The Quest for Citations: Drivers of Article Impact
Why do some articles become building blocks for future scholars, while many others remain unnoticed? We aim to answer this question by contrasting, synthesizing and simultaneously testing three scientometric perspectives – universalism, social constructivism and presentation – on the influence of article and author characteristics on article citations. To do so, we study all articles published in a sample of five major journals in marketing from 1990 to 2002 that are central to the discipline. We count the number of citations each of these articles has received and regress this count on an extensive set of characteristics of the article (i.e. article quality, article domain, title length, the use of attention grabbers and expositional clarity), and the author (i.e. author visibility and author personal promotion). We find that the number of citations an article in the marketing discipline receives, depends upon “what one says” (quality and domain), on “who says it” (author visibility and personal promotion) and not so much on “how one says it” (title length, the use of attention grabbers, and expositional clarity). Our insights contribute to the marketing literature and are relevant to scientific stakeholders, such as the management of scientific journals and individual academic scholars, as they strive to maximize citations. They are also relevant to marketing practitioners. They inform practitioners on characteristics of the academic journals in marketing and their relevance to decisions they face. On the other hand, they also raise challenges towards making our journals accessible and relevant to marketing practitioners: (1) authors visible to academics are not necessarily visible to practitioners; (2) the readability of an article may hurt academic credibility and impact, while it may be instrumental in influencing practitioners; (3) it remains questionable whether articles that academics assess to be of high quality are also managerially relevant.
|Date of creation:||28 Nov 2006|
|Date of revision:|
|Contact details of provider:|| Postal: RSM Erasmus University & Erasmus School of Economics, PoBox 1738, 3000 DR Rotterdam|
Phone: 31-10-408 1182
Fax: 31-10-408 9020
Web page: http://www.erim.eur.nl/
More information through EDIRC
Please report citation or reference errors to , or , if you are the registered author of the cited work, log in to your RePEc Author Service profile, click on "citations" and make appropriate adjustments.:
- Kassarjian, Harold H, 1977. " Content Analysis in Consumer Research," Journal of Consumer Research, Oxford University Press, vol. 4(1), pages 8-18, June.
- Scott Smart & Joel Waldfogel, 1996. "A Citation-Based Test for Discrimination at Economics and Finance Journals," NBER Working Papers 5460, National Bureau of Economic Research, Inc.
- Muniz, Albert M, Jr & O'Guinn, Thomas C, 2001. " Brand Community," Journal of Consumer Research, Oxford University Press, vol. 27(4), pages 412-32, March.
- Hendrik P. van Dalen & Kene Henkens, 2000. "What makes a Scientific Article influential?," Tinbergen Institute Discussion Papers 00-032/1, Tinbergen Institute.
- Hoffman, Donna L & Holbrook, Morris B, 1993. " The Intellectual Structure of Consumer Research: A Bibliometric Study of Author Cocitations in the First 15 Years of the Journal of Consumer Research," Journal of Consumer Research, Oxford University Press, vol. 19(4), pages 505-17, March.
- Fournier, Susan, 1998. " Consumers and Their Brands: Developing Relationship Theory in Consumer Research," Journal of Consumer Research, Oxford University Press, vol. 24(4), pages 343-73, March.
- John G. Lynch , Jr. & Dan Ariely, 2000. "Wine Online: Search Costs Affect Competition on Price, Quality, and Distribution," Marketing Science, INFORMS, vol. 19(1), pages 83-103, April.
- Rik Pieters & Hans Baumgartner, 2002. "Who Talks to Whom? Intra- and Interdisciplinary Communication of Economics Journals," Journal of Economic Literature, American Economic Association, vol. 40(2), pages 483-509, June.
- Ayres, Ian & Vars, Fredrick E, 2000. "Determinants of Citations to Articles in Elite Law Reviews," The Journal of Legal Studies, University of Chicago Press, vol. 29(1), pages 427-50, January.
- Baumgartner, H. & Pieters, R., 2000. "The Influence of Marketing Journals : A Citation Analysis of the Discipline and its Sub-areas," Discussion Paper 2000-123, Tilburg University, Center for Economic Research.
- Cameron, A. Colin & Trivedi, Pravin K., 1990. "Regression-based tests for overdispersion in the Poisson model," Journal of Econometrics, Elsevier, vol. 46(3), pages 347-364, December.
- Leong, Siew Meng, 1989. " A Citation Analysis of the Journal of Consumer Research," Journal of Consumer Research, Oxford University Press, vol. 15(4), pages 492-97, March.
- Stefan Stremersch & Peter C. Verhoef, 2005. "Globalization of Authorship in the Marketing Discipline: Does It Help or Hinder the Field?," Marketing Science, INFORMS, vol. 24(4), pages 585-594, February.
- Thomas P. Novak & Donna L. Hoffman & Yiu-Fai Yung, 2000. "Measuring the Customer Experience in Online Environments: A Structural Modeling Approach," Marketing Science, INFORMS, vol. 19(1), pages 22-42, May.
- Pieters, R. & Baumgartner, H. & Vermunt, J.K. & Bijmolt, T.H.A., 1999. "Importance and similarity in the evolving citation network of the International Journal of Research in Marketing," Other publications TiSEM e2c16930-bf58-49ae-8cc9-f, Tilburg University, School of Economics and Management.
- Cote, Joseph A & Leong, Siew Meng & Cote, Jane, 1991. " Assessing the Influence of Journal of Consumer Research: A Citation Analysis," Journal of Consumer Research, Oxford University Press, vol. 18(3), pages 402-10, December.
When requesting a correction, please mention this item's handle: RePEc:ems:eureri:8127. See general information about how to correct material in RePEc.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (RePub)
If references are entirely missing, you can add them using this form.