Tom van Laer

The University of Sydney

University of Sydney

Sydney, NSW 2006

Australia

SCHOLARLY PAPERS

22

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5,449

SSRN CITATIONS
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SSRN RANKINGS

Top 25,359

in Total Papers Citations

12

CROSSREF CITATIONS

22

Scholarly Papers (22)

1.

The Extended Transportation-Imagery Model: A Meta-Analysis of the Antecedents and Consequences of Consumers’ Narrative Transportation

Journal of Consumer Research, 40(5), 797-817
Number of pages: 77 Posted: 02 Apr 2012 Last Revised: 12 May 2016
The University of Sydney, Maastricht University - Department of Marketing & Supply Chain Management, USI Università della Svizzera italiana and Eindhoven University of Technology (TUE) - Eindhoven Center for Innovation Studies (ECIS)
Downloads 1,705 (10,921)
Citation 7

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Communication, Meta-analysis, Narrative Persuasion, Narrative Transportation, Storytelling

2.

Untangling a Web of Lies: Exploring Automated Detection of Deception in Computer-Mediated Communication

Journal of Management Information Systems, 33(2), 511-541
Number of pages: 41 Posted: 11 Mar 2015 Last Revised: 07 Oct 2016
Westminster Business School, The University of Sydney, Maastricht University - Department of Marketing & Supply Chain Management and Catholic University of Louvain (UCL) - Department of Marketing
Downloads 948 (26,650)
Citation 1

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CMC between business partners, Deception severity, Speech act theory, Automated text analysis

3.

The Seven Stages of the Digital Marketing Cycle

Contemporary Issues in Digital Marketing: New Paradigms, Perspectives and Practices (2018)
Number of pages: 21 Posted: 10 Jun 2016 Last Revised: 07 Aug 2018
Tom van Laer and Ian Lurie
The University of Sydney and Independent
Downloads 817 (32,929)
Citation 2

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inbound marketing, interactive marketing, storytelling

4.

What Happens in Vegas Stays on TripAdvisor? A Theory and Technique to Understand Narrativity in Consumer Reviews

Journal of Consumer Research, 46(2), 267–285, Vanderbilt Owen Graduate School of Management Research Paper No. 2702484
Number of pages: 64 Posted: 13 Dec 2015 Last Revised: 25 Jul 2019
The University of Sydney, Vanderbilt University - Marketing, Westminster Business School and Delft University of Technology - Faculty of Industrial Design Engineering (IDE)
Downloads 487 (64,797)
Citation 5

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automated text analysis, computational linguistics, consumer reviews, narrative persuasion, narrative transportation, storytelling

5.

Storytelling in the Digital Era: A Meta-Analysis of Relevant Moderators of the Narrative Transportation Effect

Journal of Business Research, 96(1), 135-146
Number of pages: 40 Posted: 21 Apr 2018 Last Revised: 07 Mar 2019
The University of Sydney, City University London - Sir John Cass Business School and USI Università della Svizzera italiana
Downloads 265 (129,382)

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Digital marketing; Meta-analysis; Narrative transportation; Story domain; Story-receiver; User-generated content

6.

Need for Narrative

Journal of Marketing Management, 34(5/6), 484-496, 2018
Number of pages: 25 Posted: 22 Jan 2020
The University of Sydney, USI Università della Svizzera italiana and City University London - Sir John Cass Business School
Downloads 203 (167,525)
Citation 1

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identifiable characters, imaginable plot, narrative transportation, storytelling, suspension of disbelief, videography

7.

It’s Not What You Say, It’s the Way You Say It! Effective Message Styles for Promoting Innovative New Services

Journal of Business Research, 107(1), 38-49 (2020)
Number of pages: 50 Posted: 12 Feb 2015 Last Revised: 08 Jan 2020
University of Hertfordshire - Business School, City University London - Sir John Cass Business School, City University London - Sir John Cass Business School and The University of Sydney
Downloads 195 (173,966)

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metaphors, narratives, figurativeness, adoption intentions, new services

8.

The Means to Justify the End: Combating Cyber Harassment in Social Media

Journal of Business Ethics, 123(1), 85-98, August 2014
Number of pages: 39 Posted: 09 Mar 2013 Last Revised: 12 May 2016
Tom van Laer
The University of Sydney
Downloads 183 (184,157)
Citation 2

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Cyber bullying, Cyber harassment, Identity, Justice perception, Narrative transportation, Self-referencing, Social media, Storytelling

9.

Tweeting with the Stars: Automated Text Analysis of the Effect of Celebrity Social Media Communications on Consumer Word of Mouth

Journal of Interactive Marketing, 48(1), 17-32
Number of pages: 41 Posted: 09 May 2019 Last Revised: 01 Aug 2019
RMIT University - School of Marketing, Swinburne University of Technology, University of Bologna - Department of Management and The University of Sydney
Downloads 124 (253,603)

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analytical, automated text analysis, emotion, focus, function words, linguistic style, narrative, speech act theory

10.

In Stories We Trust: How Narrative Apologies Provide Cover for Competitive Vulnerability After Integrity-Violating Blog Posts

International Journal of Research in Marketing, 27(2), 164-174, 2010
Number of pages: 41 Posted: 26 Dec 2009 Last Revised: 26 Oct 2017
Tom van Laer and Ko de Ruyter
The University of Sydney and Maastricht University - Department of Marketing & Supply Chain Management
Downloads 111 (274,784)
Citation 2

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Narrative transportation, Integrity perception, Service failure, Social media, Trust repair

11.

How Word of Mouth Influences the Storyteller: Does the Effect Replicate in China?

Advances in Consumer Research, Forthcoming
Number of pages: 8 Posted: 13 Feb 2016 Last Revised: 02 Jul 2016
Hengcong Jiang and Tom van Laer
City University London - Sir John Cass Business School and The University of Sydney
Downloads 90 (315,686)
Citation 1

Abstract:

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Communication, Confucianism, Narrative Persuasion, Storytelling, Word of mouth

12.

A Little Help from My Friends: Assessing the Adjustment of Small and Medium-Sized Enterprises to Corporate Social Responsibility

Number of pages: 32 Posted: 21 Mar 2014 Last Revised: 12 Dec 2015
Nadine Kiratli, Ko de Ruyter and Tom van Laer
Maastricht University - Department of Marketing, Maastricht University - Department of Marketing & Supply Chain Management and The University of Sydney
Downloads 74 (354,988)

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Corporate social responsibility; CSR; Organizational adjustment; Small and medium-sized enterprises; SME; Stakeholder theory

13.

A Walk in Customers' Shoes: How Attentional Bias Modification Affects Ownership of Integrity-Violating Social Media Posts

Journal of Interactive Marketing, 27(1), 14-27 (2013)
Number of pages: 35 Posted: 31 May 2013 Last Revised: 26 Oct 2017
Tom van Laer, Ko de Ruyter and David Cox
The University of Sydney, Maastricht University - Department of Marketing & Supply Chain Management and Motivforce Marketing & Incentives Ltd
Downloads 61 (392,971)

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Attentional bias modification, Empathy, Psychological ownership, Social media, Narrative transportation

14.

Digitally Relevant Moderators of the Narrative Transportation Effect

Number of pages: 38 Posted: 07 Mar 2016 Last Revised: 14 Jan 2018
The University of Sydney, City University London - Sir John Cass Business School and USI Università della Svizzera italiana
Downloads 49 (434,703)

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Digital marketing, Meta-analysis, Narrative transportation, Social media, Story domain, Story-receiver, Storytelling, User-generated content

15.

Not Whodunit but Whydunit: Story Characters’ Motivations Influence Audience Interest in Services

Number of pages: 52 Posted: 03 Aug 2019 Last Revised: 22 Jul 2020
Anne Hamby and Tom van Laer
Boise State University - College of Business & Economics and The University of Sydney
Downloads 41 (466,805)

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Character motivation, narrative persuasion, Self-Determination Theory, Transformative Services Research

16.

A Discourse Analysis of Pilgrimage Reviews

Journal of Marketing Management, 35(5-6), 586-604
Number of pages: 37 Posted: 20 Jan 2018 Last Revised: 20 May 2019
Tom van Laer and Elif Izberk-Bilgin
The University of Sydney and University of Michigan at Dearborn
Downloads 29 (524,106)

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discourse analysis; marketization of spirituality; material-spiritual; pilgrimage; spiritual consumption; storytelling

17.

There and Back Again: Bleed from Narrative Worlds

Number of pages: 62 Posted: 28 Mar 2019 Last Revised: 04 May 2020
Davide Orazi and Tom van Laer
Monash University - Department of Marketing and The University of Sydney
Downloads 27 (535,393)

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extraordinary experience, coping, Live Action Role-Play (LARP), narrative, portal, transportation theory

18.

It's the Social, Stupid! Leveraging the 4C Markers of Social in Online Service Delivery

R. T. Rust & M.-H. Huang (Eds.), Handbook of Service Marketing Research (pp. 413-436). Northampton, MA: Edward Elgar
Number of pages: 24 Posted: 16 May 2016
Ko de Ruyter and Tom van Laer
Maastricht University - Department of Marketing & Supply Chain Management and The University of Sydney
Downloads 21 (572,623)

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19.

It´s the Story, Stupid: The Consumer Reviews Most Likely to Influence Purchasing Decisions

Marketing Intelligence Review, Forthcoming
Number of pages: 6 Posted: 27 Dec 2019 Last Revised: 26 Feb 2020
Tom van Laer
The University of Sydney
Downloads 19 (585,797)

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consumer choice, consumer research, online reviews, storytelling

20.

The Experiential Advantage: A Meta-Analysis of the Processes, Outcomes, and Moderators of Consuming Experiences

Posted: 28 Mar 2019 Last Revised: 30 Sep 2020
University of Technology Sydney (UTS) - UTS Business School, The University of Sydney and University of Technology Sydney (UTS) - UTS Business School

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experience, experiential advantage, happiness, meta-analysis, satisfaction, well-being

21.

Using EEG to Examine the Role of Attention, Working Memory, Emotion, and Imagination in Narrative Transportation

European Journal of Marketing, 52(1/2), 92-117, 2018
Posted: 04 Jan 2017 Last Revised: 19 May 2018
Ross Gordon, Joseph Ciorciari and Tom van Laer
Macquarie University - Department of Marketing and Management, Swinburne University of Technology and The University of Sydney

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Narrative transportation, EEG, Attention, Working memory, Emotion, Imagination, Social marketing, Energy efficiency

22.

Assessing the Effect of Narrative Transportation, Portrayed Action, and Photographic Style on the Likelihood to Comment on Posted Selfies

European Journal of Marketing, 51(11/12), 1961-1979
Posted: 02 Aug 2015 Last Revised: 13 Jan 2018
Maastricht University - Department of Marketing, The University of Sydney, Maastricht University - Department of Marketing & Supply Chain Management and Eindhoven University of Technology (TUE) - Eindhoven Center for Innovation Studies (ECIS)

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Narrative Transportation, Selfie, Snapshot Style, eWOM