SMA 2020: SOCIETY FOR MARKETING ADVANCES
PROGRAM

Days: Wednesday, November 4th Thursday, November 5th Friday, November 6th Saturday, November 7th

Wednesday, November 4th

View this program: with abstractssession overviewtalk overview

10:00-12:00 Session 1: Qualitative Techniques for Social Media Research

Modern life is deeply intertwined with social media—people share life stories on YouTube, offer political opinions on Twitter, post hashtagged selfies on Instagram, and ‘go viral’ in an instant on TikTok. As online and offline spaces increasingly converge, social media platforms offer opportunities to better understand society. In the midst of the global coronavirus pandemic, potential for digital fieldwork and qualitative social media methods have become even more important. Click here for more info.

16:00-17:00 Welcome Recession and Networking Event

Welcome recpetion with breakout rooms

Thursday, November 5th

View this program: with abstractssession overviewtalk overview

08:30-10:00 Session 2A: Consumer Decision Making - Drivers and Inhibitors

Consumer Behavior

08:30
Alone in an Infinitely-Connected Marketplace: Insights into Consumers’ Social Isolation and Consumption (abstract)
08:50
Sip ‘N Shop: an Exploration of the Drunk Shopping Phenomenon (abstract)
09:10
Superstars or No Superstars on Professional Sport Team Rosters: How Teams Can Adapt to Fans with Varying Levels of Preference for Consistency (abstract)
09:30
The Boomerang Effect of Word of Mouth in Status Consumption (abstract)
08:30-10:00 Session 2B: Innovations in New Product Development

Product Development and Branding

08:30
The Role of Fear of Missing out in Consumer Preorder Remorse (abstract)
08:50
What Factors Influence Consumers' Attitudes Towards Autonomous Products? (abstract)
09:10
Organizational Memory and Marketing-R&D/Engineering Integration in US Manufacturing Industry (abstract)
09:30
The Use of Social Media and Social Interaction in Crowdsourcing in the FFE of NPD (abstract)
08:30-10:00 Session 2C: Influencing behaviors for social good. What works?

Public Policy and Macromarketing

08:30
Reflexive Doubt in Expert Systems: Mask Compliance During COVID-19 (abstract)
08:50
Perceived Access, Fear, and Preventative Behavior: Keys to Encouraging Positive Outcomes During the COVID-19 Health Crisis (abstract)
09:10
Wear a Mask, Wash Your Hands, Stay Home: an Investigation into Personal and Situational Characteristics That Lead to Compliance or Defiance with Healthy Behaviors in the COVID-19 Pandemic (abstract)
09:30
Exercise Behavior During the Pandemic (abstract)
08:30-10:00 Session 2D: Cause-Related Marketing and Corporate Image

Ethics, Corporate Social Responsibility, and Religion

Chair:
08:30
The Altruistic Brand: a National Study on the Antecedents and Consequences of Cause-Related Marketing Campaigns (abstract)
08:50
The Effectiveness of Corporate Remedy Strategies to Product Versus Ethics Misdeeds Between Current and Potential Consumers (abstract)
09:10
Appearing Genuine Can Backfire: Firms’ Expected CSR Benefits and the Role of Perceived Corporate Hypocrisy (abstract)
09:30
Influencer Marketing and Firm Value: an Event Study Analysis (abstract)
08:30-10:00 Session 2E: Advertising and Promotion with Social Message

Advertising, Promotion, & IMC

08:30
Pride or Promotion? an Exploration of Rainbow Flag Washing (abstract)
08:50
Time-Based Deals: How Non-Monetary Discounts Can Reduce the Post-Promotion Dip (abstract)
09:10
Influence of Interracial Advertising on Consumer Attitudes (abstract)
09:30
Consumer Perceptions of Front of Package Food Health Claims (abstract)
08:30-10:00 Session 2F: Service Segmentation

Service

08:30
Theorized Effects of Sustainability Marketing of Group Packaged Tour on Consumer Purchasing Intention (abstract)
08:50
Aging Consumers and Their Brands: the Perspective of Customer Journey Theory (abstract)
09:10
A Proposed Model to Test the Effectiveness of External Influence in Changing Consumption Habits (abstract)
09:30
The Examination of the 8 Ps Marketing Mix, Buyer Decision-Making Process and Demographics (abstract)
10:30-12:00 Session 3A: Salesperson Role and Interactions with Customers

Personnel Selling & Sales Management

10:30
Communication Alignment in Sales: the Role of Emotional Intelligence (abstract)
10:50
Are There Differences Between Inside and Outside Sales? a Multi-Group Analysis of Position Type (abstract)
11:10
You Shouldn’T Talk About That: a Conceptual View of Religious Messaging in Sales Interactions (abstract)
11:30
Workgroup’S Structure: a Conceptual Model of the Influence of Workgroup Structure on Employee Voice and in-Role Performance Among Salespeople (abstract)
10:30-12:00 Session 3B: Social Media Behaviors

Digital and Social Media 

10:30
The Evanescence of “I Do”: Exploring Consumers’ Regulatory Focus in Mobile App Engagement (abstract)
10:50
Instagram Engagement Rate During a Global Pandemic (abstract)
11:10
Satisfaction, Investment, and Altruism as Motivation (SIAM) Model: a Conceptual Framework for Social Media Complimenting Behavior (abstract)
11:30
I Want What You Post: How Purchase-Centered UGC Influences Audience’S Purchase Intention (abstract)
10:30-12:00 Session 3D: Online and Consuming Behaviors in International Context

Global

Chair:
10:30
Classifying High-Tech Products Based on Consumers Demographic Variables: a Comparative Analysis Between U.S. and Kuwait (abstract)
10:50
Featuring Employees in Facebook Advertising to Improve Attitude Toward the Company: a Case of Foreign Direct Investment in the United States (abstract)
11:10
LOST ACTION HERO: an Examination of Masculinity and Consumption Among Chinese Migrant Workers (abstract)
11:30
Customer Attitude Formation Towards Online Shopping in India Vs Nepal (abstract)
10:30-12:00 Session 3E: Marketing as a Force for Social Change and Solutions

Public Policy & Macromarketing

10:30
Designer Babies, Genetic Engineering for Health Vs. Cosmetic Reasons: How to Market This Innovation (abstract)
10:50
Can Marketing Aid in Fighting Wild Life Crime? (abstract)
11:10
Global Sex and Labor Trafficking Participation Modes: Strategic Implications (abstract)
11:30
Sponsorship of Negative Political Advertising: a Study About Nonpartisans (abstract)
10:30-11:30 Session 3F: Publishing in Academic Journals: Tips to Help You Succeed

In the presentation, publisher Taylor & Francis' Laura Raines will cover the basics of the publishing process, with a bit of extra emphasis on publication ethics.

13:00-14:30 Session 5A: Consumer Decision Making - Perceptions, Values, and Outcomes

Consumer Behavior

13:00
Do Early Adopters Walk the Opinion Leadership Talk? a Meta-Analysis (abstract)
13:20
Perception of Innovation: How to Attract Non-Early Adopters to Adopt Earlier (abstract)
13:40
Loss or Gain Saving Mr. Nature: Impact of Normative Framing on Consumer Efficacy and Subsequent Pro-Environmental Adoption (abstract)
14:00
The Gift That Keeps on Giving: Regifting Across Cultures (abstract)
13:00-14:30 Session 5B: Scaling, Metrics, and Models

Research Methods and Analytics

13:00
Empirical Identification of Grouping Different Theories of Satisfaction Using Multidimensional Scaling (abstract)
13:20
Application of Bass New Product Diffusion Model to Predict Covid-19 Infections (abstract)
13:40
Development and Validation of an Instrument to Measure the Effectiveness of Consumer Generated Non-Sponsored Branding on Purchase Decisions (abstract)
14:00
Modeling Approaches for Customer Recommendation Metrics (abstract)
13:00-14:30 Session 5C: Impact of Social Media on Sales, Ties, and Product

Digital and Social Media

13:00
Strategizing Product Displays on Social Media: the Case of Proactive Nostalgia (abstract)
13:20
Ties That Bind: Leveraging Horizonal and Vertical Ties Within an Entrepreneurial Community in Cross-Promotional Social Media Marketing (abstract)
13:40
Do Social Media Followers Impact Sales? (abstract)
14:00
Impact of Artificial Agent Anthropomorphism and Product Recommendations on Product Choice (abstract)
13:00-14:30 Session 5D: Modern Views of a Service Orientation

Service

13:00
Local Customers’ Attitudes Towards Immigrant Other Customers in Service Settings (abstract)
13:20
Super-Heroes at Your Service: Business Communities Inspiring Creativity to Mitigate Crisis (abstract)
13:40
Interactions of Service Orientation as Business Strategy and as Organizational Climate: a Framework Proposition for Retail Context (abstract)
13:00-14:30 Session 5E: Adoption of Electronic Services in Emerging Markets

Emerging Markets

13:00
The Factors Influencing Electric Car Adoption Among Consumers in an Emerging Market (abstract)
13:20
Improving Email Cart Recovery Through Curiosity and Gamification: Study of Online Customers in India (abstract)
13:40
Instagram Micro-Influencers Driven Marketing and the Purchase Intention of Indian Millennials (abstract)
14:00
Chatbot Adoption in Emerging Markets (abstract)
13:00-14:30 Session 5F: Firm Strategies and Directions

Marketing Strategy & Entrepreneurship

13:00
The Effect of Cause-Related Marketing on Firm Value: an Investigation of Institutional Ownership & CEO Compensation (abstract)
13:20
Breaking the News: How Does CEO Media Coverage Influence Consumers and Shareholder Perceptions? (abstract)
13:40
Effect of Design Orientation on New Product Success: the Role of Market Orientation (abstract)
14:00
Adoption of Influencer Marketing: an Institutional Theory Perspective (abstract)
15:00-16:30 Session 6A: Training, Developing, and Rewarding Sales Reps in B2B Context

Personnel Selling & Sales Management

15:00
Examining the Effects of Manager Feedback and Salesperson Customer Orientation on Salesperson Creativity and Salesperson Performance in a Retail Sales Context (abstract)
15:20
Sales Training - Exploring Cost Effective Ways (abstract)
15:40
‘Small Talk Is Not That Small’! B2B Salespersons’ Social Media Usage Facilitating Collection of Buyer Intelligence Resulting in Sales Performance. (abstract)
16:00
The Importance of Delayed Gratification in B2b Sales (abstract)
15:00-16:30 Session 6C: Value of Certifications, Identity, Technology in the Marketing Major

Marketing Education & Pedagogy

15:00
Through the Practitioner Lens: the Value of Branded Digital Marketing Certifications (abstract)
15:20
Seven Technology Tools for Better Online Classes (abstract)
15:40
Self-Customizable Online Courses: One Size Does Not Fit All (abstract)
16:00
The Self- Brand Identity and Business Major Choices (abstract)
15:00-16:30 Session 6D: Doctoral Dissertation Competition

Doctoral Dissertation Competition

15:00
"Arab Refugees in Transition: Consumption and Family Identity, Between (Re)Construction and Maintenance” (abstract)
15:20
Investigating the Impact of Salespeople’S Emotional Labor on Selling Success (abstract)
15:40
The Effect of Loan Application Formats on Consumer Loan Decisions (abstract)
16:00
When Big Is Bad: Brand Dominance and the Authenticity Deficit of Sustainable Products (abstract)
15:00-16:30 Session 6E: GSSI Special Session A

GSSI

15:00
Perceptions of Ethics as a Prospecting Constraint (abstract)
15:20
Digital transformation in sales as an evolutionary process (abstract)
15:40
A New Conceptual Approach of Sales Activities (abstract)
16:00
An Examination of Effectuation in Dynamic Sales Environments (abstract)
Friday, November 6th

View this program: with abstractssession overviewtalk overview

08:30-10:00 Session 8A: Consumer Decision Making - Cues and Evaluation

Consumer Behavior

08:30
Designer as an Extrinsic Cue: Influence on Perceived Social Value (abstract)
08:50
Effects of Color Lightness and Inter-Item Hierarchy Congruency on Consumers’ Preferences (abstract)
09:10
Bias with Last Names? an Empirical Study on Reviewers’ Trustworthiness and Consumers’ Purchasing Intention (abstract)
09:30
Comparing User Generated Branding and Brand Generated Advertising on Facebook (abstract)
08:30-10:00 Session 8B: Consumers' Acceptance of AI, Gamfication, and Packaging

Ethics, Corporate Social Responsibility, and Religion

08:30
Artificial Intelligence (AI) and AI-Enabled Consumer Devices: Extending and Individuating the Technology Acceptance Model (TAM) to AI-Enabled Consumer Devices (abstract)
08:50
An Exploratory Study on Consumers’ Perceptions of Gamification (abstract)
09:10
Assembled Vs. Deconstructed? an Examination of to-Go Food Packaging Presentation Formats (abstract)
08:30-10:00 Session 8E: Service in Digital & Technological Contexts
08:30
Towards a Better Understanding of Binge-Watching Behavior- Because Everybody Is Doing It (abstract)
08:50
Alternative Linguistic Styles in Customer Complaints via Social Media (abstract)
09:10
Food and Love in the Time of COVID-19: Insights into the Compatibility of Robot Chefs and High-End Cuisine (abstract)
09:30
Social Media’S Role in Building Volunteer Commitment at Fan Conventions (abstract)
08:30-10:00 Session 8F: Impact of Covid-19 on Higher Education and Entertainment
08:30
College Vs. Covid: the Student Response to COVID-19 (abstract)
08:50
Transitioning to Online Learning During COVID-19: the Mediating Role of Shared Responsibility (abstract)
09:10
COVID Crossing New Realities: Examining Escapism Through Gaming in the Wake of a Pandemic (abstract)
10:30-12:00 Session 9: Routledge/Taylor & Francis Distinguished Scholar Award

Dr. Michael Ahearne delivers remarks receives the 2020 SMA Routledge/Taylor & Francis Distinguished Scholar Award. Mike serves as the C.T. Bauer Chair in Marketing and as the Research Director of the Sales Excellence Institute at the University of Houston. He has published more than 50 articles in several top journals including Journal of Marketing, Journal of Marketing Research, Management Science, Strategic Management Journal, Journal of Applied Psychology, and Organizational Behavior and Human Decision Processes. Mike also wrote one of the highest grossing professional selling textbooks and has won numerous teaching awards.

13:00-14:30 Session 11A: Branding Foundations: Exploring Appeals, Antecedents, & Outcomes of Branding Strategies

Product Development and Branding

13:00
An Empirical Test of Brand Attachment Antecedents (abstract)
13:20
A Qualitative Investigation into Multi-Sensory Package: Environmental Packaging, Visual and Haptic Packaging Appeal Among Consumers (abstract)
13:40
A Model to Measure Brand Loyalty (abstract)
14:00
Understanding Consumers’ Perception of the North Georgia Brand for Wine Tourism & Hospitality (abstract)
13:00-14:30 Session 11B: Meet the Editors

Naveen Donthu, Georgia State University, Journal of Business Research

Christopher D. Hopkins, Auburn University, Journal of Marketing Theory and Practice

Victoria Crittenden, Babson College, Journal of Marketing Education

Leyland Pitt, Simon Fraser University, Business Horizons

Greg Marshall, Rollins College, European Journal of Marketing

John Ford, Old Dominion University, Journal of Advertising Research

Brian Rutherford, Kennesaw State University, Marketing Management Journal

Kevin J. Shanahan, Mississippi State University, Journal of Global Scholars for Marketing

Charles R. Taylor, Villanova University, International Journal of Advertising

Barbara Wooldridge, University of Texas-Tyler, Marketing Education Review

13:00-14:30 Session 11C: Covid-19 - Lessons and Repercussions

Consumer Behavior

13:00
Going Viral: Regulatory Focus and the Efficacy of Analogies in Motivating Health-Related Behavior (abstract)
13:20
Effects of Covid-19 on Consumer Behavior (abstract)
13:40
Memes as Technocultural Units: an Exploration of Young Adults’ Interpretations of Memetic Discourse During COVID-19 Uncertainties (abstract)
14:00
Hungry for Social Support During COVID-19 Pandemic, but Eating Unhealthy Food Instead (abstract)
13:00-14:30 Session 11D: Retail Experiences and Retail Pricing

Retailing and Pricing

13:00
The Relationship Between the Likelihood of Experiencing an Information Overload and Attitude Toward Online Shopping (abstract)
13:20
Off to the Rescue! Can Pricing Autonomy and Compulsive Buying Superhero Consumers save Retail Comic Book Stores Through Increased Purchase Intentions? (abstract)
13:40
A Study of Food and Beverage Retailing in the U.S. (abstract)
13:00-14:30 Session 11E: Crowdfunding, Memes, and Emojis to Affect Behavior
13:00
Exploring the Effectiveness of Emoji Use in Luxury Product Communications (abstract)
13:20
Emoji Valence in Online Consumer Reviews: the Interplay of Sex Differences, Affect, and Purchase Intention (abstract)
13:40
The Effect of Conventional Donation Elicitation Methods on Modern Crowdfunded Donation Campaigns (abstract)
13:00-14:30 Session 11F: GSSI Special Session B

GSSI B

13:00
The Impact of Customer Mistreatment on Salespeople’s Emotion Management and Selling Success: The Key Role of Emotional Authenticity (abstract)
13:20
Hearing what isn’t said: Measuring facial expressiveness and its impact on customer responses in real-time (abstract)
13:40
“It Will Not Happen Again.” Repairing Trust after a Sales Manager Error (abstract)
14:00
Intercultural competence and training in sales: Results of an exploratory study (abstract)
15:00-16:30 Session 12B: Branded Apps and Smart Technologies in Services

Digital and Social Media

15:00
Improving the Followers' Experience by Enhancing Telepresence (abstract)
15:20
How Smart Technologies Have Affected the Tourism-Related Services? (abstract)
15:40
Enhancing Brand Equity through Task-Service Fit in Branded Apps: A Service-Dominant Logic Perspective (abstract)
15:00-16:30 Session 12D: New Ventures and Consumption in Emerging Markets

Emerging Markets

15:00
Impact of Covid 19 on New Ventures in Emerging Markets (abstract)
15:20
An Examination of Indian Consumers Intentions to Use Collaborative Consumption Services (abstract)
15:40
Investigating the Willingness to Pay for Organic Apparel in an Emerging Market (abstract)
16:00
Open Your Eyes: Consumer Behavior Attitudes Towards Reusable and Disposable Items (abstract)
15:00-16:30 Session 12E: Consumers' Views on Advertising,Package, Videos

Advertising, Promotions, & IMC

15:00
Consumers' Evaluations of Design Awards: Preliminary Findings (abstract)
15:20
What Makes YouTube Videos Go Viral? Emotional Triggers and Shopper’S Engagement in Viral Advertising (abstract)
15:40
Sociocultural Dynamics Contributing to Attitude of Consumers Towards Femvertising: a Qualitative Study of a Developing Context (abstract)
15:00-16:30 Session 12F: Successful Online Relationships Involving Fear and Envy

Digital and Social Media

15:00
The YouTube Paradox of Success: I Grow, I Sell, I Leave. (abstract)
15:20
Understanding Fear-of-Missing-out (FOMO) from Consumers Perspective (abstract)
15:40
Behind the Brands: Analyzing the Relationships Among Social Media Influencers, Their Brand Partners, and Their Followers (abstract)
16:00
Understanding Envy and Its Effects on SNSs Activates: the Role of Self-Motives (abstract)
Saturday, November 7th

View this program: with abstractssession overviewtalk overview

08:00-11:00 Session 13: PLS-SEM Workshop

Lucy Matthews (Middle Tennessee State University) will conduct a seminar on PLS-SEM, an alternative to traditional CB-SEM. The variance-based PLS method produces reliable parameter estimates with latent variables—even with small sample sizes (N = 50) and with data distributions that lack normality. As a basis of comparison, large samples of N = 200 with normal distributions for variables are generally required with traditional approaches to structural equation modeling. This session will be especially valuable to those working with survey methods or secondary data. The workshop with be “hands-on” using the SmartPLS software (provided free) and does not require an extensive background in statistics to benefit. Click here for more info.

10:00-12:00 Session 14: Teaching Moments
10:00
Teaching Students to Optimize Their LinkedIn Profiles (abstract)
10:05
Marco Polo: Creating engagement and collaboration in the remote classroom (abstract)
10:10
Connectedness in an Online Environment- RECORDED (abstract)
10:15
Controversial Nike Campaign Used to Illustrate Target Audience - RECORDED (abstract)
10:20
What’s an Industry Certificate Worth? Welcome to the Job Market! (abstract)
10:25
Teaching Hybrid Marketing Strategy Classes During the Pandemic - RECORDED (abstract)
10:30
Pedagogical Perseverance during COVID-19 - LIVE (abstract)
10:35
Teaching Moments: Method for Creating Active Learning in Online Courses (abstract)
10:40
BFFs, QSRs and PPEs: Letter-Perfect Marketing Exercise (abstract)
10:45
Post-COVID Applied PR Student Experience (abstract)
10:50
“Capstone Project: Learning the Art of the One-Page Marketing Plan” (abstract)
10:55
“Give Me Five” Quizzes (abstract)
11:00
Putting Personality into Brand Personality (abstract)
11:05
Rethinking Office Hours (abstract)