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ANTONETTI Paolo

PhD, Management,

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  3. ANTONETTI Paolo

Marketing
PhD, Management,

Paolo is Full Professor of Marketing at Neoma Business School (France). His research interests lie in the area of consumer emotions, particularly in regards to the role of emotions in sustainability, corporate social responsibility, corporate social irresponsibility and consumer ethics. His research has appeared in leading international publications including the Journal of Business Ethics, the British Journal of Management, the Journal of Business Research, the European Journal of Marketing and the International Journal of Management Reviews. Paolo is also Associate Editor for the Journal of Marketing Management, an ad-hoc referee (e.g., Journal of Business Ethics, the British Journal of Management and the Journal of Business Research) and editorial board member (e.g. European Journal of Marketing) for several international publications. Paolo is also a co-author of two leading textbooks: “Fundamental of Marketing” (Oxford University Press, 2017) and the best-selling textbook in marketing in the UK “Marketing – fifth edition” (Oxford University Press, 2019).

Areas of research

  • Corporate social responsibility
  • Corporate social irresponsibility
  • Crisis communications
  • Moral emotions
  • Sustainable consumption

Recent academic contributions

  • ANTONETTI, P., I. BAGHI, "Projecting lower competence to boost apology effectiveness: Underlying mechanism and boundary conditions", Journal of the Academy of Marketing Science, May 2023, vol. 51, no. 3, pp. pages 695–715
    DOI : 10.1007/s11747-022-00903-5
  • SBRANA, G., P. ANTONETTI, "Persistence modeling for sales prediction: A simple, self-contained approach", Journal of Business Research, November 2023, vol. 166, no. 114103
    DOI : 10.1016/j.jbusres.2023.114103
  • ANTONETTI, P., D. MANIKA , "Modeling multiple forms of consumer animosity through fuzzy-set qualitative comparative analysis", European Journal of Marketing, January 2022, vol. 56, no. 1, pp. 113-132
    DOI : 10.1108/EJM-04-2020-0272

Article

  • SBRANA, G., P. ANTONETTI, "Persistence modeling for sales prediction: A simple, self-contained approach", Journal of Business Research, November 2023, vol. 166, no. 114103
    DOI : 10.1016/j.jbusres.2023.114103
  • ANTONETTI, P., I. BAGHI, "Projecting lower competence to boost apology effectiveness: Underlying mechanism and boundary conditions", Journal of the Academy of Marketing Science, May 2023, vol. 51, no. 3, pp. pages 695–715
    DOI : 10.1007/s11747-022-00903-5
  • ANTONETTI, P., B. CRISAFULLI, "Revisiting power messaging in service failures: Pitfalls and proposed solutions", Psychology and Marketing, November 2022, vol. 39, no. 11, pp. 2072-2095
    DOI : 10.1002/mar.21712
  • CARMEN VALOR, C., P. ANTONETTI, B. CRISAFULLI, "Emotions and consumers’ adoption of innovations: An integrative review and research agenda", Technological Forecasting and Social Change, June 2022, vol. 179
    DOI : 10.1016/j.techfore.2022.121609
  • CARMEN VALOR, C., P. ANTONETTI, G. ZASUWA, "Corporate social irresponsibillity and consumer punishement: a systematic review and research agenda", Journal of Business Research, May 2022, vol. 144, pp. 1218-1233
    DOI : 10.1016/j.jbusres.2022.02.063
  • ANTONETTI, P., D. MANIKA , "Modeling multiple forms of consumer animosity through fuzzy-set qualitative comparative analysis", European Journal of Marketing, January 2022, vol. 56, no. 1, pp. 113-132
    DOI : 10.1108/EJM-04-2020-0272
  • BAGHI, I., P. ANTONETTI, "The higher they climb, the harder they fall: The role of self-brand connectedness in consumer responses to corporate social responsibility hypocrisy", Corporate Social Responsibility and Environmental Management, August 2021, vol. 28, no. 4, pp. 1216-1230
    DOI : 10.1002/csr.2122
  • MANIKA , D., P. ANTONETTI, S. PAPAGIANNIDIS, X. GUO, "How Pride Triggered by Pro-environmental Technology Adoption Spills Over into Conservation Behaviours: A Social Business Application", Technological Forecasting and Social Change, November 2021, vol. 172
    DOI : S0040162521004376
  • ANTONETTI, P., B. CRISAFULLI, S. MAKLAN, "When doing good will not save us: Revisiting the buffering effect of CSR following service failures", Psychology and Marketing, September 2021, vol. 38, no. 9, pp. 1608-1627
    DOI : 10.1002/mar.21531
  • ANTONETTI, P., I. BAGHI, "How the sender’s positioning and the target’s CSR record influence the effectiveness of scapegoating crisis communications", Marketing Letters, December 2021, vol. 32, no. 4, pp. 411-423
    DOI : 10.1007/s11002-021-09577-5
  • ANTONETTI, P., B. CRISAFULLI, A. TUNCDOGAN, "“Just Look the Other Way”: Job Seekers’ Reactions to the Irresponsibility of Market-Dominant Employers", Journal of Business Ethics, November 2021, vol. 174, no. 2, pp. 403-422
    DOI : 10.1007%2Fs10551-020-04623-0
  • ANTONETTI, P., B. CRISAFULLI, "I will defend your right to free speech, provided I agree with you”: How social media users react (or not) to online out-group aggression", Psychology and Marketing, October 2021, vol. 38, no. 10, pp. 1633-1650
    DOI : 10.1002/mar.21447
  • ANTONETTI, P., C. VALOR, "A theorisation of discrete emotion spillovers: an empirical test for anger", Journal of Marketing Management, June 2021, vol. 37, no. 7, pp. 599-625
    DOI : 10.1080/0267257X.2020.1817767
  • ANTONETTI, P., I. BAGHI, "When Blame-Giving Crisis Communications are Persuasive: A Dual-Influence Model and Its Boundary Conditions", Journal of Business Ethics, August 2021, vol. 172, no. 1, pp. 59-78
    DOI : 10.1007/s10551-019-04370-x
  • ANTONETTI, P., B. CRISAFULLI, C. S. KATSIKEAS, "Does it really hurt? Making sense of varieties of anger", Psychology and Marketing, November 2020, vol. 37, no. 11, pp. 1465-1483
    DOI : 10.1002/mar.21392
  • ANTONETTI, P., "More than just a feeling: A research agenda for the study of consumer emotions following Corporate Social Irresponsibility (CSI)", Australasian Marketing Journal, May 2020, vol. 28, no. 2, pp. 67-70
    DOI : 10.1016/j.ausmj.2020.01.005
  • CARMEN VALOR, C., P.ANTONETTI, A.AMPARO MERINO, "The relationship between moral competences and sustainable consumption among higher education students", Journal of Cleaner Production, March 2020, vol. 248, pp. 119161
    DOI : 10.1016/j.jclepro.2019.119161
  • ANTONETTI, P., D.MANIKA, C.KATSIKEAS, "Why consumer animosity reduces product quality perceptions: The role of extreme emotions in international crises", International Business Review, August 2019, vol. 28, no. 4, pp. 739-753
    DOI : 10.1016/j.ibusrev.2019.02.003
  • VALOR, C., P.ANTONETTI, I.CARRERO, "Stressful sustainability: a hermeneutic analysis", European Journal of Marketing, January 2018, vol. 52, no. 3/4, pp. 550-574
    DOI : 10.1108/EJM-12-2016-0712
  • ANTONETTI, P., P.BAINES, S.JAIN, "The persuasiveness of guilt appeals over time: Pathways to delayed compliance", Journal of Business Research, September 2018, vol. 90, pp. 14-25
    DOI : 10.1016/j.jbusres.2018.03.030
  • ANTONETTI, P., B.CRISAFULLI, S.MAKLAN, "Too Good to Be True? Boundary Conditions to the Use of Downward Social Comparisons in Service Recovery", Journal of Service Research, August 2018, vol. 21, no. 4, pp. 438-455
    DOI : 10.1177/1094670518793534
  • ANTONETTI, P., S.MAKLAN, "Identity Bias in Negative Word of Mouth Following Irresponsible Corporate Behavior: A Research Model and Moderating Effects", Journal of Business Ethics, June 2018, vol. 149, no. 4, pp. 1005-1023
    DOI : 10.1007/s10551-016-3095-9
  • ANTONETTI, P., S.MAKLAN, "Concerned protesters: from compassion to retaliation", European Journal of Marketing, January 2017, vol. 51, no. 5/6, pp. 983-1010
    DOI : 10.1108/EJM-03-2016-0145
  • MAKLAN, S., P.ANTONETTI, S.WHITTY, "Think Atomistic not Holistic: A Better Way to Manage Customer Experience at Royal Bank of Scotland (RBS)", California Management Review, January 2017, vol. 59, no. 2, pp. 92-115
    DOI : 10.1177/0008125617695285
  • BAGHI, I., P.ANTONETTI, "High-fit charitable initiatives increase hedonic consumption through guilt reduction", European Journal of Marketing, November 2017, vol. 51, no. 11/12, pp. 2030-2053
    DOI : 10.1108/EJM-12-2016-0723
  • ANTONETTI, P., D.MANIKA, "The offline spill-over of signing online petitions against companies", Information Technology and People, April 2017, vol. 30, no. 4, pp. 969-990
    DOI : 10.1108/ITP-08-2016-0179
  • ANTONETTI, P., M.ANESA, "Consumer reactions to corporate tax strategies: The role of political ideology", Electronic Journal of Business Research Methods, May 2017, vol. 74, pp. 1-10
    DOI : 10.1016/j.jbusres.2016.12.011
  • ANTONETTI, P., D.MANIKA, D.GREGORY-SMITH, "Pride in Technology-Based Health Interventions: A Double-Edged Sword", Psychology and Marketing, April 2017, vol. 34, no. 4, pp. 410-427
    DOI : 10.1002/mar.20997
  • ANTONETTI, P., S.MAKLAN, "An Extended Model of Moral Outrage at Corporate Social Irresponsibility", Journal of Business Ethics, May 2016, vol. 135, no. 3, pp. 429-444
    DOI : 10.1007/s10551-014-2487-y
  • ANTONETTI, P., S.MAKLAN, "Social Identification and Corporate Irresponsibility: A Model of Stakeholder Punitive Intentions", British Journal of Management, July 2016, vol. 27, no. 3, pp. 583-605
    DOI : 10.1111/1467-8551.12168
  • ANTONETTI, P., S.MAKLAN, "Hippies, Greenies, and Tree Huggers: How the “Warmth” Stereotype Hinders the Adoption of Responsible Brands", Psychology and Marketing, October 2016, vol. 33, no. 10, pp. 796-813
    DOI : 10.1002/mar.20918
  • ANTONETTI, P., "Consumer anger: a label in search of meaning", European Journal of Marketing, August 2016, vol. 50, no. 9/10, pp. 1602-1628
    DOI : 10.1108/EJM-08-2015-0590
  • ANTONETTI, P., P.BAINES, L.WALKER, "From elicitation to consumption: assessing the longitudinal effectiveness of negative emotional appeals in social marketing", Journal of Marketing Management, July 2015, vol. 31, no. 9-10, pp. 940-969
    DOI : 10.1080/0267257X.2015.1031266
  • ANTONETTI, P., S.MAKLAN, "How Categorisation Shapes the Attitude–Behaviour Gap in Responsible Consumption", International Journal of Market Research, January 2015, vol. 57, no. 1, pp. 51-72
    DOI : 10.2501/IJMR-2015-005
  • ANTONETTI, P., P.BAINES, "Guilt in Marketing Research: An Elicitation-Consumption Perspective and Research Agenda", International Journal of Management Reviews, July 2015, vol. 17, no. 3, pp. 333-355
    DOI : 10.1111/ijmr.12043
  • ANTONETTI, P., S.MAKLAN, "Feelings that Make a Difference: How Guilt and Pride Convince Consumers of the Effectiveness of Sustainable Consumption Choices", Journal of Business Ethics, September 2014, vol. 124, no. 1, pp. 117-134
    DOI : 10.1007/s10551-013-1841-9
  • ANTONETTI, P., S.MAKLAN, "Exploring Postconsumption Guilt and Pride in the Context of Sustainability", Psychology and Marketing, September 2014, vol. 31, no. 9, pp. 717-735
    DOI : 10.1002/mar.20730
  • MAKLAN, S., S.KNOX, P.ANTONETTI, "Building a Sustainable Bank: The Case of GTBank of Nigeria", Thunderbird International Business Review, September 2014, vol. 56, no. 5, pp. 461-473
    DOI : 10.1002/tie.21637

Books

  • ANTONETTI, P., P.BAINES, S.ROSENGREN, Marketing – fifth edition, Oxford University Press, Oxford, United Kingdom, 2019
  • BAINES, P., C.FILL, S.ROSENGREN, P.ANTONETTI, Fundamentals of Marketing, Oxford University, Oxford, 2017

Academic conferences

  • ANTONETTI, P., "And never the twain shall meet”: Differentiating between vindictive and supportive consumer anger" in QUIS16 symposium, 2019
  • ANTONETTI, P., S.FORKMANN, T.BAKER, K.REYNOLDS, "Managing attributions of gratitudegenerating encounters" in AMA SERVSIG conference, 2018
  • ANTONETTI, P., S.MAKLAN, B.CRISAFULLI, "Revisiting CSR in service failures: A causedependent buffer" in AMA SERVSIG conference, 2018
  • VALOR, C., P.ANTONETTI, I.CARRERO, "Introducing moral skills in education for sustainability: An empirical examination of character strengths" in European Marketing Academy Conference, 2018, Glasgow, United Kingdom
  • ANTONETTI, P., S.MAKLAN, B.CRISAFULLI, "Too good to be true. Revisiting downward social comparisons in service recovery" in QUIS 2017 – International Research Symposium on Service Excellence in Management, 2017, Porto
  • ANTONETTI, P., L.BRANDES, E.FRANCK, "Why dishonest job seekers are attracted by Corporate Social Performance" in Academy of Management Annual Meeting, 2017, Atlanta, United States
  • ANTONETTI, P., A.MATTIA, "Political ideology and consumer reactions to corporate tax strategies" in Academy of Marketing Science World Marketing Congress, 2016, Paris
  • ANTONETTI, P., "Consumer anger: A label in search of meaning" in Academy of Marketing Science World Marketing Congress, 2016, Paris, France
  • ANTONETTI, P., P.BAINES, "Guilt trips: Transportation and the persuasiveness of guilt appeals" in Association for Consumer Research North American Conference, 2016, Berlin, Germany
  • ANTONETTI, P., "Social identification and corporate irresponsibility: a model of stakeholder punitive actions" in Marketing Ethics & CSR Symposium, 2015, Rome, Italy
  • ANTONETTI, P., S.MAKLAN, "Moral outrage at unethical corporate behaviour" in European Marketing Academy Conference, Paradigm shifts & Interactions, 2014, Valencia, Spain
  • ANTONETTI, P., S.MAKLAN, "Guilt and pride in self-regulation: an exploration in sustainability and ethical consumption" in European Marketing Academy Conference, 2013, Istanbul
  • ANTONETTI, P., S.MAKLAN, "Moral emotions and self-regulation: an investigation in the case of ethical consumption" in European conference of the Association for Consumer Research, 2013, Barcelona, Spain
  • ANTONETTI, P., S.MAKLAN, "Extending theories of consumer behaviour in sustainability: the role of guilt and pride in sustainable consumption" in European Marketing Academy Conference, 2012, Lisbon, Portugal
  • ANTONETTI, P., S.MAKLAN, "Post-consumption emotions and sustainability: an investigation into how guilt and pride emerge from purchase decisions and their impact on consumers’ future behaviours" in Association for Consumer Research Conference,, 2012, Vancouver, Canada
  • ANTONETTI, P., S.MAKLAN, "Emotions and the motivation to buy responsible products: an exploratory study into the role of guilt and pride" in Institute for Social Marketing - Open University conference,, 2012, Milton Keynes, United Kingdom
  • ANTONETTI, P., S.MAKLAN, "An exploratory study of how emotions influence consumers’ motivation to purchase ethical products" in Academy of Marketing Conference, 2012, Southampton, United Kingdom

Published cases with instructional materials

  • ANTONETTI, P. - "Desso: Learning from Sustainability How to Become Customer Focused" - 2016, The European Case Clearing House (ECCH)
  • ANTONETTI, P., S.MAKLAN - "Customer Experience Management at RBS: Delivering Helpful Banking" - 2013, The European Case Clearing House (ECCH)

Participation at an academic or professional conference

  • ANTONETTI, P., M.LENGLET, K.STRAUSS, "Insight and tips for conducting and publishing different types of empirical research in top journals" Research in the Rough Workshop, NEOMA. 2019, Paris, France
  • ANTONETTI, P., "Guilt trips: The persuasiveness of guilt appeals" Making people feel bad: The role of negative appeals in marketing. 2017, Londres, United Kingdom
  • ANTONETTI, P., L.BRANDES, "Wolves in sheep’s clothing: Why unethical job seekers are attracted by corporate social performance" WK ORG Workshop. 2017, Hamburg, Germany

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