Publications

PUBLICATIONS

Events and activities are substantiated by a stream of publications stemming from the work of the Marketing Department Research teams - Professors, PhDs and Students and also in collaboration with external partners in some cases. While some publications are strictly academic in nature, others are accessible to a broader audience and engage the public in the process. External think tanks and the media are involved as appropriate. 

See our publications

2024

How the Materials of Objects Shape Consumption: An Affordance Theory Perspective

DION Delphine, PAVLYUCHENKO Roman

Ideas Worth Spreading? When, How, and for Whom Information Load Hurts Online Talks’ Popularity

SEPEHRI Amir, DUCLOS Rod, HAGHIGHI N.

The Enrichment Economy: Market Dynamics, Brand Strategy, and Ethics

DION Delphine, PROKOPEC Sonja, Pavlyuchenko Roman

Resisting Financial Consumer Responsibilization Through Community Counter-Conduct

JONES Hunter, ARNOULD Eric

The impact of Covid-19 on how core and peripheral service satisfaction impacts customer satisfaction

KÜBLER Raoul, SEGGIE Steven

Balancing exclusivity and inclusivity through the strategic domestication of the luxury retail experience

DION Delphine, Debenedetti Alain, Philippe Déborah

Consumer Sovereignty and the Ethics of Recognition

DION Delphine, BHATNAGAR Kushagra, CAYLA Julien, FUSCHILLO Gregorio

The show must go on: The role of contract frames in safeguarding relationship continuity

SEGGIE Steven, Mooi Erik, Wang Qiong, Jap Sandy D.

Marketing to Bottom-of-the-Pyramid Consumers in an Emerging Market: The Responses of Mainstream Consumers

GUPTA Reetika, Chandrasekaran Deepa, Sen Sankar, Gupta Tanvi

Why and when to launch new products during a recession: An empirical investigation of the U.K. FMCG industry and the U.S. automobile industry

SEGGIE Steven, TALAY M. Berk, PAUWELS Koen

Horizontal Referrals in B2B Markets

DE BRUYN Arnaud, HADA Mahima, LILIEN Gary L.

Access-based customer journeys

DION Delphine, TRUJILLO-TORRES Lez, ANLAMLIER Eda, MIMOUN Laetitia, CHATTERJEE Lagnajita

The effect of review images on review helpfulness: A contingency approach

KÜBLER Raoul, LOBSCHAT Lara, WELKE Lina, VAN DER MEIJ Hugo

Silently killing your panelists one email at a time: The true cost of email solicitation

DE BRUYN Arnaud, Ferecatu Alina, Mukherjee Prithwiraj

Are you looking for something specific or just looking around? Adaptive selling on the basis of customer shopping goals in retail sales

MCFARLAND Richard, KIM Yenee

Why advertisers should embrace event typicality and maximize leveraging of major events

MAZODIER Marc, CARRILLAT François, ECKERT Christine

Unstructured data research in business: Toward a structured approach

KÜBLER Raoul, DE HAAN Evert, PADIGAR Manjunath, EL KIHAL Siham, WIERINGA Jaap

2023

The positive effects of integrated advertising, featuring diverse ensembles, on societal identification and mainstream brand value

MAZODIER Marc, HENDERSON Conor, KHENFER Jamel

Will the revolution devour its children? The Impact of Generative and Interactive AI on Operative and Strategic Marketing

KÜBLER Raoul

When do stock options affect CEO risk-taking? The moderating role of CEO regulatory focus

CHUNG Tuck Siong, CHEN Yenn‐Ru, LIN Chia‐Hsien, LOW Angie

A typology of consumers regarding perceived obsolescence: The paradox of eco-conscious consumers

LE NAGARD Emmanuelle, GUILLARD Valérie, DE CAMPOS RIBEIRO Gisele

PassivePy: A tool to automatically identify passive voice in big text data

SEPEHRI Amir, MIRSHAFIEE Mitra Sadat, MARKOWITZ David M.

Consumer hacks in the sharing economy

DION Delphine, MIMOUN Laetitia, ANLAMLIER Eda, CHATTERJEE Lagnajita, TRUJILLO-TORRES Lez

The spillover effects of positive and negative buzz on brand attitudes

DE BRUYN Arnaud, COLICEV Anatoli

Consumer Sovereignty and the Ethics of Recognition

DION Delphine, BHATNAGAR Kushagra, CAYLA Julien, FUSCHILLO Gregorio

The r/wallstreetbets ‘war machine’: Explicating dynamics of consumer resistance and capture

JONES Hunter, HIETANEN Joel

Brand dynasty: managing charismatic legitimacy over time

DION Delphine, ARNOULD Eric

Executive confidence and myopic marketing management

CHUNG Tuck Siong, LOW Angie, RUST Roland T.

How Do Consumers Read and Encode a Price?

LAURENT Gilles, VANHUELE Marc

Reference-Dependent Preferences in Flat Penalty Service-Level Contracts

PAPIER Felix, ÖNCÜLER Ayse, DUHAYLONGSOD Jose Benedicto

2022

Long-Run Effects in Dynamic Systems: New Tools for Cross-Lagged Panel Models

SHAMSOLLAHI Ali, ZYPHUR Michael J., OZKOK Ozlem

Understanding Managers’ Trade-offs between Exploration and Exploitation

DE BRUYN Arnaud, FERECATU Alina

Bayesian Consumer Profiling: How to Estimate Consumer Characteristics from Aggregate Data

DE BRUYN Arnaud, OTTER Thomas

Too Much of a Good Thing? The Unforeseen Cost of Tags in Online Retailing

SEPEHRI Amir, DUCLOS Rod, HAGHIGHI Nasir

When the Honeymoon is Over: A Theory of Relationship Liabilities and Evolutionary Processes

SHAMSOLLAHI Ali, CHMIELEWSKI-RAIMONDO Danielle, BELL Simon, HEIDE Jan

CEO Regulatory Focus and Myopic Marketing Management

CHUNG Tuck Siong, LOW Angie

Did Clickbait Crack the Code on Virality?

DE BRUYN Arnaud, MUKHERJEE Prithwiraj, DUTTA Souvik

Temporal Risk: Utility vs. Probability Weighting

ÖNCÜLER Ayse, ABDELLAOUI Mohammed, DIECIDUE Enrico, KEMEL Emmanuel

Impact of review narrativity on sales in a competitive environment

CHUNG Tuck Siong, MUKHOPADHYAY Soumya, KUMAR V, SHARMA Amalesh

Drivers of Consumers’ Willingness to Answer an eWOM Solicitation for a Time-Limited Offer

LE NAGARD Emmanuelle, DESMET Pierre, LACAN Camille

Battling for consumer memory: Assessing brand exclusiveness and brand dominance from citation-list

LAURENT Gilles, CHANDON Jean-Louis, LAMBERT-PANDRAUD Raphaëlle

The Impact of the COVID-19 Pandemic on Restaurant Resilience: Lessons, Generalizations, and Ideas for Future Research

KÜBLER Raoul, KARNIOUCHINA Kate, SARANGEE Kumar, THEOKARY Carol

Product Market Effects of Customer Referencing

CHUNG Tuck Siong, JIA Xiaoli, JING Jiao, NG Jeffrey, ZHANG Janus Jian

Social interactions in the metaverse: Framework, initial evidence, and research roadmap

KÜBLER Raoul, HENNIG-THURAU Thorsten, ALIMAN Dorothea, HERTING Alina, CZIEHSO Gerrit, LINDER Marc

Book Review: Consumer Culture Theory

JONES Hunter

2021

Do Versus Don’t: The Impact of Framing on Goal Level Setting

PROKOPEC Sonja, TUK Mirjam A, VAN DEN BERGH Bram

Buyer-Supplier Relationship Dynamics: A Systematic Review

SHAMSOLLAHI Ali, CHMIELEWSKI-RAIMONDO Danielle, BELL Simon, KACHOUIE Reza

LSTM Response Models for Direct Marketing Analytics: Replacing Feature Engineering with Deep Learning

DE BRUYN Arnaud, SARKAR Mainak

Role of group cohesiveness in targeted mobile promotions

GUPTA Reetika, MUKHERJEE Sourjo, JAYARAJAH Kasthuri

The Impact of Salesperson Interpersonal Mentalizing Skills on Coping and Burnout: The Critical Role of Coping Oscillation

MCFARLAND Richard, DIXON Andrea L.

The Moderating Effects of Economic and Strategic Relationship Value in Tolerating Active and Passive Opportunism

SEGGIE Steven, GRIFFITH David

The Location of Maximum Emotion in Deceptive and Truthful Texts

SEPEHRI Amir, MARKOWITZ David M., DUCLOS Rod

The Power of Indirect Appeals in Peer‐to‐Peer Fundraising: Why “S/He” Can Raise More Money for Me Than “I” Can For Myself

SEPEHRI Amir, DUCLOS Rod, KRISTOFFERSON Kirk, VINOO Poornima, ELAHI Hamid

Managing creatively-inspired brands: a commentary and research direction

DION Delphine

Métaphores en sciences de gestion – Évolutions et usages

DONADA Carole, CHATELAIN-PONROY Stéphanie, VIDAL Olivier

Content valuation strategies for digital subscription platforms

KÜBLER Raoul, SEIFERT Rouven, KANDZIORA Michael

Foundations and evolution of: Recherche et Applications en Marketing A shared adventure

PRAS Bernard

2020

The Future Ambiguity Effect: How Narrow Payoff Ranges Increase Future Payoff Appeal

ÖNCÜLER Ayse, LIU Yuanyuan, HEATH Timothy

Dynamics between market categories: A study of the (in) visibility of the plus-size fashion market

DION Delphine, TACHET Béatrice

From Data to Causes I: Building A General Cross-Lagged Panel Model (GCLM)

SHAMSOLLAHI Ali, ZYPHUR M. J., ALLISON P. D., TAY L., VOELKLE M. C., PREACHER Kristopher, ZHANG Zhen, HAMAKER Ellen, PIERIDES Dean, KOVAL Peter, DIENER Ed

From Data to Causes II: Comparing Approaches to Panel Data Analysis

SHAMSOLLAHI Ali, ZYPHUR M. J., VOELKLE M. C., TAY L., ALLISON P. D., PREACHER Kristopher, ZHANG Zhen, HAMAKER Ellen, PIERIDES Dean, KOVAL Peter, DIENER Ed

Artificial Intelligence and Marketing: Pitfalls and Opportunities

DE BRUYN Arnaud, VISWANATHAN Vijay, SHAN BE Yean, BROCK Jürgen Kai-Uwe, VON WANGENHEIM Florian

Can Donations Be Too Little or Too Much?

Marc MAZODIER, CARRILLAT François, PLEWA Carolin, SHERMAN Claire

Evaluating the Criteria of TÜBİTAK Entrepreneurial and Innovative University Index in Terms of the Prominent Operations of the Entrepreneurial University

SEGGIE Steven, USLU Baris, CALIKOGLU Alper, SEGGIE F. Nevra

The impact of value-related crises on price and product-performance elasticities

KÜBLER Raoul, LANGMAACK Michael, ALBERS Sönke, HOYER Wayne

Social Media’s Impact on the Consumer Mindset: When to Use Which Sentiment Extraction Tool?

KÜBLER Raoul, COLICEV Anatoli, PAUWELS Koen

2019

An updated taxonomy of salesperson influence tactics

MC FARLAND Richard, DIXON A.

The spectacle of pain in the experience: A study in rugby stadiums. Recherche et Applications en Marketing

DION Delphine, DUBREUIL Clément

A Conceptual Framework of Macrolevel and Microlevel Adaptive Selling Theory, Setting a Research Agenda, and Suggested Measurement Strategies

MC FARLAND Richard

Restraint that Blinds: Attention Narrowing and Consumers’ Response to Numerosity in Self-Control Decisions

PROKOPEC Sonja, WILCOX K.

The entrepreneurial university and academic discourses: The meta‐synthesis of Higher Education articles

SEGGIE Steven, USLU Baris, CALIKOGLU Alper, SEGGIE Nevra

Comparing Lead Users to Emergent‐Nature Consumers as Sources of Innovation at Early Stages of New Product Development

LE NAGARD Emmanuelle, HAMDI‐KIDAR Linda, KEINZ Peter, VERNETTE Eric

Evermore subjective and contingent luxury

LAURENT Gilles, CHANDON Jean-Louis, VALETTE-FLORENCE Pierre

The Color of Support: The Effect of Sponsor–Team Visual Congruence on Sponsorship Performance

MARC MAZODIER, HENDERSON Conor, SUNDAR Aparna

2018

The Determinants of Approval of Online Consumer Revenge

LE NAGARD Emmanuelle, DE CAMPOS RIBEIRO G., BUTORI Raphaëlle

Generating Univariate Fractional Integration within a Large VAR(1),

CHEVILLON Guillaume, LAURENT Gilles, HECQ A.

Le rôle de la contagion physique négative dans l’achat d’un produit d’occasion vendu en ligne

LE NAGARD Emmanuelle, BEZANÇON M., GUIOT D.

Automated Adaptive Selling

MC FARLAND Richard, KAPTEIN M., PARVINEN P.

Investigating Brand Verbal Fluency: When known brands do not come to mind

LAURENT Gilles, LAMBERT-PANDRAUD Raphaëlle, GOURVENNEC Bernard

The Diffusion of Mobile Social Networking: Further Study

BEMMAOR Albert C., ZHENG Li

The Long Reach of Sponsorship: How Fan Isolation and Identification Jointly Shape Sponsorship Performance

Marc MAZODIER, HENDERSON Conor, BECK Josh

Advertisement Typicality: A Longitudinal Experiment – Can Sponsors Transfer the Image Of a Sporting Event to Their Brand?

Marc MAZODIER, CORSI Amanda Maria, QUESTER Pascale G.

Making Warnings About Misleading Advertising and Product Recalls More Effective: An Implicit Attitude Perspective

Marc MAZODIER, TRENDEL Olivier, VOHS Kathleen

The Role of the Partner Brand’s Social Media Power in Brand Alliances

KÜBLER Raoul, KUPFER Ann-Kristin, PÄHLER VOR DER HOLTE Nora, HENNIG-THURAU Thorsten

App Popularity: Where in the World Are Consumers Most Sensitive to Price and User Ratings?

KÜBLER Raoul, PAUWELS Koen, YILDIRIM Gökhan, FANDRICH Thomas

Battle of the brand fans: Impact of brand attack and defense on social media

KÜBLER Raoul, ILHAN Behice Ece, PAUWELS Koen

2017

Assimilation-contrast theory in action: Operationalization and managerial impact in a fundraising context

DE BRUYN Arnaud, PROKOPEC Sonja

Combining Big Data and Lean Startup Methods for Business Model Evolution

SEGGIE Steven, SOYER E., PAUWELS K. H.

Fetish, Magic, Marketing

DION Delphine, ARNOULD E., CAYLA C.

Generating Leads with Sequential Persuasion: Should Sales Influence Tactics Be Consistent or Complementary?

MC FARLAND Richard, PÖYRY E., PARVINEN P.

The Impact of Investor Impatience and Environmental Turbulence on Myopic Marketing Management and Stock Performance

CHUNG Tuck Siong, LOW A.

The Role of Network Density and Betweenness Centrality in Diffusing New Venture Legitimacy: An Epidemiological Approach

MC FARLAND Richard, BLOODGOOD J. M., HORNSBY J. S., RUTHERFORD M.

Impact of age on brand awareness sets: a turning point in consumers’ early 60s

LAURENT Gilles, LAMBERT-PANDRAUD Raphaëlle, MULLET Etienne, YOON Carolyn

In search of new planets in the luxury galaxy

LAURENT Gilles, CHANDON Jean-Louis, VALETTE-FLORENCE Pierre

2016

Persona-Fied Brands – Managing Branded Persons through Persona

DION Delphine, ARNOULD E.

Reviving Sleeping Beauty Brands by Rearticulating Brand Heritage

DION Delphine, MAZZALOVO G.

Heterogeneous Risk and Time Preferences

ÖNCÜLER Ayse, FERECATU A.

L’enracinement dans les cultures régionales pour créer des marques fortes

DION Delphine, REMY E., SITZ L.

Emotion: Love Wins

NYECK Simon

A Contingency Model of Emotional Intelligence in Professional Selling

MCFARLAND Richard, RODE Joseph, SHERVANI Tasadduq

Where do consumers think luxury begins? A study of perceived minimum price for 21 luxury goods in 7 countries

LAURENT Gilles, KAPFERER Jean-Noël

Temporary brand–retailer alliance model: the routes to purchase intentions for selective brands and mass retailers

PRAS Bernard, LAURENT Gilles, NABEC Lydiane

Pursuing the concept of luxury: Introduction to the JBR Special Issue on “Luxury Marketing from Tradition to Innovation”

LAURENT Gilles, CHANDON Jean-Louis, VALETTE-FLORENCE Pierre

Which Sport Sponsorships Most Impact Sponsor CSR Image?

Marc MAZODIER, CARRILLAT François, PLEWA Carolin, QUESTER P.

The Hidden Factors Behind Sponsorship and Image Transfer: Considerations for Bilateral Image Transfer Among Sponsors and Events

Marc MAZODIER, PRENDERGAST Gerard, PALIWAL Aishwarya

2015

Ambiguity Attitudes Over Time

ÖNCÜLER Ayse, LIU Y.

More prizes are not always more attractive: factors increasing prospective sweepstakes participants’ sensitivity to the number of prizes

LAURENT Gilles, LAPORTE Sandra

Susan Douglas: the “founding mother” of the European Marketing Academy

LAURENT Gilles

The Roles of Ethnocentrism, Animosity, and Cosmopolitanism in Sponsorship Effects: A Latent Growth Modeling Approach

Marc MAZODIER, LEE Richard

2014

Enrichir la compréhension des comportements de consommation: pistes opérationnelles et enjeux organisationnels

DION Delphine, SITZ Lionel

Home Sweet Messy Home: Managing Symbolic Pollution

DION Delphine, SABRI Ouidade, GUILLARD Valérie

The Role of Sponsorship Fit for Changing Brand Affect: A Latent Growth Modeling Approach

Marc MAZODIER, QUESTER Pascale G.

Comment: Leveraging Sport Events over Time: a Comparison of Sponsorship and Sport Event Advertising

Marc MAZODIER, QUESTER Pascale G.

Beyond Brand Attitude: Individual Drivers of Purchase for Co-Branded Products

Marc MAZODIER, MERUNKA Dwight