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About us FEB Research / FEB FEB Research Institute (FEBRI) Research programme Marketing Research

Selected Publications


Bhattacharya, A. , N.A. Morgan, and L.L. Rego (2021). Customer Satisfaction And Firm Profits In Monopolies: A Study Of Utilities. Journal of Marketing Research, 58 (1), 202-222.


Albalooshi, S. , M. Moeini Jazani, B.M. Fennis, and L. Warlop (2020). Reinstating the Resourceful Self : When and How Self-affirmations Improve Executive Performance of the Powerless. Personality and Social Psychology Bulletin, 46 (2), 189-203.

Ambos, T.C., B. Cesinger, F. Eggers, and S. Kraus (2020). How Does De Globalization Affect Location Decisions? A Study of Managerial Perceptions of Risk and Return. Global Strategy Journal, 10 (1), 210-236.

Bösehans, G., J.W. Bolderdijk, and J. Wan (2020). Pay More, Fly More? Examining the Potential Guilt-reducing and Flight-encouraging Effect of an Integrated Carbon Offset. Journal of Environmental Psychology, 71 (Oct.), 101469

Evans, A., W. Sleegers, and Z. Mlakar (2020). Individual Differences in Receptivity to Scientific Bullshit. Judgement and Decision Making, 15 (3), 401-412.

Gupta, S., A. Leszkiewicz, K. Kumar, T. Bijmolt, and D. Potapov (2020). Digital Analytics: Modeling for Insights and New Methods. Journal of Interactive Marketing, 51, 26-43.

Homburg, C., A. Vomberg, and S. Muehlhaeuser (2020). Design and Governance of Multichannel Sales Systems: Financial Performance Consequences in Business-to-Business Markets. Journal of Marketing Research, 57 (6), 1113-1134.

Prossner, A.M.B., M. Judge, J.W. Bolderdijk, L. Blackwood, and T. Kurz (2020). 'Distancers' and 'Non-distancers'? The Potential Social-psychological Impact of Moralising Covid-19 Mitigating Practices on Sustained Behaviour Change. British Journal of Social Psychology. 59 (3), 653-662.

Rangaswamy, A., N. Moch, C. Felten, G. van Bruggen, J.E. Wieringa, and J. Wirtz (2020). The Role of Marketing in Digital Business Platforms. Journal of Interactive Marketing, 51, 72-90.

Schmidt, J., and T.H.A. Bijmolt (2020). Accurately Measuring Willingness to Pay for Consumer Goods: A Meta-analysis of the Hypothetical Bias. Journal of the Academy of Marketing Science, 48 (3), 499-518.

Stiegert, P. , S. Täuber, M. Leliveld, and J. Oehmichen (2021). The Stereotype Rub-off Effect – Organizational Stereotypes Modulate Behavioural Expectations, Expectancy Violation and Punishment after Transgressions. Organizational Behavior and Human Decision Processes, 165, 127-138.

Venhoeven, L.A., J.W. Bolderdijk, and L. Steg (2020). Why Going Green Feels Good. Journal of Environmental Psychology, 71, 101492.

Vomberg, A. , C. Homburg, and O. Gwinner (2020). Tolerating and Managing Failure: An Organizational Perspective on Customer Reacquisition Management. Journal of Marketing, 84 (5), 117-136.


Brynjolfsson, E., A. Collis, and F. Eggers (2019). Using Massive Online Choice Experiments to Measure Changes in Well-being. Proceedings of the National Academy of Sciences of the United States of America, 116 (15), 7250-7255.

Gijsenberg, M.J. , and V.R. Nijs (2019). Advertising Spending Patterns and Competitor Impact. International Journal of Research in Marketing, 36 (2), 232-250.

Liu, H., L. Lobschat, P. Verhoef , and H. Zhao (2019). App Adoption : The Effect On Purchasing Of Customers Who Have Used A Mobile Website Previously. Journal of Interactive Marketing, 47 (Aug), 16-34.

Mende, M., M.L. Scott,  J. van Doorn, D. Grewal, and I. Shanks (2019). Service Robots Rising: How Humanoid Robots Influence Service Experiences and Elicit Compensatory Consumer Responses. Journal of Marketing Research, 56 (4), 535-556.

Vafainia, S., E. Breugelmans, and T. Bijmolt (2019). Calling Customers to Take Action : The Impact of Incentive and Customer Characteristics on Direct Mailing Effectiveness. Journal of Interactive Marketing, 45 (Feb), 62-80.


Beckers, S.F.M., J. van Doorn, and P.C. Verhoef (2018). Good, Better, Engaged? The Effect of Company-Initiated Customer Engagement Behavior on Shareholder Value. Journal of the Academy of Marketing Science, 46 (3), 366-383.

Cambra-Fierro, J., I. Melero Polo, F.J. Sese, and J. van Doorn (2018). Customer-Firm Interactions and the Path to Profitability: A Chain-of-Effects Model. Journal of Service Research, 21 (2), 201-218.

Haan, E. de, P.K. Kannan, P.C. Verhoef, and T. Wiesel (2018). Device Switching in Online Purchasing : Examining the Strategic Contingencies. Journal of Marketing, 82 (5), 1-19.

Pallas, F., L.E. Bolton, and L. Lobschat (2018). Shifting the Blame : How Surcharge Pricing Influences Blame Attributions for a Service Price Increase. Journal of Service Research, 21 (3), 302-318.

Sheehan, D., and K.van Ittersum (2018). In-Store Spending Dynamics : How Budgets Invert Relative-Spending Patterns. Journal of Consumer Research, 45 (1), 49-67.

Vries, E.L.E. de, B.M. Fennis, T.H.A. Bijmolt, G.J. ter Horst, and J.B.C. Marsman (2018). Friends with Benefits : Behavioral and fMRI Studies on the Effect of Friendship Reminders on Self-control for Compulsive and Non-compulsive Buyers. International Journal of Research in Marketing, 35 (2), 336-358.


Broek, K. van den, J.W. Bolderdijk, and L. Steg (2017). Individual Differences in Values Determine the Relative Persuasiveness of Biospheric, Economic and Combined Appeals. Journal of Environmental Psychology, 53 (Nov.), 145-156.

Doorn, J. van, M. Mende, S.M. Noble, J. Hulland, A.L. Ostrom, D. Grewal, and J.A. Petersen (2017). Domo Arigato Mr. Roboto: Emergence of Automated Social Presence in Organizational Frontlines and Customers’ Service Experiences. Journal of Service Research, 20 (1), 43-58.

Gensler, S., S.A. Neslin, and P.C. Verhoef (2017). The Showrooming Phenomenon: It's More than Just About Price. Journal of Interactive Marketing, 38 (May), 29-43.

Gijsenberg, M.J. (2017). Riding the Waves: Revealing the Impact of Intra-Year Category Demand Cycles on Advertising and Pricing Effectiveness. Journal of Marketing Research, 54 (2), 171-186.

Holtrop, N., J.E. Wieringa, M.J. Gijsenberg, and P.C. Verhoef (2017). No Future Without the Past? Predicting Churn in the Face of Customer Privacy. International Journal of Research in Marketing, 34 (1), 154-172.

Kangur, A., W. Jager, R. Verbrugge, and M. Bockarjova (2017). An Agent-Based Model for Diffusion of Electric Vehicles. Journal of Environmental Psychology, 52, pp. 166-182.

Krafft, M., C.M. Arden, and P.C. Verhoef (2017). Permission Marketing and Privacy Concerns - Why Do Customers (Not) Grant Permissions? Journal of Interactive Marketing, 39 (Aug.), 39-54.

Lobschat, L. , E. Osinga, and W.J. Reinartz (2017). What Happens Online Stays Online? Segment-Specific Online and Offline Effects of Banner Advertisements. Journal of Marketing Research, 54 (6), 901-913.

Minnema, A., T.H.A. Bijmolt, and M.C. Non (2017). The Impact of Instant Reward Programs and Bonus Premiums on Consumer Purchase Behavior. International Journal of Research in Marketing, 34 (1), 194-211.

Ou, Y.C, P.C. Verhoef, and T. Wiesel (2017). The Effects of Customer Equity Drivers on Loyalty across Services Industries and Firms. Journal of the Academy of Marketing Science, 45 (3), 336-356.

Talke, K., S. Mueller, and J.E. Wieringa (2017). A Matter of Perspective: Design Newness and its Performance Effects. International Journal of Research in Marketing, 34 (2), 399-413.

Verhoef, P.C., A.T. Stephen, P.K. Kannan, X. Luo, V. Abhishek, M. Andrews, Y. Bart, H. Datta, N. Fong, D.L. Hoffman, M.M. Hu, T. Novak, W. Rand and Y Zhang (2017). Consumer Connectivity in a Complex, Technology-enabled, and Mobile-oriented World with Smart Products. Journal of Interactive Marketing, 40, pp. 1-8.

Vries, L. de, S. Gensler, and P.S.H. Leeflang (2017). Effects of Traditional Advertising and Social Messages on Brand-Building Metrics and Customer Acquisition. Journal of Marketing, 81 (5), 1-15.


Babic Rosario A, Sotgiu F, de Valck K, Bijmolt THA (2016).The effect of electronic word-of-mouth on sales: a meta-analytic review of platform, product, and metric factors. Journal of Marketing Research. 53(3):297-318. Available from, DOI: 10.1509/jmr.14.0380

Burmester AB, Eggers F, Clement M, Prostka T (2016). Accepting or fighting unlicensed usage: Can firms reduce unlicensed usage by optimizing their timing and pricing strategies? International Journal of Research in Marketing. 33(2):343-356. Available from, DOI: 10.1016/j.ijresmar.2015.06.005

Cleeren K, Geyskens K, Verhoef PC, Pennings JME (2016). Regular or low-fat? An investigation of the long-run impact of the first low-fat purchase on subsequent purchase volumes and calories. International Journal of Research in Marketing. 33(4):896-906. Available from, DOI: 10.1016/j.ijresmar.2016.04.001

Delre SA, Broekhuizen TLJ, Bijmolt THA (2016). The effects of shared consumption on product life cycles and advertising effectiveness: The case of the motion picture market. Journal of Marketing Research. 53(4):608-627. Available from, DOI: 10.1509/jmr.14.0097

Kannan PK, Reinartz W, Verhoef PC (2016). The path to purchase and attribution modeling: Introduction to special section. International Journal of Research in Marketing. 33(3):449-456. Available from, DOI: 10.1016/j.ijresmar.2016.07.001

Lemon KN, Verhoef PC (2016). Understanding customer experience throughout the customer journey. Journal of Marketing. 80(6):69-96. Available from, DOI: 10.1509/jm.15.0420

Minnema A, Bijmolt THA, Gensler S, Wiesel T (2016). To keep or not to keep: Effects of online customer reviews on product returns. Journal of Retailing. 92(3):253-267. Available from, DOI: 10.1016/j.jretai.2016.03.001

Risselada H, Verhoef P, Bijmolt T (2016). Indicators of opinion leadership in customer networks: self-reports and degree centrality. Marketing Letters. 27(3):449-460. Available from, DOI: 10.1007/s11002-015-9369-7

Wlömert N, Eggers F (2016). Predicting new service adoption with conjoint analysis: External validity of BDM-based incentive-aligned and dual-response choice designs. Marketing Letters. 27(1):195-210. Available from, DOI: 10.1007/s11002-014-9326-x


Agrawal VV, Atasu A, van Ittersum K. (2015). Remanufacturing, third-party competition, and consumers' perceived value of new products. Management Science. 61(1):60-72. Available from, DOI: 10.1287/mnsc.2014.2099

Breugelmans E, Bijmolt T, Zhang J, Basso LJ, Dorotic M, Kopalle P et al. (2015) Advancing research on loyalty programs: a future research agenda. Marketing Letters. 26(2):127-139. Available from: 10.1007/s11002-014-9311-4

de Haan E, Verhoef PC, Wiesel T. (2015) The predictive ability of different customer feedback metrics for retention. International Journal of Research in Marketing. 32(2):195-206. Available from: 10.1016/j.ijresmar.2015.02.004

Emrich O, Verhoef P. (2015) The impact of a homogenous versus a prototypical web design on online retail patronage for multichannel providers. International Journal of Research in Marketing

Gijsenberg MJ, van Heerde HJ, Verhoef PC. (2015) Losses Loom Longer Than Gains: Modeling the Impact of Service Crises on Perceived Service Quality over Time. Journal of Marketing Research. 52(5):642-656

Hunneman A, Verhoef PC, Sloot LM. (2015) The Impact of Consumer Confidence on Store Satisfaction and Share of Wallet Formation. Journal of Retailing. 91(3):516-532. Available from: 10.1016/j.jretai.2015.02.004

Kraus S, Ambos T, Eggers F, Cesinger B. (2015) Distance and Perceptions of Risk in Internationalization Decisions: A Conjoint Choice Experiment. Journal of Business Research

van Doorn J, Verhoef PC. (2015) Drivers of and Barriers to Organic Purchase Behavior. Journal of Retailing. Available from: 10.1016/j.jretai.2015.02.003

Verhoef P, Kannan PK, Inman J. (2015) From Multi-Channel Retailing to Omni-Channel Retailing: Introduction to the Special Issue on Multi-Channel Retailing. Journal of Retailing


Acar-Burkay S, Fennis B, Warlop L. (2014) Trusting others: the polarization effects of need for closure. Journal of Personality and Social Psychology. 107(4):719-735.

Dorotic M, Verhoef PC, Fok D, Bijmolt THA. (2014) Reward Redemption Effects in a Loyalty Program when Customers Choose how much and when to Redeem. International Journal of Research in Marketing. 31(4):339-355. 1. Available from: 10.1016/j.ijresmar.2014.06.001

Fennis BM, Stroebe W. (2014) Softening the blow: Company self-disclosure of negative information lessens the damaging effects on consumer judgment and decision making. Journal of Business Ethics. 120(1):109-120. Available from: 10.1007/s10551-013-1647-9

Giacomantonio M, Jordan J, Fennis B, Panno A. (2014) When the motivational consequences of ego depletion collide: Conservation dominates over reward-seeking. Journal of Experimental Social Psychology. 55:217-220.

Gijsenberg MJ. (2014) Going for gold: Investigating the (non)sense of increased advertising around major sports events. International Journal of Research in Marketing. 31(1):2-15. Available from: 10.1016/j.ijresmar.2013.09.004

Konus U, Neslin SA, Verhoef PC. (2014) The effect of search channel elimination on purchase incidence, order size and channel choice. International Journal of Research in Marketing. 31(1):49-64. Available from: 10.1016/j.ijresmar.2013.07.008

Neslin SA, Jerath K, Bodapati A, Bradlow ET, Deighton J, Gensler S et al. (2014) The interrelationships between brand and channel choice. Marketing Letters. 25(3):319-330. Available from: 10.1007/s11002-014-9305-2

Noppers EH, Keizer K, Bolderdijk JW, Steg L. (2014) The adoption of sustainable innovations: Driven by symbolic and environmental motives. Global Environmental Change. 25:52-62. Available from: 10.1016/j.gloenvcha.2014.01.012

Ou Y-C, de Vries L, Wiesel T, Verhoef P. (2014) The role of consumer confidence in creating customer loyalty. Journal of Service Research. 17(3):339-354. Available from: 10.1177/1094670513513925

Pechlivanoglou P, Wieringa JE, de Jager T, Postma MJ. (2014) The effect of financial and educational incentives on rational prescribing: A state-space approach. Health Economics. 24:439-453. Available from: 10.1002/hec.3030

Risselada H, Verhoef PC, Bijmolt THA. (2014) Dynamic effects of social influence and direct marketing on the adoption of high-technology products. Journal of Marketing. 78(2):52-68

Ruiz Conde E, Wieringa J, Leeflang P. (2014) Competitive diffusion of new prescription drugs: The role of pharmaceutical marketing investment. Technological Forecasting and Social Change. 88:49-63. Available from:

van Doorn J, Mende M. (2014) Coproduction of Transformative Services as a Pathway to Improved Consumer Well-Being: Findings From a Longitudinal Study on Financial Counseling. Journal of Service Research

Verhoeven AAC, Adriaanse MA, de Vet E, Fennis BM, de Ridder DTD.(2014) Identifying the 'if' for 'if-then' plans: Combining implementation intentions with cue-monitoring targeting unhealthy snacking behaviour. Psychology & Health. 29(12):1476-1492. Available from: 10.1080/08870446.2014.950658

Walraven M, Bijmolt THA, Koning RH. (2014) Dynamic Effects of Sponsoring: How Sponsorship Awareness Develops Over Time. Journal of Advertising. 43(2):142-154. Available from: 10.1080/00913367.2013.835754

Wiebenga JH, Fennis BM. (2014) The road traveled, the road ahead, or simply on the road? When progress framing affects motivation in goal pursuit. Journal of Consumer Psychology. 24(1):49-62. Available from: 10.1016/j.jcps.2013.06.002

Xu J, Forman C, Kim JB, Van Ittersum K. (2014) News Media Channels: Complements or Substitutes? Evidence from Mobile Phone Usage. Journal of Marketing. 78(4):97-112. Available from: 10.1509/jm.13.0198

Zenetti G, Bijmolt THA, Leeflang PSH, Klapper D. (2014) Search Engine Advertising Effectiveness in a Multimedia Campaign. International Journal of Electronic Commerce. 18(3):7-38. Available from: 10.2753/JEC1086-4415180301

Zhang S, van Doorn J, Leeflang PSH. (2014) Does the importance of value, brand and relationship equity for customer loyalty differ between Eastern and Western cultures?. International Business Review. 23(1):284-292. Available from: 10.1016/j.ibusrev.2013.05.002

Last modified:06 July 2021 4.16 p.m.