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Journal of Marketing

Volume 78 · Issue 1

January 20148 articles

Learned Helplessness among Newly Hired Salespeople and the Influence of Leadership

Jeffrey P. Boichuk · Willy Bolander · Zachary R. Hall · Michael Ahearne · William J. Zahn · Melissa Nieves

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January 2014pp. 95-111DOI: 10.1509/jm.12.0468 ↗

Making Choices While Smelling, Tasting, and Listening: The Role of Sensory (Dis)similarity When Sequentially Sampling Products

Dipayan Biswas · Lauren I. Labrecque · Donald R. Lehmann · Ereni Markos

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January 2014pp. 112-126DOI: 10.1509/jm.12.0325 ↗

Marketing in Computer-Mediated Environments: Research Synthesis and New Directions

Manjit S. Yadav · Paul A. Pavlou

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January 2014pp. 20-40DOI: 10.1509/jm.12.0020 ↗

Not All Fun and Games: Viral Marketing for Utilitarian Products

Christian Schulze · Lisa Schöler · Bernd Skiera

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January 2014pp. 1-19DOI: 10.1509/jm.11.0528 ↗

Service Quality: The Impact of Frequency, Timing, Proximity, and Sequence of Failures and Delights

K. Sivakumar · Mei Li · Beibei Dong

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January 2014pp. 41-58DOI: 10.1509/jm.12.0527 ↗

Synergistic Effects of Relationship Managers’ Social Networks on Sales Performance

Gabriel R. Gonzalez · Danny P. Claro · Robert W. Palmatier

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January 2014pp. 76-94DOI: 10.1509/jm.11.0431 ↗

Targeted Online Advertising: Using Reciprocity Appeals to Increase Acceptance among Users of Free Web Services

Jan H. Schumann · Florian von Wangenheim · Nicole Groene

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January 2014pp. 59-75DOI: 10.1509/jm.11.0316 ↗

When Three Charms but Four Alarms: Identifying the Optimal Number of Claims in Persuasion Settings

Suzanne B. Shu · Kurt A. Carlson

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January 2014pp. 127-139DOI: 10.1509/jm.11.0504 ↗