Selected Marketing Journal Articles | LSU Department of Marketing

Research

Drawing on behavioral, economic, psychological, and administrative theory, researchers examine the current and future needs and wants of a customer. E. J. Ourso College of Business faculty researchers examine a number of topics-branding, consumer behavior, consumption emotions, corporate social responsibility, empirical modeling, franchising, international marketing, new media, persuasion, retailing and services marketing, sales force effectiveness, social marketing, and technology.

Selected Marketing Journal Articles

  • Atefi, Y. and Pourmasoudi, M. (2019). Measuring Peer Effects in Sales Research: A Review of Challenges and Remedies. Journal of Personal Selling and Sales Management.
  • Atefi, Y., Ahearne, M., Maxham III, J. G., Donavan, D. Todd, and Carlson, B. D. (2018). Does Selective Sales Force Training Work?. Journal of Marketing Research, 55(5), 722-737.
  • Hayati, B., Atefi, Y., and Ahearne, M. (2018). Sales Force Leadership During Strategy Implementation: A Social Network Perspective. Journal of the Academy of Marketing Science (JAMS), 46(4), 612-631.
  • Patrick, V., Atefi, Y., and Hagdvedt, H. (2017). The Allure of the Hidden: How Product Unveiling Confers Value. International Journal of Research in Marketing, 34(2), 430-441.
  • Lastner, M., Fennell, P., Folse, J., Rice, D., and Porter III, M.Wow! You Really Deserve That Price! The Impact of Other's Effort on Price Fairness Judgments Corresponding Author. Psychology and Marketing.
  • Newman, C. L., Cinelli, M. D., Vorhies, D., and Folse, J. (2019). Benefiting Few at the Expense of Many? The Dark Side of Using Exclusivity in Customer Relationship Management. Journal of the Academy of Marketing Science (JAMS).
  • Mangus, S., Bock, D. E., Jones, E., and Folse, J. (2017). Gratitude in Buyer-Seller Relationships: A Dyadic Investigation. Journal of Personal Selling and Sales Management.
  • Folse, J., Porter III, M., Godbole, M. Bose, and Reynolds, K. E. (2016). The Effects of Negatively-Valenced Emotional Expressions in Online Reviews on the Reviewer, the Review, and Product. Psychology and Marketing, 33(9), 747-760.
  • Bock, D. Elizabeth, Mangus, S. M., Folse, J., and , . (2016). The Road to Customer Loyalty Paved with Service Customization. Journal of Business Research, 69(10), 3923-3932.
  • Moulard, J. Guidry, Raggio, R. D., and Folse, J. (2016). Brand Authenticity: Testing the Antecedents and Outcomes of Brand Management's Passion for its Products. Psychology and Marketing, 33(6), 421-436.
  • Lastner, M., Folse, J., Fennell, P., and Mangus, S. (2016). The Road to Recovery: Overcoming Service Failures with Strategies that Elicit Gratitude and Pride to Promote Satisfaction and Behavioral Intentions. Journal of Business Research, 69(10), 4278-4286.
  • Bock, D. Elizabeth, Folse, J., and Black, W. C. (2016). When Frontline Employee Behavior Backfires: Distinguishing Between Customer Gratitude and Indebtedness and Their Impacts on Relational Behaviors. Journal of Service Research, 19(3), 322-336.
  • Raggio, R. D., Walz, A. Green, Bose Godbole, M., and Folse, J. (2014). Gratitude in Relationship Marketing: Theoretical Development and Directions for Future Research. European Journal of Marketing, 48(1/2), 2-24.
  • Folse, J., Burton, S., and Netemeyer, R. G (2013). Defending Brands: Effects of Alignment of Spokescharacter Personality Traits and Corporate Transgressions on Brand Trust and Attitudes. Journal of Advertising, 42(4), 331-342.
  • Folse, J., Moulard, J. Guidry, and Raggio, R. D. (2012). Psychological Ownership: A Social Marketing Message Appeal? Not for Women. International Journal of Advertising, 31(2), 291-316.
  • Moulard, J. Guidry, Kroff, M. W, and Folse, J. (2012). Unraveling Consumer Suspense: The Role of Hope, Fear, and Probability Fluctuations. Journal of Business Research, 65(3), 340-346.
  • Folse, J., Netemeyer, R. D., and Burton, S. (2012). (2012). Spokescharacters: How the Personality Traits of Sincerity, Excitement and Competence Help to Build Equity. Journal of Advertising, 41(1), 17-32.
  • Raggio, R. D. and Folse, J. (2011). Expressions of Gratitude in Disaster Management: An Economic, Social Marketing, and Public Policy Perspective on Post-Katrina Campaigns. Journal of Public Policy & Marketing, 30(2), 168-174.
  • Tangari, A., Folse, J., Burton, S., and Kees, J. (2010). The Moderating Influence of Consumers' Temporal Orientation on the Framing of Societal Needs and Corporate Responses in Cause Related Marketing Campaigns. Journal of Advertising, 39(2), 35-50.
  • Folse, J., Niedrich, R. W., and Grau, S. Landreth (2010). Cause-Related Marketing: The Effects of Purchase Quantity and Donation Amount on Consumer Inferences and Participation Intentions. Journal of Retailing, 86(4), 295-309.
  • Raggio, R. D. and Folse, J. (2009). Gratitude Works: Its Impact and the Mediating Role of Affective Commitment in Driving Positive Outcomes. Journal of the Academy of Marketing Science, 37(4), 455-469.
  • Landreth, S. and Folse, J. (2007). Cause-Related Marketing Campaigns: The Influence of Donation Proximity and Message Framing Cues on the Less Involved Consumer. Journal Of Advertising, 36(4), 19-33.
  • Reynolds, K. E., Folse, J., and Jones, M. A. (2006). Search Regret: Exploring its Antecedents and Consequences. Journal of Retailing, 82(4), 339-348.
  • Folse, J. and Burton, S. (2005). The Role of Spokescharacters as Advertisement and Package Cues in Integrated Marketing Communications. Journal of Marketing, 69, 118-132.
  • Folse, J. and Niedrich, R. W. (2004). Spokescharacters: Creating Character Trust and Positive Brand Attitudes. Journal of Advertising, 33(2), 25-36.
  • Kuo, A., Hiler, J., and Lutz, R. J (2017). From Super Mario to Skyrim: A Framework for the Evolution of Video Game Consumption. Journal of Consumer Behaviour.
  • Kuo, A., Lutz, R. J, and Hiler, J. L (2016). Brave New World of Warcraft: A Conceptual Framework for Active Escapism. Journal of Consumer Marketing, 33(7).
  • Kuo, A., Rice, D. H., and Fennell, P. (2016). How Fitting! The Influence of Fence-Context Fit on Price Discrimination Fairness. Journal of Business Research, 69(8).
  • Kuo, A. and Rice, D. H. (2015). Catch and Shoot: The Influence of Advergame Mechanics on Preference Formation. Psychology and Marketing, 32(2), 162-172.
  • Kuo, A. and Rice, D. H. (2015). The Impact of Perceptual Congruence on the Effectiveness of Cause-Related Marketing Campaigns. Journal of Consumer Psychology, 25(1), 78-88.
  • Janiszewski, C., Kuo, A., and Tavassoli, N. T (2013). The Influence of Selective Attention and Inattention to Products on Subsequent Choice. Journal of Consumer Research, 39(6).
  • Long, A., Fernbach, P. M., and De Langhe, B. (2018). Circle of Incompetence: Sense of Understanding as an Improper Guide to Investment Risk. Journal of Marketing Research, 55(4), 474-488.
  • Lu, S., Wu, J., and Tseng, S. Allen (2018). How Online Reviews Become Helpful: A Dynamic Perspective. Journal of Interactive Marketing, 44, 17-28.
  • Kharouf, H. and Lund, D. J (2018). An Empirical Examination of Organizational Trust Recovery: Influences and Implications. European Management Review, , https://doi.org/10.1111/emre.12309.
  • Hansen, J. D, Lund, D. J, and DeCarlo, T. E (2016). A Process Model of Buyer Responses to Salesperson Transgressions and Recovery Efforts: The Impact of Salesperson Orientation. Journal of Personal Selling and Sales Management, 36(1), 59-73.
  • Kozlenkova, I. V, Hult, T., Lund, D. J, Mena, J., and Kekec, P. (2015). The Role of Marketing Channels in Supply Chain Management. Journal of Retailing, 91(4), 586-609.
  • Kharouf, H., Lund, D. J, and Sekhon, H. (2014). Building Trust by Signaling Trustworthiness in Service Retail. Journal of Services Marketing, 28(5), 361-373.
  • Lund, D. J and Marinova, D. (2014). Managing Revenue Across Retail Channels: The Interplay of Service Performance and Direct Marketing. Journal of Marketing, 78(5), 99-118.
  • Lund, D. J, Scheer, L. K, and Kozlenkova, I. V (2013). Culture's Impact on the Importance of Fairness in Interorganizational Relationships. Journal of International Marketing, 21(4), 21-43.
  • Miao, F. C, Lund, D. J, and Evans, K. R. (2009). Re-examining the Influence of Career Stages on Salesperson Motivation: A Cognitive and Affective Perspective. Journal of Personal Selling and Sales Management, 29(3), 243-255.
  • Harmeling, C. M, Moffett, J. W., Arnold, M. J, and Carlson, B. D (2017). Toward a Theory of Customer Engagement Marketing. Journal of the Academy of Marketing Science (JAMS), 45(3), 312-335.
  • Fukawa, N. and Niedrich, R. W. (2015). A Fluency Heurstic Account of Supraliminal Prime Effects on Product Preference. Psychology and Marketing, 32(11), 1061-1075.
  • Folse, J. Anne Garretson, Niedrich, R. W., and Grau, S. Landreth (2010). Cause-Relating Marketing: The Effects of Purchase Quantity and Firm Donation Amount on Consumer Inferences and Participation Intentions. Journal Of Retailing, 86(4), 295-309.
  • Niedrich, R. W., Weathers, D., Hill, R. Carter, and Bell, D. R. (2009). Specifying Price Judgments with Range-Frequency Theory in Models of Brand Choice. Journal Of Marketing Research, 46(5), 693-702.
  • Reynolds, K., Gilkeson, J. H., and Niedrich, R. W. (2009). The Influence of Seller Strategy on the Winning Price in Online Auctions: A Moderated Mediation Model. Journal of Business Research, 62(1), 22-30.
  • Niedrich, R. W. and Swain, S. D. (2008). The Effects of Exposure-Order and Market Entry-Information on Brand Preference: A Dual Process Model. Journal Of The Academy Of Marketing Science, 36(3), 309-321.
  • Swain, S. D., Weathers, D., and Niedrich, R. W. (2008). Assessing Three Explanations for Misresponse to Negated Likert Items. Journal Of Marketing Research, 45(1), 116-131.
  • Niedrich, R. W., Kiryanova, E., and Black, W. C. (2005). The Dimensional Stability of the Standards Used in the Disconfirmation Paradigm. Journal Of Retailing, 81(1), 49-57.
  • Weathers, D., Sharma, S., and Niedrich, R. W. (2005). The Impact of the Number of Scale Points, Dispositional Factors, and the Status Quo Decision Heuristic on Scale Reliability and Accuracy. Journal of Business Research, 58(11), 1516-1524.
  • Garretson, J. A. and Niedrich, R. W. (2004). Spokes-Characters: Creating Character Trust and Positive Brand Attitudes. Journal of Advertising, 33, 25-36.
  • Niedrich, R. W. and Swain, S. D. (2003). The Influence of Pioneer Status and Experience Order on Consumer Brand Preference: A Mediated Effects Model. Journal Of The Academy Of Marketing Science, 31, 468-480.
  • Niedrich, R. W., Sharma, S., and Wedell, D. H. (2001). Reference Price and Price Perceptions: A Comparison of Alternative Models. Journal Of Consumer Research, 28, 339-354.
  • Sharma, S., Niedrich, R. W., and Dobbins, G. (1999). A Framework for Monitoring Customer Satisfaction: An Empirical Illustration. Industrial Marketing Management, 28(3), 231-243.
  • Lastner, M., Rast, R., and Andzulis, J. (2016). Creating Win-Win Collaborations for Students: An Immersive Learning Project for Advanced Sales Courses. Journal for Advancement of Marketing Education, (Spring 2016).
  • Rice, D. H., Cooke, A. D.J., and Zheng, Y.The impact of bundle comparisons on bundle preference. Journal of Behavioral Decision Making.
  • Pounders, K. R, Rice, D. H., and Mabry-Flynn, A. (2017). Understanding How Goal-striving, Goal Orientation, and Shame Influence Self-perceptions after Exposure to Models in Advertising. Psychology and Marketing.
  • Kuo, A., Rice, D. H., and Fennell, P. (2016). How Fitting! The Influence of Fence-Context Fit on Price Discrimination Fairness. Journal of Business Research, 69(8).
  • Kuo, A. and Rice, D. H. (2015). Catch and Shoot: The Influence of Advergame Mechanics on Preference Formation. Psychology and Marketing, 32(2), 162-172.
  • Moulard, J. Guidry, Garrity, C. Popp, and Rice, D. H. (2015). What Makes a Human Brand Authentic? Identifying the Antecedents of Celebrity Authenticity. Psychology and Marketing, 32(2), 173-186.
  • Kuo, A. and Rice, D. H. (2015). The Impact of Perceptual Congruence on the Effectiveness of Cause-Related Marketing Campaigns. Journal of Consumer Psychology, 25(1), 78-88.
  • Moulard, J. Guidry, Rice, D. H., Garrity, C. Popp, and Mangus, S. (2014). Artist Authenticity: How Artists' Passion and Commitment Shape Consumers' Perceptions and Behavioral Intentions. Psychology and Marketing, 31(8), 576-590.
  • Rice, D. H., Fay, S., and Xie, J. (2014). Probabilistic Selling vs. Markdown Selling: Price Discrimination and Management of Demand Uncertainty in Retailing. International Journal of Research in Marketing, 31(2), 147-155.
  • Kelting, K. and Rice, D. H. (2013). Should we hire David Beckham to endorse our brand? Contextual interference and consumer memory for brands in a celebrity's endorsement portfolio . Psychology and Marketing, 30(7), 602-613.
  • Rice, D. H., Kelting, K., and Lutz, R. J. (2012). Multiple endorsers and multiple endorsements: The influence of message repetition, source congruence and involvement on brand attitudes. Journal Of Consumer Psychology, 22(2), 249-259.