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Volume 79, Number 6
November 2015​

Willy Bolander, Cinthia B. Satornino, Douglas E. Hughes, and Gerald R. Ferris
  • Most sales training efforts are focused on external customer interactions and relationships, but this research shows that building powerful internal social networks can also significantly enhance sales performance.​
Till Haumann, Pascal Güntürkün, Laura Marie Schons, and Jan Wieseke
  • The study offers a better understanding of the negative effects of coproduction intensity and new insights into how firms can effectively mitigate these effects by employing value-enhancing and intensity-reducing communication strategies.
Anne L. Roggeveen, Dhruv Grewal, Claudia Townsend, and R. Krishna
  • When products or services are presented in video rather than still images, consumers tend to prefer (and more highly value) hedonic options (i.e., options that are more about fun and less about functionality).
Fabio Caldieraro, Ling-Jing Kao, and Marcus Cunha Jr.
  • Upward line extensions aimed at matching a competing product’s attributes may lead consumers to reassess their perceptions of the brand and the attributes of products in the market, resulting in a loss of market share and profit for the extending firm.
Timothy B. Heath, Subimal Chatterjee, Suman Basuroy, Thorsten Hennig-Thurau, and Bruno Kocher
  • For iterated products (e.g., games, cars, films, etc.), carefully sequencing major and minor innovations improves success.
Junghan Kim and Arun Lakshmanan
  • The paper identifies a specific property of animation -- kinetic property (trajectory changes in motion-paths of visual elements) -- which, under certain conditions, enhances consumer judgments of product novelty.