An empirical test of optimal respondent weighting in conjoint analysis

This article empirically tests a proposal (due to Hagerty) to use Q-type factor analysis to maximize predictive accuracy in conjoint analysis. Data sets from three different studies are used to compare the accuracy of predictions from optimal weighting with those from individual conjoint parameter estimation. The results do not support the contention that optimal weighting significantly improves cross-validity, as compared to individual conjoint prediction. He has been honored for his research by the American Marketing Association, the American Statistical Association, the American Psychological Association, and the Market Research Society (England). He has authored or coauthored several books, including the widely used textResearch for Marketing Decisions, now in its fifth edition. He is also a prolific contributor to marketing and business journals. He is the author or coauthor of many articles in statistical methodology and the interface between statistical methodology and optimization theory. His current research interests include theoretical and empirical analyses of the bootstrap resampling technique and application of statistical methods and operations research to problems in marketing research. She received her Ph.D. in marketing from Drexel University in 1990. Her research interests focus on consumer preference models including conjoint analysis and new-product development. Her work has been published in theJournal of Marketing Research, Journal of Advertising Research, andJournal of the Market Research Society.     

An assessment of country of origin effects under alternative presentation formats

Empirical research concerning the effects of country of origin (COO) on consumers’ evaluative reactions to products has produced mixed and sometimes inconsistent results. Potential explanations for this situation include differences in the countries considered, populations sampled, products investigated, availability of product cues other than COO, the format in which the product cues were presented to the subjects, and the types of evaluative reactions considered. The authors present the results of three experiments designed to investigate the impact of three presentation formats (i.e., single cue, explicit multiple cues, and implicit multiple cues) on COO effects for four evaluative reactions (i.e., perceived quality, product evaluations other than quality, affect, and purchase intentions). COO effects were strongest for the single-cue format and weakest for the implicit multiple-cues condition. Perception of product quality was most strongly affected by COO, followed by product evaluations other than quality; COO had its smallest effect on purchase intention. Implications of these results and future research directions are discussed. He received his Ph.D. in marketing from Indiana University. His work has appeared in many journals including theJournal of Marketing Research, Journal of Consumer Research, Journal of Business Research, Industrial Marketing Management, International Marketing Review, Management International Review, Psychology and Marketing, andJournal of Health Care Marketing, as well as conference proceedings. His research interests include consumer inference and decision-making processes, research methods, export marketing, and competitive strategy. He received his MBA from Notre Dame and his Ph.D. from Indiana University. His research interests include consumer choice processes, consumer response to advertising, and marketing communications. His work has been published in theJournal of Marketing, Journal of Business Research, Journal of Consumer Research, Journal of Consumer Affairs, Psychology and Marketing, and elsewhere. He received his Ph.D. in Industrial Administration from Purdue University. His research interests include buyer-seller negotiations, channel relationships, and marketing strategy. His work has appeared in theJournal of Marketing Research, Journal of Marketing, andJournal of Consumer Research.     

Multisource effects on the satisfaction formation process

Customer satisfaction research is integrated with research on higher education in developing a model of alumni satisfaction with college education. The model proposes that alumni satisfaction with higher education is a function of two performance and disconfirmation attributes: intellectual environment and employment preparation. The model was tested among 475 alumni of a major Eastern undergraduate business school and demonstrates the advantage of modeling the disconfirmation paradigm with multiple sources of satisfaction. She holds a Ph.D. in marketing from Michigan State University. Her work has appeared in theJournal of the Academy of Marketing Science, International Journal of Research in Marketing, Journal of Services Marketing, Journal of Consumer Satisfaction, Dissatisfaction and Complaining Behavior, and proceedings of the American Marketing Association and the Association for Consumer Research. She was formerly an account executive at Needham Harper Worldwide and Director of Marketing at Maxwell Advertising. Her research interests include consumer satisfaction, complaining behavior, and advertising management. He received his Ph.D. in marketing from Michigan State University. His work has appeared in theJournal of Advertising, Journal of Retail Banking, Journal of Services Marketing, and theHaring Symposium Proceedings. He has held several positions in the banking industry, most recently as Group Vice President at Michigan National Bank in Grand Rapids. His research interests include services marketing, consumer satisfaction, and direct marketing. She received her Ph.D. in marketing from the University of Cincinnati. Her work has appeared in theJournal of Retailing, Industrial Marketing Management, Journal of Marketing Education, and other marketing-related publications. Her research interests include not-for-profit organizations, consumer satisfaction, and services marketing.     

The quality and effectiveness of marketing strategy: Effects of functional and dysfunctional conflict in intraorganizational relationships

By examining only dysfunctional conflict and ignoring functional conflict, empirical research in marketing has presented only part of the story. This research offers the first systematic look at the antecedents and consequences of both functionaland dysfunctional conflict in intraorganiational relationships. The authors develop and empirically test a causal model for key organizational antecedents of new product strategy quality and market performance. They find that dysfunctional conflict in the decision-making process has deleterious consequences for quality of strategy and market performance, whereas functional conflict improves both quality of strategy and performance. Specifically, organizational design characteristics such as formalization, interdepartmental interconnectedness, low communication barriers, and team spirit improve new product performance by enhancing functional conflict, whereas centralization and high communication barriers lower new product performance by increasing dysfunctional conflict. A post hoc test for common method bias or variance suggests that bias or variance alone cannot explain these findings. His general research interests focus on strategic issues relating to internal relationships, market learning, and organizational context of marketing strategy. His research has been published in theJournal of Marketing, Journal of Business Research, Journal of Advertising Research, Journal of Advertising, andJournal of Services Marketing, among others. His general research interests focus on strategic issues relating to relationship marketing, firm performance, sustainable competitive advantage, timing of market entry, and information technology. His past research has been published in theJournal of Marketing, Journal of Business Research, Journal of Services Marketing, andMarketing Education Review, among others. His research interests are in the areas of marketing research methods, structural equations modeling, cellular automata theories and methods, and Taoist methodologies for marketing strategy. His research has been published in theJournal of Marketing, Journal of Marketing Research, andJournal of the Academy of Marketing Science, among others.     

Firm-level export performance assessment: Review, evaluation, and development

Export performance is one of the most widely researched but least understood and most contentious areas of international marketing. To some extent, this problem can be ascribed to difficulties in conceptualizing, operationalizing, and measuring the export performance construct, often leading to inconsistent and conflicting results. This study reviews and evaluates more than 100 articles of pertinent empirical studies to assess and critique export performance measurements. Based on gaps identified in this evluation, guidelines for export performance measure development are advanced, suggesting, however, a contingency approach in their application. Several conclusions and implications for export strategy and future research are derived from this analysis. Constantine S. Katsikeas holds the Sir Julian Hodge Chair in Marketing and International Business at Cardiff Business School, Cardiff University. His main research interests lie in the areas of international marketing and purchasing, global strategic alliances, and competitive strategy. He has published widely in these fields and his articles have appeared inJournal of International Business Studies, Journal of International Marketing, (formerly Columbia)Journal of World Business, Journal of Business Research, Industrial Marketing Management, andManagement International Review, among others. Leonidas C. Leonidou is associate professor of marketing at the University of Cyprus. He obtained his Ph.D. in marketing from the University of Bath, and has research interests in international marketing, relationship marketing, strategic marketing, and marketing in emerging economies. He has published extensively in these fields and his articles have appeared in various journals includingJournal of International Business Studies, Journal of Business Research, Journal of International Marketing, andManagement International Review. Neil A. Morgan is assistant professor of marketing in the Kenan-Flagler Business School at the University of North Carolina, Chapel Hill. His research interests focus on strategic issues concerning marketing resources and capabilities, and marketing planning and implementation processes and their links with business performance. His work has appeared inJournal of the Academy of Marketing Science, Journal of Business Research, Industrial Marketing Management, British Journal of Management, European Journal of Marketing, and other journals.     

Modeling the determinants of customer satisfaction for business-to-business professional services

This research empirically examines for the first time the determinants of customer satisfaction or dissatisfaction (CS/D) in the context of business professional services. The simultaneous effect of key CS/D constructs (expectations, performance, and disconfirmation) and several variables—fairness (equity), purchase situation (novelty, importance, and complexity)—and individual-level variables (decision uncertainty and stakeholding) are examined in a causal path framework. Data were obtained from a two-stage longitudinal survey of client organizations. The results indicated substantial support for the hypothesized model. The effect of purchase situation and individual-level variables (via their indirect affects) rivals that of disconfirmation and expectations in explaining CS/D. Performance was found to affect CS/D directly but not as powerfully as disconfirmation. His current research interests include modeling customer satisfaction and service quality, services marketing (especially in a business-to-business environment), and relationship marketing. His research has appeared in theInternational Journal for Research in Marketing, Industrial Marketing Management, Advances in Services Marketing and Management, European Journal of Marketing, Journal of Business-to-Business Marketing, Psychology & Marketing, Asia-Pacific Journal of Management, R & D Management, Journal of International Marketing, and others. he has been on the faculty of a number of U.S. and Australian universities. His research interests focus on services marketing, marketing research methods, and modeling satisfaction processes. He has published in theJournal of Advertising Research, Journal of Business, Journal of Services Marketing, and others. He is currently the editor of theAustralasian Journal of Market Research. He received his Ph.D. from Indiana University. His research interests include consumer satisfaction, service quality, and consumer information processing. His work has appeared in theJournal of Consumer Research, Journal of Marketing, Journal of the Academy of Marketing Science, Journal of Retailing, Journal of Services Marketing, Journal of Product Innovation Management, and others.     

Organizational culture and ethical research behavior

The author examines, in the context of Wallach’s (1983) conceptualization, the influence of bureaucratic, supportive, and innovative cultural dimensions on marketing research professionals’ reported ethical research behavior. The results indicate that marketing research professionals in organizations of bureaucratic-innovative-supportive culture reflect the highest reported research ethics behavior, followed by those in organizations of innovative-supportive and bureaucratic-only cultures, respectively. He received his M.B.A., M.A., and Ph.D. degrees from The Wharton School, University of Pennsylvania. Professor Akaah’s articles have appeared in theJournal of Marketing Research, Journal of Advertising Research, Journal of Macromarketing, Journal of the Academy of Marketing Science, Journal of Business Ethics, Journal of Health Care Marketing, Journal of Business Research, International Marketing Review, Journal of Global Marketing, Journal of Business Logistics, Journal of Direct Marketing, Journal of International Consumer Marketing, Proceedings of the American Marketing Association, and elsewhere. His current research interests include consumer decision processes, marketing ethics, and international marketing strategy.     

Standardization versus customization in international marketing: An investigation using bridging conjoint analysis

We present and illustrate a methodology by which researchers can assess the relative importance and test the significance of various marketing-related factors as they influence the degree of standardization/customization of international marketing strategy. The standardization decision is viewed as a continuum with complete standardization and complete customization as the two extremes. Specific hypotheses related to the impact of marketing mix variables on the degree of standardization are formulated. These hypotheses are empirically investigated through a survey of international marketing managers. This investigation is carried out using conjoint analysis. Bridging methodology is introduced in order to accommodate the large number of variables in the study. The analysis is conducted at the individual level, at the group level, and at the aggregate level. Finally, we discuss the methodological and managerial implications of the findings and potential areas of future research. His previous research has appeared in theInternational Marketing Review and theJournal of Euromarketing. He is also the president of the Academy of Marketing Science, a distinguished fellow of the academy and fellow of the Decision Sciences Institute. He has published 60 articles in major refereed journals including theJournal of the Academy of Marketing Science, Journal of Marketing Research, Journal of Consumer Research, Marketing Science, Journal of Marketing, Journal of Retailing, Journal of Health Care Marketing, as well as leading journals in statistics, management science, and psychology. In addition, he has also published numerous refereed articles in the proceedings of major national and international conferences. He is the winner of numerous awards and honors for research, teaching, and service to the profession.     

An evaluation of journals used in doctoral marketing programs

Studies that rank the relative quality of scholarly marketing journals have relied primarily on expert opinion surveys and citation analyses. The authors use a new approach that combines elements of these two alternatives and compile a database of 6,294 citations (representing 3,423 different articles) from 109 syllabi obtained from a broad sampling of AACSB-International-accredited schools with marketing doctoral programs. The five most citedjournals (Journal of Marketing, Journal of Consumer Research, Journal of Marketing Research, Marketing Science, andJournal of the Academy of Marketing Science) account for 66.5 percent of citations in the syllabi. Rankings of journals other than the top five vary markedly from previous journal quality studies. Few articles are cited in common across programs, and the authors find considerable variation even within individual seminar types. The findings provide a new basis for assessing the quality of journals and provide new insights about the content of doctoral programs. Ronald J. Bauerly (RJ-Bauerly@wiu.edu; DBA, Southern Illinois University) is a professor at Western Illinois University. His research focuses on marketing education and online auctions. His work has appeared inManagerial Finance, College & Research Libraries, and theJournal of Marketing for Higher Education. Don T. Johnson (DT-Johnson@wiu.edu; Ph.D., University of Georgia) is a professor at Western Illinois University. His research interests are varied but are largely concentrated in the area of real estate. His work has appeared in theJournal of Real Estate Portfolio Management, Financial Services Review, and theJournal of Investing.     

The structure of marketing channel relationships

Distribution channel research has been advanced in recent years by contributions based on the political economy paradigm, transaction cost analysis, and relationship marketing. Drawing on these bodies of thought, we propose a new conceptualization of the structure of marketing channel relationships. Relationship structure is defined in terms of decision-making structure and operational integration. The proposed model of channel structure antecedents and consequences is consistent with the major research paradigms but extends beyond simple categorical assemblages of constructs to provide an ordered set of relationships based on theory and empirical research. This conceptualization reconciles some apparent contradictions in the literature and provides a clear focus for structure, process, and performance research in channels. He received his Ph.D. in marketing from Louisiana State University. He has published in the areas of marketing channels, retailing, and logistics. His work has appeared in theJournal of Marketing Research, Journal of Marketing, Journal of Retailing, Journal of Business Research, Journal of Marketing Channels, International Journal of Physical Distribution and Materials Management, Journal of Marketing Education, and others. He served as the managing director of public relations with the Federal Express Corporation before entering the Ph.D. program at Alabama. He holds a B.B.A. in accountancy from the University of Mississippi and an M.A. in marketing from the University of Alabama.     

The effects of job autonomy, customer demandingness, and trait competitiveness on salesperson learning, self-efficacy, and performance

Although self-efficacy has been demonstrated to be positively associated with performance-related variables, few studies have looked at its possible antecedents in the context of personal selling. Applying social cognitive theory, this study posits that while self-efficacy positively affects performance, the salesperson's learning effort directly affects self-efficacy. Furthermore, two task-related factors (perceived job autonomy and customer demandingness) and one individual difference variable (trait competitiveness) are proposed to affect salesperson learning effort and self-efficacy. Two empirical studies show consistent results regarding the positive effects of learning on efficacy and efficacy on performance as well as the influences of three exogenous constructs on learning and efficacy. Implications and future research directions are discussed. Guangping (Walter) Wang is an assistant professor of business at Penn State University at Hazleton. He received his Ph.D. in marketing from Louisiana State University in 2000. His research interests include sales management, relationship marketing, database marketing, and e-commerce. His work has appeared or been accepted for publication in theJournal of Vocational Behavior, Journal of Business Research, Journal of Relationship Marketing, Journal of Global Marketing, and a number of national and international conference proceedings. Richard G. Netemeyer is a professor of marketing in the McIntire School of Commerce at the University of Virginia. He received his Ph.D. in marketing from the University of South Carolina in 1986. His research interests are primarily consumer and organizational-behavior issues. His research has appeared in theJournal of Consumer Research, Journal of Marketing Research, Journal of Marketing, Journal of Applied Psychology, OBHDP, JAMS, and others.     

Multi-item scale usage in marketing journals: 1980 to 1989

The use of multi-item scales reported in six marketing journals during the 1980s is analyzed. The analysis replicates some aspects of the Churchill and Peter (1984) study and extends the examination to issues not reviewed previously in marketing. The database for the study is unique in that it attempts to incorporate every instance of scale usage from the defined domain. Among the findings is that the use of multi-item scales increased substantially during the 1980s but the reliability of those scales was not different from earlier periods. A majority of scales have their origins in marketing and nearly half of all scales were used to measure consumer behavior constructs. He is Director of the Office of Scale Research and has written theMarketing Scales Handbook along with Dr. Hensel. His research has been published in theJournal of the Academy of Marketing Science, Journal of Marketing, Journal of Retailing, Journal of Marketing Education, and many other journals and conference proceedings. His research has emphasized measurement and advertising issues as well as ethical and social issues. He has published in journals such as theJournal of the Academy of Marketing Science, Journal of Advertising, Journal of Health Care Marketing, andJournal of Business Ethics. He also co-authored theMarketing Scales Handbook with Dr. Bruner.     

Further extensions of adaptive extended exponential smoothing and comparison with the M-Competition

This study presents and evaluates three new approaches to nonintervention, extrapolative (time series) forecasting. This is an extension of the adaptive extended exponential smoothing methodology (AEES) that allows the model additional smoothing constant adaptability to improve forecasting accuracy. The performance of the basic AEES method and two enhancements are first compared to five other time series techniques on a limited, validation data set and then compared to the 24 methods used in the M-Competition. Comparisons are made across all 111 M-Competition data sets and across the yearly, quarterly, and monthly components of the 111 data sets. When empirically tested across the 111 M-Competition data series, the heuristic AEES approach generally provided improved or comparable accuracy. This result was repeated with the yearly data series. Results for the quarterly and monthly data series were mixed. Discussion of these results within the marketing context of sales forecasting is provided. He has published in theJournal of the Academy of Marketing Science, Journal of Forecasting, Columbia Journal of World Business, Industrial Marketing Management, Journal of Business Logistics, International Journal of Physical Distribution and Logistics Management, Transportation and Logistics Review, Transportation Journal, Research in Marketing, and other journals. His research interests include marketing logistics, market forecasting, computer simulation of marketing systems, and international business to business marketing. His research has been published in theJournal of the Academy of Marketing Science, Journal of Business Logistics, International Journal of Physical Distribution and Logistics Management, Transportation Journal, Industrial Marketing Management, Journal of Marketing Education, andJournal of Current Issues and Research in Advertising.     

Socializing children about television: An intergenerational study

This article describes a study on mothers’ views of television and children’s perceptions of their mothers’ socialization efforts regarding television. Results from the investigation involving 174 mother and child (in Grades 3–6) dyads suggest that mothers’ perceptions of their responsibilities regarding children’s television viewing vary by parental style. In addition, children’s perceptions of mothers’ verbal interactions about TV and coviewing together with opinions, monitoring, and controlling of television similarly vary across parental styles. These findings support previous research that parental styles play a role in determining the manner in which mothers socialize their offspring about television. Les Carlson (Ph.D., University of Nebraska-Lincoln) is a professor of marketing at Clemson University. His research interests center on consumer socialization and environmental advertising. His work has appeared inInternational Marketing Review, Journal of the Academy of Marketing Science, Journal of Advertising, Journal of Business Research, Journal of Consumer Affairs, Journal of Consumer Psychology, Journal of Consumer Research, Journal of Current Issues and Research in Advertising, Journal of General Psychology, Journal of Macromarketing, Journal of Marketing Education, Journal of Marketing Theory and Practice, Journal of Personal Selling and Sales Management, Journal of Public Policy and Marketing, and various conference proceedings. He is a past editor of theJournal of Advertising. Russell N. Laczniak (Ph.D., University of Nebraska-Lincoln) is a professor of marketing and chair, Departments of Management and Marketing, at Iowa State University. His primary research interests deal with marketing communication. His research has been published in theJournal of Consumer Psychology, Journal of Advertising, Journal of Current Issues and Research in Advertising, Journal of the Academy of Marketing Science, Journal of Public Policy & Marketing, Journal of Consumer Affairs, Journal of Business Research, Psychology and Marketing, Journal of Marketing Theory and Practice, Journal of Marketing Communications, Marketing Letters, and various conference proceedings. Ann Walsh (Ph.D., University of Nebraska-Lincoln) is an assistant professor of marketing at Western Illinois University. She has published in theJournal of Advertising, Journal of the Academy of Marketing Science, Journal of Consumer Affairs, and American Marketing Association Educators’ Proceedings.     

Decision-making time in organizational buying behavior: An investigation of its antecedents

This study reports an empirical investigation focusing on the length of time firms take in making major purchase decisions (DMT) and examines antecedents such as buyclass, firm size, decision-making unit (DMU) size, information sources, and size of the consideration set. Data were provided by a national sample of organizations involved in the purchase of telecommunications systems. Findings suggest that firm size, buyclass, DMU size, information sources, and size of consideration set all significantly affect DMT. Antecedent relationships among the independent variables were also largely as expected. This study provides a starting point for a fertile area of research with important implications for organizational buyers and sellers as well as researchers. She holds a B.S. in Marketing and an MBA from the University of California at Berkeley and a Ph.D. in Marketing from Northwestern University. Her research interests are in the areas of technology diffusion and management as well as consumer behavior, advertising, and macromarketing. She has published in theJournal of Consumer Research, Public Opinion Quarterly, Journal of Business Research, Journal of Macromarketing, European Journal of Marketing, IEEE Transactions on Engineering Management, Telematics and Informatics, andJournal of Economic Psychology. She is a member of the Editorial Policy Board of the Journal of Macromarketing and President of the International Society for Marketing and Development. She received her Ph.D. from the University of Nebraska. Dr. Johnson’s research interests focus on interorganizational relationships in marketing contexts, such as distribution channels or business-to-business marketing with emphasis on cross-culture interorganizational marketing relationships. Dr. Johnson’s research has appeared in theJournal of Marketing, Journal of International Business Studies, Journal of Business Research, andCurrent Issues and Research in Advertising, among other journals and conference proceedings. She has also presented her work at a variety of domestic and international conferences. He received his Ph.D. from the University of Massachusetts at Amherst. His research interests are in the areas of pricing, consumer behavior, and marketing research. He is coauthor ofConsumer Behavior: Concepts and Applications, currently in its fourth edition, and his research has been published inDecision Sciences, Journal of Marketing Research, Journal of Business Research, Journal of the Academy of Marketing Science, Journal of Macromarketing, Journal of Retailing, Journalism Quarterly, and other leading journals and publications of professional societies. He holds degrees in engineering and management from India and a Ph.D. in marketing from Northwestern University. Dr. Dholakia’s research deals with technology, innovation, market processes, globalization, and consumer culture. Dr. Dholakia has published over 70 papers in professional journals and proceedings in management, marketing, and technology. Among his books areEssentials of New Product Management (coauthored, Prentice-Hall, 1987).     

An analysis of e-business adoption and its impact on business performance

Across industries, firms have adopted e-business initiatives to better manage their internal business processes as well as their interfaces with the environment. In this study, a unified framework that captures the antecedents of e-business adoption, adoption intensity, and performance outcomes is proposed and empirically tested using data collected from senior managers in four technology-intensive industries. Applying a framework that captures the intensity of e-business adoption across four business process domains, the authors find that the antecedents and performance outcomes of e-business adoption are best studied in a process-specific context. They find, for example, that while the communication and internal administration aspects of e-business positively affect performance outcomes, the more high-profile activities related to online order taking and e-procurement do not. The authors' findings provide the foundation for a more rigorous study of e-business. Fang Wu (fangwu@msu.edu) (Ph.D., University of Texas at Austin) is an assistant professor of marketing at the Eli Broad College of Business, Michigan State University. Her current research interests include e-business adoption strategy, knowledge transfer in new product alliances, interfirm learning dynamics, and marketing knowledge management. Vijay Mahajan (vijay.mahajan@bus.utexas.edu) (Ph.D., University of Texas at Austin) is the John P. Harbin Centennial Chair in Business and a professor of marketing at the McCombs School of Business, University of Texas at Austin, and dean of the Indian School of Business at Hyderabad, India. He has written extensively on product diffusion, marketing strategy, and marketing research methodologies. He has written and/or edited eight books. His research appears in journals such as theJournal of Marketing Research, theJournal of Marketing, Marketing Science, Management Science, andHarvard Business Review. He has received the Best Research Paper Award from theJournal of Retailing (1982, 1985), theJournal of Marketing (Maynard Award, 1990), and theInternational Journal of Research in Marketing (Prentice Hall Award, 1995). He also received the American Marketing Association (AMA) Charles Coolidge Parlin Marketing Research Award (1997) and the AMA Marketing Research Special Interest Group Gilbert Churchill Award in 1999, recognizing lifetime achievement in marketing research. Sridhar Balasubramanian (balasubs@bschool.unc.edu) (Ph.D., Yale University) is an assistant professor of marketing at Kenan-Flagler, the University of North Carolina Business School. His research interests cover multiple areas including marketing strategy, channel portfolio management, e-commerce and m-commerce, direct marketing and customer relationship management, game theory and the management of competition, digitization, and strategic compensation. His research has been published or is forthcoming in journals such asMarketing Science, Management Science, Statistica Neerlandica, theInternational Journal of Electronic Commerce, Decision Support Systems, and theJournal of Retailing. He received the John D. C. Little Award for 1998 from the Institute for Operations Research and the Management Science (INFORMS) for the best marketing paper inMarketing Science andManagement Science. He has worked as a marketing strategy adviser to start-up companies and served as guest coeditor of the Centennial Issue of theJournal of Retailing.     

A refinement and validation of the MARKOR scale

In this article, the authors attempt to develop an improved market orientation scale built on Kohli, Jaworski, and Kumar’s market orientation scale (MARKOR). The modified scale is then compared with the MARKOR scale in a validation study. The authors argue that the scale improves operationalization of the market orientation construct, and the results indicate that the psychometric properties of the new scale are superior to those of the MARKOR scale. Implications of the results are discussed, and a future research agenda is offered. Ken Matsuno is assistant professor of marketing at Babson College. He received his Ph.D. from the University of Tennessee. His research interests include marketing strategy formulation process and its outcomes and business-to-business marketing issues. His work can be found in theJournal of Marketing, theInternational Journal of Physical Distribution and Logistics Management, and several academic conference proceedings. John T. Mentzer is the Harry J. and Vivienne B. Bruce Excellence Chair of Business Policy in the Department of Marketing, Logistics, and Transportation at the University of Tennessee. He received his Ph.D. from Michigan State. He has published in theJournal of the Academy of Marketing Science, Journal of Marketing, Journal of Business Logistics International Journal of Physical Distribution and Logistics Management, Transportation Journal, Columbia Journal of World Business, Industrial Marketing Management, Research in Marketing, and other journals. Joseph O. Rentz is associate professor of marketing at the University of Tennessee, Knoxville. He received his Ph.D. from the University of Georgia. His research interests include cohort analysis, measurement issues in marketing, generalizability studies, and itnerfunctional effectiveness. He has published articles in theJournal of the Academy of Marketing Science, Journal of Marketing, andJournal of Marketing Research among others.     

Antecedents, consequences, and mediating effects of perceived moral intensity and personal moral philosophies

This study uses responses from a survey of marketing professionals in a structural equation model linking antecedents and consequences of two dimensions of personal moral philosophies (idealism and relativism) and perceived moral intensity (PMI). Mixed support is found for hypothesized effects of gender, religiosity, education, experience, salary, and corporate ethical values on idealism and relativism. Idealism increases and relativism decreases PMI in four ethical scenarios. PMI increases perceptions of ethical problems, which reduce intentions to act unethically. The study tests whether relationships between variables, revealing that PMI has direct as well as indirect effects on intentions. Intentions are also influenced by gender: women have more ethical intentions than men, on average, and this effect is not mediated by other variables in the model. Anusorn Singhapakdi is an associate professor of marketing at Old Dominion University. He has also served on the marketing faculty at Lamar University, Texas, and at Thammasat University, Thailand. His papers on topics in marketing ethics and social responsibility have been published in theJournal of the Academy of Marketing Science, Journal of Business Ethics, Journal of Business Research, Journal of Macromarketing, Journal of Public Policy & Marketing, and various other journals and proceedings. Scott J. Vitell is the Phil B. Hardin Professor of Marketing at the University of Mississippi. He received his Ph.D. in marketing from Texas Tech University. His work has previously appeared in theJournal of the Academy of Marketing Science, Journal of Business Research, Journal of Macromarketing, Journal of Business Ethics, Research in Marketing, International Marketing Review, and in other journals and proceedings. George R. Franke is an associate professor and Reese Phifer Fellow of Marketing at the University of Alabama. His research interests include ethics, public policy, advertising, and research methodology. His publications have received best-paper awards from theJournal of Advertising, Journal of Marketing Research, American Marketing Association, and Southern Marketing Association.     

The role of satisfaction with territory design on the motivation, attitudes, and work outcomes of salespeople

The primary emphasis of previous research concerning salespeople has been focused on their attitudes and behavior. The relationship between organizational variables and salesperson attitudes and behavior has received very limited attention. Sales territory design is largely uncontrollable by the salesperson, yet is acknowledged by managers and researchers as an important factor enabling salespeople to perform well. The objective is to examine satisfaction with territory design from the perspective of the salesperson. A conceptual model and hypotheses are developed linking the satisfaction with territory design with role ambiguity, intrinsic motivation, job satisfaction, and performance. Role conflict, met expectations, organizational commitment, and intention to leave are also included in the model. Survey results provide strong support for 19 of the 21 hypotheses examined. The findings offer significant insights concerning the role of territory design satisfaction in face-to-face selling and its consequences. Several managerial implications and avenues for future research are discussed. Ken Grant is the deputy head in the Department of Marketing, Monash University, Melbourne, Australia. He is a member of the editorial boards of theEuropean Journal of Marketing and theJournal of Marketing Practice: Applied Marketing Science. He has published in theInternational Journal of Research in Marketing, European Journal of Marketing, Industrial Marketing Management, and several other journals. He advises companies on marketing planning, new products, and sales management and conducts research and publishes in these areas. David W. Cravens holds the Eunice and James L. West Chair of American Enterprise Studies at Texas Christian University. His research on sales management and marketing strategy has been published in theJournal of Marketing, Journal of Marketing Research, Journal of the Academy of Marketing Science, and other leading journals in marketing and management. Before becoming an educator, he held various industry and government executive positions. He is internationally recognized for his research on marketing strategy and sales management. He has been a visiting scholar at universities in Austria, Australia, Chile, Czech Republic, England, Ireland, Germany, Mexico, the Netherlands, New Zealand, Singapore, and Wales. His textbook,Strategic Marketing (Irwin/McGraw-Hill 2000), is widely used in strategy and management courses. George S. Low is an associate professor of marketing in the M. J. Neeley School of Business, Texas Christian University. He received a B.A. in advertising from Brigham Young University, an M.B.A. from the Richard Ivey School of Business at the University of Western Ontario, and a Ph.D. in marketing from the University of Colorado-Boulder. His research on the management of integrated marketing communications and brands has been published in theJournal of Marketing Research, Journal of Retailing, Journal of Advertising Research, Marketing Management, Marketing Science Institute’s Working Paper Series, and other journals. William C. Moncrief is a senior associate dean and professor of marketing at Texas Christian University in Fort Worth, Texas. He received his B.Sc. in political science and his M.B.A. from the University of Mississippi. He completed his Ph.D. at Louisiana State University in 1983. His work has been published in leading marketing and sales journals, including theJournal of Marketing Research, Journal of the Academy of Marketing Science, European Journal of Marketing, Journal of Business Research, Industrial Marketing Management, andJournal of Personal Selling and Sales Management, among others. His research interests are in the field of sales management and include topics such as sales deployment, sales contests, international sales, telemarketing, turnover, laptop computers, sales job activities, and quality control. He has taught in Germany, conducted research in Europe, and has most recently consulted in Mexico.     

The role of affect in attitude formation: A classical conditioning approach

This study investigates the role of affect in attitude formation. Two experiments, using established conditioning procedures, assessed the impact of affect on attitude formation. The results of Experiment 1 indicate that affect can influence attitudes even in the absence of product beliefs. The results of Experiment 2 suggest that affect plays as important or more important a role than the belief mechanism in attitude formation, depending on the number of repetitions. Implications of the results for understanding the role of affect in advertising are discussed. John Kim is an associate professor of marketing in the School of Business Administration at Oakland University. He earned his Ph.D. in marketing from the University of Cincinnati. His research interests include consumer decision making, advertising effectiveness, and brand equity. His work has appeared in theJournal of Marketing Research, theJournal of Consumer Research, and theJournal of Business Research. Jeen-Su Lim is Interim Chair and a professor of marketing at the University of Toledo. He received his Ph.D. in marketing from Indiana University. His work has appeared in many journals, including theJournal of Marketing Research, theJournal of Consumer Research, theJournal of Business Research, Industrial Marketing Management, International Marketing Review, Management International Review, Psychology and Marketing, and theJournal of Health Care Marketing, among others. His research interests include consumer inference processes, new product development and competitive strategy, and export marketing. Mukesh Bhargava is an assistant professor in the Department of Marketing and Management at Oakland University. He has a Ph.D. in marketing from the University of Texas, Austin, and several years of practical experience in advertising and marketing research. His research includes areas such as advertising effectiveness and evaluation of marketing strategy in business and nonprofit organizations. His work has appeared in theJournal of Advertising Research, Marketing Letters, theJournal of Business Research, and theJournal of the Academy of Marketing Science, among others.