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The Quest for Citations: Drivers of Article Impact

  • S. STREMERSCH
  • I. VERNIERS

    ()

  • C. VERHOEF

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.

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Paper provided by Ghent University, Faculty of Economics and Business Administration in its series Working Papers of Faculty of Economics and Business Administration, Ghent University, Belgium with number 06/422.

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Length: 51 pages
Date of creation: Nov 2006
Date of revision:
Handle: RePEc:rug:rugwps:06/422
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Web page: http://www.ugent.be/eb

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  1. 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.
  2. 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.
  3. 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.
  4. 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.
  5. Leong, Siew Meng, 1989. " A Citation Analysis of the Journal of Consumer Research," Journal of Consumer Research, University of Chicago Press, vol. 15(4), pages 492-97, March.
  6. 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.
  7. repec:ner:tilbur:urn:nbn:nl:ui:12-80329 is not listed on IDEAS
  8. Fournier, Susan, 1998. " Consumers and Their Brands: Developing Relationship Theory in Consumer Research," Journal of Consumer Research, University of Chicago Press, vol. 24(4), pages 343-73, March.
  9. Cote, Joseph A & Leong, Siew Meng & Cote, Jane, 1991. " Assessing the Influence of Journal of Consumer Research: A Citation Analysis," Journal of Consumer Research, University of Chicago Press, vol. 18(3), pages 402-10, December.
  10. 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.
  11. 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.
  12. Muniz, Albert M, Jr & O'Guinn, Thomas C, 2001. " Brand Community," Journal of Consumer Research, University of Chicago Press, vol. 27(4), pages 412-32, March.
  13. 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.
  14. Kassarjian, Harold H, 1977. " Content Analysis in Consumer Research," Journal of Consumer Research, University of Chicago Press, vol. 4(1), pages 8-18, June.
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