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Caesar’s Palace Las Vegas

Friday February 26th, 2016

8:15 AM – 12:30pm

Must pre-register to attend pre-conference sessions. Program Includes Lunch.

Pre-Conference Session 1:

Social Media Marketing

To shed new light on the important topic of social media marketing, this pre-conference will bring together social media marketing experts from around the world to present their latest research on the key challenges in understanding consumer behavior as well as managing products/brands and services in the digital age. Attendees will learn from speakers who will address the key challenges that marketers face as a result from the new nature of social interactions and the newly available data in the digital age. This pre-conference program has been organized in close cooperation with the collaborative research unit “Marketing in the Context of Digital Social Media,” German Research Foundation (FOR 1452). Speakers Include: Caroline Wiertz, Ed Malthouse, Vithala Rao, Charlie Hofacker, Henrik Sattler, and Thorsten Hennig-Thurau. The pre-conference will combine presentations and discussion among presenters and the audience Please note that the number of participants for this event is limited to 60 and an extra-fee of $40 applies, which also covers boxed lunch.

Pre-Conference Session 2

Netnography: Understanding Online Social Interaction

Technology has transformed the world of marketing. Every day, marketing academics and marketing managers are challenged by the ever-increasing volume and interconnection of online information and communications between consumers, companies, marketers and other. On Facebook, Twitter, Instagram, blogs and other online forums, consumers share stories, images (photographs, drawings), audio-files and audiovisuals. One way to study this information is to use software and data science to form statistical analytics that describe the data. Netnography is another approach, which seeks cultural understanding in interconnected subsets of this vast data stream. Netnography is a method adapted from anthropology and specifically designed to study online social interaction and experience using the lens of human, rather than machine, intelligence. For two decades, netnography has been used to provide marketers and marketing researchers with deep insights about the interplay between consumers, marketers, products and brands. Applications abound, including the study of how mobile tablets and their apps change the way consumers conceive market information, the stigmatic translation of word of mouth marketing, and how online brand interactions shift consumer identities. Recent developments in netnography emphasize diversities in human understanding, technogenesis, new qualitative analysis modalities, as well as microcelebrity and personal branding.


This special Pre-Conference brings together Robert Kozinets, founder of netnography and author of Netnography: Redefined (2015), with other marketing scholars and practitioners, to shed light on the method and its applications, addressing questions in the marketing and consumer behavior domains, this session will have 2 related parts:

• “The Practice of Netnography,” a very brief tutorial on netnography in which the latest developments in netnography are highlighted along with the work of global scholars using netnography, both within marketing and outside of the field

• “Marketing Applications of Netnography,” a moderated discussion by Robert, with several hand-picked participants from academia and industry.

1:00PM – 2:15PM SESSIONS

A1 CB TRACK WHAT HAPPENS ON FACEBOOK, STAYS ON FACEBOOK: EMOTIONAL DISCLOSURE, SOCIAL PROJECTION, ENVY, AND POLITICAL IDEOLOGY PLOTS SESSION CHAIR: Maria Bartschat

A1.1 Consumer Culture and Political Ideology Plots in Social Media Campaigns Adesegun Oyedele, Kayla Backes St. Cloud State University, Minnesota, United States

A1.2 The Role of Interpersonal Attachment Styles in Consumer Tendencies to Engage

in Social Projection Meredith David1, Fred R. David2

1Baylor University, Texas, United States, 2 Francis Marion University, South Carolina, United States

A1.3 When Friends Show-off: Facebook and Well-Being

Mudra Mukesh1, Dilney Goncalves2, Margarita Mayo3

1 University of Greenwich, London, United Kingdom, 2 IE Business School-IE University, Madrid, Spain, 3 IE Business School-IE University, Madrid, Spain

A1.4 Antecedents and Consequences of Emotional Disclosure in Social Media: a Case

of Facebook Iryna Pentina2, Lixuan Zhang1, Clinton Amos1

1Weber State University, Utah, United States, 2University of Toledo, Ohio, United States

Special Feature for 2016! Co-Chair Special Series on Digitalization: Winter AMA 2016 in Vegas will feature a unique Overarching Special Session Series, in line with the conference’s focus on digitalization. The Series will consist of no less than 11 Special Sessions invited by the conference co-chairs, each of which is hosted by globally distinguished experts and their illustrious guests from marketing theory and practice and will be dedicated to a specific facet of the digital revolution


A2 SPECIAL SERIES ON DIGITALIZATION

GO VIRAL! EXPLORING THE CONSEQUENCES OF SHARING DIGITAL WORD OF MOUTH FOR CONSUMERS AND BRANDS Session Chair: Caroline Wiertz, Eric Arnould Virality is undoubtedly the current holy grail of online marketing, promising abundant consumer awareness and attention at virtually no cost. Academic research has started to unravel the secret formula of virality by studying the impact of consumer decisions to share different types of WOM content with different types of audiences. This special session draws together the latest research on the topic of digital WOM and virality, followed by a discussion about the state of the field and future research directions. • Valuable Virality: Which Viral Videos Benefit Brands? • The Public Heart: The Impact of Sharing Brand-Related Emotions on Social Media • What Happens in Vegas Stays on TripAdvisor: Narrative Structure and Review

Helpfulness

A3 MARKETING TOOLS SESSION

TBD

A4 ANALYTICS TRACK BIG DATA ANALYTICS Session Chair: Thomas Reutterer

A4.1 Demographic Models for Predicting Future Markets Thomas Reutterer, Kathrin Gruber, Wolfgang Lutz, Fabian Stephany Vienna University of Economics and Business, Vienna, Austria

A4.2 Beyond Customer Segmentation: Temporal Topic Modelling for Big Retail Data

Gavin Smith, James Goulding, Andrew Smith The University of Nottingham, Nottinghamshire, United Kingdom

A4.3 A New Method for Big Data Analytics

Neeraj Bharadwaj2, Yuexiao Dong3, Prasad A. Naik1

1 University of California Davis, California, United States, 2 University of Tennessee, Knoxville, United States, 3 Fox School of Business and Management, Pennsylvania, United States

A5 SALES/CRM

TRACK SELLING TO BUSINESS CUSTOMERS PROFITABLY Session Chair: Ryan Mullins Special Session

A5.1 Platform Service Offering to Business Customers: Strategic Considerations in Engendering Seller Use of Marketing Tools on E-Commerce Platforms Botao Yang, Sha Yang, Shantanu Dutta University of Southern California

A5.2 Managing Key Account Profitability in Business Markets: Aligning Buyer-Seller

Inter-firm Networks And Seller Within-Firm Networks Aditya Gupta, Iowa State University Rajdeep Grewal, University of North Carolina Gary Lilien, The Pennsylvania State University Alok Kumar, University of Nebraska-Lincoln


A5.3 Does Opportunism by Customers Pay?

Brian Murtha, University of Kentucky Goutam Challagalla, IMD Ajay Kohli, Georgia Tech University

A5.4 How do Firms Value their Sales Organizations?

Alireza Keshavarz, University College Dublin Dominique Rouziès, HEC Paris

A6 SERVICE TRACK C2C INTERACTIONS AND SELF-SERVICE ENVIRONMENTS

Session Chair: Michael Dorsch

A6.1 Man VS. Machine – How The Service Channel Affects Customers’ Responses to Service Encounters Anne Scherer, Florian v. Wangenheim ETH Zurich, Zurich, Switzerland

A6.2 Could Customer-to-Customer Interpersonal Relationships Prevent Customers from Following Their Preferred Service Employee to a Competitor? Mohamed Sobhy A. Temerak Cairo University, Cairo, Egypt

A6.3 Working for "The Man" Without Pay: An Initial Investigation of Consumer

Perceptions of Effort Raika Sadeghein, Paula Fitzgerald, Laurel A. Cook West Virginia University, Morgantown, West Virginia, United States

A6.4 Antecedents and Consequences of Customer-to-Customer Interaction at Self-

Service Technology Environments Yasamin Vahdati1, Mohammadali Zolfagharian2

1 Oklahoma State University, Oklahoma, United States, 2 The University of Texas Rio Grande Valley, Texas, United States

A7 GLOBAL TRACK MARKETING AND SOCIETY

Session Chair: Constantinos N. Leonidou

A7.1 Comparing Mainstream and Ethnic Consumers’ Reactions to Ethnic-Targeting Services Ronnie (Chuang Rang) Gao1, Yanliu Huang2, Trina Andras2

1 Trinity Western University, British Columbia, Canada, 2 Drexel University, Pennsylvania, United States

A7.2 Values, Sustainability, Activism, and Quality of Life: A Multi-country Perspective

Constantinos N. Leonidou1, Verena Gruber3, Bodo B. Schlegelmilch2

1University of Leeds, Leeds, United Kingdom, 2Institute for International Marketing Management, WU Vienna, Austria, 3HEC Montreal, Canada

A7.3 Consumer Racism: An Investigation of Antecedents and Outcomes

Nicholas Mathew, Jieun Park Cleveland State University, Ohio, United States


A7.4 Attitude Towards Insurance Fraud Among Canadian and Japanese Consumers: A Cross-Cultural Perspective Haithem Zourrig1, Jeongsoo Park2

1University of Regina, Saskatchewan, Canada, 2Komazawa University, Tokyo, Japan

A8 STRATEGY TRACK THE CONTRIBUTIONS OF MARKETING STRATEGY RESEARCH TO MARKETING MANAGEMENT ISSUES Special Session

A9 CB TRACK FROM FREEMIUM TO FEES: PAYMENT AND OWNERSHIP MODELS Session Chair: Verena Batt

A9.1 Unravelling the Meanings of Ownership: A Comparison of Physical and Digital Possessions Tony Stovall1, Silvia Van Riper2, Sabrina V. Helm2, Victoria Ligon2

1 Woodbury University, California, United States, 2 University of Arizona, Tucson, Arizona, United States

A9.2 Mobile Money: Towards Understanding How Spending Patterns in Emerging

Economies Can Inform on Consumer Behavior Mark Iliffe1, Andrew Smith1, Chris Roadknight2, James Goulding2, Gavin Smith2

1University of Nottingham, Nottingham, United Kingdom, 2University of Nottingham, Nottingham, United Kingdom

A9.3 When Do Materialistic Consumers Join Commercial Sharing Systems?

Payam Akbar, Stefan Hoffmann, Robert Mai Institute of Business Administration, Kiel, Germany

A9.4 You Have to Pay Now! The Effects of Choice Options in Unexpected Free-to-Fee

Switches Gerrit P. Cziehso, Tobias Schaefers TU Dortmund University, Dortmund, Germany


B1 SERVICES TRACK CREATING EFFECTIVE POINT-OF-SALE COMMUNICATIONS WITH CUSTOMERS Session Chair: Sterling Bone

B1.1 Mobile In-Store Behavior: How Digital Content Enhances Salespersons' Persuasiveness Andreas Kessenbrock, Sören Köcher, Hartmut H. Holzmüller TU Dortmund University, Dortmund, Germany

B1.2 In the Right Place: The In-store Location of Promotional Displays Can Alter

Shoppers’ Attention and Buying Decision Gunnar Mau, Sascha Steinmann, Hanna Schramm-Klein University of Siegen, Siegen, NRW, Germany

B1.3 Creative in-store Packaging Cues: Are Consumers Noticing?

Jaywant Singh1, Paurav Shukla2

1 Kingston University, United Kingdom, 2 Glasgow Caledonian University, London, United Kingdom


B1.4 Happy Grocery Shopper: The Creation of Positive Emotions Through Affective Digital Signage Content Marion Garaus, Sandra Manzinger, Udo Wagner University of Vienna, Vienna, Austria

B2 CO-CHAIR SPECIAL SERIES ON DIGITALIZATION

CURRENT CHALLENGES IN ELECTRONIC COMMERCE RESEARCH Session Chairs: Bernd Skiera, Martin Spann Electronic commerce and online marketing continue to evolve at a fast pace, creating the challenge for firms and researchers to keep up with continuous innovations and changes in consumer behavior. The aim of this session is to draw together the latest research on electronic commerce to investigate different facets of how online consumer behavior influences firm profits. Making use of unique data sets, the four presentations adopt different methodological approaches to study important current topics such as the analysis of customer journey, the use of social media and beacon-based locations to better serve customer and the consequences of losing visibility in organic search results on profit of a firm. B2.1 The Dynamics of Persuasion – A Digital Field Experiment

Sean N. Brüggemann, Florian von Wangenheim ETH Zürich, Switzerland

B2.2 The Effect of Social Media Interactions on Customer Relationship Management

Jan U. Becker, Kühne Logistics University, Germany

B2.3 Measuring the Effectiveness of Beacon-based Mobile Store-Level Promotions Martin Spann (Ludwig-Maximilians-University, Munich, Germany) (with Dominik Molitor, Philipp Reichhart and Anindya Ghose)

B2.4 A New Approach to Measure a Firms’ Profit-at-Risk From Losing Visibility in

Organic Search Results Bernd Skiera (Goethe University of Frankfurt, Germany) (with Christian Doppler)

B3 BRAND TRACK ASSESSING IMPACT OF SOCIAL MEDIA CHARACTERISTICS ON BRAND ENGAGEMENT OUTCOMES Session Chair: Yakov Bart, Andrew Stephen Special Session

B3.1 Analyzing Language Patterns of Virality in Social Media Brand Communications Francisco Villarroel Ordenes*, Dominik Mahr, Ko de Ruyter, Stephan Ludwig, Dhruv Grewal, Martin Wetzels

B3.2 Fighting for Sales: The Effect of Real-Time Sentiment Dispersion on the Decision to Buy Felipe Thomaz, Andrew T. Stephen

B3.3 When Paying Does (Not) Payoff: Incentivized Consumer-Generated Product Reviews And Avoiding Disclosure-Induced Backlash Christilene Du Plessis, Andrew T. Stephen, Yakov Bart, Dilney Goncalves

B3.4 The Effects Of Content Characteristics On Consumer Engagement With Branded Social Media Content On Facebook


Andrew T. Stephen, Michael Sciandra, J. Jeffrey Inman

B4 MEDIA TRACK MARKET REACTIONS IN ENTERTAINMENT Session Chair: Kerrie C. Bridson

B4.1 Online Accessibility of Sports Teams’ Websites: Impact on Fanship and Purchase Intentions Alex H. Cohen, Jorge Eduardo Fresneda, Rolph Anderson Drexel University, Pennsylvania, United States

B4.2 Substitute or Complement? Exploring the Market Impact of New Product

Introductions in High-Tech Markets Brad J. Allen, Richard Gretz, Suman Basuroy University of Texas-San Antonio, Texas, United States

B4.3 Unpacking Selling Out from a Music Fan Perspective

Kerrie C. Bridson1, Jody Evans2, Michael Volkov1, Sean McDonald1

1Deakin University, Melbourne, Australia, 2University of Melbourne, Melbourne, Australia

B4.4 Hedonic Adaptation in Shared Experiential Consumption

Anocha Aribarg1, Eunsoo Kim1, Natasha Z. Foutz2

1University of Michigan, Michigan, United States, 2University of Virginia, Virginia, United States

B5 SALES/CRM

TRACK SALES MANAGEMENT Session Chair: Brian Murtha

B5.1 Transformational Leadership and Salesperson Job Performance: Mediating Effects of Accomplishment Striving and Perceived Self-Efficacy Ronnie (Chuang Rang) Gao1, Rolph Anderson2, Srinivasan Swaminathan2

1 Trinity Western University 2 Drexel University B5.2 Which Sales Force Steering Instruments for Whom? Motivating Different Types of

Sales Reps for Innovation Selling Christian Homburg1, Sebastian Hohenberg1, Alexander Hahn2

1 University of Mannheim, Mannheim, Germany, 2HYVE AG, Munich, Germany

B5.3 The Relationship Between Goal Orientation of Salespeople and Their Knowledge Sharing Behaviors: The Moderating Role of Norms Seigyoung Auh2, Bulent Menguc1, Young Chan Kim3, Stavroula Spyropoulou4

1Kadir Has University, Istanbul, Turkey, 2Arizona State University, Arizona, United States, 3 Yonsei University, Seoul, Korea, 4Leeds University Business School, Leeds, United Kingdom

B5.4 Configuring Sales Encounters with Customers Kevin Chase, Brian Murtha University of Kentucky, Lexington, Kentucky, United States

B6 SERVICES TRACK EMPLOYEE EFFORTS IN SERVICE DELIVERY

Session Chair: Jagdip Singh


B6.1 Exploring the Customization–Satisfaction Link in Service Alexander Leischnig1, Kati Kasper-Brauer2, Uwe Messer1, Steffen Wölfl1

1University of Bamberg, Bamberg, Germany, 2Freiberg University of Technology, Freiberg, Germany

B6.2 How to Interact with Professional Service Clients: The Role of Communication

Style and Uncertainty Disclosure During Service Encounters Daniel G. Maar, Dirk Totzek University of Passau, Passau, Germany

B6.3 Patient Centered Service Delivery Mechanisms in an Emerging Economy: An

Institutional Theory Perspective Rama Jayanti1, Raghunath Subramanyam2

1 Cleveland State University, Ohio, United States, 2Indian Institute of Management, Bangalore, India

B6.4 Customer Contact Employee Passion: How Dyadic Interactions between Frontline

Employees and Customers Transcend the Digital Age Angela C. Crawford Case Western Reserve University, Walton, Kentucky, United States

B7 STRATEGY TRACK FIRM LEARNING AND INNOVATION IN MARKETING (I) Session Chair: Simone Wies, Christine Moorman Special Session: As the process for acquiring knowledge through education, experience, or observation, theories of learning have long captivated the interest of marketing scholars. In this three-part special session we seek to broaden how the field has utilized theories of learning. We do so by offering nine papers that include a range of diverse perspectives on the effect of various types of learning on one of the field’s most important areas—the development and management of innovation. These perspectives cover three broad areas which form the structure of our session: (1) firm learning from the stock market and stock market learning from firms; (2) firm learning from competitors and partners; and (3) firms learning about innovation in challenging conditions.

B7.1 Financial Market Reaction to New Product Innovation: The Moderating Role of Institutional Investors’ Investment Horizon Atanas Nik Nikolov , Sundar Bharadwaj, and Guiyang Xiong University of Georgia

B7.2 Preannouncements as Market Signals: How Firms Learn from the Stock Market

Nooshin Warren (Texas A&M University), Alina Sorescu (Texas A&M University), Shyam Kumar (Rensselaer Polytechnic Institute), and Joseph Johnson (University of Miami)

B7.3 Stubborn Innovators—How Firms Can Learn to Defy Stock Market Pressures

Christine Moorman (Duke University) and Simone Wies (Goethe University Frankfurt)


B8 STRATEGY TRACK THE ROLE OF MARKETING IN FIRMS’ RECOVERY FROM CRISES Session Chair: Alok Saboo

Special Session

B8.1 Antecedents and Consequences of Firm Learning from Recalls Anindita Chakravarty, Western University, Alok Saboo, Guiyang Xiong, University of Georgia

B8.2 Cross-Country Investigation of Product Harm Crises: Role of Social Information

Dissemination and Multi-level Trust Koushyar Rajavi, University of North Carolina, Tarun Kushwaha, University of North Carolina, J.B.E.M. Steenkamp

B8.3 The Role of Marketing CEOs in Overcoming Financial Distress

Sunil Kishore, McKinsey and Company, Jane E.J. Ebert, Brandeis University, Stephen Anderson-MacDonald, Stanford University, Alina Sorescu, Texas A&M University, Om Narasimhan, London School of Economics and Political Science, Rajesh Chandy, London Business School

B8.4 Rising from the Ashes: Firms’ Supplier Relationships and their Recovery from

Bankruptcy Sudha Mani, William Paterson University, Vivek Astvansh, Western University and Kersi D. Antia, Western University

B9 CB TRACK INDIVIDUAL DIFFERENCES: PRO-SOCIAL BEHAVIOR, TARGETING, AND DESIGN PERCEPTION

B9.1 Pre(e)received Moral Licensing. Why Good Guys Surrounded by Good Guys do Bad

Things Wassili Lasarov, Stefan Hoffmann, Robert Mai Christian-Albrechts-Universität zu Kiel, Kiel, Germany

B9.2 Can Customers Be Differentiated By Their Targeted Benefits? Drawing A Customer

Portrait Based On Empirical Research On Customer Engagement Behaviors And Benefits Corina Braun1, Verena Batt1, Marion Popp2, Karsten Hadwich2, Manfred Bruhn1

1Marketing and Management, University of Basel, Basel, Switzerland, 2 University of Hohenheim, Stuttgart, Germany

B9.3 Measuring Consumer Design Perceptions for Digital Devices: A multi-dimensional

scale Abhishek Mishra IIM Indore, Indore, M.P., India

B9.4 Consumer Segmentation and Online Click and Order Behavior - Evaluating Types

of Segmentation Bases Towards Online Marketing Responsiveness Behavior Stefan Scheuffelen, Jan Kemper, Malte Brettel RWTH Aachen University, Berlin, Germany

3:00PM – 4:00PM REFRESHMENT BREAK



C1 CB TRACK IT'S ALL ABOUT GOALS: EMOTIONS, COMPENSATORY PROCESSING, LGBT-FRIENDLY CUES, AND GREEN DESIGN Session Chair: Anjala Krishen

C1.1 The Impact of Regulatory Goal Induced Emotions on Product Evaluations Nak Hwan Choi2, Jae Min Jung1, Tamir Oyunbileg2, Pianpian Yang3

1 California State Polytechnic University, California, United States, 2Mongolian University of Science and Technology, Mongolia, 3Shenzhen University, China

C1.2 Is LGBT-Friendly Cue Always Good? Exploring the Impact of LGBT-Friendly Cues

on the Heterosexual Market Kaiyang Wu1, Larry Martinez2, Anjala Krishen1, Gregory Moody1

1University of Nevada, Las Vegas, Nevada, United States, 2The Pennsylvania State University, Pennsylvania, United States

C1.3 How We Decide to Decide: Measuring Compensatory Decision Processing

Strategies Jan Schikofsky1, Sören Köcher2, Till Dannewald1

1Georg-August University Göttingen, Germany, 2 TU Dortmund University, Nordrhein-Westfalen, Germany

C1.4 Is Cute Design Good for Green Products? Influences of Green Appeals and

Babyface Schema Chun-Tuan Chang, Wei-Cheng Yeh, You Lin National Sun Yat-sen University, Kaohsiung City, Taiwan

C2 CO-CHAIR SPECIAL

SERIES ON DIGITALIZATION

THEORY DEVELOPMENT OR DIGITAL ENVIRONMENTS Session Chair: Manjit S. Yadav Over the past two decades, there has been a substantial increase in research on the role of the Internet, and Internet technologies, in general, in the evolving marketplace. Much has been accomplished, but the rapid expansion of the literature, coupled with significant on-going shifts in Internet technology, have created substantial new challenges—and opportunities—for research in marketing. There is a growing need for developing overarching frameworks that can not only integrate extant knowledge, but also provide guidance for the next generation of research efforts. This session seeks to advance research in the marketing discipline by accomplishing these two objectives • The Role of Marketing Theory in a Big, Deep, Fast Data Driven World

Linda Price, University of Arizona

• The Challenges of Social Media-Driven Business Model Innovations: How They Occur and What do They Mean? Raji Srinivasan, University of Texas at Austin

• The Growth and Popularity of Digital Goods: Evidence from Freeware Markets Barak Libai, Interdisciplinary Center, Israel

C3 CB TRACK ONLINE AND MOBILE BRAND ENGAGEMENT Session Chair: Scott S. Ertekin


C3.1 Factors Influencing the Intention to Use Location-Based Advertising: The Effect of Entertainment, Informativeness, and Irritation on Advertising Value and the Effect of Brand Trust and Self-Efficacy on Privacy Concerns Michael Schade, Rico Piehler, Claudius Warwitz, Christoph K. Burmann University of Bremen, Bremen, Germany

C3.2 The Benefits and Drivers of Watching, Liking and Sharing Advertisements on

Social Media Jennifer L. Burton1, Kristen Jensen2, Jan Gollins3, Danielle Walls4

1Point University, North Carolina, United States, 2Bradley University, Illinois, United States, 3 DePaul University, Illinois, United States, 4BDJ Solutions, Massachusetts, United States

C3.3 Brand Engagement by Means of Digital Interactions and Brand Love: A Predictive

Model Karla Barajas-Portas Universidad Anáhuac México Norte, Huixquilucan, Mexico

C3.4 Any Chatter Matters: The Effects of Appeals on User Engagement and Brand

Equity Welf Weiger, Hauke Wetzel, Maik Hammerschmidt University of Goettingen, Goettingen, Germany

C4 MEDIA TRACK GAMES AND GAMBLING: THE EMERGING POWERHOUSES OF DIGITAL ENTERTAINMENT

Session Chair: Rohan Miller Special Session: Designing and playing games is continually impacted by new technologies. Digitalization is fundamentally changing the commercial gambling industry and has allowed the fast and global development of digital and social games such as Candy Crush and Slotomania that can be played on an individual’s smart phones, tablets and home computers. This session provides applied and theoretical perspectives to consider some of the big developments in commercial gambling and Diģsogames (=Digital+Social+Games). Presenters from industry and academe will make short presentations, engage with the audience and discuss as a panel the key trends and issues confronting the gambling and Diģsogame industries. The Attributes that Distinguish Diģsogames from Gambling Gwyneth Howell2, Steven Lu1

1University of Sydney, New South Wales, Australia, 2The University of Western Sydney, Game Design: The Practitioner Perspective John Duffy, Head of a Commercial Game Design Studio Free, Fun and Flow: Digital Gaming’s Competitive Advantage in the Market of Increasing Returns Rohan Miller, University of Sydney, New South Wales, Australia, Two Stages of Reactance to Banner and Popup Ad Formats Carrying Warning Messages Alvin Lee, Deakin University, Dick Mizerski, University of Western Australia, Bill Jolley, Norwich University Converging Worlds: Crossover between gambling and social and skill-based gaming


Brett Abarbanel, University of California

C5 SALES/CRM TRACK

SALESPERSON INFLUENCE AND EFFECTIVENESS Session Chair: Ravi Sohi

C5.1 “The Customer Is King” of the Price Negotiation: When Customer Orientation

Harms Price Enforcement in Personal Selling Jan Wieseke, Johannes Habel, Sascha Alavi, Marco Schwenke Ruhr-University of Bochum, Bochum, Germany

C5.2 Warm Glow Versus Cold Facts: Effective Salesperson Communication in Luxury

Selling Jan Wieseke, Sascha Alavi, Johannes Habel, Sabrina Dörfer Ruhr-University of Bochum, Bochum, Germany

C5.3 Does a Firm’s Pursuit of an Ambidextrous Product Selling Strategy Have Value for

Individual Salespeople’s Target Obtainment? Michel Van der Borgh2, Ad de Jong1, Ed Nijssen2

1Aston University, Birmingham, United Kingdom, 2 Eindhoven University of Technology, Eindhoven, Netherlands

C5.4 Fudge and Fake: When is Salesperson Opportunistic Behavior Functional and

Why Salespeople Do It Ravi Sohi1, Jagdip Singh2

1University of Nebraska - Lincoln, Nebraska, United States, 2Case Western Reserve University, Ohio, United States

C6 SERVICES TRACK PRICING STRATEGIES IN A DIGITAL AGE

Session Chair: Fei L. Weisstein

C6.1 Distortion from Depletion: The Effect of Stereotype Threat on Product Price and Value Judgments Lei Song2, Rajneesh Suri1, Yanliu Huang1

1 Drexel University, Pennsylvania, United States, 2Stockton University, New Jersey, United States

C6.2 Towards a Better Understanding of Customer Tariff Choice: Addressing Value-in-Exchange, Value-in-Use, and the Context of Value Creation Philipp Leinsle1, Dirk Totzek1, Jan H. Schumann2

1University of Passau, Passau, Germany, 2 University of Passau, Passau, Germany

C6.3 Mobile Coupon Redemption: Choosing among Rival Offers Paul Mills, Cesar Zamudio Kent State University, Ohio, United States

C6.4 Offering Value and Capturing Surplus: A Strategy for Private Label Sales in a New

Customer Loyalty Building Scenario Jake D. Hoskins Millsaps College, Mississippi, United States


C7 STRATEGY TRACK FIRM LEARNING AND INNOVATION IN MARKETING (II) Session Chair: Simone Wies, Christine Moorman Special Session:

Continued from Session B7

C7.1 Organizational Herding in Innovation: An Empirical Study of Online Retail Channel Adoption Shrihari Sridhar (Penn State University), Rajdeep Grewal (University of North Carolina at Chapel Hill), and Ruby Lee (Florida State University)

C7.2 Competitive Responsiveness when a New Player Upends an Established Category

Rebecca J. Slotegraaf (Indiana University), Mitchell C. Olsen (Indiana University), Sandeep Chandukala (Singapore Management University), and Girish Mallapragada (Indiana University)

C7.3 Ties that Blind: Managing Customer Relationships for Innovation Performance

Ashish Sharma (University of Georgia), Sundar Bharadwaj (University of Georgia), and Kapil Tuli (Singapore Management University)

C8 STRATEGY TRACK ONLINE AND OFFLINE SOCIAL INTERACTIONS Special Session: This special session focuses on the roles of online and offline social interactions in a variety of marketing contexts. It includes four empirical studies that examine the new data and/or new phenomena brought by the digital era that are relevant to marketing.

C8.1 Niches, Social Networks, and New Product Success: The Case of Open Source Environment Pratyush Sharma, University of Delaware Guiyang Xiong, University of Georgia John Hulland, University of Georgia

C8.2 Does Crowd Wisdom Bring Wealth? The Impact of Crowdsourcing on Firm Performance Zixia Cao, University of Colorado Hui Feng, Iowa State University

C8.3 Pre-Launch Information Disclosure and Consumer-to-Consumer Communications about Forthcoming Products Adina Robinson, University of Michigan Guiyang Xiong, University of Georgia Ernest Cadotte, University of Tennessee

C8.4 The Monetary Value of Guanxi Sundar Bharadwaj, University of Georgia Jie Yang, Saint Louis University Raj Srivastava, Singapore Management University


C9 CB TRACK ISSUES IN THE PRODUCT LINE: COPYCAT, LIMITED EDITION, AND CRISIS Session Chair: Florentine Frentz

C9.1 Take a Step Back and Make Shopping Less Difficult: The Interactive Effect of Copycat Private-Label Brands and Construal-Level Katie Kelting1, Christopher Berry1, Femke van Horen2

1 University of Arkansas, United States, 2VU University Amsterdam, Netherlands C9.2 World Cup Edition or Summer Special? Why consumers buy limited edition

products Christine Arden Institut of Marketing, Muenster, Germany

C9.3 You Win Some, You Lose Some: An Investigation of Favorable and Unfavorable

Effects of Partial Assortment Certifications Ulya Faupel, Sören Köcher Marketing , TU Dortmund University, Dortmund, Germany

C9.4 Rivals or Peers: How Interbrand Relationships Impact Brand Attitude after a

Product-Harm Crisis Sara L. Dommer2, Casey E. Newmeyer1

1Case Western Reserve University, Ohio, United States, 2Georgia Institute of Technology, Georgia, United States

5:30PM – 7:00PM OPENING RECEPTION AND POSTERS (SEE LIST AT END OF PROGRAM)

Saturday February 27th, 2016

7:30AM – 8:00AM CONTINENTAL BREAKFAST

8:00AM – 9:15AM SESSIONS

D1 CSR TRACK FOOD-RELATED CSR Session Chair: Scott Wright

D1.1 The Sustainability Liability and Its Influence on Shopping Cart Composition Robert Mai, Stefan Hoffmann, Wassili Lasarov, Payam Akbar, Tom Joers Marketing, Kiel University, Kiel, Germany

D1.2 Making a Good Thing Even Better? Advertising Ultra-functional Foods

Andrea Tangari, Somak Banerjee, Swati Verma Wayne State University, Michigan, United States

D1.3 Weight-Loss Advertising: Moving From Claim Credibility Control to Performance

Focus in Public Policy Arvind Agrawal, Les Carlson University of Nebraska Lincoln, Nebraska, United States


D1.4 Connecting Corporate Identity and Corporate Sustainability Strategies: Insights From the Retail Industry Claudia Simoes1, Roberta Sebastiani2

1Open University, Milton Keynes, United Kingdom, 2Catholic University of Sacred Heart, Milan, Italy

D2 CO-CHAIR SPECIAL


MANAGING SOCIAL INTERACTIONS Session Chair: Dina Mayzlin Special Session: In this session we will examine how firms can manage consumer-to-consumer social interactions. In particular, we examine what drives the posting of online consumer reviews, and the extent to which the firm's intervention affects the frequency of review posting and the type of information that is shared. We will discuss several recent projects in this area that examine 1) how the length of stay at a hotel drives the probability that a review is posted, 2) controlling for reviewer self-selection in observed reviews, and 3) how managerial response affects the reviews that are subsequently posted on the site. Papers and contributors: Dina Mayzlin, USC, Leif Brandes, Warwick Business School

D3 BRAND TRACK BRAND ATTITUDES AND PERCEPTIONS Session Chair: James Roberts

D3.1 County Image and Foreign Brand Recall Jie Yang, Jieqiong Ma, Chuandi Jiang Saint Louis University, Missouri, United States

D3.2 Exploring Brand Mind Perception: Does a Brand have a Mind of Its Own?

Jeffrey Xie, Conor M. Henderson, T. B. Cornwell University of Oregon, Oregon, United States

D3.3 Relationship Between Valence of Online Reviews and Brand Attitudes

Agnieszka Zablocki1, Bodo B. Schlegelmilch1, Michael Houston2

1Institute for International Marketing Management, Vienna, Austria, 2International Marketing, Minnesota, United States

D3.4 Are “Irrational Buyers” all Sub-Optimal? Not When They are Self-Brand

Connected Feng Wang, Roger Calantone Michigan State University, Michigan, United States

D4 PECHA KUCHA SPECIAL SESSION

D5 STRATEGY TRACK RELATIONSHIPS, CAPABILITIES, AND MARKETING STRATEGY Session Chair: Pelin Bicen

D5.1 Impact of Promotion Characteristics on Consumers’ Participation in Discussion of Promotional Deal Offers Hongbum A. Kim1, Scott Thompson2

1International Business and Marketing, California State Polytechnic University, Pomona, Pomona, California, United States, 2marketing, University of Georgia, Athens, Georgia, United States


D5.2 The Influence of Political Ties on Government Contracts and Firm Performance Jeffrey Anderson, Ruby P. Lee Florida State University, Tallahassee, Florida, United States

D5.3 How Marketing Strategies Shape Customers’ Warmth and Competence Judgments of Organizations and their Divergent Effects on Key Relational and Transactional Marketing Outcomes Till Haumann1, Pascal B. Gunturkun1, Sven Mikolon2, Jan Wieseke1

1Ruhr-University Bochum, Bochum, Germany, 2 Imperial College London, London, United Kingdom

D5.4 The Contingency Value of Market-Based Capabilities: A Configurational Approach Matti Jaakkola1, Jukka Luoma2, Johanna Frösén3, Jaakko Aspara4, Henrikki Tikkanen2

1Aston Business School, Birmingham, United Kingdom, 2Aalto University School of Business, Helsinki, Finland, 3St. Petersburg State University, St Petersburg, Russian Federation, 4Hanken School of Economics, Helsinki, Finland

D6 SERVICES TRACK CO-CREATION: AN SDL PERSPECTIVE

D6.1 Understanding the Various & Simultaneous Roles of the Generic Actor in Service

Co-Creation Networks Peter Ekman2, Randle Raggio1, Steven Thompson3

1University of Richmond, Virginia, United States, 2 Malardalen University, Vasteras, Sweden, 3 University of Richmond, Virginia, United States

D6.2 Money Talks? What Affects Consumers to Co-create Value with Firms

Szu-Yu Chou, Ya-Wen Chen Department of Marketing and Logistics/Transportation, National Chiayi University, Chiayi, Taiwan

D6.3 The Impact of Weather on Retail Structure: an Exploration in the Restaurant Industry James R. Brown, Raika Sadeghein West Virginia University, Morgantown, West Virginia, United States

D7 ORGANIZED BY THE

AMA ACADEMIC COUNCIL

EDITORS’ PERSPECTIVES Session Moderator: Mark Houston JOURNAL OF CONSUMER RESEARCH, Eileen Fisher JOURNAL OF MARKETING, V. Kumar JOURNAL OF MARKETING RESEARCH, Rajdeep Grewal MANAGEMENT SCIENCE, Karsten Hansen MARKETING SCIENCE, K. Sudhir

D8 STRATEGY TRACK EFFECTIVE MARKETING STRATEGIES Session Chair: Sreedhar Madhavaram

D8.1 From Strategy to Performance: An Investigation of the Factors Affecting Marketing Plan Implementation Wesley M. Friske Missouri State University, Missouri, United States


D8.2 Task Environment–Strategy–Performance Sustaining Configurations: A Set-Theoretic Analysis Simos Chari1, George Balabanis2

1Leeds University Business School, Leeds, United Kingdom, 2Cass Business School, London, United Kingdom

D8.3 Conscious Marketing: Its Meaning, Determinants, and Consequences

Gary Ottley1, Robert F. Lusch2, Rajendra Sisodia3, Nada Nasr Bechwati1

1Bentley University, Massachusetts, United States, 2University of Arizona, Arizona, United States, 3Babson College, Massachusetts, United States

D8.4 The Effects of Past Financial Performance on Firms Short-term and Long-term

Marketing Strategies Xinchun Wang2, Mayukh Dass1, Dennis B. Arnett1

1 Texas Tech University, Texas, United States, 2 University of North Dakota, North Dakota, United States

D9 CB TRACK A FEAST FOR THE SENSES: COLOR, TOUCH, TEMPO, AND SPATIAL EFFECTS Session

Chair: Courtney R. Szocs

D9.1 The Role of Color and Color Contrast of Icons for Mobile Gaming Apps in Influencing Consumer Responses – Results of an Experimental Study Sascha , Robér Rollin, Hanna Schramm-Klein, Gunnar Mau, Gerhard Wagner University of Siegen, Siegen, Germany

D9.2 Sing with Me: The Effect of Tempo and Lyrical Cues on Consumer’s Brand

Information Retrieval Kristin J. Stewart2, Vincent Cicchirillo1, Isabella Cunningham1

1University of Texas at Austin, Texas, United States, 2California State University San Marcos, California, United States

D9.3 A Left-Side Bias? The Influence of Nutrition Label Package Placement on Product

Evaluation Marisabel Romero, Dipayan Biswas University of South Florida, Florida, United States

D9.4 “Don’t Touch me this Way!”: Single versus Multiple Haptic Exploratory Cues and

Implications for Product Evaluation Confidence Nazuk Sharma, Dipayan Biswas University of South Florida, Florida, United States

D10 INNOVATION

TRACK: NEW PRODUCT LAUNCH STRATEGY Session Chair: Blake Runnalls

D10.1 Positive Effects of Uncertainty in New Product Preannouncements Roland Schroll1, Reinhard Grohs2

1 University of Innsbruck, Tirol, Austria, 2Private University Seeburg Castle, Seekirchen am Wallersee, Austria

D10.2 How Categorization of Attributes Using Screen Designs Affect Consumer

Attitudes? Timucin Ozcan Southern Illinois University, Illinois, United States


D10.3 Angry New Product Review: A Competitive Mediation Model

Yazhen Xiao2, Haisu Zhang1, Daniel Cervone2

1New Jersey Institute of Technology, New Jersey, United States, 2University of Illinois at Chicago, Illinois, United States

D10.4 Improving New Product Development by Integrating the Sales Force: Toward a

Systematic Framework Isabell Sieberz, Christian Homburg, Jana-Kristin Prigge University of Mannheim, Mannheim, Germany

D11 DOCTORAL STUDENT SIG SPECIAL SESSION

WORDS OF WISDOM: BEST PRACTICES AND TIPS FOR MANAGING RESEARCH AND TEACHING RESPONSIBILITIES AS A JUNIOR SCHOLAR Session Chair: Brian Taillon Special Session: The objective of this session is to provide doctoral students with meaningful and valuable insight about best practices and tips for transitioning from a student to junior faculty member. This session aims to draw from the experience of well-established and successful scholars in marketing (conference co-chairs) to provide students with some best practices and tips on managing research and teaching responsibilities while at the same time providing the opportunity for students to learn from each other in its open format question and answer period.

D12 MARKETING TOOLS SESSION:

TBD


E1 CSR TRACK SUSTAINABILITY Session Chair: Nita Umashankar

E1.1 Toward a Conceptual Framework for Sustaining Organizational Sustainability: Enabling Marketing’s Contribution to the Cause Julien Schmitt2, Greg W. Marshall1, Kelly A. Irvin1, Phillip Wiseman1, Frank Naylor1

1Rollins College, Florida, United States, 2Aston Business School, Birmingham, United Kingdom

E1.2 Consumer Mindfulness: How Present-Moment-Awareness Affects Sustainable

Consumerism Sabrina V. Helm, Brintha Subramaniam University of Arizona, Arizona, United States

E1.3 Who are Sustainable Conscious Consumers? A Segmentation Approach to Identify

and Profile Patterns of Un-/Sustainable Conscious Consumers Barbara Seegebarth1, Ingo Balderjahn2, Mathias Peyer2, Klaus-Peter Wiedmann3

1Institute of Marketing, TU Braunschweig, Germany, 2 University of Potsdam, Potsdam, Germany, 3 Leibniz University of Hanover, Hanover, Germany

E1.4 The Influence of Social Network on a Company’s Adoption of Sustainability

Initiatives


Ying Zhu1, Ebrahim Mazaheri2

1 The University of British Columbia, British Columbia, Canada, 2 Laurentian University, Barrie, British Columbia, Canada

E2 CO-CHAIR SPECIAL


CUSTOMER RELATIONSHIP MANAGEMENT IN A CONNECTED WORLD Session Chair: Michael Haenlein Special Session Over recent years the increasing emergence and importance of social media applications and word-of-mouth marketing programs has created a series of new challenges for firms in the area of CRM. Customers who used to be considered as unconnected individuals now need to be seen and analyzed as part of a connected structure that links them over time or between each other. This creates a new level of complexity that firms need to respond to. The purpose of this special session is to look into some of the challenges that arise for CRM in such a connected world. • Understanding and Managing the Effects of “Big Data” on Customer Performance

Kelly Martin, Colorado State University, Abhishek Borah, University of Washington, Robert W. Palmatier, University of Washington

• A Customer Equity Approach to the Value of Word of Mouth Programs Michael Haenlein, ESCP Europe, Barak Libai, Interdisciplinary Center (IDC)

• Are you Back for Good or Still Shopping Around? Examining the Impact of Win-Back Offers on Customers’ Second Lifetime Duration V. Kumar, Georgia State University, Agata Leszkiewicz, Georgia State University, Angeliki Christodoulopoulou, Georgia State University, Pulak Ghosh, Indian Institute of Management Bangalore

E3 BRAND TRACK BRAND EXPERIENCE Session Chair: Alex H. Cohen

E3.1 Innovative Recruiting Tools: Are Serious Games Useful to Attract Digital Natives of the Millennial Generation? Kristina Klein, Theresa Groh University of Cologne, Cologne, Germany

E3.2 Exploring Teaching Brands: A Multi-Method Study of Brand Attachment through

the Facilitation of Consumer Learning Brian Brown, Caley Cantrell, Mayoor Mohan Marketing, Virginia Commonwealth University, Richmond, Virginia, United States

E3.3 The Rise of Pop Up Brand Stores – The Effects of Store Characteristics on Brand

Experience and Word of Mouth Jan F. Klein1, Tomas Falk2, Franz-Rudolf Esch1, Alexei Gloukhovtsev2

1 EBS Business School, Oestrich-Winkel, Germany, 2Marketing, Aalto University School of Business, Helsinki, Finland

E3.4 Does Minimalistic Product Design Equate to Maximum Liking? - The Interplay of

Branding, the Perceived Designer's Ability and the Effort of the Design Process Marcel Grein, Daniel Wentzel RWTH Aachen University, Aachen, Germany


E4 CO-CHAIRS’ INVITED SPECIAL SESSION

THEORY CONSTRUCTION WORKSHOP (PART 1 OF 2): DEVELOPING NEW THEORIES USING DIFFERENT APPROACHES, AND GETTING THEM PUBLISHED Session Chair: Ajay Kohli Special Session: This workshop will engage the session audience in constructing new theory using four of these different approaches. It will highlight the mindsets of theory constructors, choices they need to make in course of the theory construction process (and how those choices should be made), reviewer objections that an author is likely to encounter during the publication review process, what to do during the theory construction process to avert those objections, and how to address them if they do arise in the publication review process. Participants: Ajay Kohli (Chair), Georgia Tech, Bernie Jaworski, Claremont Graduate University, Debbie MacInnis, University of Southern California, Christine Moorman, Duke University, Manjit Yadav, Texas A&M University

E5 STRATEGY TRACK: MARKETING INVESTMENTS AND FIRM PERFORMANCE Session Chair: Joshua Beck

E5.1 Winning Me (Us) Back: How Self-Construal Shapes the Efficacy of Targeted Brand Apologies Roseann V. Hassey, Joshua Beck University of Cincinnati, Ohio, United States

E5.2 Sales Impact of Sweepstake Promotions: Evidence from Field Experiments

Xueming Luo1, Yuchi Zhang1, Fue Zeng2

1Temple University, Pennsylvania, United States, 2Wuhan University, Wuhan, China E5.3 Family Ownership, Advertising, and R&D: Implications For Firm Performance

Atanas N. Nikolov University of Georgia, Georgia, United States

E5.4 Re-examining the Effect of Market Share on Firm Performance

Abhi Bhattacharya, Lopo Rego, Neil Morgan Indiana University, Bloomington, Indiana, United States

E6 SERVICES TRACK: IMPROVING THE CUSTOMER EXPERIENCE THROUGH CO-CREATION

Session Chair: Sabine Benoit

E6.1 The Dynamic Effects of Customers’ Attributions of Co-Production Motives for Customer’s Satisfaction over Time Pascal B. Gunturkun, Till Haumann, Jan Wieseke, Laura M. Schons Ruhr-University Bochum, Bochum, Germany

E6.2 An Examination of the Influence of ICT on Patient Co-Creation in Healthcare

Service Delivery at the Micro Level Kofi Osei-Frimpong1, Alan Wilson3, Fred Lemke2

1 Ghana Institute of Management and Public Administration, Accra, Ghana, 2

Newcastle University, Newcastle upon Tyne, United Kingdom, 3 University of


Strathclyde, Glasgow, United Kingdom

E6.3 Engagement, Co-Creation and Social Media Networks in Higher Education Treasa Kearney1, Jamie Bailey2

1University of Liverpool, Liverpool, United Kingdom, 2Keele University, Keele, United Kingdom

E7 ORGANIZED BY THE AMA ACADEMIC COUNCIL

EDITORS’ PERSPECTIVES Session Moderator: Rebecca Hamilton JOURNAL OF INTERNATIONAL MARKETING, Konstantinos Katsikeas JOURNAL OF THE ACADEMY OF MARKETING SCIENCE, Rob Palmatier JOURNAL OF CONSUMER PSYCHOLOGY, Cait Lamberton JOURNAL OF INTERACTIVE MARKETING, Brian Ratchford JOURNAL OF PUBLIC POLICY & MARKETING, Dave Stewart JOURNAL OF RETAILING, Murali Mantrala and Steve Brown JOURNAL OF SERVICE RESEARCH, Mary Jo Bitner

E8 SIG TRACK ORGANIZATIONAL FRONTLINES RESEARCH: WHAT IT IS, AND WHY IT MATTERS (SESSION I) Session Chair: Jagdip Singh Special Session: Organizational Frontlines Research (OFR) is the study of interactions and interfaces at the point-of-contact that promote, facilitate, or enable the exchange of valued resources between an organization and its key stakeholders. Papers in this session will address key research issues in this area of research, and showcase articles under-development for a 2017 special section in the Journal of Service Research dedicated to OFR issues.

Discussants: Todd Arnold1, Michael Brady2, Tom J. Brown1, Jagdip Singh3

1Oklahoma State University, Oklahoma, United States, 2Florida State University, Florida, United States,3Case Western Reserve University, Ohio, United States

E8.1 Domo Arigato Mr. Roboto: How Technology Infusions Could Change the Service Customer Experience of the Future – A Research Vision and Agenda Jenny van Doorn1, Dhruv Grewal2, John Hulland3, Martin Mende4, Stephanie Noble5, Amy Ostrom6, and Andrew Petersen7

1University of Groningen, The Netherlands, 2Babson College, Boston, United States, 3University of Georgia, Georgia, United States, 4Florida State University, United States, 5University of Tennessee-Knoxville, United States, 6Arizona State University, Arizona, United States, 7University of North Carolina, North Carolina, United States

E8.2 Big Data and Frontline Employee Management Son Lam1, Hari Sridhar2, Thorsten Hennig-Thurau3, Alok Saboo4, and Stefan Sleep5

1University of Georgia, Georgia, United States, 2Penn State University, Pennsylvania, United States, 3University of Muenster, Germany, 4Georgia State University, Georgia, United States, 5Georgia Southern University, Georgia, United States

E8.3 A Multi-level Perspective of Frontline Innovations and Challenges Adam Rapp1, Dan Bachrach2, Karen Flaherty3, Doug Hughes4, Arun Sharma5, and


Clay Voorhees4

1Ohio University, Ohio, United States, 2University of Alabama, Alabama, United States, 3Oklahoma State University, United States, 4Michigan State University, United States, 5University of Miami, Miami, United States

E9 CB TRACK BEAUTY IS IN THE EYE OF THE SELF: BODY IMAGE, BEAUTY, AND CONSUMER-BRAND IDENTIFICATION

Session Chair: Scott Wright

E9.1 The Branded Self and its Impact on Brand Relationship Norms Richie L. Liu1, David Sprott2, Sandor Czellar4, Eric Spangenberg3

1 Oklahoma State University, Oklahoma, United States, 2 Washington State University, Washington, United States, 3 University of California - Irvine, California, United States, 4 University of Lausanne , Lausanne-Dorigny, Switzerland

E9.2 The Self-Activation Effect of Advertisements: A “Replication” and Extension

Sascha Steinmann, Gunnar Mau, Hanna Schramm-Klein University of Siegen, Siegen, Germany

E9.3 Why Remembering Matters! Sensorimotor Perception and Re-experience as

Driving Forces of Consumer-Brand Identification Bernd Frederik Reitsamer, Mathias C. Streicher, Karin Teichmann University of Innsbruck, Innsbruck, Tyrol, Austria

E9.4 The Self-Affirming Role of Self-Conscious Emotions in Cosmetic Surgery Decisions

Atefeh Yazdanparast1, Nancy Spears2

1 University of Evansville, Indiana, United States, 2 University of North Texas, Denton, Texas, United States

E10 INNOVATION

TRACK: CREATIVITY, IDEATION, CO-CREATION Session Chair: Mitchell Olsen

E10.1 The Effects of Customer Co-Creation on NPD Speed Capability Development and the Contingent Role of Environmental Turbulence Todd Morgan1, Kostas Alexiou3, Chanho Song2

1 University of Massachusetts Lowell, Massachusetts, United States, 2 California State University San Bernardino, California, United States, 3 Kent State University, Ohio, United States

E10.2 Regulatory Focus, Task Engagement, and Divergent Thinking

Frederik Beuk University of Akron, Akron, Ohio, United States

E10.3 Managing the Paradoxes of Co-Development in Business Markets

Minna Oinonen, Paavo Ritala, Anne Jalkala, Kirsimarja Blomqvist Lappeenranta University of Technology, Lappeenranta, Finland

E10.4 Consumer Perceived Dimensions of Organizational Creativity and Innovativeness Kelly Naletelich University of North Texas, Texas, United States


E11 SIG TRACK TEACHING MARKETING VIA COURSERA Session Chair: Elizabeth Wilson Special Session: In this session attendees will have a unique opportunity to gain first-hand knowledge from marketing faculty who are currently teaching Coursera classes as well as from Coursera’s Chief Marketing Officer. Participants David Bell, University of Pennsylvania Barbara Kahn, University of Pennsylvania Raj Raghunathan, University of Texas at Austin Aric Rindfleisch, University of Illinois Kurt Apen (Discussant), Chief Marketing Officer, Coursera

E12 MARKETING TOOLS SESSION

TBD

10:30AM – 11:00AM REFRESHMENT BREAK IN FOYER

11:00AM – 12:15PM SESSIONS

F1 ANALYTICS TRACK CRM ANALYTICS Session Chair: Paul Marx F1.1 A Methodology for Identifying Brand Associations through the Analysis of Web

Search User Behavior Massimiliano Spaziani Brunella Telecom Italia, Rome, Italy

F1.2 Weather and Mobile Promotion Purchase: Evidence from Big Data Field Experiments Chenxi Li1, Andy Reinaker3, Cheng Zhang2, Xueming Luo3, Xiaoyi Wang4

1Fudan University, Pennsylvania, United States, 2 Fudan University, Shanghai, China, 3 Temple University, Pennsylvania, United States, 4 Zhejiang Univiersity, Zhejiang, China

F1.3 Automated Product Recommendations and Personalized Explanations for Consumers in the Digital Era Paul Marx2, Andre Marchand1

1University Muenster, Muenster, Germany, 2University of Siegen, Siegen, Germany

F2 CO-CHAIR SPECIAL SERIES ON DIGITALIZATION

THE ROLE AND EFFECTIVENESS OF ADVERTISING IN THE DIGITAL AGE Session Chair: Dominique M. Hanssens Special Session

The digital age has presented the advertising field with a plethora of new opportunities to reach and influence target customers. In relatively rapid sequence we have seen the emergence of new advertising media such as search sites, social media sites and mobile applications. At the same time, these new touchpoints


increase the risk of annoying customers because they can be intrusive and privacy invading. Consequently, the new digital advertising response function (sales in function of advertising) may no longer be monotonically increasing in spending. It may in fact have an inverted U shape, much like the traditional profit-to-advertising function. This session will explore the consequences of this new reality in advertising response. We will bring together contributors from academia and from leading advertising analytics companies to discuss these issues, with particular reference to modeling digital advertising’s impact on consumers’ path to purchase, and investigating the conditions under which digital advertising has a negative impact on consumer response. At the conclusion of three paper presentations there will be a general audience discussion session.

F2.1 Digital Response to TV Ads for Daily Fantasy Sports Kenneth Wilbur, University of California, San Diego, Yuxing Rex Du, University of Houston and Linli Xu, University of Minnesota

F2.2 Empirical Evaluation of the Cost of Intrusive Ads Ayman Farahat, Yahoo!

F2.3 A Comparative Study of Digital Attribution Methods Dirk Beyer and Robert Stratton, MarketShare

F2.4 Discussion: Opportunities and Challenges in the Digital Advertising Age Moderator: Dominique M. Hanssens, UCLA

F3 BRAND TRACK SPECIALIZED BRAND POSITIONING’S

Session Chair: Purvi Shah

F3.1 Meaning Transfer in the Celebrity-Candidate Endorsement Relationship Eric Van Steenburg1, Lindsey R. Jacobs2

1Montana State University, Montana, United States, 2James Madison University, Virginia, United States

F3.2 Could Green Upgrade a Brand? The Role of Eco-Friendly Attributes in the

Evaluation of Brands Machiel Reinders, Marleen C. Onwezen Wageningen University, The Hague, Netherlands

F3.3 If You Want Happiness, Buy Luxury Brands – The Potential of Luxury Brands To

Make Consumers Happy Verena Batt, Stefanie Schnebelen, Manfred Bruhn University of Basel, Basel, Switzerland

F3.4 When Underdogs Succeed: Managing Underdog Brand Biographies and

Cultivating Supporters for the Long-run Jennifer Siemens1, Scott Smith2, Dan Fisher3, Danny Weathers1

1Clemson University, South Carolina, United States, 2University of Central Missouri, Missouri, United States, 3University of Central Arkansas, Arkansas, United States

http://papers.ssrn.com/sol3/papers.cfm?abstract_id=2652372


F4 CO-CHAIRS’ INVITED SPECIAL SESSION

THEORY CONSTRUCTION WORKSHOP (PART 2 OF 2): DEVELOPING NEW THEORIES USING DIFFERENT APPROACHES, AND GETTING THEM PUBLISHED Special Session: This workshop will engage the session audience in constructing new theory using four of these different approaches. It will highlight the mindsets of theory constructors, choices they need to make in course of the theory construction process (and how those choices should be made), reviewer objections that an author is likely to encounter during the publication review process, what to do during the theory construction process to avert those objections, and how to address them if they do arise in the publication review process.

Participants: Ajay Kohli (Chair), Georgia Tech, Bernie Jaworski, Claremont Graduate University, Debbie MacInnis, University of Southern California, Christine Moorman, Duke University, Manjit Yadav, Texas A&M University

F5 B2B TRACK CHANNEL GOVERNANCE AND PERFORMANCE: NEW DATA, NEW INSIGHTS Session Chair(s): Kersi Antia, Moeen N. Butt Special Session Channel Governance and Performance: New Data, New Insights Erik Mooi , University of Melbourne Stefan Wuyts, Koç University, Tilburg University How to Price” versus “How Much to Price”? Evidence from Pricing Contracts in B2B Contexts Mrinal Ghosh, University of Arizona Governing Reseller Relationship through Selective Entry and Costly Exit Jan B. Heide, University of Wisconsin-Madison Kenneth H. Wathne, University of Stavanger Alok Kumar, University of Nebraska–Lincoln Erik Mooi, University of Melbourne

F6 SERVICES TRACK CONTEMPORARY ISSUES IN RETAILING STRATEGY Session Chair: Michael Paul

F6.1 Does the Salesperson have the Midas touch? The Moderating Effect of Adaptive Selling on the Purchase Intention of the Multichannel Consumer Cindy B. Rippé2, Suri Weisfeld-Spolter1, Yuliya Yurova1, Fiona Sussan3, Dena Hale4

1Nova Southeastern University, Florida, United States, Tarleton State University, Texas, United States, 3University of Phoenix, Arizona, United States, 4Southeast Missouri State University, Missouri, United States

F6.2 Overcoming Franchisee Disillusionment: The Role of Individual and System-level

Factors Markus Blut1, Christof Backhaus1, David Woisetschläger2, Heiner Evanschitzky3

1Newcastle University Business School , Newcastle, United Kingdom, 2University of Braunschweig, Braunschweig, Germany, 3 Aston Business School, Birmingham, United Kingdom


F6.3 The Role of the Recruitment Brand on Service Firms’ Performance Michael Wiles2, Sascha Raithel1

1 Freie Universtiät Berlin, Germany, 2 Arizona State University, Arizona, United States

F6.4 Survival of The Fittest: How Service Portfolios Impact Incumbents’ Vulnerability

to New Entrants Efua Obeng1, Ryan J. Luchs2, John Hulland3, Jeff Inman4

1Howard University, District of Columbia, United States, 2Duquesne University, Pennsylvania, United States, 3The University of Georgia, Georgia, United States, 4The University of Pittsburgh, Pennsylvania, United States

F7 GLOBAL TRACK INTERNATIONAL CONSUMERS AND CULTURES

Session Chair: Bodo B. Schlegelmilch

F7.1 How Does Power Distance Belief Affect Consumer’s Response to DIY Offerings? A Multi-Level Multi-Method Study Investigating PDB and DIY Preferences Matthias Ruefenacht1, Yinlong Zhang2, Yuan Li2, Peter Maas1

1University of St. Gallen, St. Gallen, Switzerland, 2University of Texas at San Antonio, Texas, United States

F7.2 Does Everyone Really Hate Social Crowding? Culture, Crowding, and Consumer

Choice David S. Ackerman, Kristen Walker California State University, Northridge, California, United States

F7.3 Global Convergence of Consumer Spending Behavior: An Empirical Examination

Ayse Ozturk Georgia State University, Georgia, United States

F7.4 When Marketing Strategy Meets Culture: The Role of Culture in Product

Evaluations Reo Song California State University, Long Beach, California, United States

F8 SIG TRACK ORGANIZATIONAL FRONTLINES RESEARCH: WHAT IT IS, AND WHY IT MATTERS SESSION II

Special Session

F8.1 Technology Empowered Frontline Interactions Detelina Marinova1, Goutam Challagalla2, Ko de Ruyter3, Ming-Hui Huang4, and Matt Meuter5

1University of Missouri, Columbia, United States, 2IMD, Lausanne, Switzerland, 3City University of London, London, UK, 4National Taiwan University, Taiwan, 5California State University-Chico, California, United States

F8.2 From I to We: The Shared Frontline Experience of Customers and Employees

Alex Zablah1, Daniel Korschun2, Nancy Sirianni3, Sharon Beatty4, and Dwayne Gremler5

1University of Tennessee-Knoxville, Tennessee, United States, 2Drexel University, Pennsylvania, United States, 3Northeastern University, Boston, United States, 4University of Alabama, Alabama, United States, 5Bowling Green State University, Ohio, United States


F8.3 Organizational Frontlines Research: What It is and Why It Matters Todd Arnold1, Michael Brady2, Tom J. Brown1, Jagdip Singh3

1Oklahoma State University, Oklahoma, United States, 2Florida State University, Florida, United States,3Case Western Reserve University, Ohio, United States

F9 CB TRACK COPING, IMPULSIVITY, AND EMOTIONAL CONTAGION

Session Chair: Christopher Berry

F9.1 The Moderation Effect of Regulatory Focus on the Effectiveness of Negative Charity Appeals Jungsil Choi1, Hyun young Park2

1 Cleveland State University, Ohio, United States, 2 CEIBS, Shanghai, China

F9.2 Consumer Confinement: Conceptualization, Problems and Solutions Stephanie Feiereisen1, Vincent-Wayne Mitchell 1, Thorsten Hennig-Thurau2

1City University London, London, United Kingdom, 2University of Muenster, Muenster, Germany

F9.3 A Consumer-Based Model of Medication Adherence in the Lived Context of Chronic Illness Cheryl Nakata, Daniel M. Hogan, Lisa Sharp, Jelena Spanjol, Anna S. Cui University of Illinois at Chicago, Illinois, United States

F9.4 The Role of Emotional Contagion in Service Recovery Nicola E. Stokburger-Sauer, Verena Hofmann, Lisa Schatz University of Innsbruck, Innsbruck, Austria

F10 INNOVATION

TRACK CONSUMER RESPONSE TO INNOVATION Session Chair: Ashlee Humphreys

F10.1 Understanding Innovative Consumers: Effects of Innovativeness in the Innovation Adoption and Post-Adoption Phase Christian Nagel, Jan H. Schumann University of Passau, Bayern, Germany

F10.2 Usefulness vs. Freedom - Reactions to different levels of automation Katharina

Glass, Isabelle Kes, David Woisetschläger TU Braunschweig, Braunschweig, Germany

F10.3 Innovation and Customer Participation from the Customer's Perspective : Examining Interaction between Two Types of Breakthrough Innovation and Customer Participation Hyeyeon Yuk, Seoil Chaiy Korea University Business School, Seoul, Korea

F10.4 Let's Keep it Simple! - The Influence of Minimalistic Product Design on

Innovation Adoption Marcel Grein, Timur Elmali RWTH Aachen University, Aachen, NRW, Germany

F11 CCT TRACK CONSUMERS AND MARKETPLACE SUBCULTURES

Session Chair: Erica Paulson


F11.1 Responsible Gun Owners vs Gundamentalists: A Study of Consumer Coalition Strategies to Reduce Gun Violence in the USA Aimee Huff1, Jim McAlexander1, Michelle Barnhart1, Brandon McAlexander2

1Oregon State University, Oregon, United States, 2University of Arkansas, Arkansas, United States

F11.2 “Symbolic Acts, So Vivid. Yet at the Same Time Were Invisible”: Subcultural

Resistance through Symbolic Manifestations Emre Ulusoy Youngstown State University, Ohio, United States

F11.3 Unheard Consumers: A Resource Perspective On the Goal Pursuit of Families

With Hearing Impaired Children Alexander Henkel1, Johannes Bögershausen2, Robert P. Ciuchita1, Gaby Odekerken-Schröder1

1 Maastricht University, Maastricht, Netherlands, 2University of British Columbia, Vancouver, British Columbia, Canada

F12 MARKETING TOOLS SESSION

TBD

12:15PM – 1:45PM AWARDS LUNCH


G1 CSR TRACK: CORPORATE SOCIAL RESPONSIBILITY I Session Chair: Casey E. Newmeyer

G1.1 Not Guilty? The Many Faces of Corporate Social Irresponsibility and the Role of Consumers’ Perceived Guilty as a Determinant of Boycotting Sabrina Scheidler, Laura M. Schons, Jan Wieseke Ruhr-University of Bochum, Bochum, NRW, Germany

G1.2 Consumer Willingness to Pay for Responsible and Irresponsible Product

Attributes: Insights from Incentive-Compatible Measurement Approaches Christina Sichtmann1, Sabine Benoit2, Julia Hartmann3

1 University of Vienna, Vienna, Austria, 2University of Roehamtpon, United Kingdom, 3European Business School (EBS), Wiesbaden, Germany

G1.3 The Relationship between CSR Appeals and Product Sales Performance: Seven Subcategories and Nonlinear Returns Sunhee Choi1, Dale F. Duhan2, Sangno Lee3

1Shippensburg University , Shippensburg , Pennsylvania, United States, 2Texas Tech University , Lubbock , Texas, United States, 3Chonbuk National University, Jeonju, Jeonbuk, Korea (the Republic of)

G1.4 Encouraging Charitable Behaviors: The Impact of Charitable Motivations and

Materialism Jacqueline K. Eastman1, Dora E. Bock2, Kevin L. Eastman1

1Georgia Southern University, Statesboro, Georgia, United States, 2Marketing, Auburn University, Auburn, Alabama, United States


G2 CO-CHAIR SPECIAL SERIES ON DIGITALIZATION

ONLINE CONSUMER BEHAVIOR AND IMPLICATIONS Session Chair: P. K. Kannan Special Session: The session focuses on how customers seek information and browse online and the implications it has for firms.

G2.1 “Only the Interested Learn” – Proactive Learning of Product Reviews Liye Ma, University of Maryland

G2.2 Advertising Frontiers in the Digital Age: Micro-targeting of Online Customers Alice Li, Indiana University, Michael Trusov and P. K. Kannan, University of Maryland,

G2.3 Investigating the Impact of Multiple Communication and Marketing Mix

Elements in a Multichannel Environment Ashish Kumar, Aalto University School of Business, Aalto, Finland, Ram Bezawada, The State University of New York at Buffalo

G2.4 The Effect of Customer Data Breach Announcement on Customers’ Purchase and

Channel Choice Behavior: Evidence from a Natural Experiment Ram Janakiraman, University of South Carolina, Ram Bezawada, The State University of New York at Buffalo

G3 SIG TRACK SOCIAL MEDIA’S EVOLVING ROLE IN SPORTS MARKETING AND ATHLETE ENDORSEMENT

Session Chair: Kirk Wakefield, Baylor University

Special Session: Each of the four papers featured in this special session examines a topic related to how athletes and sport organizations are creating value for sponsoring brands via social media-focused digital marketing strategies. G3.1 Promotions in Snapchat: Marketing Orientation in Ephemeral Social Media

Lane Wakefield and Gregg Bennett, Texas A&M University

G3.2 The World’s Highest-Paid Athletes, Product Endorsement and Twitter Gashaw Abeza, University of Ottawa and Norm O’Reilly, Ohio University

G3.3 The Intersection of Social Media and Sponsorship-Linked Marketing: A Longitudinal Study of Brand Attitudes and Electronic Word of Mouth David Nickell, University of West Georgia and Agnieszka Chwialkowska, University of Vaasa, Finland

G3.4 An Investigation of the Impact of Sponsor Activation on Twitter Terry Eddy, University of Arkansas, Katie Lebel, St. John’s University, and Colin Cork, University of Arkansas

G4 MEDIA TRACK SOCIAL MEDIA IN ENTERTAINMENT

Session Chair: Enping Mai


G4.1 Engaging Sports Fans in Social Media: Insights from an empirical analysis Anand Agrawal3, Anil Gupta1, Anish Yousaf2

1 University of Jammu, India, 2 Lovely Professional University, Punjab, India, 3, Institute of Management Technology, Dubai, United Arab Emirates

G4.2 Using Coefficient of Variation to Examine Online Review Distributions

Enping Mai Eastern Carolina University , North Carolina, United States

G4.3 Customer-Customer Resource Integration: Customer Value Co-Creation in Social

Media platforms Arash Hosseinzadeh, Mohammadali Zolfagharian The University of Texas Rio Grande Valley, Texas, United States

G4.4 A Sentiment-Based Model for Credible Online Reviews

Wei-Lun Chang, Yi-Pei Chen Tamkang University, New Taipei City, Taiwan

G5 SALES/CRM

TRACK CUSTOMER RELATIONSHIP MANAGEMENT Session Chair: Hui Feng

G5.1 Understanding the Relationship between Customer Concentration and Firm Performance V. Kumar, Ankit Anand, Alok Saboo

Georgia State University, Georgia, United States

G5.2 How Outbound Marketing Increases Asymmetry and Inbound Marketing Reduces It – A Study of Customers in the Home Improvement Sector Kashef Majid1, Andrew Crecelius2

1 University of Mary Washington, Virginia, United States, 2University of Missouri, Missouri, United States

G5.3 The Effect of Account Visit Changes on Sales Performance over Time

Sebastian Forkmann1, Ryan Mullins3, Stephan C. Henneberg1, Tom Baker2

1 Queen Mary University of London, London, United Kingdom, 2 University of Alabama, Alabama, United States, 3 Clemson University, South Carolina, United States

G5.4 "Firing" Customers: Does It Pay Off and When? Customer divestment

announcements and shareholder value: A Signaling Perspective Hui Feng1, Neil Morgan2, Lopo Rego2

1 Iowa State University, Iowa, United States, 2 Indiana University, Indiana, United States

G6 SERVICES TRACK WHEN A POSITIVE BECOMES A NEGATIVE (AND VICE VERSA) IN SERVICE INTERACTIONS Session Chair: Nita Umashankar

G6.1 An Evolutionary Psychology Perspective on Social Density in Retailing Uwe Messer, Alexander Leischnig, Steffen Wölfl University of Bamberg, Bamberg, Germany


G6.2 New Versus Steady Customers - Relationship Length as Moderator of the Relation Between Response Time and Customers’ Compensation Expectations Jens Hogreve, Leonhard Mandl, Nicola Bilstein Catholic University Eichstaett-Ingolstadt, Ingolstadt , Germany

G6.3 Can Good News Become Bad News? Potential Negative Effects of Successful Service Recovery Ina Garnefeld1, Jana Wies1, Stephen S. Tax2

1University of Wuppertal, Wuppertal, NRW, Germany, 2University of Victoria, British Columbia, Canada

G6.4 Understanding Service Awards: Exploit the Bright Side, Avoid the Dark Side

Christina Cramer, Eva Böhm, Andreas Eggert University of Paderborn, Paderborn, Germany

G7 GLOBAL TRACK GLOBAL BRANDING & EXPORT

G7.1 Country of Origin and Ethnocentrism in the Context of Lateral, Upward and

Downward Migration Mohammadali Zolfagharian2, Roberto Saldivar1

1Ramapo College of New Jersey, New Jersey, United States, 2 University of Texas Rio Grande Valley, Texas, United States

G7.2 Exploitation, Exploration, and Adaptive Export Performance in the Presence of

Turbulence: An Empirical Investigation Ana Lisboa1, Dionysis Skarmeas2

1ESTG, Polytechnic Institute of Leiria, Leiria, Portugal, 2Athens University of Economics and Business, Athens, Greece

G7.3 Does Brand Globalness Consistently Result in Superior Brand Evaluations? Experimental Evidence Adamantios Diamantopoulos1, Maja Arslanagic-Kalajdzic2, Jelena Obradovic3

1University of Vienna, Vienna, Austria, 2University of Sarajevo, Bosnia and Herzegovina, 3Universal Capital Bank AD, Podgorica, Montenegro

G7.4 The Enduring Impact of Inverse Country of Origin Effects

Gary L. Hunter Illinois State University, Illinois, United States

G8 STRATEGY TRACK FIRM LEARNING AND INNOVATION IN MARKETING (III)

Session Chair: Simone Wies, Christine Moorman Special Session Continued from Session B7 and C7

G8.1 Too Tired to Innovate: How Slack Drives Innovation Adoption Among the Poor Thomas Zhang (London Business School), Rajesh Chandy (London Business School), and Om Narasimhan (London School of Economics)

G8.2 What Doesn’t Kill a Firm Increases the Risk of Its New Product Introduction

Strategy Christine Moorman (Duke University), Kapil. R. Tuli (Singapore Management University), Stav Rosenzweig (Ben-Gurion University of the Negev), Amir Grinstein


(Northeastern University, VU University Amsterdam), and Vivian Yue Qin (Duke University)

G8.3 Closing the Gap between Innovation Management Theory and Practice

Peter N. Golder (Dartmouth College) and Hans-Willi Schroiff (CEO and founder of MindChainge, Professor of Marketing at RWTH Aachen)

G9 CB TRACK CROWDSCOURCED AND CO-CREATED EXPERIENCES: EFFECTS ON EMPOWERMENT, IMPULSIVITY,

INTENT, AND VICARIOUS EXPERIENCES Session Chair: Kristin J. Stewart

G9.1 Can A Crowdfunding Project Be More Attractive? The Effect of Perceived Entrepreneurial Orientation on Consumers’ Intentions to Support a Crowdfunding Project Xiaohan Wen2, Melanie Bowen3, Shinhye Kim1

1Washington State University, Washington, United States, 2Koc University, Istanbul, Turkey, 3Justus Liebig University, Giessen, Germany

G9.2 The Outcomes of Consumer Work in Crowdsourcing Platforms: Psychological

Ownership and Consumer Citizenship Behavior Mujde Yuksel, Aron Darmody, Meera Venkatraman Suffolk University, Boston, Massachusetts, United States

G9.3 The “Dark Side” of Passionate Reviews: Reverse Alliesthesia and Impulsivity

Elizabeth Aguirre1, Scott Motyka2, Dhruv Grewal3, Dominik Mahr1, Ko de Ruyter1, Martin Wetzels1

1Maastricht University, Maastricht, Netherlands, 2 Claremont Colleges, Claremont, California, United States, 3Babson College, United States

G9.4 Characteristics of User Generated Product Reviews that affect perceived risk and

Purchase Intention Rajasree K. Rajamma1, Audhesh Paswan2

1 Fairfield University, Connecticut, United States, 2University of North Texas, Texas, United States

G10 STRATEGY TRACK: EFFECTS OF LEADERSHIP ON FIRM FINANCIAL PERFORMANCE

Session Chair: Vishag Badrinarayan

G10.1 Values That Shape Marketing Decisions: Influence of CEOs’ Political Ideologies on Strategic Marketing Behavior, Firm Value and Risk Saim Kashmiri1, Vijay Mahajan2

1University of Mississippi, Mississippi, United States, 2 University of Texas at Austin, Austin, Texas, United States

G10.2 Technology and New Leadership Roles for the Chief Marketing Officer (CMO)

Betsy Tretola1, Candace Deans2

1 George Mason University, Virginia, United States, 2 George Mason University School of Business, Virginia, United States

G10.3 Which Characteristics Make a Difference? Comparing Successful Managers in

Marketing and Sales Leonie Roecker, Christian Homburg, Arnd Vomberg University of Mannheim, Mannheim, Germany


G10.4 Black Sheep in the C-Suite: Investigating the Financial Impact of CEO Scandal

Jovica M. Breberina, Manfred Schwaiger Ludwig-Maximilians-University of Munich, Germany

G11 CCT TRACK VALUE: APPLICATIONS AND NOVEL THEORIZATIONS

Session Chair: Henry Weijo Special Session Pierre-Yann Dolbec2, Carlos Diaz Ruiz3, Lisa Peñaloza3, Jonas Holmqvist3, Henri A. Weijo1, Alladi Venkatesh4 1 Bentley University, Massachusetts, United States, 2Concordia University, Quebec, Canada, 3KEDGE Business School, Bordeaux, France, 4University of California Irvine, California, United States

• Value Creation in a Community of Practice: The Case of Salsa Dancing • Systemic Valuation Processes: The Role of Market Categories in Value

Creation • Towards a Practice-Theoretical Integration of Value

G12 MARKETING

TOOLS SESSION TBD

3:00PM – 3:30PM REFRESHMENT BREAK IN FOYER


H1 CSR TRACK: CORPORATE SOCIAL RESPONSIBILITY II Session Chair: Sterling Bone

H1.1 How Descriptive Norms Impact Prosocial Behavior John Peloza2, Meike Eilert1, Alexis Allen2

1University of Nebraska, Lincoln, Nebraska, United States, 2University of Kentucky, Lexington, Kentucky, United States

H1.2 Doing Good after Doing Bad: Firm Value Implications of Distinct Corporate Social

Responsibility Engagements Isabell Lenz, Hauke Wetzel, Maik Hammerschmidt University Goettingen, Goettingen, Germany

H1.3 Conceptualizing the Prosocial Orientation of a Firm

Arvind Agrawal, Ravi Sohi University of Nebraska Lincoln, Nebraska, United States

H1.4 Speak for Whom? The Variation of Corporate Social Responsibility Strategies of

Public Firms in China Yanlong Zhang2, Xiaoyu Zhou1

1 ShanghaiTech University, Shanghai, China, 2Peking University, Beijing, China

H2 CO-CHAIR SPECIAL SERIES ON DIGITALIZATION

DIGITAL MAKING Session Chair: Aric Rindfleisch


Special Session The session seeks to extend and enrich academic inquiry into the role of digital tools by organizing a set of presentations that examine their impact on the product portion of the marketing mix. Our common thesis is that new digital tools are beginning to alter the nature of physical products in much the same way that the Internet altered digital products such as music, text, and video. This digitization of the physical has important implications for the nature of products, the role of customers, and the relevance of firms. For example, using a desktop 3D printer, consumers can easily print customized smartphone cases (for a much lower cost than buying a case from a retailer). What is even more amazing is the possibility that, within the next decade, they may be able to print the entire phone itself. The advent of desktop 3D printers is just one example of the broader maker movement that is enabling consumers to produce, customize, and even market physical objects. Thus, this movement has the potential to dramatically alter our standard notions of products, consumers, and firms. • The Consumption of Making

Aric Rindfleisch, University of Illinois

• New Product Adoption without Market Exchange: Exploring Self-Manufacturing via Online 3D Printing Communities Greg Fisher, Miami University

• Digital Remixing: Why Do Some Products Get Modified More Than Others? Matthew O’Hern, University of New Hampshire

• Generalized Exchange, Space Characteristics & Economic Value Creation in Makerspaces Andreea Gorbatai, University of California, Berkeley

H3 SIG TRACK UTILIZING EXPERIMENTAL DESIGNS TO ASSESS THE IMPACT OF EVOLVING TRENDS ON SPORT

CONSUMERS Session Chair: Kirk Wakefield Special Session: Included within this special session is a series of papers from international sports marketing experts from four different countries (Germany, South Korea, U.K., and U.S.), each of which utilize experimental designs to determine how new trends in sports marketing are impacting the behavior of sport consumers. H3.1 Repetition Effect on Sport Video Gaming on Sport Brand Attitude, Attitude

Strength, and the Attitude-Behavior Relationship: A Case of a Sport Team Brand Yongjae Kim, Kutztown University of Pennsylvania

H3.2 The Influence of Watching Sports Games on Smartphones on Sponsorship Effects: An Examination of Video Quality and Legibility Sanghak Lee, Korea Aerospace University, Young ik Suh, University of West Georgia, and Seung-Chang Lee, Korea Aerospace University

H3.3 The Role of Congruence in Explaining Sponsorship Leverage Success: An Extended Perspective David M. Woisetschläger, Technische Universität Braunschweig, Christof Backhaus, Newcastle University Business School, and Jan Dreisbach, Technische


Universität Braunschweig

H3.4 How Big Is Small? Markedness and Range of Numerical Estimates Christopher Lee, Temple University

H4 MEDIA TRACK THEORY TESTING IN ENTERTAINMENT Session Chair: Thomas Ehrmann

H4.1 The Economics of Sensationalism – The Lack of Effect of Scandal-Reporting on Business Outcomes Brinja Meiseberg, Thomas Ehrmann Universität Münster, Münster, Germany

H4.2 Time to Entertain Digital Immigrants? Extrinsic and Intrinsic Motivations for Branded Mobile App Use – The Role of Digital Origin and Content Orientation Stefanie Sohn, Barbara Seegebarth, Marie Schulte Institute of Marketing, Braunschweig, Germany

H4.3 Quality Kills The Mediastar? Career Paths of Intellectuals

Brinja Meiseberg, Thomas Ehrmann Universität Münster, Muenster, Germany

H4.4 My Life Has Become a Major Distraction from my Cell Phone: Partner Phubbing

and Relationship Satisfaction James Roberts, Meredith David Baylor University, Waxahachie, Texas, United States

H5 SALES/CRM

TRACK SALESPERSON AND CUSTOMER CHURN Session Chair: Zachary R. Hall Special Session

H5.1 Salespersons’ Information Seeking Efforts, Sales Performance, and Turnover Bharat L. Sud, University of Guelph, Sudha Mani, William Paterson University Kersi D. Antia, Western University

H5.2 Is Quitting Contagious? A Spatiotemporal Model of Salesforce Turnover with

Social Interactions Sarang Sunder, Texas Christian University, V. Kumar, Georgia State University, Todd Maurer, Georgia State University

H5.3 Customer Life Cycle Revisited: Multiple Customer Lifetimes in Optimal Resource

Allocation Decisions V. Kumar, Georgia State University, Agata Leszkiewicz, Georgia State University, Angeliki Christodoulopoulou, Georgia State University

H6 SIG TRACK MANAGING SERVICES FOR BETTER OUTCOMES: EVOLVING TOPICS IN SERVICE RESEARCH

Session Chair: Nita Umashankar Special Session: The four papers in this session explore consumer responses to service experiences, pointing to new avenues for firms to improve their relationships with customers and ultimately firm performance. Specifically, they address emerging areas in advancing


service encounter management, customer satisfaction in multi-channel settings, and services pricing (from multiple theoretical and substantive perspectives.

When, Why, and How Conspicuous Consumption in Service Relationships Influences Service Outcomes Martin Mende, Florida State University, Maura L. Scott, Florida State University, Lisa Bolton, Penn State University Rewarding Service Providers Despite Their Failures: The Influence of Revealing Personal Information Nita Umashankar, Georgia State University A Global Study of How Goals and Emotions Influence Customers’ Satisfaction with their Experience in a Retail Channel Ruth Bolton, Arizona State University, Anders Gustafsson, Karlstad University, Crina Tarasi, Central Michigan University, Lars Witell, Karlstad University How to Price Hybrid Bundles when Demand for Good and Service are Interrelated: An Empirical Analysis Venkatesh Shankar, Texas A&M University and Jeffrey Meyer, Bowling Green State University

H7 SIG TRACK GLOBAL MARKETING: CONTEMPORARY DEVELOPMENTS, CHALLENGES, AND OPPORTUNITIES

Session Chairs: Constantine S. Katsikeas Special Session: This Global Marketing SIG Special Session aims to provide insights on the international marketing knowledge networks and discuss contemporary research developments that can help firms maintain and upgrade their competitive advantages in the global marketplace. The four papers of the session span diverse global marketing topics but together reveal important opportunities for future research and identify various ways that managers can enhance international marketing success and performance. Discussants: Costas Leonidou and Annie Peng Cui

H7.1 Managing Customer Profitability for a Multi-National Retailer V. Kumar, Georgia State University, USA Anita Pansari, Georgia State University, USA

H7.2 Cross-National Difference in M-commerce Shoppers’ Behaviours: The Role of M-commerce Readiness and Culture in Emerging and Developed Markets Narongsak (Tek) Thongpapanl, Brock University, Canada Abdul R. Ashraf, NEOMA Business School, France

H7.3 An Evaluation of Cross-National Research Across Multiple Domains:Using Knowledge Structure for Future Opportunities in International Marketing Brian R. Chabowski, The University of Tulsa, USA Saeed Samiee, The University of Tulsa, USA Tomas M. Hult, Michigan State University, USA


H7.4 When does International Marketing Strategy Fit Matter? An Investigation of Some Boundary Conditions Magnus Hultman, University of Leeds, UK Constantine S. Katsikeas, University of Leeds, UK Neil Morgan, Indiana University, USA

H8 STRATEGY TRACK HARNESSING THE CROWD: STRATEGIES FOR COMPETING IN THE NEW SOCIAL MEDIA ENVIRONMENT

Session Chair: Rebecca Slotegraaf Special Session: This session highlights important marketing strategy issues in leveraging online media as a strategic resource. Although firms are increasingly using digital media to pursue their strategic objectives, they continue to lack a clear understanding of the implications of its use. Indeed, many firms use social media as a means of attempting to influence product awareness, instill customer engagement, and increase product choice. Yet, recent research reveals a broader realm of opportunities. Our session aims to discuss distinct yet related issues that originate in this domain and provide a common rubric to synthesize valuable knowledge for both academics and practitioners Spillover Effects in Social Media Gerry Tellis, Abhishek Borah Spillover Effects in Online Word-of-Mouth Andrew Stephen, Inyoung Chae, Yakov Bart, and Dai Yao Negative effects of connectivity on crowdfunding

Girish Mallapragada, Vishal Narayan Indiana University

H9 CB TRACK ENGAGE WITH ME! CONSUMER ENGAGEMENT ACROSS SOCIAL MEDIA CHANNELS Session Chair: Nancy H. Brinson

H9.1 Linking Advertising Effectiveness and Consumers’ YouTube Engagement: Does the Advertising Creativity Model still hold? Sandra Stiller, Daniel Heinrich, David Woisetschläger Technische Universität Braunschweig, Germany

H9.2 The Power of Customer Advocacy: Reducing Marketing Myopia in the Realm of Social Media Manisha Mathur Georgia College and State University, Martinez, Georgia, United States

H9.3 “But First, Let Me Take a Selfie”: A Multi-Method Exploration of Snapchat

Marketing Chinintorn Nakhata2, Alexa K. Fox1

1Ohio University, Ohio, United States, 2Clarion University, Pennsylvania, United States

H9.4 Determinants of Consumer Choice between Word-of-Mouth Channels in the

Digital Era Maria Bartschat, Thorsten Hennig-Thurau University of Muenster, Muenster, Germany


H10 SIG TRACK: TEACHING AND LEARNING CREATIVELY: STIMULATING STUDENT ENGAGEMENT

Session Chair: Elizabeth Wilson Special Session: In this SIG Special Session, three finalists from the 2015 Solomon-Marshall-Stuart Teaching Innovation competition will serve as panelists to offer insights, examples, and strategies for stimulating student engagement. Panelists: Christy Ashley, East Carolina University Spencer Ross, University of Massachusetts-Lowell Jane Sojka, University of Cincinnati. Discussants: Richard Hanna and Carmina Calvazos, Teaching and Learning SIG Officers Each panelist will focus on a specific process innovation (exercise, activity) which generates a high level of student engagement. Details about each process will be provided so that other educators can use teaching techniques in their own classrooms. Each panelist will explain: (1) the innovation, (2) the deliverable for the innovation, and (3) the characteristics of the innovation that made it successful in stimulating student engagement.

H11 CCT TRACK SHAPING TECHNOLOGY: SOCIAL MEDIA AND THE MARKET Session Chair: Markus Giesler Special Session

H12 STRATEGY TRACK EMERGING MARKETS (I) Session Chair: Nandini Ramani Special Session: With the current burgeoning growth of emerging markets, it seems apt to examine how companies can develop and implement effective marketing strategies to compete in these markets. Indeed, scholars have emphasized that key differences in the economic landscape of emerging markets require us to reexamine the theories of competitive advantage related to industry structure or resource advantage developed for advanced markets. In this special session, three papers examine this important question.

H12.1 Is Pressure from Shareholders really bad for Innovation? An Examination into the Impact of Corporate Ownership and Management on Innovation Sourindra Banerjee, The University of Warwick Jaideep Prabhu, University of Cambridge Gerard Tellis, USC Marshall School of Business

H12.2 Place Decisions, Natural Disasters and Organizational Resilience: Modeling Branch Placement Decisions in Emerging Markets and their Success Drivers Jarrod Vassallo, University of Cambridge Jaideep Prabhu, University of Cambridge

H12.3 The Impact of Economic Liberalization on Returns to Marketing – Evidence

from a Natural Experiment


Nandini Ramani, University of Texas at Austin Raji Srinivasan, University of Texas at Austin

5:00PM – 6:00PM SIG RECEPTIONS

6:15PM – 7:30PM CONFERENCE PARTY!

Sunday February 28th, 2016

7:30AM – 8:00AM CONTINENTAL BREAKFAST


I1 CSR TRACK CSR & ADVERTISING Session Chair: Kristin J. Stewart

I1.1 Current Native Advertising Practices and Disclosures Hillary Leonard2, Christy Ashley2, Christine Kowalczyk1

1East Carolina University, North Carolina, United States, 2University of Rhode Island, Kingston, Rhode Island, United States

I1.2 Empirically Revisiting Advertising and Aggregate Consumption: Evidence from a

nonlinear causality test Florian Dost European University Viadrina, Frankfurt (Oder), Germany

I1.3 CSR Communications and Social Media - The Role of Perceived External Prestige

and Employee Identification Jos Bartels1, Maxime Eringa2

1VU University Amsterdam, Netherlands, 2DBOM, Haarlem, Netherlands I1.4 Extending the Persuasion Knowledge Model to Investigate the Potential of Web-

based Interventions: The Case of Weight Control Intentions Danae Manika1, Diana Gregory-Smith2

1 Queen Mary University of London, London, United Kingdom, 2Sheffield University, Sheffield, United Kingdom

I2 CO-CHAIR SPECIAL


BIG DATA – IMPLICATIONS FOR STRATEGY, THE FIRM, AND ANALYSIS Session Chair: Kay Peters Special Session: Academics and Managers alike are confronted with this buzzword every day. However, most people do not even grasp what it actually is, where it originates from, how it may or may not transform the way we think about and implement our marketing strategies, what it does to the organization of marketing and the firm in general, and why established – both, Frequentist and Bayesian – statistical analysis is often inappropriate. This session will provide attendees with an interactive discussion around this topic. Integrative approach of presentation and discussion. Contributors:


Rajdeep Grewal, University of North Carolina, Prasad Naik, University of California at Davis, Kay Peters, University of Hamburg & University of California at Davis

I3 ORGANIZED BY THE AMA ACADEMIC COUNCIL

EDITORS’ PERSPECTIVES Session Moderator: Ajay Kohli ACADEMY OF MARKETING SCIENCE REVIEW, Manjit Yadav IJRM, Roland Rust MARKETING LETTERS, Peter Golder JOURNAL OF PERSONAL SELLING AND SALES MANAGEMENT, Manfred Krafft JOURNAL OF PRODUCT INNOVATION MANAGEMENT, Shikhar Sarin JOURNAL OF MARKETING THEORY AND PRACTICE, Greg Marshall QUANTITATIVE MARKETING AND ECONOMICS, Pradeep Chintagunta

I4 SERVICES TRACK LEARNING FROM BOTH CUSTOMERS AND EMPLOYEES Session Chair: Sabine Benoit

I4.1 Professional Engagement and Detachment: Scale Development and Validation Jun Ye1, Sara Hanson2

1Xiamen University, Xiamen, China, 2University of Oregon, Oregon, United States I4.2 Stress Out and Carry On: How Consumer Appraisals of Service Innovation Help

Improve Service Relationships Robert P. Ciuchita, Dominik Mahr, Gaby Odekerken-Schröder Maastricht University, Maastricht, Netherlands

I4.3 How Consumers Utilize Word-of-Mouth: An Information Processing Perspective

Kristiina Herold, Anssi Tarkiainen, Sanna Sundqvist Lappeenranta University of Technology, Helsinki, Finland

I5 B2B TRACK: ENGAGING WITH B2B EXCHANGE PARTNERS

Session Chair: Mayoor Mohan

I5.1 Consequences of Alliance Portfolios for Systematic and Idiosyncratic Risk Tuba Yilmaz, Stefan Wuyts Koc University, Istanbul, Turkey

I5.2 Boundary Spanner Ambidexterity in Business Solutions: Considering Resource Efficiency, Perceived Value and Satisfaction for the Supplier Firm Daniel D. Prior University of New South Wales, Canberra, Australian Capital Territory, Australia

I5.3 Shedding Light on Outcome-Based Contracts: Benefits and Risks from the Buyers’

and Sellers’ Perspective Eva Böhm1, Christof Backhaus2, Andreas Eggert1, Tyrone Pitsis3

1University of Paderborn, Paderborn, Germany, 2Newcastle University Business School, Newcastle, United Kingdom, 3The University of Leeds, Leeds, United Kingdom

I5.4 Business-to-Business Brand Narratives in a 140 Character World

David A. Gilliam1, Steven W. Rayburn2

1University of Arkansas at Little Rock, Little Rock, Arkansas, United States, 2Texas State University, San Marcos, Texas, United States


I6 SERVICES TRACK PRODUCT AND SERVICE INNOVATION USING FRONTLINE EMPLOYEES

Session Chair: Jeroen Schepers Special Session: This special topic session provides more insight and guidelines on how product and service innovation using frontline employees can take shape. Employee-Driven Innovation at Work Alex Pedrosa, University of Southern Denmark, Claudia Jasmand, Imperial College The Implications of Dual Goal Pursuit on Employee Creative Problem Solving Adam Rapp, Ohio University and Jessica Ogilvie, University of Alabama The Role of E-lancers’ Innovativeness in Digital Customer Relationships Ruth M. Stock, Technische Universität Darmstadt, Christian Holthaus, Technische Universität Darmstadt

I7 STRATEGY TRACK COLLABORATIONS IN INDUSTRIAL MARKETS AND PERFORMANCE Session Chair: Alan Malter

I7.1 Impact of New Service Introduction on B2B Manufacturers’ Firm Value Mehdi Nezami1, Stefan Worm2, Robert W. Palmatier3

1 HEC Paris, France, 2 BI Norwegian Business School, Oslo, Norway, 3University of Washington, Washington, United States

I7.2 Fifty Shades of Day: Assessing the Influence of “The Capabilities of Market-Driven

Organizations” Greg Tanguay, Nicole Coviello Wilfrid Laurier University, Waterloo, Ontario, Canada

I7.3 OEM and Component Supplier Use of Explicit and Normative Contracting in

Collaborative Joint Profit Generation Steven Dahlquist1, David Griffith2

1Central Michigan University, Michigan, United States, 2Lehigh University, Pennsylvania, United States

I7.4 Market Orientation, Timing of Entry, and New Product Performance

Chiquan Guo2, Jing Zhu4, Yong J. Wang1, Andy Hao3

1 Ohio University, Ohio, United States, 2University of Texas-Pan American, Texas, United States, 3University of Hartford, Connecticut, United States, 4South Texas College, Texas, United States

I8 SIG TRACK CURRENT RESEARCH ON WARNINGS AND DISCLOSURES AFFECTING CONSUMERS' HEALTH AND

WELFARE Session Chair: Craig Andrews

Special Session: The purpose of this special session is to bring together a cross-disciplinary panel of experts to address the important topic of the impact of government-mandated warnings and disclosures on consumer health and welfare. Panel members will present results from their current research that offer important insights on the effectiveness of such warnings and disclosures for several highly controversial


topics (e.g., graphic tobacco warnings, calorie labeling in restaurant chains, prepared foods grocery stores and movie theaters). In addition, the session will engage the audience with a discussion that focuses on the consumer implications of government-mandated warnings and disclosures in terms of intended and unintended consequences of such policy interventions. The session will be of interest to academics who conduct research in the areas of risk communication, information processing, consumer health and welfare, and public policy.

I8.1 Fear vs. Guilt as Mediators of Graphic Health Warnings on Cigarette Packages: Linear and Curvilinear Effects for Young Smokers in the U.S., France, and Spain Craig Andrews, Marquette University; Scot Burton, University of Arkansas; Richard Netemeyer, University of Virginia; Jeremy Kees, Villanova University

I8.2 Religious Freedom and Consumer Access: An Experimental Investigation of Spontaneous Labeling Paula Fitzgerald, West Virginia University; Karen Russo Donovan, Duquesne University; Allison Mora, Duquesne University

I8.3 An Analysis of Second-Generation On-Pack Warnings Janet Hoek, University of Otago; Phil Gendall, University of Otago; Jude Ball, University of Otago; Christine Eckert, University of Otago; Jordan Louviere, University of South Australia

I9 CB TRACK FROM VANITY TO HOPE: THE EFFECTS OF AGE AND GENDER ON PERCEPTION

Session Chair: Laura M. Schons

I9.1 How Children Make Purchase Decisions: Purchase Behaviour of The Cued Processors at the Point Of Sale Gunnar Mau, Michael Schuhen, Sascha Steinmann, Hanna Schramm-Klein, Susanne Schürkmann University of Siegen, Siegen, NRW, Germany

I9.2 Gender Identity and Consumer Preference for Gender Labeled Products Susanne Ludwig1, Stefan Hattula2, Florian Kraus1

1 University of Mannheim, Mannheim, Germany, 2 University of Stuttgart, Germany I9.3 Gender Identity and Vanity Sizing: The Role of Femininity

Seth Ketron, Nancy Spears University of North Texas, Texas, United States

I9.4 The Multistage Effect of Aging on Time Perception, Hope, and Perceived Ad

Credibility Samer Sarofim, Sanjay Mishra The University of Kansas, Kansas, United States

I10 INNOVATION

TRACK ENHANCING THE VALUE OF THE FIRM THROUGH INNOVATION Session Chair: Cecila McInnis Bowers

I10.1 The Effect of Product Innovation on IPO Performance: The Moderating Role of Insider Selling Zixia Summer Cao1, Reo Song2, Ansley Chua3

1 University of Colorado Denver, Colorado, United States, 2 California State University, Long beach, California, United States, 3 Kansas State University, Kansas, United States


I10.2 The Effects of Marketing Innovation on Firm Performance: Market-driven or

Market-driving? Tanya Tang, Shaoling Zhang University of Massachusetts Amherst, Massachusetts, United States

I10.3 Do Customers Benefit from Supply Chain Relations? The Effects of Supplier

Innovation on the Financial Performance of their Customers Moritz Picot, Malte Brettel RWTH Aachen University, Cologne, NRW, Germany

I10.4 Me, Myself and I: Influence of CEO Narcissism on Firms’ Innovation Proclivity

and Likelihood of Marketing Controversies Saim Kashmiri1, Cameron D. Nicol1, Sandeep Arora2

1 University of Mississippi, Mississippi, United States, 2 University of Manitoba, Winnipeg, Canada

I11 CCT TRACK LEGITIMACY IN THE MARKETPLACE

Session Chair: Ashlee Humphreys

I11.1 Sending Stigma up in Smoke: The Role of Design in Legitimation of New Markets Aimee Huff1, Ashlee Humphreys2, Sarah J. Wilner3

1College of Business, Oregon State University, Corvallis, Oregon, United States, 2Northwestern University, Chicago, Illinois, United States, 3Wilfred Laurier University, Waterloo, Ontario, Canada

I11.2 Cents and Sensibility or Just Practice? Racial Representation in American

Advertising Erika Paulson1, Thomas C. O'Guinn2

1 Quinnipiac University, Connecticut, United States, 2University of Wisconsin-Madison, Wisconsin, United States

I11.3 Legitimacy of Hybrid Cultural Products: The Case of American Yoga

Gokcen Coskuner-Balli1, Burcak Ertimur2

1Chapman University, California, United States, 2Fairleigh Dickinson, New Jersey, , United States

I12 STRATEGY TRACK: EMERGING MARKETS (II)

Special Session

I12.1 The Marketing Lives of Micro-entrepreneurs: Why Do Some Differentiate Themselves from their Competitors More than Others? Magda Hassan, The University of Warwick, Jaideep Prabhu, University of Cambridge, Rajesh Chandy, London Business School, Om Narasimhan, London School of Economics

I12.2 Do Clean Plates Lead to Weight Gains? Evidence from India and China Raj Raghunathan, University of Texas at Austin, Deepa Chandrasekaran,

University of Texas at Austin, Brian Wansink, Cornell University

I12.3 The Impact of Partnering New Product Development (NPD) in Emerging Markets on Shareholder Value


Nicole Hanson, California State University, Venkatesh Shankar, Texas A&M University


J1 CSR TRACK CSR & CONSUMERS Session Chair: Thomas Reutterer

J1.1 Pricing for the Energiewende Patrick Layer3, Sven Feurer1, Patrick Jochem2 1 Karlsruhe Institute of Technology, Mannheim, Germany, 2Institute for Industrial Production (IIP), Karlsruhe Institute of Technology (KIT), Karlsruhe, Germany, 3Daimler AG, Stuttgart, Germany

J1.2 What Helps Children Resist Distracting Marketing Stimuli? The Impact Of Implementation Intentions And Restrictions On Choice And Arousal Gunnar Mau, Sascha Steinmann, Michael Schuhen, Hanna Schramm-Klein, Susanne Schürkmann University of Siegen, Siegen, NRW, Germany

J1.3 Re-examining Consumer Vulnerability: An Expanded Perspective on Current

Research and Future Directions Aditya Gupta, Les Carlson University of Nebraska-Lincoln, Nebraska, United States

J1.4 Big Data Goldmine or Minefield

Joni Jackson Chicago State University, Illinois, United States

J2 CO-CHAIR SPECIAL


CUSTOMER ENGAGEMENT - NEW CHALLENGES IN THE DIGITAL AGE Session Chair: Jenny van Doorn, University of Groningen, the Netherlands Special Session: Academic and managerial interest in customer engagement is increasing and shows no signs of flagging. Customer engagement is especially prominent in recent years due to the growth of social media channels that allow customers to interact with other customers and/or companies faster and cheaper than ever before. This session presents recent insights on customer engagement and will cover customer engagement in innovation tournaments and the role of customer engagement and trust in the sharing economy. We will also address the question whether engaged customers are more valuable, and highlight the consequences of company-initiated customer engagement for a company’s financial performance. • Promoting Engagement in Innovation Tournaments

Nuno Camacho, Hyoryung Nam, Stefan Stremersch, Erasmus University Rotterdam, the Netherlands and P.K. Kannan, University of Maryland

• Who do you Trust?: Trust and Customer Engagement in the Sharing Economy Rosanna Garcia, North Carolina State University


• Are Engaged Customers More Valuable to a Firm? Sonja Gensler, Thorsten Wiesel and Sascha Leweling, University of Münster, Germany

• Good, Better, Engaged? The Effect of Company-Initiated Customer Engagement

Behaviors on Shareholder Value Sander F. Beckers, Jenny van Doorn, Peter C. Verhoef, University of Groningen, the Netherlands

J3 BRAND TRACK: SOCIAL MEDIA

Session Chair: Kerrie C. Bridson

J3.1 Studying How Brand Traits Moderate Brand Purchase Intentions Resulting from Word-of-Mouth Andrew M. Baker1, Naveen Donthu2, V. Kumar2

1San Diego State University, California, United States, 2Georgia State University, Georgia, United States

J3.2 Does the Social Media Power of a Brand Alliance Partner Impact New Product Success? The Case of Movie Stars Ann-Kristin Knapp, Nora Paehler vor der Holte, Thorsten Hennig-Thurau University of Muenster, Muenster, Germany

J3.3 The Impact of Social Media Fan Pages on Consumer-Based Brand Equity Wolfgang Weitzl1, Ardion Beldad2, Sabine Einwiller1, Robert Zniva3

1 University of Vienna, Vienna, Austria, 2 University of Twente, Enschede, Netherlands, 3 WU Vienna, Vienna, Austria

J3.4 Managing the Pinball: Dimensions of Strategic Social Media Marketing Philipp A. Rauschnabel1, Reto Felix2, Christian Hinsch3

1 University of Michigan-Dearborn, Michigan, United States, 2 The University of Texas-Pan American, Texas, United States,3 Grand Valley State University Michigan, United States

J4 CB TRACK: THE SOCIOLOGICAL AND PSYCHOLOGICAL IMPLICATIONS OF COMMUNITY MEMBERSHIP Session Chair: Mujde Yuksel

J4.1 The Value in Lurking: The Effect of a Mere Opportunity for Two-Way Communication on Consumers’ Psychological Ownership and Valuation of Digital Content Colleen P. Kirk1, Scott D. Swain2

1 Mount Saint Mary College, New York, United States, 2Clemson University, South Carolina, United States

J4.2 Perceived Social Support and Sense of Online Brand Community on Facebook

Jewon Lyu2, Heejin Lim1

1The University of Tennessee, Knoxville, Tennessee, United States, 2Tennessee Tech University, Tennessee, United States

J4.3 Joining Virtual Brand Communities – Does Every Honeymoon Have its’ Hangover?

Gina Mende, Laura M. Schons, Christian Schmitz, Jan Wieseke Ruhr-University of Bochum, Bochum, Germany


J4.4 The Role of Cultural Communication Norms in Social Exclusion Effects

Jaehoon Lee1, L. J. Shrum2, Youjae Yi3

1 Southern Illinois University, Illinois, United States, 2 HEC Paris, Paris, France, 3 Seoul National University, Seoul, Korea

J5 B2B TRACK CUSTOMER AND BRAND MANAGEMENT IN BUSINESS MARKETS Session Chair: Fernando R. Jimenez

J5.1 Information Quality as a Digital Resource and the Impact on Customer Relationship Management Dana Harrison1, Joe Hair2, Danny Bellenger3

1East Tennessee State University, Tennessee, United States, 2Kennesaw State University, 3Georgia State University, Atlanta, Georgia, United States

J5.2 Determinants of Brand Equity in Business-to-Business Services: An Exploratory

Study in the IT Services Context Avinandan Mukherjee1, Kyungwon Lee2

1 Clayton State University, Georgia, United States, 2 Rutgers University, New Jersey, United States

J5.3 Implementing Market Orientation in Manufacturing-Centered Industrial SMEs in

Homogeneous Market Yong J. Wang1, Chiquan Guo2, Andy Hao3, Jing Zhu4

1 Ohio University, Ohio, United States, 2University of Texas-Pan American, Texas, United States, 3University of Hartford, Connecticut, United States, 4South Texas College, Texas, United States

J5.4 A Dynamic Perspective of Relationship

Ali Shamsollahi, Simon Bell, Danielle Chmielewski-Raimondo University of Melbourne, Melbourne, Australia

J6 SERVICES TRACK IMPROVING THE CUSTOMER EXPERIENCE THROUGH AN ONLINE ENVIRONMENT

Session Chair: Christof Backhaus

J6.1 The Effects of Two-Way Communication and Chat Service Usage on Consumer Attitudes in the E-commerce Retailing Sector Joel Järvinen, Heikki Karjaluoto University of Jyväskylä, Jyväskylä, Finland

J6.2 Leveraging Channel-Targeted Coupons to Increase Offline Sales from Online Customers: Field Experiment Evidence Xueming Luo1, Yuchi Zhang1, Fue Zeng2

1Temple University,Pennsylvania, United States, 2Wuhan University, Wuhan, China J6.3 Member Participation in Commerce-Based Online Communities

Sabine Benoit1, Jens Hogreve2, Christina Sichtmann3, Nicola Bilstein2

University of Roehampton, London, United Kingdom, 2WFI, Katholische Universität Ingolstadt, Germany, 3 University of Vienna, Vienna, Austria

J6.4 Enhancing Online Shoppers’ Satisfaction through Website Quality: The

Moderating Role of E-Channel Format and Product Variety


Stefanie Sohn, Madleen Moritz, Aaron Heuermann Institute of Marketing, TU Braunschweig, Braunschweig, Germany

J7 GLOBAL TRACK MARKETING MANAGEMENT ACROSS CULTURES Session Chair: A N M Waheeduzzaman Special Session

J7.1 Consumption Convergence Between Emerging and Developed Markets A N M Waheeduzzaman Texas A&M University Corpus Christi, Texas, United States

J7.2 A Three-Country Study on the Moderating Role of Cultural Orientation in Ad Humor Valerie Wang1, Jie Wei2, Yong J. Wang1

1 Ohio University, Ohio, United States, 2SIM University, Singapore

J7.3 What makes them commit?’ Examining Customer Commitment to Luxury Brands across Emerging Markets Paurav Shukla1, Jaywant Singh2

1 Glasgow Caledonian University, London , United Kingdom, 2Kingston University, London, United Kingdom

J7.4 Transformational Leadership, Role Conflict, and the Moderating Role of Uncertainty Avoidance Veronika Selzer1, Jan H. Schumann1, Marion Büttgen2, Zelal Ates3, Julian Volz2, Marcin Komor4

1 University of Passau, Passau, Germany, 2 University of Hohenheim, Stuttgart, Germany, 3 University of Liege, Liège, Belgium,4 Uniwersytet Ekonomiczny w Katowicach, Katowice, Poland

J8 CB TRACK INFORMATION PROCESSING: QUEUING PATTERNS, UNIQUE FEATURES, ATTRACTION, AND VALUE

Session Chair: Nazuk Sharma

J8.1 Effects of Selective Processing and Unique Features on Choice Vacillation, Satisfaction, and Regret Wan Kam (Priscilla) Chan1, Frank Kardes2

1Iowa State University, Ames, Iowa, United States, 2University of Cincinnati, Cincinnati, Ohio, United States

J8.2 Focusing on the Consumer Value: Price and Product Presentation Effects on

Online Consumers’ Perceptions and Decision Making Julian H. Asenov1, Jenia I. Lazarova2, Milena S. Nikolova3

1Gameloft Ltd., Bulgaria, 2Neuroeconomics Labs, Bulgaria, 3 American University in Bulgaria, Bulgaria

J8.3 When Should We Not Expect Attraction Effect? The Moderating Influence of

Analytic Versus Holistic Thinking Pronobesh Banerjee1, Promothesh Chatterjee2, Sanjay Mishra2

1 Pennsylvania State University, Pennsylvania, United States, 2 University of Kansas, Kansas, United States


J8.4 Single or Multi? Effects of Queuing Patterns on Product Choices Information Processing: Queing Patterns, Unique Features, Attraction, and Value Courtney R. Szocs1, Dipayan Biswas2

1 Portland State University, United States, 2University of South Florida, Florida, United States

J9 INNOVATION

TRACK WISDOM OF CROWDS Session Chair: Andre Bonfrer

J9.1 Sustainability Orientation in New Product Development: Antecedents and Managerial Implications Shuili Du, Ludwig Bstieler, Goksel Yalcinkaya University of New Hampshire, New Hampshire, United States

J9.2 Crowdfunding: Is It about You or Is It about Me?

Haisu Zhang1, Weizhi Chen2

1New Jersey Institute of Technology, New Jersey, United States, 2Purdue University Calumet, Hammond, Indiana, United States

J9.3 Enhancing Outcome in Crowdsourcing Contests: Leveraging Motivation,

Opportunity, and Ability Framework Poonam Oberoi1, Christophe Haon2, Chirag Patel2, Isabel Bodas-Freitas2

1Groupe Sup de Co La Rochelle, France, 2 Grenoble Ecole de Management, France J9.4 The Economic Impact of Crowdsourcing During Product Development

Brad J. Allen, Suman Basuroy, Deepa Chandrasekaran University of Texas-San Antonio, Texas, United States

J10 CCT TRACK SOCIAL MEDIA AND ITS DISCONTENTS

Session Chair: Joachim Scholz

J10.1 Developing a Methodology to Research the Avatar/User Relationship Janet Ward1, Nigel Coates2

1 University of Sunderland, Sunderland, United Kingdom, 2 Northumbria University, Newcastle, United Kingdom

J10.2 “Are You Beach Body Ready?” Intentional Polarization as a Cultural Engagement

Strategy for Social Media Managers Joachim Scholz1, Henri A. Weijo2

1Cal Poly, SLO, California, United States, 2Bentley University, Massachusetts, United States

J10.3 Understanding and Managing Online Trolling: A Practice Theoretical Perspective

Yuri Seo1, Angela Gracia B. Cruz2, Mathew Rex 1The University of Auckland, Auckland, New Zealand, 2Monash University, Melbourne, Australia, 3Victoria University of Wellington, Wellington, New Zealand

J10.4 Social Media, Social Networks and Marketing: A Cultural Approach to the

Strength of Ties Alladi Venkatesh, Duygu Akdevelioglu University of California, Irvine, California, United States


J11 STRATEGY TRACK MARKETING AND VALUE CREATION IN BUSINESS MARKETS Session Chair: Alok Saboo and V. Kumar Special Session: Value creation is one of the fundamental marketing activities. Specifically, in the B2B markets, firms rely on multiple constituents, relationships, and processes to generate firm value. Marketing scholars have long been interested in such value creation activities and have investigated a range of firm actions that contribute to firm value (Mizik and Jacobson 2003). In this session, we dig deeper into this issue and look at three such sources of value creation that have been overlooked by extant research. Contract Design in Inter-Organizational Exchange: Framing and Effectiveness Qiong Wang Erik A. Mooi, Aston University Steven H. Seggie, Ozyegin University Managing Organizational Boundaries in Offshore Outsourcing Kenneth H. Wathne , University of Stavanger Jan B. Heide, University of Wisconsin Alok Kumar, University of Wisconsin The Economic Impact of Online Apps in Business-to-Business Markets Manpreet Gill, Penn State University Shrihari (Hari) Sridhar, Penn State University

Resource Overlap and Acquisition Performance: An Empirical Investigation Amlesh Sharma, Georgia State University Alok Saboo, Georgia State University V Kumar, Georgia State University Anindita Chakravarty, University of Georgia

10:30AM – 11:00AM REFRESHMENT BREAK IN FOYER

11:00AM – 12:15PM SESSIONS

K1 CO-CHAIR SPECIAL SERIES ON DIGITALIZATION

THE DATA ECOSYSTEM: PROCESS AND PRODUCTS Special Session: We stand at the inception of a fundamentally new way to run markets, one made possible by a vast ecosystem of personal data producers and processors. WPP, once in the ad agency business, now talks of a transition “from Mad Men to math men.” The old-style data platform Acxiom buys new-age LiveRamp to tie what your mailbox knows about you to what your search engine knows. RocketFuel replaces advertising media buyers with machine learning. Music streaming services introduce you to music you didn’t know you’d like. This session proposes a structure that ties together these three phases of the data value chain – strategy, machinery, and product delivery – into what may become the new normal of marketing. Speakers Andrew Stephen, Oxford University Said School of Business Justin Schuster, LiveRamp Leora Kornfeld, York University and Blogger


John Deighton, Harvard Business School

K2 BRAND TRACK CO-BRANDING Session Chair: Kunal Swani

K2.1 Brand Similarity, Cohesiveness and Diversity in Extension Feedback Effects Joseph W. Chang1, Hongxia Zhang2, Yung-Chien Lou3

1University of Massachusetts - Dartmouth, Massachusetts, United States, 2Peking University, Beijing, China, 3National Cheng-Chi University, Taipei, Taiwan

K2.2 New Conceptual Insights into Brand Fit and Co-Branding

Philipp A. Rauschnabel1, Stephan Zielke2, Nina Krey3, Flavia Munta1, Bjoern S. Ivens4

1 University of Michigan-Dearborn, Michigan, United States, 2 Universität Wuppertal, Wuppertal, Germany, 3 Louisiana Tech, Louisiana Tech, Louisiana, United States, 4Marketing, Otti-Friedrich-University of Bamberg, Bamberg, Germany

K2.3 @Brand to @Brand: New Frontiers in Brand Relationships

Spencer M. Ross UMass Lowell, Massachusetts, United States

K2.4 The Impact of Emotional Brand Attachment on Brand Extension Success

Daniel Heinrich1, David Sprott2, Carmen Maria Albrecht3

1Technische Universität Braunschweig, Germany, 2Washington State University, Washington, United States, 3University of Mannheim, Mannheim, Germany

K3 CB TRACK WOM: DECEPTION, AMBIVALENCE, AND TRUST

Session Chair: Meredith E. David

K3.1 It’s All a Matter of Trust: The Importance and Role of Consumer Trust in eWOM Wolfgang Weitzl1, Robert Zniva2, Ardion Beldad3

University of Vienna, Vienna, Austria, 2 WU Vienna, Vienna, Austria, 3University of Twente, Enschede, Netherlands

K3.2 The Influence of Word-of-Mouth on Ambivalence in the Consumer Decision-

Making Process Jenni Sipila, Kristiina Herold, Sanna Sundqvist, Anssi Tarkiainen Lappeenranta University of Technology, Lappeenranta, Finland

K3.3 The Effects of Deceptive Electronic Word-of-Mouth on Consumers’ Belief and Attitude Changes: A Longitudinal Study Shiu-Li Huang1, Chuan-Feng Shih2

1National Taipei University, New Taipei City, Taiwan, 2National Taiwan University, Taipei, Taiwan

K4 B2B TRACK MANAGING CHANNELS AND NETWORKS SESSION CHAIR: Nawar N. Chaker

K4.1 How to Design and Coordinate Differentiated Multichannel Sales Systems: Development of a Comprehensive Analytical Model and Empirical Application Markus Bergmeier, Dirk Totzek University of Passau, Passau, Germany


K4.2 Conflict and Performance in Channels: A Synthesis of the Literature using Meta-

Analytic Structural Equation Modeling Kamran Eshghi, Sourav Ray McMaster University, Hamilton, Ontario, Canada

K4.3 Network Governance in Business-to-Business Electronic Markets: A Social

Network Theory Approach Ruiqi Wei, Susi Geiger, Roisin Vize University College Dublin, Dublin, Ireland

K4.4 Optimal Timing of Transfer Pricing in Multiple Integrated Marketing Channels

Kenji Matsui Kobe University, Kobe, Hyogo, Japan

K5 SERVICES TRACK CUSTOMER AND EMPLOYEE EMOTIONS IN SERVICE INTERACTIONS

Session Chair:

K5.1 Do They Always See It, Do They Always Care? Choice and Attentional Resources as Boundary Conditions of Customer Reactions to Frontline Employees’ Emotional Authenticity Andreas T. Lechner, Michael Paul Universitiy of Augsburg, Augsburg, Bavaria, Germany

K5.2 The Role of Emotions on Customer Commitment and Repurchase Intentions oan

Ball2, Alexander Buoye1, Timothy L. Keiningham3, Lerzan Aksoy1

1Fordham University, New York, United States, 2St. John's University, New York, United States, 3Chief Strategy and Client Officer, Rockbridge Associates

K5.3 Basic Emotions and Online Customer Engagement Behavior

Tobias Krämer1, Julia Donsbach2, Sven Heidenreich3, Matthias Gouthier1

1 University of Koblenz-Landau, Koblenz, Germany, 2 EBS University, Oestrich-Winkel, Germany, 3 Saarland University, Saarbruecken, Germany

K5.4 Emotional Contagion through the Use of Emoticons in Service Interactions via

Twitter Svenja Widdershoven1, Josée Bloemer2, Mark Pluymaekers1

1Zuyd University, Maastricht, Limburg, Netherlands, 2Radboud University, Nijmegen, Netherlands

K6 INNOVATION

TRACK THE MAKER SPACE MOVEMENT: CATALYZING STUDENT INNOVATION Session Chair: Ken Szymusiak Special Session: The maker space movement is quickly gaining momentum across college campuses with many institutions having launched or planning to launch unique creative spaces equipped to help students bring their most innovative ideas to life. Although common in their mission to invigorate student innovation, the development and implementation of programing of these spaces can be approached in many different ways. This panel will introduce attendees to some of the most interesting maker space programs in the US representing:


• live / work environments • full-scale production capabilities • rapid prototyping • networked facilities Panelists: Ken Szymusiak, Michigan State University (Chair) Troy D’Ambrosio, University of Utah Malcom Cook, Case Western Jillian Miller, School of Art Carnegie Mellon

K7 CB TRACK LEVERAGING CUSTOMER INFORMATION: PERMISSION, PERSONALIZATION, AND PRIVACY

Session Chair: Casey E. Newmeyer

K7.1 Impact of Recommender Systems on Customers’ Attitudes and Behavioral Intentions Towards Online Retailers Paul Marx, Florentine Frentz University of Siegen, Siegen, Nordrhein Westfalen, Germany

K7.2 Innovativeness versus Privacy: Psychological Antecedents of Permission-Based

Acceptance of Mobile Marketing Thomas Wozniak1, Dorothea Schaffner Lucerne School of Business, Lucerne, Switzerland,

K7.3 Examining the Social Contract of Information Exchange: The Roles of Company Intentionality, Information Sensitivity, and Consumer Consent Scott Wright1, Guang-Xin Xie2

Providence College, Rhode Island, United States, 2 University of Massachusetts - Boston, Massachusetts, United States

K7.4 e-Commerce and the Privacy Paradox: Examining Consumer Privacy Through the

Lens of Big Data and Personalized Advertising Nancy H. Brinson1, Laura Bright2, Matthew Eastin1

1 University of Texas at Austin, Texas, United States, 2 Texas Christian University, Fort Worth, Texas, United States

K8 SALES/CRM TRACK

DRIVING CUSTOMER LOYALTY AND WORD OF MOUTH DIGITALLY Session Chair: Lisa Schatz

K8.1 The Impact of Digital Data Overages on Customer-Firm Relationships Vijay Viswanathan, Ewa maslowska, Edward C. Malthouse Northwestern University, Illinois, United States

K8.2 Are Flat Rate Bias Customers Always Loyal? The Effect of Competitive Market

Position on Churn Sabine Moser1, Jan H. Schumann1, Florian v. Wangenheim2, Fabian Uhrich3, Felix Frank4

1 University of Passau, Passau, Germany, 2 ETH Zurich, Zürich, Switzerland, 3zooplus, München, Germany, 4Autoscout24, München, Germany


K8.3 Affection or Money: What Really Drives Customer Loyalty? Andre Marchand1, Michael Paul2, Thorsten Hennig-Thurau1, Georg Puchner1

1University Muenster, Muenster, Germany, 2University of Augsburg , Augsburg, Germany

K8.4 Emotional Contagion and Word-of-Mouth in Social Media Communication – The

Role of the Message’s Source Lisa Schatz, Verena Hofmann, Nicola E. Stokburger-Sauer University of Innsbruck – School of Management , Innsbruck, Austria

K9 STRATEGY TRACK DIGITAL MARKETING STRATEGIES AND FIRM PERFORMANCE Special Session K9.1 The Social Media Marketing Capability of Firms

Aditya Gupta University of Nebraska-Lincoln, Nebraska, United States

K9.2 Managing Digital Interactions: Distinctive Capabilities and the Influence of the Organizational Model Kirsten Mrkwicka, Marcus Schögel University of St.Gallen, St. Gallen, Switzerland

K9.3 Does the Social Value of a Brand Matter? An Empirical Investigation of the Impact of Brand Social Engagement on Firm’s Financial Performance Shan Lin1, Bill Ross2, Hongju Liu2

1 Lewis University , Illinois, United States, 2University of Connecticut, Connecticut, United States

K9.4 Physical Boundaries of a Virtual Network and the Network Effect on Marketing

Performance Ying Zhu The University of British Columbia, British Columbia, Canada

Conference Adjourns

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