of Car Sharing Systems: A Multinational Empirical Study C-72

Marc Prieto, Valentina Stan, George Baltas, Jean Frangois Lemoine Who Uses Peer-to-Peer Car Sharing Anyhow? Insights into Motives for Peer-to-Peer Car Sharing Usage C-73

Mark-Philipp Wilhelms, Katrin Merfeld, Sven Henkel

Online Decision Making How Can I Touch It When I Can't Touch It? An Examination of the Role of Haptic Referencing in Online

Shopping C-75 Atefeh Yazdanparast, Saman Khajehzadeh, Hean Tat Keh

Pick Me Up—Lead Me Through: The Impact of Online Contextual Experiences on Consumer Decision Making C-77 Daniel Boller, Tobias Schlager

Why Do People Search Online but Purchase at Offline Stores? A Focus on Mobile Versus PC Devices as Searching Information Tools C-78 Eunhye Kim, Christian Fernando Libaque-Saenz, Wonsuk Jung, Myeong-Cheol Park

A Reexamination of the Text-Rating Inconsistency of Online Product Reviews C-80 Jun Yan, Lixiao Geng, Ibrahim Abdullah Alghawi, Yaping Chang

The Consequences of Inconsistent Information on Consumers' Online Shopping Behavior C-81 Elika Kordrostami, Vahid Rahmani, Melika Kordrostami

Part D: Customer Relationship Management and Sales

Understanding (In)Effectiveness in Selling What Makes Good Frontline Employees? How They Look, How They Think, or How They Serve? D-3

Piyush Sharma The Good and the Bad of Competitive Coworkers: Performance Impact Through Creativity and Emotional

Exhaustion D-5 Ashish Kalra, Omar S. Itani, Raj Agnihotri

A Flow Theory Perspective to Understanding Salesperson Negative Workplace-States and Their Deviance Behavior: A Conceptual Framework D-6 Teidorlang Lyngdoh, Sridhar Guda

Managing Salesperon Expectations with a Multistage Expectation-Confirmation Framework D-8 Joon-Hee Oh, Judy Ma

Why Do Mobile Sales Assistants Fail? Exploring the Salesperson's Perspective D-10 Philipp Spreer, Philipp A. Rauschnabel

Intraorganizational Dynamics of Sales Management A Service-Ecosystem Service-Dominant Perspective of Sales Authors/Institutions D-11

NJY. Hartmann, S.L. Vargo, H. Wieland Interfunctional Tension: Considering a Sociopsychological Inhibitor of Sales Cross-Functional Integration D-12

Nawar N. Chaker, William Powell, Lisa Beeler Informal Controls: Concepts, Dimensions, and Measurement D-14

Stacey Malek, Shikhar Sarin, Bernard Jaworski Dynamic Intrafirm Relational Strategies and Sales Performance D-16

Danny P. Claro, Carla Ramos What Change? A Look at the Role of Sales in Customer-Impacting Organizational Change D-18

Nawar N. Chaker, Mark A. Moon

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Managing Customer Relationships in Dynamic Markets The Effect of Loyalty Program on Firm Risk and Value D-20

Malika Chaudhuri, Roger Calantone, Clay Voorhies Moderating Effects of Relationship Age on the Relational Bonds and Customer Brand Loyalty Link D-21

Chao-Chin Hiiang Comparison of the Influences of Service Quality and Corporate Social Responsibility on Customer-Company

Identification: A Longitudinal Study D-22 Min-Hsin Huang, Zhao-Hong Cheng, I-Chun Cheti

Managing Customer Relationships in Dynamic Markets Systems-Savvy Selling: A Grounded Theory Approach to Understanding What Motivates Contemporary

Industrial Salespeople D-23 Donald P. St. Clair, Richard J. Boland Jr., Gary K. Hunter

Is Customer Orientation a Psychological or Behavioral Construct? D-25 Mark C. Johlke, Rajesh Iyer

Why Salesperson Customer Orientation Does Not Consistently Increase Performance: A Framework D-26 Desiree Jost, Alexander Haas

Salesperson Performance and Guanxi Social Networks D-28 Weidong Rong, Mark Arnold, Douglas E. Hughes

The Power of Likeability in Sales Management D-29 Edward Nowliti, Nwamaka A. Anaza, Doug Walker

Key Account Management and Business Networking The Importance of Firms' Interaction Capability for Firm-Customer Relationship Effectiveness: A Key

Account Management Perspective D-30 Nina Stuebiger, Alexander Haas

Influence Tactics, Relationship Context, and Key Account Manager's Performance D-32 Hua Fan, Yi Liu, Yuan Li

Customer Orientation and Intention to Rebuy: A Business Network Perspective D-33 Xue Li, Yi Liu, Yuan Li

Understanding Rapport Building in B2B Sales: A Multimethod Grounded Theory Approach D-35 Timo Kaski, Jarkko Niemi, Ellen Pullins

An Exploratory Study of B2B Salespeople's Social Media Usage D-37 Bahar Ashnai, Prabakar Kothandaraman, KiHee Kim, Sudha Mani

Part E: Global and Cross-Cultural Marketing

Consumer Issues in Cross-Cultural Contexts A Study of Country-of-Origin Versus Country-of-Manufacture Effects with Brand Contagion E-2

Anshu Arora, Amit Arora Order of Information, Processing Fluency, and Product Evaluation: Cross-Cultural Investigation in the U.S.

and Korea E-4 Jung Min Jang, Sohyoun Shin

Perceptions of Luxury Value and Consumer Purchase Intention: A Global Identity Perspective E-5 Jie Yang, Jieqiong Ma, Mark Arnold

When Causes Change How We Think and License Indulgence E-7 Aaron J. Barnes, Minkyung Koo

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Influences of Loyalty Program Design on Reward Pursuit: A Gross Cultural Comparison Yang Xin, Arif Mahmood, Yu Yang, Li Ruobing

E-8

Competing in the Global Marketplace Global Branding in a B2B Setting: Investigating International Brand Management as a Driver of Export

Performance E-10 Keith Lawrie Pyper, Spiros Gounaris

The Role of Distance and Supplier's Reputation in International Purchasing E-12 Silviu Horia Tierean, Guido Berens, Cees Van Riel

When "Not Working" Is Working: Distributive Justice in International Joint Ventures E-13 Xiaodan Dong, Shaoming Zou, Guohui Sun

Understanding Ambidextrous Innovation and the Performance of Born Global Firnis E-15 Silvia L. Martin, Rajshekhar (Raj) G. Javalgi, Erin Cavusgil

Culture Issues in International Marketing Culture • Entrepreneurship • Innovation • Quality of Life: Successful and Unsuccessful Recipes E-17

Pedro Mir, Arch G. Woodside The Moderating Effect of Cultural Values on Product Returns in E-Commerce E-18

Jingnan Zhu, Malte Brettel The Effect of Power Distance Belief on DIY Preferences: A Multilevel, Multimethod Study E-20

Matthias Ruefenacht, Yinlong Zhang, Yuan Li, Peter Maas Jackie Chan, Pierce Brosnan, and Celebrity Scandals: A Cross-Cultural Examination of Negative News and

Source Credibility E-22 Jianping (Coco) Huang, Joshua T. Coleman

It's Out of My Hands: When Advertisements Seem More Credible—The Effects of Belief-in-Fate and Hope E-23 Samer Sarofim, Aimee Drolet Rossi

Part F: Marketing Strategy, Innovation, and New Products

Innovations: Adoption and Diffusion Fear of Product Obsolescence and Intention to Upgrade F-4

Chien-Wei Chen, Nai-Hwa Lien Assessing the Role of Technology Readiness and Technological Attributes on Technology Usage F-5

Raika Sadeghein, Mostafa Hashemi Standardization Versus Adaptation: An Assessoren! of Consumers' Psychographic Factors F-7

Vahid Rahmani, Elika Kordrostami Strategie Importance of Different Adopter Croups in Diffusion of Innovation Research: Focus on Laggards F-8

Davit Davtyan, Matthew S. Eastin Rejection vs. Postponement: Determinants and Differences of Temporary and Continuous Rejections of

Innovations F-14 Sven Heidenreich, Jan Millemann, Benedikt Schnellbächer

Organization and Marketing Translating Market Perspectives to Marketing Practices F-16

Angeline Nariswari, Heiko Wieland, Melissa Archpru Akaka, Stephen L. Vargo

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Building Market and Relationally Focused Organizational Learning Capability Through the Use of Marketing Performance Measurement Systems F-18 Xiaoning Liang, Yuhui Gao

Marketing When Insiders Are Locked In F-20 Minghui Ma, Fang Chen, Jian Huang

The Organization of Complementary Marketing Resources Within SMEs F-21 Philippe Massiera

Exploring the Managerial Approaches to Cocreation F-23 Stefan Markovic, Oriol Iglesias, Nicholas lnd

Innovations: Antecedents and Consequences Senior Leadership Behaviors and Their Influences on Service Innovation: Toward a Research Agenda F-25

Ping-Jen Kao, Scott Dacko "Inventing Around" Patents of Third Parties Using the Alignable/Nonalignable Marketing Strategy F-27

Stefano Giacomelli A Study of Synergy Effects of Innovation on Firm Performance F-29

Ryeo-Won Lee, Jong-Ho Lee Marketing Dashboards, Exploration, and Exploitation: An Experimental Study F-31

Bruce H. Clark Predicting Consumer Insight from Open-Ended Text Responses: An Extension to LDA-Based Approach F-33

Ashish S. Galande, Sudhir Voleti

Marketing and Financial Performance—I How and How Much Do Relative Firm Locations in Marketing and Strategy Space Inform Firm Performance? F-35

Sudhir Voleti, Ashish S. Galande, Prakash Satyavageeshwaran The Impact of Advertising Intensity and Marketing Managers' Discretionary Behavior on Firm Performance F-37

Heather M. Meyer, Nacasius U. Ujah Customer Value Creation, Firm Value Capture, and Marketing Capabilities F-38

Shekhar Misra, Lopo Rego, Neil Morgan Dynamic Effects of Service Transition Strategies on B2B Firm Value: Trade-Offs in Sales, Profits, and Cash

Flow Volatility F-40 Mehdi Nezami, Stefan Worm, Robert W. Palmatier

Marketing and Financial Performance—il Going the Extra Mile: Customer Interaction Orientation, Customer Satisfaction, and Firm Performance F-42

Melania Mateias, Malte Brettel Distribution Strategies Among Complementary Products and Their Effect on Financial Performance: The

Impact of Exclusive, Temporally Exclusive, or Nonexclusive Models F-45 Carlos Bauer, Richard Gretz, Suman Basuroy

Interactive Effects of Product and Brand Portfolios on Firm Value F-47 Praneet Randhawa, Ahmet H. Kirca, M. Berk Talay, M. Biliar Akdeniz

It Depends Where It Came From: Country-of-Origin Effect on the Relationship of Product Recalls and Firm Value F-49 Mostafa Purmehdi, Renaud Legoux, Sylvain Senecal

Omnichannel Marketing: Profits and Perils F-50 Yuchi Zhang, Fue Zetig, Xueming Luo

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New Product Development and Codevelopment Improvisation, Organizational Culture, and New Product Creativity F-51

Kyriakos Kyriakopoulos The Effects of Self-Efficacy, Process Feedback, and Task Complexity on New Product Escalation Decisions F-53

Beichen Liang How Do Alliance Competitive Resources Contribute to Innovation Performance? The Role of Relationship

Learning and Formal Contracts F-55 Dong Liu, Guocai Wang

New Product Release: Knowledge and Insights from Sentiment Analysis in User-Generated Content F-56 Gavin Jiayun Wu, Zhenning "Jimmy" Xu, Saeed Tajdini, Jie Zhang

Brands, Products, and Promotions Optimal Assortment, Pricing, and Stockout Decisions and Optimal Mix of Mobile and Traditional Advertising

for a Physical Retailer F-57 Shan-Yu Chou, Chyi-Mei Chen

Optimal Advertising Decision and Product Line Design Under Short-Term Borrowing F-58 Chyi-Mei Chen, Shan-Yu Chou

Consumer Ambivalence Toward Acquired Brands and Mitigating Effects of Acquisition Strategy, Brand Biography, and Moral Identity F-59 HaizJhong Wang, Yujie Wei, Hongyan Jiang

Signaling Quality Through Availability in the Context of a Repeat Purchase F-61 Minoo Talebi Ashoori, Axel Stock

Marketing and TMT The Impact of CMO-CEO Fit on CMO Tenure and Firm Performance F-62

Tracey A. Swartz, Kartik Kalaignanam, Satish Jayachandran Seeking Pleasure or Avoiding Pain: Influence of CEOs' Regulatory Foci on Firms' Advertising, R&D, and

Corporate Social Responsibility F-64 Saim Kashmiri, Prachi Gala, Cameron Duncan Nicol

Developing Sustainable Innovation Capabilities: The Roles of Innovation Assets, Top Management Innovation Commitment, and Marketing Department Power F-66 Xinchun Wang, Wesley Friske

Marketing in the Digital Domain Should I Follow Friends or Crowds in Online Digital Product Consumption: The Case of Online Music Listening

Jifeng Mu, Jiayin Qi, Yong Tan Extracting Customer Intelligence by Social Media Dialog Mining: An Ontology-Based Approach for Customer

Experience Analysis Szu-Yao Chien, Babis Theodoulidis, Jamie Burton

The Confluence of Community Influence, Critics Ratings, and Spatial Similarity: Investigating Individual-Level Review Valence Generation Jake D. Hoskins, Shyam Gopinath, J. Cameron Verhaal

The Redistributive Effect of Online Piracy on the Box Office Performance of American Movies in Foreign Markets Christophe Bellego, Romain de Nijs

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Part G: Services and Retail Marketing

Service and Retailing Strategy When Do Consumers Restock Versus Misplace Products in the Store? G-2

Aaron Arndt, Anh Dang Are Premium Services Attractive in an Empty Room? Customers Who Desire Quality Versus Customers Who

Desire Superiority G-4 Yukihiko Kubota, Takanori Osaki

A Financial Services Selling Taxonomy G-6 Joie S. Hain, Brian Rutherford, Joe Hair

Variations in Decision Making for Nonownership and Ownership Acquisition Choices G-8 Stephanie J. Lawson, Mark R. Gleim, Michael D. Hartline

Service Recovery: Turning the Frown Upside Down Retailer Returns: The B2B Relationship Implications and Salesperson Responses to Retailer Returns G-10

Lauren Beitelspacher, Dhruv Grewal, Adam Rapp, Tom Baker Service Crisis Recovery and Firm-ldiosyncratic Risk: Insights From Information Privacy Breach Announcements G-12

Shahin Rasoulian, Renaud Legoux, Sylvain Senecal, Yany Gregoire Reconceptualizing Health Gare as Service Recovery: Exploring Causal Attributions and Implications for

Patients' Well-Being G-14 Andrew Gallan

Breaking the Ratchet: A Reciprocity Remedy for Spiraling Service Expectations G-l 7 Kyle A. Huggins, Val Larsen

A Painful Break or a Never-Ending Agony? The Effects of Service Contract Divestment Approaches on Customer Revenge G-l9 Christina M. Haenel, Hauke A. Wetzel, Maik Hammerschmidt

Service Innovation, Adoption, and Value Creation Supplier Participation in New Service Development: A Service-Dominant Logic Perspective G-21

Horace L. Melton How Innovativeness, Synergy, and Top Management Support Affect New Service Advantage and Market

Performance G-26 Jose Angel Löpez-Sdnchez, Maria Leticia Santos-Vijande

Forced Usage of Self-Service Technology (SST) in a Retail Service Setting and the Moderating Effect of Shopping Value G-28 Pam Richardson-Greenfield

Customer Well-Being: Is Value Cocreation a Double-Edged Sword? G-29 Arash H, Zadeh, Mohammadali Zolfagharian

Consumer Perceived Value and Service Adoption: An Application to Assisted Living Service G-30 Justin Lord, Thomas L. Powers, Seongwon Choi

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Part H: Social Responsibility, Sustainability, and Public Policy

Emerging Trends and Topics in CSR Research News Coverage of Trends that Predate Obesity Prevalence: Using Large Unstructured Data for Research on

Marketing and Social Responsibility H-3 Brennan Davis, Brian Wansink

New Horizons or Back Where We Began? The Evolution of Corporate Social Responsibility and Directions for Future Research H-4 Joshua T. Colenuin

75 Million Streng: Comparative Analyses of Millennials' Purchasing Response to Firms' CSR Behavior H-5 Rachel Anderson, Steven Dahlquist, Michael Garver

How Does Inconsistent CSR Image Impact Employee Engagement and Customer Orientation? H-6 Xia Liu

Student Response to Fast-Food Restaurants' Spatial Proximity to Schools: Using a Large Data Set on Adolescents for Research on Marketing and Society H-7 Brennan Davis, Cornelia (Connie) Pechmann

Understanding Ethical and Sustainable Consumption Toward Better Marketing: Retrieving Latent Drivers of Ethical Consumption H-8

Jessica Lydiard How Ethical Product Information Is Presented Matters—Especially for Consumers Who Care H-10

Victoria-Sophie Osburg, Micha Strack, Denise Maria Conroy, Waldemar Toporowski Deciphering Sustainable Consumption: Understanding Motives and Heuristic Cues in the Context of Personal

Care Products H-12 Andrea K. Moser, Gabriele Naderer

Consumers' Preference Toward Sustainable Food Products: Ingredient vs. Packaging H-13 Soyoung Seo, Junghoon Moon, Hee-Kyung Ahn, Jaeseok Jeong

The Pope in a Fiat: The Influence of Religion on Proenvironmental Choices H-15 Frank Gregory Cabano, Ahreum Maeng, Sanjay Mishra

Social Marketing and Public Policy When Diapers Fight Tetanus—Nonmonetary Donation Promises and Their Impact on Perceived Price Fairness

in Cause-Related Marketing H-17 Malte Hans, Malte Brettel

Donating at the Register: Exploring New Methods of Eliciting Nonprofit Support H-19 Joshua T. Colenuin, Michael C. Peasley

Positive Body Image Promotional Campaigns and Genderwashing H-21 Jeffrey S. Podoshen, Sarah Wheaton, Andrew Reinaker

Exploring the Impact of Self-Acceptance and Self-Efficacy on Weight Management in a Developing Country H-22 Denni Arli, Nadia Sutanto

A Predictive Model of Third-Party Complaints to the Consumer Financial Protection Bureau H-24 Doug Walker, Jaebeom Suh

People, Planet, and Profit: Exploring Sustainability Issues in Marketing Stakeholder Orientation and the Triple Bottom Line: Role of Sustainable Innovation and Cross-Sector Alliances H-25

Mona Sinha, Shiva Nandan, Monica Nandan Optimizing Environmental Expenditures for Maximizing Economic Performance H-26

Jie Yang, Jieqiong Ma

xiv 2016 Summer AMA Proceedings

Perceived Authenticity of Corporate Green Initiatives: The Influenae of Company Size and Industry Membership H-27 Xianfang Zeng, Mehdi Mourali

Consumer Vulnerability at the Bottom of the Pyramid: The Role of Social Relationships and Religiosity as Coping Mechanisms H-28 Reetika Gupta, Thai Hai Duong, Ashwin Malshe

Marketing Energy Productivity: Implications from the Commercial Real Estate Sector in Sweden H-29 Rändle D. Raggio, Peter Ekman, Steven Thompson

Potpourri: Fresh Ideas: New Ways of Thinking

Adoption of Mobile Shopping in an Emerging Market: A Hybrid Model P-2 Debasis Pradhan, Duraipandian Israel, Kiran Pedada

Principles in Validating Latent Formative Constructs P-3 Gavin Jiayun Wu

Innovation-Oriented Strategie Flexibility and Firm Growth: Does a CEO's Social Ties with Marketing Matter? P-4 S. Arunachalam, Sridhar Ramaswami, Liniin Chai

Luxury Fever in China: Exploring the Heterogeneity of Consumers' Perceived Value P-6 Ling Jiang, Juan Shan

Bounded Local: How Locally Distributed Consumer Packaged Goods Products Fail to Reach Their Retail Outlet Sales Potential P-8 Jake D. Hoskins, Abbie Griffin

Author Index Al i

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