{"id":"https://openalex.org/W4364378671","doi":"https://doi.org/10.1007/s11747-023-00934-6","title":"Does your demonstration tell the whole story? How a process mindset and social presence impact the effectiveness of product demonstrations","display_name":"Does your demonstration tell the whole story? How a process mindset and social presence impact the effectiveness of product demonstrations","publication_year":2023,"publication_date":"2023-04-11","ids":{"openalex":"https://openalex.org/W4364378671","doi":"https://doi.org/10.1007/s11747-023-00934-6"},"language":"en","primary_location":{"id":"doi:10.1007/s11747-023-00934-6","doi":"https://doi.org/10.1007/s11747-023-00934-6","is_oa":false,"landing_page_url":"https://doi.org/10.1007/s11747-023-00934-6","pdf_url":null,"source":{"id":"https://openalex.org/S92522684","display_name":"Journal of the Academy of Marketing Science","issn_l":"0092-0703","issn":["0092-0703","1552-7824"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-1","fnege-3","ft50","jufo-3","norway-2","poland-140","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310319900","host_organization_name":"Springer Science+Business Media","host_organization_lineage":["https://openalex.org/P4310319900","https://openalex.org/P4310319965"],"host_organization_lineage_names":["Springer Science+Business Media","Springer Nature"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of the Academy of Marketing Science","raw_type":"journal-article"},"volume":null,"type":"article","indexed_in":["crossref"],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5075058476","display_name":"Christine Ringler","orcid":"https://orcid.org/0000-0002-6855-7177","observed_orcids":["https://orcid.org/0000-0002-6855-7177"]},"institutions":[{"id":"https://openalex.org/I17301866","display_name":"University of Alabama","ror":"https://ror.org/03xrrjk67","country_code":"US","type":"education","lineage":["https://openalex.org/I17301866"]}],"countries":["US"],"is_corresponding":true,"raw_author_name":"Christine Ringler","raw_affiliation_strings":["Culverhouse College of Business, University of Alabama, 3022 Hewson Hall, Tuscaloosa, AL, 35487, USA"],"raw_orcid":"https://orcid.org/0000-0002-6855-7177","affiliations":[{"raw_affiliation_string":"Culverhouse College of Business, University of Alabama, 3022 Hewson Hall, Tuscaloosa, AL, 35487, USA","institution_ids":["https://openalex.org/I17301866"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5036153211","display_name":"Nancy J. Sirianni","orcid":"https://orcid.org/0000-0002-4557-4898","observed_orcids":["https://orcid.org/0000-0002-4557-4898"]},"institutions":[{"id":"https://openalex.org/I13511017","display_name":"Texas State University","ror":"https://ror.org/05h9q1g27","country_code":"US","type":"education","lineage":["https://openalex.org/I13511017"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Nancy J. Sirianni","raw_affiliation_strings":["McCoy College of Business, Texas State University, 601 University Drive, San Marcos, TX, 78666, USA"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"McCoy College of Business, Texas State University, 601 University Drive, San Marcos, TX, 78666, USA","institution_ids":["https://openalex.org/I13511017"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5065715460","display_name":"Joann Peck","orcid":"https://orcid.org/0000-0003-1967-1819","observed_orcids":["https://orcid.org/0000-0003-1967-1819"]},"institutions":[{"id":"https://openalex.org/I135310074","display_name":"University of Wisconsin\u2013Madison","ror":"https://ror.org/01y2jtd41","country_code":"US","type":"education","lineage":["https://openalex.org/I135310074"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Joann Peck","raw_affiliation_strings":["Wisconsin School of Business, University of Wisconsin-Madison, 5194 Grainger Hall, Madison, WI, 53706, USA"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Wisconsin School of Business, University of Wisconsin-Madison, 5194 Grainger Hall, Madison, WI, 53706, USA","institution_ids":["https://openalex.org/I135310074"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5101448713","display_name":"Anders Gustafsson","orcid":"https://orcid.org/0000-0001-8278-1442","observed_orcids":["https://orcid.org/0000-0001-8278-1442","https://orcid.org/0000-0002-6589-8662"]},"institutions":[{"id":"https://openalex.org/I181046868","display_name":"BI Norwegian Business School","ror":"https://ror.org/03ez40v33","country_code":"NO","type":"education","lineage":["https://openalex.org/I181046868"]},{"id":"https://openalex.org/I28407311","display_name":"University of Manchester","ror":"https://ror.org/027m9bs27","country_code":"GB","type":"education","lineage":["https://openalex.org/I28407311"]}],"countries":["GB","NO"],"is_corresponding":false,"raw_author_name":"Anders Gustafsson","raw_affiliation_strings":["Alliance Manchester Business School, Manchester, M13 9SS, UK","Department of Marketing, Norwegian Business School (BI), Nydalsveien 37, Oslo, 0484, Norway"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Alliance Manchester Business School, Manchester, M13 9SS, UK","institution_ids":["https://openalex.org/I28407311"]},{"raw_affiliation_string":"Department of Marketing, Norwegian Business School (BI), Nydalsveien 37, Oslo, 0484, Norway","institution_ids":["https://openalex.org/I181046868"]}]}],"institutions":[],"countries_distinct_count":3,"institutions_distinct_count":5,"corresponding_author_ids":["https://openalex.org/A5075058476"],"corresponding_institution_ids":["https://openalex.org/I17301866"],"apc_list":{"value":4390,"currency":"USD","value_usd":4390},"apc_paid":null,"fwci":5.8176,"has_fulltext":false,"cited_by_count":22,"citation_normalized_percentile":{"value":0.95433707,"is_in_top_1_percent":false,"is_in_top_10_percent":true},"cited_by_percentile_year":{"min":97,"max":99},"biblio":{"volume":"52","issue":"2","first_page":"512","last_page":"530"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T11536","display_name":"Consumer Retail Behavior Studies","score":0.8604000210762024,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T11536","display_name":"Consumer Retail Behavior Studies","score":0.8604000210762024,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10609","display_name":"Digital Marketing and Social Media","score":0.03909999877214432,"subfield":{"id":"https://openalex.org/subfields/3312","display_name":"Sociology and Political Science"},"field":{"id":"https://openalex.org/fields/33","display_name":"Social Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T14244","display_name":"Consumer Behavior and Marketing Influence","score":0.03180000185966492,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/product-demonstration","display_name":"product demonstration","score":0.9940000176429749},{"id":"https://openalex.org/keywords/purchase-intention","display_name":"purchase intention","score":0.6980000138282776},{"id":"https://openalex.org/keywords/cognitive-flow","display_name":"cognitive flow","score":0.7580000162124634},{"id":"https://openalex.org/keywords/narrative-transportation","display_name":"narrative transportation","score":0.8820000290870667},{"id":"https://openalex.org/keywords/mental-simulation","display_name":"mental simulation","score":0.8920000195503235},{"id":"https://openalex.org/keywords/social-presence","display_name":"social presence","score":0.9940000176429749},{"id":"https://openalex.org/keywords/customer-experience","display_name":"customer experience","score":0.5009999871253967},{"id":"https://openalex.org/keywords/persuasive-communication","display_name":"persuasive communication","score":0.3449999988079071},{"id":"https://openalex.org/keywords/digital-marketing","display_name":"digital marketing","score":0.4560000002384186}],"concepts":[{"id":"https://openalex.org/C2778491294","wikidata":"https://www.wikidata.org/wiki/Q1339824","display_name":"Mindset","level":2,"score":0.7237939834594727},{"id":"https://openalex.org/C90673727","wikidata":"https://www.wikidata.org/wiki/Q901718","display_name":"Product (mathematics)","level":2,"score":0.6859455108642578},{"id":"https://openalex.org/C2778813691","wikidata":"https://www.wikidata.org/wiki/Q1369832","display_name":"Purchasing","level":2,"score":0.6110984683036804},{"id":"https://openalex.org/C98045186","wikidata":"https://www.wikidata.org/wiki/Q205663","display_name":"Process (computing)","level":2,"score":0.4983975887298584},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.43256378173828125},{"id":"https://openalex.org/C199033989","wikidata":"https://www.wikidata.org/wiki/Q1318295","display_name":"Narrative","level":2,"score":0.42426663637161255},{"id":"https://openalex.org/C2779903281","wikidata":"https://www.wikidata.org/wiki/Q6888026","display_name":"Modalities","level":2,"score":0.4215329885482788},{"id":"https://openalex.org/C61641136","wikidata":"https://www.wikidata.org/wiki/Q1107019","display_name":"Cognitive load","level":3,"score":0.42025241255760193},{"id":"https://openalex.org/C169900460","wikidata":"https://www.wikidata.org/wiki/Q2200417","display_name":"Cognition","level":2,"score":0.41857925057411194},{"id":"https://openalex.org/C2777601897","wikidata":"https://www.wikidata.org/wiki/Q3409113","display_name":"Presentation (obstetrics)","level":2,"score":0.41452664136886597},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.38549214601516724},{"id":"https://openalex.org/C112698675","wikidata":"https://www.wikidata.org/wiki/Q37038","display_name":"Advertising","level":1,"score":0.33942872285842896},{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.3370424211025238},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.32556745409965515},{"id":"https://openalex.org/C144024400","wikidata":"https://www.wikidata.org/wiki/Q21201","display_name":"Sociology","level":0,"score":0.12344291806221008},{"id":"https://openalex.org/C169760540","wikidata":"https://www.wikidata.org/wiki/Q207011","display_name":"Neuroscience","level":1,"score":0.0},{"id":"https://openalex.org/C41895202","wikidata":"https://www.wikidata.org/wiki/Q8162","display_name":"Linguistics","level":1,"score":0.0},{"id":"https://openalex.org/C36289849","wikidata":"https://www.wikidata.org/wiki/Q34749","display_name":"Social science","level":1,"score":0.0},{"id":"https://openalex.org/C126838900","wikidata":"https://www.wikidata.org/wiki/Q77604","display_name":"Radiology","level":1,"score":0.0},{"id":"https://openalex.org/C154945302","wikidata":"https://www.wikidata.org/wiki/Q11660","display_name":"Artificial intelligence","level":1,"score":0.0},{"id":"https://openalex.org/C138885662","wikidata":"https://www.wikidata.org/wiki/Q5891","display_name":"Philosophy","level":0,"score":0.0},{"id":"https://openalex.org/C111919701","wikidata":"https://www.wikidata.org/wiki/Q9135","display_name":"Operating system","level":1,"score":0.0},{"id":"https://openalex.org/C33923547","wikidata":"https://www.wikidata.org/wiki/Q395","display_name":"Mathematics","level":0,"score":0.0},{"id":"https://openalex.org/C2524010","wikidata":"https://www.wikidata.org/wiki/Q8087","display_name":"Geometry","level":1,"score":0.0},{"id":"https://openalex.org/C71924100","wikidata":"https://www.wikidata.org/wiki/Q11190","display_name":"Medicine","level":0,"score":0.0}],"mesh":[],"locations_count":3,"locations":[{"id":"doi:10.1007/s11747-023-00934-6","doi":"https://doi.org/10.1007/s11747-023-00934-6","is_oa":false,"landing_page_url":"https://doi.org/10.1007/s11747-023-00934-6","pdf_url":null,"source":{"id":"https://openalex.org/S92522684","display_name":"Journal of the Academy of Marketing Science","issn_l":"0092-0703","issn":["0092-0703","1552-7824"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-1","fnege-3","ft50","jufo-3","norway-2","poland-140","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310319900","host_organization_name":"Springer Science+Business Media","host_organization_lineage":["https://openalex.org/P4310319900","https://openalex.org/P4310319965"],"host_organization_lineage_names":["Springer Science+Business Media","Springer Nature"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of the Academy of Marketing Science","raw_type":"journal-article"},{"id":"pmh:oai:RePEc:spr:joamsc:v:52:y:2024:i:2:d:10.1007_s11747-023-00934-6","doi":null,"is_oa":false,"landing_page_url":"http://link.springer.com/10.1007/s11747-023-00934-6","pdf_url":null,"source":{"id":"https://openalex.org/S4306401271","display_name":"RePEc: Research Papers in Economics","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I77793887","host_organization_name":"Federal Reserve Bank of St. Louis","host_organization_lineage":["https://openalex.org/I77793887"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":"article"},{"id":"pmh:oai:pure.atira.dk:openaire_cris_publications/91e083c8-ed21-470d-b27c-bb2a3ce0b74e","doi":null,"is_oa":false,"landing_page_url":"https://research.manchester.ac.uk/en/publications/91e083c8-ed21-470d-b27c-bb2a3ce0b74e","pdf_url":null,"source":{"id":"https://openalex.org/S4306400662","display_name":"Research Explorer (The University of Manchester)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I28407311","host_organization_name":"University of Manchester","host_organization_lineage":["https://openalex.org/I28407311"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"Ringler, C, Sirianni, N, Peck, J & Gustafsson, A 2023, 'Does your demonstration tell the whole story? How a process mindset and social presence impact the effectiveness of product demonstrations', Journal of the Academy of Marketing Science. https://doi.org/10.1007/s11747-023-00934-6","raw_type":"info:eu-repo/semantics/article"}],"best_oa_location":null,"sustainable_development_goals":[],"sustainable_development_goals_aurora":[{"score":0.4300000071525574,"id":"https://metadata.un.org/sdg/8","display_name":"Decent work and economic growth"}],"study_designs":[],"awards":[],"funders":[],"has_content":{"pdf":false,"grobid_xml":false},"content_urls":null,"referenced_works_count":42,"referenced_works":["https://openalex.org/W99945080","https://openalex.org/W115780692","https://openalex.org/W345972492","https://openalex.org/W581212603","https://openalex.org/W1785742855","https://openalex.org/W1969045005","https://openalex.org/W1978707393","https://openalex.org/W1984130730","https://openalex.org/W1985041597","https://openalex.org/W1985378424","https://openalex.org/W2000186419","https://openalex.org/W2000742832","https://openalex.org/W2009053788","https://openalex.org/W2014827035","https://openalex.org/W2020846732","https://openalex.org/W2023105825","https://openalex.org/W2029988482","https://openalex.org/W2045332590","https://openalex.org/W2062155476","https://openalex.org/W2081545617","https://openalex.org/W2095840822","https://openalex.org/W2103403045","https://openalex.org/W2116044432","https://openalex.org/W2117239512","https://openalex.org/W2161736152","https://openalex.org/W2165096662","https://openalex.org/W2326103867","https://openalex.org/W2329265048","https://openalex.org/W2424266652","https://openalex.org/W2523364226","https://openalex.org/W2735157213","https://openalex.org/W2900698116","https://openalex.org/W2990069970","https://openalex.org/W3090784166","https://openalex.org/W3111024827","https://openalex.org/W3122604479","https://openalex.org/W3123476072","https://openalex.org/W3123527130","https://openalex.org/W4235809384","https://openalex.org/W4252825741","https://openalex.org/W4292994367","https://openalex.org/W6680931640"],"related_works":["https://openalex.org/W4417120562","https://openalex.org/W7112763039","https://openalex.org/W2054519386","https://openalex.org/W4401991483","https://openalex.org/W7095563882","https://openalex.org/W3123561730","https://openalex.org/W2653069673","https://openalex.org/W99945080","https://openalex.org/W2775786492","https://openalex.org/W2744909717"],"abstract_inverted_index":null,"counts_by_year":[{"year":2026,"cited_by_count":9},{"year":2025,"cited_by_count":9},{"year":2024,"cited_by_count":4}],"updated_date":"2026-10-16T09:59:22.235173","created_date":"2023-04-12T00:00:00"}