The B2B sales process is undergoing substantial transformations, fuelled by advances in information and communications technology and specifically by artificial intelligence (AI). The premise of AI is to turn vast amounts of data into information for superior knowledge creation and knowledge management in B2B sales. In doing so, AI can significantly alter the traditional human-centric sales process. In this article, we describe how AI impacts the B2B sales funnel. Specifically, for each stage of the funnel, we describe key sales tasks, explicate the specific contributions that AI can bring and clarify the role that human contributions play at each step of the AI-enabled sales funnel. We also outline managerial considerations to maximize the contributions from AI and people in the context of B2B sales.

A large body of literature exists on understanding various consumer resistance movements. However, the question of why everyday consumers engage in consumption restraint has received little attention in the scholarly discourse to date. In this study, we investigate the motivations of people who participate in “Buy Nothing Day,” the annual day of consumption restraint that corresponds with Black Friday. To do this, we examine 1813 consumer tweets referring to this event. Consumer motivations were categorized as relating to consumerism, spiritual welfare, wastefulness, environment, inequality, anti-capitalism, financial responsibility, and financial necessity. Of these, consumerism and spiritual welfare were the most common motivators. In addition, most consumers conveyed positive sentiments toward this event. Our findings shed light on motivations that average consumers may have to restrain their consumption and provide insight for firms wishing to better understand and respond to this type of individual. References Available Upon Request

Givers of luxury gifts face recipients with different levels of expertise and have choices of gifts that can range from experiential to enduring in nature. Inspired by a study undertaken by Belk (1982), the current research seeks to develop a framework that allows the classification of different levels of involvement of the gift giver, based on their conjectures about the expertise of the recipients and the lasting or ephemeral nature of the gift. Following a precedent set by Paschen et al. (2016), we modify Berthon et al.’s (2009) aesthetics and ontology framework. The latter classifies luxury brands based on their aesthetic and ontological modes and is defined by the aesthetic end points of novice and expert and the ontological dichotomy of transience vs. enduring. In our modification, we develop four specific recipient categories based on the perceived expertise of the intended recipient representing the aesthetic mode and the endurance or ephemerality of the gift described in the ontological mode. The resultant typology identifies the “classic collector,” “skillful user,” “neophyte consumer,” and “paying magpie,” assigning different levels of product and task involvement to each category. In doing this, we add detail to the perspective taken in Belk’s original study on the separate aspects of involvement, where product involvement represents an enduring construct, whereas task involvement is situationally oriented and thus temporary rather than ongoing. We also present numerous implications to practice, providing insights into modifications to the marketing mix that luxury goods marketers may consider, depending on the different consumer group they are targeting. Marketing for expert gift recipients is well aligned with classic traits of luxury—emphasizing the exclusivity permeating through the price, the purchase experience, and the product itself. Gifts intended for novices, on the other hand, have to be universally known and widely available without diluting the exclusive premise of luxury. Enduring gifts generally increase the task involvement of the gift giver and therefore require marketing efforts that reduce the perceived risk. We conclude with several suggestions for further validation of the framework and related research that may arise out of this work. References Available Upon Request

Developing theoretical contributions in marketing is challenging for any scholar but can be particularly difficult for doctoral students or recent graduates. Many marketing academics have received reviews of articles they submitted to scholarly marketing journals only to find their work rejected or required to undergo revisions because of issues related to theory. Given the often incremental nature of theory contributions, it is difficult to understand what the threshold is for a clear and sufficient theoretical contribution in the marketing discipline. Our paper aims to address this challenge by elucidating what, exactly, a theoretical contribution in marketing is, in addition to offering practical advice to new and established marketing scholars on how to develop it. In doing so, our work provides two contributions: First, we outline why theoretical contributions are difficult to develop in general and especially in marketing. To further elucidate how to overcome these challenges, we showcase three exemplary papers that have advanced marketing theory and highlight elements of these contributions that make them so valuable. Second, our manuscript provides guidelines for authors regarding theoretical sufficiency and significance of their work that authors can consult prior to submitting their work to an academic journal for peer review. 

Crowdsourcing can test a company's willingness to relinquish control to key stakeholders. Using past examples of four failed crowdsourcing initiatives, we explore the negative and unintended consequences of crowdsourcing in an age when stakeholders are empowered to speak their minds, make a mockery of organizational initiatives, and direct initiatives as it suits their own agenda. The concepts of crowdthink and crowd hijacking are introduced, and advice is given on how managers can avoid or anticipate some of the potential issues that arise during crowdsourcing endeavors. With these considerations, managers can harness the power of crowds effectively to achieve organizational goals with limited negative consequences.

ABSTRACT: What are the characteristics of the literature published in the Journal of Wine Research? This article examines all 317 research articles published in the Journal of Wine Research from 1990 to 2015 along five key dimensions; authorship, author institutions, manuscript characteristics, research themes, and citation impact. Our analysis shows a trend towards co-authorship and increased collaboration among multiple institutions. We also conclude that academics are responsible for the majority of articles and that European authors lead the way in publishing productivity. Other findings include a trend towards longer articles that cite more references. Articles focussing on the business of wine have increased over time and are most prevalent. Using citation analysis, we find that the large majority of publications in the Journal of Wine Research have been cited. Altogether, our investigation depicts the history, evolution, and trajectory of the Journal of Wine Research to date, therein giving scholars in the field the only research that provides detailed insight into the contours of this important journal.

Purpose - Consumers are known to repurpose products for uses other than those they were originally intended for; this paper aims to focus on an environmentally conscious form of creative consumption known as upcycling. Design/methodology/approach - This conceptual paper presents and defines the consumer practice of upcycling. Findings - The author identifies gaps in the literature regarding consumer upcycling and identifies avenues for future research and theory development. Research limitations/implications - Upcycling has considerable implications with respect to end-of-life planning for products. Originality/value - This research identifies consumer upcycling as an environmentally beneficial form of creative consumption and discusses its implications for firms.

Consumers today are more powerful than ever before, particularly when they are members of collectives. This research investigates consumer power in crowdsourcing through a series of studies. Study 1 adapts and validates the Perceived Social Power Scale by Imai (1989) to create a suitable measurement instrument to capture perceptions of consumer power in crowdsourcing. Study 2 finds that consumers who participate in idea crowdsourcing (in which consumers submit ideas for new offerings) show higher perceived coercive power than those who participate in crowd voting (in which consumers are invited to vote for various options for new offerings) but finds no differences in perceived expert power. Study 3 manipulates whether the crowdsourced ideas or votes were accepted or rejected by the brand, and provides a longitudinal investigation of consumer perceptions of power, purchase likelihood, and attitudes towards the brand. Implications for theory and practice are discussed.