Stremersch, S (Stremersch, Stefan); Verniers, I (Verniers, Isabel); Verhoef, PC (Verhoef, Peter C.) The quest for citations: Drivers of article impact JOURNAL OF MARKETING, 71 (3): 171-193 JUL 2007

[Eugene Garfield]

E-mail Address: stremersch at few.eur.nl; Isabel.Verniers at Ugent.be; 
p.c.verhoef at rug.nl 

Author(s): Stremersch, S (Stremersch, Stefan); Verniers, I (Verniers, 
Isabel); Verhoef, PC (Verhoef, Peter C.) 

Title: The quest for citations: Drivers of article impact 

Source: JOURNAL OF MARKETING, 71 (3): 171-193 JUL 2007 

Language: English 

Document Type: Article 

Keywords Plus: BUYER-SELLER RELATIONSHIPS; MARKET ORIENTATION; CONSUMER 
RESEARCH; REFERENCE DIVERSITY; SERVICE QUALITY; DETERMINANTS; JOURNALS; 
MODEL; REEXAMINATION; CONSEQUENCES 

Abstract: Why do some articles become building blocks for future scholars, 
whereas others remain unnoticed? The authors 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. They study all articles published in a sample of five 
major journals in marketing from 1990 to 2002 that are central to the 
discipline. They 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). They find that the 
number of citations an article in the marketing discipline receives 
depends more on "what is said" (quality and domain) and "who says it" 
(author visibility and personal promotion) than on "how it is said" (title 
length, the use of attention grabbers, and expositional clarity). The 
insights gleaned from this analysis 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. Conversely, the 
insights also raise challenges regarding how to make 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, but it may be 
instrumental in influencing practitioners; and (3) it remains questionable 
whether articles that academics assess to be of high quality are also 
managerially relevant. 

Addresses: Erasmus Univ, Sch Econ, Rotterdam, Netherlands; Duke Univ, 
Fuqua Sch Business, Durham, NC 27706 USA; Univ Ghent, Dept Mkt, Fac Econ & 
Business Adm, Ghent, Belgium; Univ Groningen, Fac Econ, Dept Mkt, NL-9700 
AB Groningen, Netherlands 

Reprint Address: Stremersch, S, Erasmus Univ, Sch Econ, Rotterdam, 
Netherlands. 

E-mail Address: stremersch at few.eur.nl; Isabel.Verniers at Ugent.be; 
p.c.verhoef at rug.nl 

Cited Reference Count: 63 

Times Cited: 1 

Publisher: AMER MARKETING ASSOC 

Publisher Address: 311S WACKER DR, STE 5800, CHICAGO, IL 60606-6629 USA 

ISSN: 0022-2429 

29-char Source Abbrev.: J MARKETING 

ISO Source Abbrev.: J. Mark. 

Source Item Page Count: 23 

Subject Category: Business 

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