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1.
Madhubalan Viswanathan Terry L. Childers Elizabeth S. Moore 《Journal of the Academy of Marketing Science》2000,28(3):406-424
This article develops and validates measures of intergenerational communication and influence about consumption. Despite the
widespread belief that parents play a pivotal role in the consumer socialization of their children, empirical research on
the skills, attitudes, and preferences transmitted from one generation to the next is quite limited. One factor that may explain
this deficiency is the lack of appropriate instruments for assessing intergenerational issues. Drawing on consumer socialization
theory and research, intergenerational transmission is defined in terms of three components directly relevant to marketplace
transactions: (1) consumer skills, (2) preferences, and (3) attitudes toward marketer-supplied information. Multi-item scales
are developed to measure each of these components. The findings of three studies supporting the reliability, dimensionality,
and validity of the intergenerational scales are reported. Validation efforts incorporate cross-cultural analyses from the
United States and Thailand, as well as dyadic-level comparisons between parents and children.
Madhubalan Viswanathan is an associate professor of marketing at the University of Illinois. He received his Ph.D. from the University of Minnesota.
His research interests include consumer psychology and measurement. His research appears in several journals including theJournal of Consumer Psychology, theJournal of Marketing Research, theJournal of Applied Psychology, Personality and Social Psychology Bulletin, andPsychology and Marketing. He serves on the editorial review boards of theJournal of Consumer Psychology andPsychology and Marketing.
Terry L. Childers is a professor of marketing at the University of Minnesota. He received his Ph.D. from the University of Wisconsin. His research
interests include visual information processing, measurement, and psychometrics. His work has been published in several journals
including theJournal of Marketing Research, theJournal of Consumer Research, theJournal of Consumer Psychology, and theJournal of Mental Imagery. He serves on the editorial review boards of theJournal of Consumer Research and theJournal of Business Research.
Elizabeth S. Moore is an assistant professor of marketing at the University of Notre Dame. She received her Ph.D. from the University of Florida.
Her research interests include consumer decision processes within the household, the effects of advertising and promotion
on children, as well as marketing and society issues. Her work has been published in theJournal of Marketing, theJournal of Consumer Research (in press), and theJournal of Macromarketing, as well as other books and conference proceedings. 相似文献
2.
Re-examining salesperson goal orientations: Personality influencers, customer orientation, and work satisfaction 总被引:1,自引:0,他引:1
Eric G. Harris John C. Mowen Tom J. Brown 《Journal of the Academy of Marketing Science》2005,33(1):19-35
Several scholars have noted the importance of relationship marketing and the critical role that salesperson knowledge plays
in the formation of buyer-seller relationships. However, research on salesperson learning motivations has been relatively
scarce compared with research on firm-level learning orientations. One promising stream of research in this area is salesperson
goal orientation. Drawing from previous work in control theory, the authors extend previous research in this area by proposing
relationships between personality influencers, goal orientations, customer/selling orientation, and overall work satisfaction.
Their hypotheses are tested using data obtained from a sample of 190 real estate agents. The results provide support for their
hypothesized model. Specifically, learning orientation is shown to positively influence customer orientation, while performance
orientation is shown to positively influence selling orientation.
Eric G. Harris (eharris@lklnd.usf.edu Ph.D., Oklahoma State University) is an assistant professor of marketing at the University of South
Florida. His current research interests include goal orientation, customer orientation, and personality models applied to
consumer and employee behavior. He has published articles in theJournal of the Academy of Marketing Science, Psychology & Marketing, theJournal of Consumer Marketing, theJournal of Business & Psychology, Services Marketing Quarterly, theJournal of Services Marketing, and theJournal of Marketing Management.
John C. Mowen (jcmmkt@okstate.edu) Ph.D., Arizona State University) is Regents Professor and holds the Noble Chair of Marketing Strategy
at Oklahoma State University. He has published articles in numerous leading journals, including theJournal of the Academy of Marketing Science, theJournal of Marketing Research, theJournal of Marketing, Decisions Sciences, theJournal of Applied Psychology, theJournal of Personality and Social Psychology, Psychology and Marketing, and theJournal of Consumer Psychology. He is a past president of the Society for Consumer Psychology. His teaching and consulting interests focus on consumer behavior
and motivating the workforce. His research focuses on the factors that motivate and influence the decisions of consumers and
employees.
Tom J. Brown (tom.brown@okstate.edu; Ph.D., University of Wisconsin) is Ardmore Professor of Business Administration and an associate
professor of marketing at Oklahoma State University. His articles have appeared in leading marketing journals, including theJournal of Marketing Research, the Journal of Marketing, theJournal of Consumer Research, and theJournal of the Academy of Marketing Science. His current research interests include causes and effects of corporate reputation and the customer orientation of service
workers. He is cofounder of the Corporate Identity/Associations Research Group. Teaching interests include marketing research,
services marketing, and corporate communications. He is coauthor (with Gilbert A. Churchill Jr.) ofBasic Marketing Research (5th ed.). Consulting interests include marketing research, corporate reputation, and the customer orientation of service
workers. 相似文献
3.
Aviv Shoham Gregory M. Rose Lynn R. Kahle 《Journal of the Academy of Marketing Science》1998,26(4):307-321
High-risk sports, such as skydiving, parachuting, and hang gliding, have become increasingly popular in recent years. This
article uses expectancy-value theory to integrate previous research on risky behavior and risky sports. The model that is
developed relates the expected benefits of risky sports to several antecedents; specifically, thrill and adventure seeking,
arousal avoidance, role relaxation, and age. Two samples are drawn to represent the general population, as well as people
just joining risky-sports clubs. In the general population, the intention to engage in risky sports is related to the ability
to arouse curiosity. Other motives, specifically thrill and adventure seeking, become more salient as an individual moves
closer to actually engaging in a risky sport.
Aviv Shoham (Ph.D., University of Oregon) is a lecturer of marketing, Faculty of Industrial Engineering and Management, Technion—Israel
Institute of Technology, Haifa, Israel. He has published or has forthcoming articles in journals such as theJournal of Business Research, theJournal of Advertising Research, theJournal of International Marketing, theJournal of Global Marketing, theJournal of International Consumer Marketing, and other marketing journals. He is also a frequent contributor to several marketing conferences.
Gregory M. Rose (Ph.D., University of Oregon) is an assistant professor of management and marketing at the University of Mississippi. His
research has been published or is forthcoming in theJournal of Consumer Research, theJournal of Business Research, theJournal of Global Marketing, theJournal of Business Ethics, theJournal of Applied Social Psychology, Advances in Consumer Research, and other journals and proceedings.
Lynn R. Kahle is the James Warsaw professor and department chair of marketing at the University of Oregon. Topics of his research include
social adaptation, values, and sports marketing. His articles have appeared in journals such as theJournal of Consumer Research, theJournal of Marketing, Sport Marketing Quarterly, Public Opinion Quarterly, theJournal of Personality and Social Psychology, andChild Development. His books includeSocial Values and Social Change, Marketing Management, andValues, Lifestyles, and Psychographics. 相似文献
4.
John Kim Jeen-Su Lim Mukesh Bhargava 《Journal of the Academy of Marketing Science》1998,26(2):143-152
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. 相似文献
5.
The purpose of this study is to provide a preliminary investigation of the effectiveness of Internet marketers’ various attempts
to develop consumer trust through Web signals. The work is an exploration of the context-specific nature of trust in e-commerce.
An online experiment compares three potential signals of trust in an Internet retail firm: (1) a third-party certification
(i.e., a “trustmark”), (2) an objective-source rating (i.e., a review from Consumer Reports magazine), and (3) an implication
of investment in advertising (i.e., a television advertisement to air during the Super Bowl). The trustmark had the greatest
effect on perceived trustworthiness, influencing respondents’ beliefs about security and privacy, general beliefs about firm
trustworthiness, and willingness to provide personal information. The relationship between Internet experience and trust was
in the form of an inverted U.
K. Damon Aiken (kaiken@mail.ewu.edu) is an assistant professor at Eastern Washington University at Cheney, Washington. He received his PhD
from the University of Oregon. His primary teaching and research interests lie in Internet marketing, consumer attitude formation,
and trust development. He has also published in the area of sport marketing, investigating fan attitudes and values. His research
has appeared in theJournal of Advertising Research, theInternational Journal of Internet Marketing and Advertising, theBusiness Research Yearbook, andSport Marketing Quarterly, among others.
David M. Boush (dmboush@lcbmail.uoregon.edu) is an associate professor of marketing in the Lundquist College of Business at the University
of Oregon in Eugene. He received his PhD from the University of Minnesota. His research interests center on the relationship
between consumer behavior and marketing management decisions, especially those involving advertising, branding, and the Internet.
His research has appeared in publications such as theJournal of Marketing Research, theJournal of Consumer Research, theJournal of Business Research, theJournal of International Business Studies, Psychology and Marketing, Marketing Letters, and theJournal of Current Issues and Research in Marketing. He serves on the editorial board of theJournal of the Academy of Marketing Science. 相似文献
6.
Dale F. Duhan Scott D. Johnson James B. Wilcox Gilbert D. Harrell 《Journal of the Academy of Marketing Science》1997,25(4):283-295
This article reports the development and testing of a theoretical model of the initial stages of recommendation-based decision
making by consumers. Although consumers use a variety of recommendation sources, they have different motivations for the use
of different sources. The model focuses on the factors that influence the likelihood of consumers using strong-tie sources
(e.g., friends and family) and weak-tie sources (e.g., acquaintances or strangers) or recommendations. The factors used in
the model are the prior knowledge level of the consumer about the product being considered, the perceived decision task difficulty
level, and the type of evaluative cues sought by the consumer. Hypotheses are tested using data collected in an extensive
field study with consumers. Two paths or routes of influence on the use of recommendation sources are proposed and confirmed
in the study.
His work has been published in theJournal of the Academy of Marketing Science, Journal of Marketing, andJournal of Marketing Research.
His research interests center on consumer decision making and marketing education. He has published previously in theJournal of the Academy of Marketing Science, Journal of Advertising, Strategic Change, The International Executive, andMarketing Education Review.
His research interests include research methodology, quantitative methods, and competitive intelligence. His work has appeared
in theJournal of Marketing Research, Journal of Marketing, andJournal of the Academy of Marketing Science.
His publications have appeared in numerous journals. His books includeConsumer Behavior (Harcourt Brace Jovanovich, 1986) andMarketing Management (Simon & Schuster). 相似文献
7.
Barry J. Babin James S. Boles William R. Darden 《Journal of the Academy of Marketing Science》1995,23(2):94-105
This study examines salesperson stereotypes and their effect on the selling environment. After reviewing relevant literature,
the authors advance a hierarchical structure of salesperson stereotype categories. Experimental results suggest that stereotypes
influence consumer emotions, and these emotions then mediate the relationship between stereotype activation and subsequent
consumer cognitions.
He received his Ph.D. from Louisiana State University in 1991. His expertise is in the area of consumer behavior and research
methods. Current research topics center on consumption-related emotions, their measurement, and their impact on decision making.
His research appears in theJournal of Consumer Research, Journal of Business Research, Journal of Consumer Affairs, Advances in Consumer Research, as well as in numerous other national and regional publications.
He received his Ph.D. from Louisiana State University. His research centers on sales management and the conflicting roles
of salespeople. His work appears in prestigious outlets such as theJournal of the Academy of Marketing Science, Journal of Personal Selling and Sales Management, Journal of Marketing Education, as well as in various conference proceedings.
He received his Ph.D. from the University of North Carolina. He was named Outstanding Marketing Educator by the Academy of
Marketing Science in 1990. He has published more than 400 scholarly articles in prestigious outlets such as theJournal of the Academy of Marketing Science, Journal of Consumer Research, Journal of Marketing Research, andJournal of Marketing. 相似文献
8.
The authors report the results of an experiment examining the effect of functional compatibility risk on consumer’ preference
for product bundles vis-à-vis separate items. In a laboratory experiment, 90 undergraduate business students were asked to
choose bundled or unbundled stereo equipment after reading product information that either did or did not prime fears of functional
compatibility risk. The results indicate that heightening the salience of functional compatibility risk may be a practical
way for marketers to increase consumer’ choice of bundled products, particularly among consumers who are more uncertain of
their product knowledge.
Judy Harris (jharris@bus.ucf.edu) is an assistant professor of marketing at the University of Central Florida. She received her doctorate
from the University of Houston. Her work has been published in theJournal of Retailing, theJournal of Advertising Research, theJournal of Consumer Research, theJournal of Applied Social Psychology, Psychology & Marketing, and other publications.
Edward A. Blair (blair@uh.edu) is a professor and chair in the Department of Marketing and Entrepreneurship at the Bauer College of Business,
University of Houston. He is the author of several books, along with numerous research papers that have been published in
journals such as theJournal of Marketing, theJournal of Marketing Research, theJournal of Consumer Research, Public Opinion Quarterly, and elsewhere. He has served on the editorial boards of theJournal of Marketing Research, theJournal of the Academy of Marketing Science, and theJournal of Business Research. 相似文献
9.
A scale for measuring attitude toward private label products and an examination of its psychological and behavioral correlates 总被引:4,自引:0,他引:4
Scot Burton Donald R. Lichtenstein Richard G. Netemeyer Judith A. Garretson 《Journal of the Academy of Marketing Science》1998,26(4):293-306
A measure of consumers’ attitude toward private label brands is developed, and its psychometric properties are assessed. Predictions
are then tested regarding relationships between private label attitude and (1) latent perceptual and sales promotion constructs,
and (2) purchase behaviors measured in a field setting. The measure is positively related to value consciousness, deal proneness,
and smart-shopper self-perceptions, and negatively related to the propensity to be brand loyal and hold price-quality perceptions.
Predictive validity of the private label measure is supported by a positive relationship with private label purchases from
a grocery store shopping trip. Despite a positive relationship between the latent constructs of private label attitude and
deal proneness, the consumer segment that allocated a high percentage of total purchases to private label products made fewer
purchases on sale or with a coupon. These findings suggest that consumers may choose between price-related deals and private
label purchases.
Scot Burton is professor and Wal-Mart chairholder in the Department of Marketing and Transportation at the University of Arkansas. His
research interests include public policy and consumer welfare concerns, consumer price and promotion perceptions, and survey
research measurement issues. His work has been published in theJournal of Marketing, theJournal of Marketing Research, theJournal of Consumer Research, theJournal of the Academy of Marketing Science, Public Opinion Quarterly, theJournal of Applied Psychology, and others.
Donald R. Lichtenstein is a professor in the Department of Maketing at the University of Colorado. His research interests include consumer processing
of price and sales promotion information and consumer welfare issues related to marketplace choice. His work has been published
in theJournal of Marketing, theJournal of Marketing Research, theJournal of Consumer Research, and others.
Richard G. Netemeyer is a professor in the Department of Marketing, E. J. Ourso College of Business Administration at Louisiana State University
(LSU). He received his Ph.D. in business administration from the University of South Carolina in 1986. Since then, he has
been a member of the marketing faculty at LSU. His research interests include measurement and scaling, public policy, maladaptive
behaviors, and consumer behavior in general. His research has been published in theJournal of Consumer Research, theJournal of Marketing Research, theJournal of Marketing, theJournal of Applied Psychology, theJournal of Public Policy & Marketing, and others. He is also a member of the editorial review boards of theJournal of Consumer Research and theJournal of Public Policy & Marketing.
Judith A. Garretson is a Ph. D. candidate in the Department of Marketing and Transportation at the University of Arkansas. Her research interests
include promotion issues and public policy and consumer welfare. her work has appeared in theJournal of Public Policy & Marketing, theJournal of Professional Services Marketing, and proceedings of the American Marketing Association and Association for Consumer Research. 相似文献
10.
Thorsten Hennig-Thurau Mark B. Houston Gianfranco Walsh 《Journal of the Academy of Marketing Science》2006,34(4):559-575
In several product categories, it is typical to release products sequentially to different markets and customer segments.
Conventional knowledge holds that the roles of various product success drivers do not differ significantly across these sequential
channels of distribution. The authors examine sequential distribution channels within the motion picture industry and develop
a model that proposes that such differences exist between a primary (short- and long-term theatrical box office) and a sequential
(video rental) channel. The authors test their model with a sample of 331 motion pictures released in theaters and on video
during 1999–2001 using partial least squares. Results reveal differences in the impact of success factors across channels.
For example, cultural familiarity enhances box office success but relates negatively to video rental success, and distribution
intensity and date of release enhance box office outcomes but have no impact on rental revenues.
Thorsten Hennig-Thurau (tht@medien.uni-weimar.cie) is a professor of marketing and media research at Bauhaus-University of Weimar’s Media School
and Honorary Visiting Professor of Movie Marketing in the Faculty of Management of Cass Business School, City University London.
He has published articles in theJournal of Marketing, theJournal of Service Research, theInternational Journal of Electronic Commerce, theJournal of Interactive Marketing, Psychology & Marketing, and theJournal of Consumer Affairs, among others. He is author of the monograph Relationship Marketing, which has been translated into Chinese. He is member
of the editorial board of three journals and serves as reviewer for theJournal of Marketing andMarketing Science. He has won eight Best Article and Best Paper Awards, including the Overall Best Paper Award of the 2005 American Marketing
Association Summer Educators’ Conference and the 2002JSR Excellence in Service Research Award.
Mark B. Houston (houstonmb@missouri.edu) (PhD, Arizona State University) is the David and Judy O’Neal MBA Professor at the University of
Missouri-Columbia. His research on strategy, interfirm relationships, and innovation has been published in leading journals,
including theJournal of Marketing, theJournal of Marketing Research, theJournal of Consumer Research, Marketing Science, theJournal of the Academy of Marketing Science, and theJournal of Financial and Quantitative Analysis. He cochaired the 2005 American Marketing Association (AMA) Summer Educators’ Conference and served for two terms as vice
president of the AMA’s Technology and Marketing Special Interest Group.
Gianfranco Walsh (g.walsh@strath.ac.uk) received his MPhil degree from UMIST (England) and PhD (2001) and Habilitation (2004) degrees from
Hanover (Germany). His research focuses on consumer behavior, corporate reputation, and e-commerce. He has presented numerous
papers at international conferences. His work has been published in, among others, theAcademy of Marketing Science Review, the International Journal of Electronic Commerce, theJournal of Consumer Affairs, theJournal of Interactive Marketing, theJournal of Macromarketing, and theJournal of Marketing Management. He is the Chair of Marketing and Electronic Retailing at the Institute for Management, University of Koblenz-Landau. 相似文献
11.
Should we delight the customer? 总被引:3,自引:0,他引:3
Critics have suggested that delighting the customer “raises the bar” of customer expectations, making it more difficult to
satisfy the customer in the next purchase cycle and hurting the firm in the long run. The authors explore this issue by using
a mathematical model of delight, based on assumptions gathered from the customer satisfaction literature. Although delighting
the customer heightens repurchase expectations and makes satisfying the customer more difficult in the future, and the delighting
firm is injured by raised customer expectations, the (nondelighting) competition is hurt worse through customer attrition
to the delighting firm. If customers forget delighting incidents to some degree from occasion to occasion, the delighting
firm suffers if it is in a position to take customers from the competition. If taking customers from the competition is difficult,
the delighting firm actually benefits from customer forgetting, because the same delighting experience can be repeated again,
with the same effect.
Roland T. Rust (Ph.D., University of North Carolina at Chapel Hill) is the Madison S. Wigginton Professor of Management and Director of
the Center for Service Marketing at the Owen Graduate School of Management at Vanderbilt University. His publication record
includes more than 60 journal articles and five books. His 1997Marketing Science article, “Customer Satisfaction, Productivity, and Profitability: Differences Between Goods and Services,” won the Best Services
Article Award from the American marketing Association, for the best services article in any journal, and his 1995 article,
“Return on Quality (ROQ): Making Service Quality Financially Accountable,” won theJournal of Marketing's Alpha Kappa Psi Award for the article with the greatest impact on marketing practice. He has also won best article awards
from theJournal of Advertising and theJournal of Retailing. His honors include career achievement awards from the American Statistical Association and the American Academy of Advertising,
as well as the Henry Latané Distinguished Doctoral Alumnus Award from the University of North Carolina at Chapel Hill. His
work has been covered widely in the media and has resulted in aBusiness Week cover story and an appearance onABC World News Tonight with Peter Jennings. He is the founder and chair of the American Marketing Association (AMA) Frontiers in Services Conference and serves as founding
editor of theJournal of Service Research. He also serves on the editorial review boards of theJournal of Marketing Research, Journal of Marketing, andMarketing Science.
Richard L. Oliver (Ph.D., University of Wisconsin, Madison) is the Valere Blair Potter Professor of Management at the Owen Graduate School
of Management, Vanderbilt, University. His research interests include consumer psychology with a special focus on customer
satisfaction and postpurchase processes. He holds the position of Fellow of the American Psychological Association for his
extensive writings on the psychology of the satisfaction response. He is the author ofSatisfaction: A Behavioral Perspective on the Consumer (Irwin/McGraw-Hill) and coeditor ofService Quality: New Directions in Theory and Practice (Sage). He previously served on the boards of theJournal of Consumer Research, theJournal of Marketing, theJournal of Personal Selling & Sales Management, and theJournal of Retailing and has published articles in theJournal of Consumer Research, theJournal of Marketing Research, theJournal of Marketing, theJournal of Applied Psychology, Psychology & Marketing, Behavioral Science, theJournal of Economic Psychology, Applied Psychological Measurement, Psychometrika, Organizational Behavior and Human Decision
Processes, Advances in Consumer Research, theJournal of Retailing, theJournal of Personal Selling & Sales Management, theJournal of Consumer Satisfaction/Dissatisfaction & Complaining Behavior, theJournal of Advertising, theJournal of Consumer Affairs, and others. He previously taught at the Wharton School, University of Pennsylvania, and at Washington University in St.
Louis. 相似文献
12.
Jeen-Su Lim William K. Darley John O. Summers 《Journal of the Academy of Marketing Science》1994,22(3):274-282
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. 相似文献
13.
Victoria D. Bush Gregory M. Rose Faye Gilbert Thomas N. Ingram 《Journal of the Academy of Marketing Science》2001,29(4):391-404
Given the increase in cultural diversity within marketing organizations as well as within current and potential customer bases,
possessing the appropriate communication skills becomes crucial to success in managing culturally diverse relationships. Although
marketing researchers have recognized the importance of adaptive selling behavior for successful buyer-seller relationships,
the exploration of the intercultural aspects of these relationships has only recently begun. This article examines how adaptive
selling behaviors and intercultural dispositions of marketing executives contribute to their perceived intercultural communication
competence. Results show that in addition to being adaptive, the intercultural disposition of a marketer is of key importance
in developing intercultural communication competence. Theoretical and practical implications for incorporating intercultural
communication into the development of successful buyer-seller relationships are discussed.
Victoria D. Bush (Ph.D., University of Memphis) is an associate professor of marketing at the University of Mississippi. Her research has
appeared in such journals as theJournal of Advertising, theJournal of Advertising Research, Industrial Marketing Management, theJournal of Public Policy and Marketing, theJournal of Business Ethics, and theJournal of Services Marketing. Her research interests are in diversity, advertising, and ethics.
Gregory M. Rose (Ph.D., University of Oregon) is an associate professor of marketing at the University of Mississippi. His research interests
include consumer socialization and cross-cultural consumer behavior. He has published or has forthcoming articles in theJournal of Consumer Research, theJournal of the Academy of Marketing Science, theJournal of Business Research, theJournal of Consumer Psychology, theJournal of Advertising, theJournal of Marketing, and other journals and proceedings.
Faye Gilbert (Ph.D., University of North Texas) is an associate professor of marketing at the University of Mississippi. She has published
in theJournal of Business Research, Psychology and Marketing, theJournal of Health Care Marketing, theJournal of Research in Pharmaceutical Economics, theJournal of Applied Business Research, theJournal of Marketing Management, theJournal of Marketing Theory and Practice, and theJournal of Marketing Education, among others. Her work emphasizes the application of consumer behavior theory to health care and to channel relationships.
Thomas N. Ingram (Ph.D., Georgia State University) is a professor of marketing at Colorado State University. He has been honored as the Marketing
Educator of the Year by Sales and Marketing Executives International (SMEI) and as a recipient of the Mu Kappa Tau National
Marketing Honor Society Recognition Award for Outstanding Scholarly Contributions to the Sales Discipline. He has served as
the editor of theJournal of Personal Selling and Sales Management and is the current editor of theJournal of Marketing Theory and Practice. His primary research is in personal selling and sales management. His work has appeared in theJournal of Marketing, theJournal of Marketing Research, theJournal of Personal Selling and Sales Management, and theJournal of the Academy of Marketing Science, among others. He is the coauthor of three textbooks:Professional Selling: A Trust-Based Approach, Sales Management: Analysis and Decision Making, andMarketing: Principles and Perspectives. 相似文献
14.
Harvir S. Bansal P. Gregory Irving Shirley F. Taylor 《Journal of the Academy of Marketing Science》2004,32(3):234-250
Although research into the determinants of service provider switching has grown in recent years, the focus has been predominantly
on transactional, not relational, variables. In this research, the authors address the role of consumer commitment on consumers’
intentions to switch. Drawing from the organizational behavior literature, they build on previous service switching research
by developing a switching model that includes a three-component conceptualization of customer commitment. Structural equation
modeling is used to test the model based on data from a survey of 356 auto repair service customers. The authors’ results
support the notion that customer commitment affects intentions to switch service providers and that the psychological states
underlying that commitment may differ. As such, future marketing research should consider these different forms of commitment
in understanding customer retention. The implications of this model for theory and practice are discussed.
Havir S. Bansal (hbansal@wlu.ca) is an associate professor of marketing at Wilfrid Laurier University. He earned his Ph.D. from Queen’s University
in 1997. His research interests are focused in the area of services marketing with emphasis on cuctomer switching behavior,
word-of-mouth processes in services, and tourism. His research has been published in theJournal of Service Research, theJournal of Quality Management, andPsychology and Marketing and has publications forthcoming in theJournal of Services Marketing andTouris Management. He has also presented at and published articles in the proceedings of various national and international conferences.
P. Gregory Irving (girving@wlu.ca) is an associate professor of organizational behavior at Wilfrid Laurier University. He received his Ph.D.
in industrial/organizational psychology from the University of Western Ontario. His research interests included commitment
and work-related attitudes, psychological contracts, and organizational recruitment and socialization. His research has appeared
in a variety of journal including theJournal of Applied Psychology, Personnel Psychology, theJournal of Organizational Behavior, theJournal of Management, Human Performance, andBasic and Applied Social Psychology.
Shirley F. Taylor (Ph.D., University of British Columbia) (staylor@business.queensu.ca) is an associate professor in the School of Business
at Queen’s University, where she teaches and conducts research in the area of services marketing. Her research interests include
service provider loyalty and switching, customer commitment, and perceptions management of service delays. Her work has been
published in theJournal of the Academy of Marketing Science, theJournal of Marketing, Psychology & Marketing, theJournal of Service Research, theInternational Journal of Research in Marketing, and theJournal of Public Policy and Marketing. She currently serves on the editorial boards of theJournal of the Academy of Marketing Science, theJournal of Business Research, and theCanadian Journal of Administrative Sciences. 相似文献
15.
James?A.?Roberts Chris?Manolis John?F.?Tanner 《Journal of the Academy of Marketing Science》2003,31(3):300-311
The present study represents a reinquiry and extension of Rindfleisch, Burroughs, and Denton's (1997) foundational study concerning
the impact of family structure on materialism and compulsive buying in young adults. In addition to reexamining the relationships
specified in the Rindfleisch et al. study, the authors of this study also examine additional and/or different relationships.
The findings of their reinquiry include the following: (1) family structure is positively related to the happiness dimension
of materialism; (2) the predicted direct effect of family structure on compulsive buying was not supported, suggesting that
divorce may not affect compulsive buying until early adulthood; and (3) the mediating roles of family stressors and family
resources, and the moderating role of socioeconomic status may require additional investigation. Directions for future research
in this nascent area of inquiry are offered.
James A. Roberts (jim_Roberts@baylor.edu) (Ph.D., University of Nebraska-Lincoln) is the W. A. Mays Professor of Entrepreneurship and associate
professor of marketing at Baylor University. He has had articles published in numerous journals including theJournal of Consumer Affairs, theJournal of Business Research, theJournal of Public Policy and Marketing, Business Horizons, Psychological Reports, theJournal of Marketing Theory and Practice, theJournal of International Consumer Marketing, theJournal of Social Behavior and Personality, theJournal of Personal Selling and Sales Management, Industrial Marketing Management, theJournal of Managerial Issues, theEducation Review, theJournal of Marketing Management, and various conference proceedings. Areas of research include selling and sales force management, compulsive buying, socially
and ecologically conscious consumer behavior, and advertising-related issues. Current research efforts focus on the marketing/entrepreneurship
interface.
Chris Manolis (manolis@xavier.edu) is an associate professor of marketing at Xavier University in Cincinnati, Ohio. He received his Ph.D.
from the University of Kentucky, and his research interests include the study of psychological and behavioral processes of
exchange participants and various methodological/empirical research issues. His research has appeared in a number of journals,
including theJournal of Business Research, theJournal of Consumer Psychology, theJournal of Consumer Marketing, theJournal of Services Marketing, Basic and Applied Social Psychology, andStructural Equation Modeling.
Joh F.(Jeff) Tanner Jr. (jeff_tanner@baylor.edu) (Ph.D.,University of Georgia) serves as associate dean at Baylor University. His research interests
are the use of marketing technology to promote responsible behavior and customer relationship management. He has published
research in theJournal of Marketing, theJournal of Business Research, theJournal of Public Policy & Marketing, and others. 相似文献
16.
Most prior research on bundling from a consumer perspective has focused on how bundles are processed, particularly from a
prospect theory or mental accounting perspective. In contrast, relatively little research has examined the factors that might
drive consumer preference for bundles versus individual items. This article addresses one such factor: the potential to reduce
search and assembly costs. Through exploratory interviews and two laboratory experiments, the authors show that preference
for a bundle is greater when bundle choice will reduce search effort than when it will not, particularly among consumers who
are less motivated to process information.
Judy Harris (JLHarris@Towson.edu) is an assistant professor in the Department of Marketing and e-Business, College of Business and Economics,
Towson University. She received her doctorate from the University of Houston. Her work has been published in theJournal of the Academy of Marketing Science, theJournal of Retailing, the Journal of Advertising Research, theJournal of Consumer Research, the Journal of Applied Social Psychology, Psychology & Marketing, and other publications.
Edward A. Blair (blair@uh.edu) is a professor and chair of the Department of Marketing and Entrepreneurship, Bauer College of Business, University
of Houston. He is the author of several books, along with numerous articles in such journals as theJournal of Marketing, the Journal of Marketing Research, theJournal of Consumer Research, Public Opinion Quarterly, and others. He has served on the editorial boards of theJournal of Marketing Research, theJournal of the Academy of Marketing Science, and theJournal of Business Research. 相似文献
17.
This research investigates the role of involvement and need for cognition in influencing contingency awareness in attitude
formation. Two experiments examine the nature of favorable attitudes formulated through established classical conditioning
procedures. The results of Experiment 1 indicate that awareness influences attitudes toward a conditioned stimulus, particularly
under conditions of high involvement and high need for cognition. Experiment 2 suggests that contingency awareness mediates
the relationship between inferential belief formation and attitudes and that this effect is stronger under high involvement
and high need for cognition. Implications for understanding the role of classical conditioning procedures in advertising are
discussed.
Randi Priluck (Rpriluck@pace.edu) is an associate professor of marketing at Pace University in New York. She received her Ph.D. from Drexel
University in 1995. Her research areas of interest include classical conditioning and its advertising implications, cobranding
strategies, and relationship marketing. She has written articles for theJournal of Advertising, theJournal of Current Issues and Research in Advertising, theJournal of Product & Brand Management, Psychology & Marketing, theJournal of Consumer Marketing, theJournal of Marketing Management, theJournal of Marketing Practice: Applied Marketing Science, theInternational Journal of Consumer Marketing, theInternational Journal of Retail & Distribution Management, theJournal of Marketing Education, and theJournal of Services Marketing.
Brian D. Till (Tillbd@slu.edu) is an associate professor and chair of marketing at Saint Louis University. He received his Ph.D. from the
University of South Carolina in 1993. His research areas of interest include classical conditioning, cobranding strategies,
and the use of celebrity endorsers in advertising. He has published in theJournal of Marketing Research, theJournal of Advertising, theJournal of Current Issues and Research in Advertising, Psychology & Marketing, theJournal of Product and Brand Management, and theJournal of Consumer Marketing. 相似文献
18.
On the trait antecedents and outcomes of service worker job resourcefulness: A hierarchical model approach 总被引:3,自引:0,他引:3
Jane W. Licata John C. Mowen Eric G. Harris Tom J. Brown 《Journal of the Academy of Marketing Science》2003,31(3):256-271
In a series of three studies, a four-level hierarchical model of personality was employed to identify the antecedents and
three validating criteria of a newly developed trait labeledjob resourcefulness (JR). JR is defined as an enduring disposition to garner scarce resources and overcome obstacles in pursuit of job-related
goals. Across three service contexts, JR was shown to predict customer orientation, self-rated performance, and supervisor-rated
performance. The results also revealed that the hierarchical model accounted for more variance in performance ratings than
one version of the 5-Factor Model of personality. Results are discussed in terms of their implications for selecting high-performing
service employees.
Jane W. Licata (jwlicata@sosu.edu) is an associate professor of marketing at Southeastern Oklahoma State University. She has published articles
in theJournal of Public Policy and Marketing, theJournal of Marketing Research, and theJournal of Business Research.
John C. Mowen (jcmmkt@okstate.edu) is Regents Professor and holds the Noble Chair of Marketing Strategy at Oklahoma State University. He
has published articles in numerous journals, including theJournal of the Academy of Marketing Sciences, theJournal of Marketing Research, theJournal of Marketing, Decisions Sciences, theJournal of Applied Psychology, and theJournal of Personality and Social Psychology.
Eric G. Harris (eharris@lklnd.usf.edu) is an assistant professor of marketing at the University of South Florida. He has published articles
inPsychology & Marketing and theJournal of Marketing Management.
Tom J. Brown (tomb@okstate.edu) is an associate professor of marketing at Oklahoma State University. He has published in numerous journals,
including theJournal of Marketing, theJournal of Marketing Research, and theJournal of Consumer Research. 相似文献
19.
The influence of store environment on quality inferences and store image 总被引:17,自引:0,他引:17
Julie Baker Dhruv Grewal A. Parasuraman 《Journal of the Academy of Marketing Science》1994,22(4):328-339
The study reported here examines how combinations of specific elements in the retail store environment influence consumers’
inferences about merchandise and service quality and discusses the extent to which these inferences mediate the influence
of the store environment on store image. Results show that ambient and social elements in the store environment provide cues
that consumers use for their quality inferences. In addition, store environment, merchandise quality, and service quality
were posited to be antecedents of store image—with the latter two serving as mediators—rather than components of store image
(as they are typically treated in the store image literature). Theoretical and managerial implications of the findings are
discussed, and future research directions are proposed.
She received her Ph.D. from Texas A&M University. Her areas of interest include store environment, consumer behavior, and
product/service quality. She has published articles in theInternational Journal of Research in Marketing and theJournal of Retailing.
He received his Ph.D. from Virginia Polytechnic Institute and State University. His areas of interest include pricing, consumer
behavior, product/service quality, and customer satisfaction. He has published articles in a number of journals, including
theJournal of the Academy of Marketing Science, Journal of Marketing Research, Journal of Consumer Research, Journal of Public
Policy and Marketing, andJournal of Retailing.
He received his D.B.A. from Indiana University in 1975. His research interests focus on the measurement and improvement of
service quality and on services marketing strategy. He is the recipient of several teaching and research awards. In 1988,
he was selected as one of the ten most influential figures in quality by the editorial board ofThe Quality Review. His articles have appeared in theJournal of Marketing, Journal of Marketing Research, Journal of Services Marketing, andBusiness Horizons, among other publications. He is the author ofMarketing Research, a college textbook, as well as coauthor ofMarketing Services: Competing through Quality andDelivering Quality Service: Balancing Customer Perceptions and Expectations. He is also an active consultant to a number of major corporations. 相似文献
20.
Edwin Nijssen Jagdip Singh Deepak Sirdeshmukh Hartmut Holzmüeller 《Journal of the Academy of Marketing Science》2003,31(1):46-60
Few, if any, past studies have attempted to develop a model to capture and explain industry context variability and hypothesize
its effects on consumer-firm relationships. Generally, industry effects are ignored, described, or explained post hoc. Using
the notion of consumers' dispositions toward a market, a framework is proposed for understanding the influence of industry
context on consumer satisfaction, trust, value, and loyalty in relational exchanges. The empirical results of a survey in
two service industries show that industry contexts matter and yield significant direct and moderating effects on consumer-firm
relationships. The study underscores the promise of a dispositional approach for providing insights for the theory and practice
of relationship marketing, resolvin goutstanding questions, and proposing fruitful areas for further examination.
Edwin Nijssen, Ph.D., is a professor of marketing at the Nijmegen School of Management at the University of Nijmegen, the Netherlands.
His research interest focuses on strategic and international marketing issues, relationship marketing, brand management, and
new-product development. He has published inLong Range Planning, theJournal of Product Innovation Management, Technology Forecasting and Social Change, R&D Management, Industrial Marketing Management, and theJournal of International Marketing and has written several books on marketing strategy.
Jagdip Singh, Ph.D., is a professor of marketing at the Weatherhead School of Management at Case Western Reserve University. His primary
areas of research include consumer dissatisfaction and trust, measurement issues—including relationships between theoretical
concepts and empirical observations— and the effectiveness of boundary role personnel. He has published in theJournal of Marketing, theAcademy of Management Journal, theJournal of the Academy of Marketing Science, Behavioral Research in Accounting, andManagement Science, among others.
Deepak Sirdeshmukh, Ph.D., is a visiting assistant professor of marketing at the Weatherhead School of Management at Case Western Reserve University.
His primary areas of research include consumer trust and consumer processing of brand information. He has published in theJournal of Marketing, theJournal of Marketing Research, theJournal of Consumer Research, theJournal of the Academy of Marketing Science, and theJournal of Consumer Psychology, among others.
Hartmut H. Holzmüeller, Ph.D., is a professor of marketing at the School of Business at Dortmund University, Germany. His research interests include
cross-national consumer research and customer relationship marketing. Most of his work has been published in German. His articles
also appeared in theJournal of International Marketing, Management International Review, andInternational Business Review. 相似文献