Advertising,the Uneasy Persuasion. Schudson,Michael. New York: Basic Books,Inc., 1984. 288 Pp. $17.95

Abstract

Leckenby, John D. and Shizue Kishi (1982), “How Media Directors View Reach/Frequency Estimation,” Journal of Advertising Research, 22 (June/July), 64–69. Reviewed by Charles Frazer

Millman, Nancy (1988), EMPERORS OF ADLAND, New York: Warner Books, 225 pp. $18.95. Reviewed by Charles Frazer     

Consumer Believability of Information in Direct-to-Consumer (DTC) Advertising of Prescription Drugs

Direct to consumer (DTC) advertising has attracted significant research attention, yet none has focused on empirical assessments of its overall impact on U.S. consumers nationally, and tying assessment to relevant behavioral outcomes. This paper addresses the ethical issue of DTC advertising providing a balance of product and risk information that is both understandable and believable, and contributes direction to those exploring this phenomenon. Richard F. Beltramini is currently Professor of Marketing in the School of Business Administration at Wayne State University. He received his Ph.D. from the University of Texas at Austin, and served on the faculty of Arizona State University for fifteen years. His teaching interests include advertising and marketing management, research, and strategy. His primary research focus is on the believability of marketing communications information, and he has published in the Journal of Advertising, Journal of Advertising Research, Journal of Consumer Research, Journal of Marketing, and a variety of other journals, conference proceedings, and books as well as co-editing Gift Giving: A Research Anthology. Dr. Beltramini has served on the Editorial Review Boards of a number of academic journals, as guest editor of special issues of the Journal of Business Ethics and the International Journal of Internet Marketing and Advertising, as international president of the American Academy of Advertising, as a member of the American Advertising Federation's National Academic Committee and several other professional and business organizations, and is active as a consultant to several international organizations. He is the recipient of several national competitive grants and awards for his teaching and research, including the National Science Foundation, is the only faculty recipient of both his school’s Excellence in Research and Excellence in Teaching awards, and is currently the first Board of Visitors Faculty Fellow. Prior to academe, Dr. Beltramini worked for Texas Instruments, Inc. and The Drawing Board, Inc., both in Dallas, and he has also worked as a Visiting Research Professor for J. Walter Thompson Advertising in Chicago, Honeywell Information Systems in Phoenix, and the Federal Trade Commission in Washington, D.C.     

A content analysis of ethical policy statements regarding marketing activities

Many large corporations now have written codes of ethics to guide the business/marketing activities of employees. The purpose of this study was to determine the frequency and types of topics which are covered in the ethics policy statements of large U.S. corporations. The results indicated that the topics covered most often (respectively) were: misuse of funds/improper accounting, conflicts of interest, political contributions, and confidential information. It is concluded that in addition to written ethics policy statements, top management should communicate ethical values and demonstrate by example. Robert E. Hite (Ph.D. University of Arkansas) is Associate Professor of Marketing at Kansas State University. His textbook is entitled Managing Salespeople, and his articles have appeared in such journals as the Journal of Advertising Research, Journal of Business Research, Journal of the Academy of Marketing Science, and Industrial Marketing Management. Joseph A. Bellizzi (Ph.D. University of Nebraska) is Associate Professor of Marketing at Kansas State University. He was previously employed by Hilti Fastening systems as a Market Research analyst. His articles have appeared in such journals as the Journal of Business Research, Journal of Advertising Research, and Journal of Retailing. Cynthia Fraser (Ph.D., University of Pennsylvania) is Associate Professor of Marketing at Kansas State University. Her research interests are international marketing and marketing models. Her articles have appeared in such journals as the Journal of Consumer Research and Industrial Marketing Management.     

Educating business schools about safety & health is no accident

This paper summarizes the consequences of safety and health inattentiveness, and reviews four primary dangers in the workplace. In addition, perspectives of employee health and safety are presented from industry and academia which provide the basis for a strong recommendation to include safety and health issues in business school curricula. Wayne H. Stewart's areas of research and teaching interest include Social Responsibility in Management, Entrepreneurship, and International Business. Wayne is currently on the editorial board of the International Journal of Case Studies, and has published in the Journal of Management Learning, as well as participating in several academic conferences. Donna E. Ledgerwood is currently the Secretary for the Southern Management Association. Donna was President of the Southwest Academy of Management in 1993 and served as the Academy of Management's Director of Exhibits/Publisher Relations and Director of Advertising from 1983–1991. Having written one of the first articles on sexual harassment in 1980, Donna serves on the Editorial Review Board for the Journal of Business Strategies and has published in the Labor Law Journal, the Monthly Labor Review, and the Personnel Administrator. Ruth C. May's areas of expertise are International Business, Business Policy and Strategy and International Human Resource Management. Specializing in the transfer of Western management practices to the former Soviet Union, Ruth is currently involved in the development of training programs and privatization processes in central Russia. She has published in the Academy of Management Executive, Multinational Business Review, and Socialist Labor (Russia).     

Personal religiousness and ethical judgements: An empirical analysis

It has been acknowledged on numerous occasions that personal religiousness is a potential source of ethical norms, and consequently, an influence in ethical evaluations. An extensive literature review provides little in the way of empirical investigation of this recognized affect. This investigation conceptualizes religiousness as a motivation for ethical action, and discovers significant differences in ethical judgements among respondents categorized by personal religious motivation. Suggestions as to the source of these differences, and the implications which they offer to managers are discussed and supported from the literature.James W. Clark is the Director of the Center for Retailing and assistant professor of marketing at James Madison University. His work has been published in The Journal of Advertising, and the proceedings of The Cutting Edge III and IV, the Southern Marketing Association, The Academy of Marketing Science, and The Decision Sciences Institute. Lyndon E. Dawson, Jr. is professor of marketing at Louisiana Tech University. His work has been published in the Journal of the Academy of Marketing Science, the Journal of Retailing, Psychology and Marketing, and Psychological Reports among others.     

Where Should Articles on the Link between Tobacco Advertising and Consumption Be Published?

Abstract

Articles on tobacco advertising's impact should be published in the Journal of Advertising or in comparable specialized scholarly outlets such as the Journal of Consumer Research, Journal of Marketing and Journal of Advertising Research, plus economic journals for econometric analyses. Instead, many analyses of the relationship between tobacco advertising and consumption as well as of smoking initiation and prevalence as related to advertising, can now be found in such publications as the Journal of the American Medical Association (JAMA), the British Journal of Addiction, the New England Journal of Medicine, and the Journal of Health Politics, Policy and Law. To add insult to injury, those articles are the ones that are frequently quoted on the front pages or in the health columns of major newspapers and magazines as well as by the broadcast media. What is going on here? Should we, as advertising scholars, care about these developments?     

The Role of Ethics Institutionalization in Influencing Organizational Commitment,Job Satisfaction,and Esprit de Corps

Given increasing ethical problems in business, many organizations have tried to control these problems by institutionalizing ethics such as by creating new ethics positions and formulating and enforcing codes of ethics. In this study, the impact of implicit and explicit forms of institutionalization of ethics on job satisfaction, esprit de corps, and organizational commitment for marketing professionals is investigated. Additionally, the influence of organizational socialization, ethical relativism, and age relative to each of the above organizational climate constructs is examined. Results indicate that at least one of the forms of institutionalization of ethics is a significant determinant of all three organizational climate constructs. However, while organizational socialization is a significant determinant of all three organizational climate variables, relativism is only significant in determining organizational commitment (in a negative direction) and age is only significant in determining job satisfaction. Scott John Vitell is Phil B. Hardin Professor of Marketing and Chair of the Marketing Department at the University of Mississippi. He received his Ph.D. in Marketing from Texas Tech University. He has published more than 100 journal articles. His recent publications have appeared in the Journal of Retailing, the Journal of Business Ethics, the Journal of Marketing Theory and Practice, the Journal of International Marketing, International Business Review and the Journal of Macromarketing, among others. He serves on the Editorial Board of the Journal of Business Research. Anusorn Singhapakdi is Professor of Marketing and Marketing Area Coordinator at Old Dominion University. He has published more than 50 journal articles. He has also received recognition for his publications from a number of academic journals including the Journal of Business Research, International Marketing Review, Marketing Education Review, and the Journal of the Academy of Marketing Science. He serves on the Editorial Boards of␣the Journal of Macromarketing and the Journal of Marketing Education. He is a section editor for Applied Research in Quality of Life and has served as a guest editor for the Journal of Business Ethics.     

Consumer ethics: An investigation of the ethical beliefs of elderly consumers

Business and especially marketing ethics have come to the forefront in recent years. While consumers have been surveyed regarding their perceptions of ethical business and marketing practices, research has been minimal with regard to their perceptions of ethical consumer practices. In addition, few studies have examined the ethical beliefs of elderly consumers even though they are an important and rapidly growing segment. This research investigates the relationship between Machiavellianism, ethical ideology and ethical beliefs for elderly consumers. The results indicate that elderly consumers, while generally being more ethical than younger consumers, are diverse in their eithical beliefs. Dr Scott J. Vitell is an Assistant Professor of Marketing at the University of Mississippi. His publications have appeared in the Journal of Macromarketing, the Journal of Business Ethics, the Journal of The Academy of Marketing Science, Research in Marketing, various national and regional proceedings, and elsewhere. Dr James R. Lumpkin is the Gene Brauns Professor of Marketing at the University of Southwestern Louisiana. He has been published in such journals as the American Journal of Small Business, Journal of Retailing, Journal of Management, Journal of Business Research, Journal of Advertising, Journal of Advertising Research, The Gerontologist, Psychological Reports, Industrial Marketing Management, and Journal of the Academy of Marketing Science and other scholarly journals. Mohammed Y. A. Rawwas is a doctoral student of Marketing at the University of Mississippi. His publications have appeared in Medical Marketing and Media and national proceedings.     

A framework for organizational success

The contention of this paper is that the marketing concept is but one aspect of a philosophy of business referred to by the authors as the framework for organizational success. This framework maintains that the marketing concept must work together with good management approaches and with ethical business practices in order to satisfy the needs and wants of the various publics of the organization — customers, employees, suppliers, society — and, in the long run, ensure the satisfaction of the needs of the organization itself. The authors propose that focusing on one concept, and ignoring the other two aspects, is not likely to promote organizational success. Hershey H. Friedman is Professor of Marketing at Brooklyn College. He has published in the Journal of Advertising Research, Journal of Applied Psychology, Akron Business and Economic Review, Journal of the Academy of Marketing Science, Simulation, Journal of the Market Research Society, Journal of Public Policy and Marketing, and the Journal of Business Ethics. Linda Weiser Friedman is Associate Professor of Statistics and Computer Information Systems at Baruch College. She has published in Computers and Operations Research, Behavioral Science, Omega, Simulation, Journal of Statistical Computation and Simulation, Journal of Advertising Research, Interface, and the Journal of the Academy of Marketing Sciences.     

Measurement and correlates of social attitudes

A review of research addressing correlates of attitudes toward social responsibility of business leads to the conclusion that little can currently be confidently stated concerning such correlates and that progress toward the understanding of relevant linkages is largely dependent on the development of psychometrically adequate indices of social attitudes. Using a sample of high level executives from a large number of industries, this paper examines various psychometric properties of an index of social attitudes, the Social Attitudes Questionnaire (SAQ) (Aldag and Jackson, 1977) and considers relationships of SAQ subscale scores to multiple measures of firm size and economic performance and to managerial demographic and social psychological characteristics. Results of this study reflect favorably on psychometric integrity of the SAQ and reveal a complex set of correlates of its subscales. He presently serves as Vice President-Program Chair, Midwest Academy of Management. He was previously Chairperson of the Public Sector Division, National Academy of Management. He is co-author ofTask Design and Employee Motivation (Scott, Foresman & Co., 1979) andIntroduction to Business (South-Western Publ. Co., in press). He is also author or co-author of over 40 journal articles. His writings appear inPsychological Bulletin, Academy of Management Journal and various other journals. He is at present member of the Editorial Review Board of theJournal of Marketing. He is co-author ofMarketing Profitability Analyses and author or co-author of over fifty journal articles and professional papers. His writings appear inJournal of Business Administration, Journal of Retailing, Journal of Advertising and elsewhere.     

Business ethics judgments: A cross-cultural comparison

With the increased attention paid to ethical issues in business practice, there is interest in the ethics gap between the U.S. and the U.K. and in the ramifications for educating college students for business management positions. This paper examines the differences in ethics judgments between U.S. and U.K. business students. The results indicate that differences in their demographic profiles do not influence their ethics judgments. However, consistently higher business ethics of female students from both countries are discussed in relation to providing business ethics education.Thomas W. Whipple is Professor of Marketing at Cleveland State University. His articles have appeared in theJournal of Marketing Research, Journal of Marketing, Journal of Advertising, Journal of Advertising Research, Journal of Communication, Journal of the Academy of Marketing Science, Industrial Marketing Management, Journal of Marketing Education, andJournal of Travel Research. He is the co-author ofSex Stereotyping in Advertising (Lexington, 1983).Dominic F. Swords is Director of Studies for Part Time MBA Programmes at Henley Management College in the U.K. His research interests include the Economics of European Integration and the relationship between Business Ethics and Business Policy.     

An empirical examination of three machiavellian concepts: Advertisers vs. the general public

This paper examines the perceived ethics of advertisers and the general public relative to three ethical concepts. Based on the survey findings, it can be concluded that with regard to the ethically-laden concepts of manipulation, exploitation, and deviousness, advertisers are perceptually as ethical as the general public. The research also clarifies some of the differences between ethics and Machiavellianism.John P. Fraedrich is an Assistant Professor of Marketing at Southern Illinois University at Carbondale. Dr. Fraedrich's teaching and research interests are primarily in the areas of business ethics, international channels, strategy, and theory. His recently completed dissertation was entitled Philosophy Type Interaction in the Ethical Decision Making Process of Retailers. O. C. Ferrell is the Distinguished Professor of Marketing and Business Ethics in the Fogelman College of Business and Economics at Memphis State University. Dr. Ferrell is the author of articles in the Journal of Marketing, Journal of Marketing Research, Journal of Business Research, Journal of the Academy of Marketing Science, Journal of Advertising, Journal of Risk and Insurance, Journal of Consumer Affairs, Journal of Health Care Marketing, as well as others. He is co-author of Marketing: Concepts and Strategies, 6th ed., Marketing Strategy and Plans, 3rd ed., and Business. William M. Pride is a Professor of Marketing at Texas A&M University. Dr. Pride's teaching and research interests are primarily in the areas of consumer behavior, promotion, and advertising. He has written several books and has published numerous articles in a variety of journals including the Journal of Marketing, Journal of Marketing Research, Journal of Retailing, and the Journal of Advertising.     

A Bibliometric Study of Advertising Citations

Abstract

A bibliometric investigation identified citation patterns in advertising-related articles published during 1981–83 in a number of core journals and conference proceedings in advertising, marketing, consumer research and communication. Business publications and psychology publications were found to have accounted for more than half of the 6,312 citations coded in this study. Although the raw data indicated that the Journal of Marketing Research and the Journal of Advertising Research were historically the most-cited journals, a method that controls for differences in years of publication, number of articles published per year and frequency of self-citations detected an increased impact, in recent years, on the part of the Journal of Advertising and of consumer-research publications.     

Call for Book Reviews and Review Essays

ABSTRACT

The Journal of Business to Business Marketing, an important thematic journal within the field of marketing, serves as a vital venue for both academicians and practitioners interested in business-to-business marketing phenomena. Articles cover a broad spectrum of topics related to business marketing management.

A subject-based listing classifies these articles into 16 categories according to their key research issues. Those categories are: Advertising and Communication, Brand Management, Buyer-Seller Dyad and Relationships, Channels, Customer Relationships, Education, International Issues, Literature Reviews, Methodology, Networks and Strategic Alliances, Organizational Buying Behavior, Pricing and Value, Product Development, Segmentation, Selling and Salesforce Management, Technology.

After the subject listing, titles and abstracts of all articles appearing in the first ten volumes of JBBM are listed in volume/issue order. We hope that this index will provide a useful tool for academicians and practitioners who are interested in business-to-business marketing research.     

Corporate citizenship perspectives and foreign direct investment in the U.S.

As foreign direct investment in the U.S. continues to become both more visible and controversial, the general public remains skeptical about the corporate citizenship of these foreign affiliates. Four dimensions of corporate citizenship — orientations, organizational stakeholders, issues, and decision-making autonomy — were used to compare the inclinations of foreign affiliates with the domestic firms operating in the U.S. chemical industry. The only significant differences between the U.S. sample and those firms headquartered in other countries-of-origin were found in the area of corporate citizenship decision making autonomy.Tammie Pinkston is Assistant Professor of Strategic Management at the University of Oklahoma. She is a recent recipient of American Brands International Business Scholar Award. Tammie is an active member of the Academy of Management, the International Association for Business & Society, the Southern Management Association, and the Academy of International Business.Archie B. Carroll is holder of the Robert W. Scherer Chair of Management and Corporate Public Affairs at the University of Georgia. He has published 11 books and over 65 articles in such journals as theAcademy of Management Journal, Academy of Management Review, Journal of Business Ethics. He is currently on the Editorial Board ofBusiness Ethics Quarterly and the board of the International Association for Business & Society.     

Differences in research ethics judgments between male and female marketing professionals

With the unprecedented increase in the number of females holding executive positions in business, there has arisen interest in issues pertaining to the role of women in business organizations, including that of malefemale differences in ethical attitudes/behavior. To add to the research evidence on the issue, this paper examines differences in research ethics judgments between male and female marketing professionals. The results indicate that female marketing professionals evince higher research ethics judgments than their male counterparts. Ishmael P. Akaah is Associate Professor of Marketing at Wayne State University. He received his M.B.A., M.A. and Ph.D. degrees from The Wharton School, University of Pennsylvania. His articles have appeared in the Journal of Marketing Research, Journal of Advertising Research, Journal of Health Care Marketing, Journal of Business Research, International Marketing Review, Journal of Global Marketing, Journal of Business Logistics, Journal of the Academy of Marketing Science, Savings and Development, Eastern Africa Economic Review, Journal of Information and Optimization Sciences, and Proceedings of the American Marketing Association.The author acknowledges the financial assistance of the Office of Research and Sponsored Programs Service (ORSPS) and the School of Business Administration, both of Wayne State University, Detroit.     

Trends in the use of statistics in major advertising journals over four decades

The use of statistical techniques in data-based articles appearing in the International Journal of Advertising, Journal of Advertising, Journal of Advertising Research and Journal of Current Issues & Research in Advertising was analysed over four decade intervals (i.e., 1980s, 1990s, 2000s and 2010s) and by journal. Among the trends, the study found: (1) nearly seven of every 10 journal articles reported statistical analyses (68.8% or 541 of 786); (2) the trend for statistically based articles was remarkably consistent over the time intervals and held true for the different advertising journals with one exception; (3) the use of different statistical techniques changed over time, with statistical techniques becoming more diverse and sophisticated through the years, but more so in some advertising journals than in others; (4) statistics were correctly applied in the majority of the research reports relative to ‘study purpose’; (5) the use of different statistical techniques varied by method of data collection generally and within articles appearing in three of the four journals; and (6) the presence or absence of hypotheses and/or research questions in the advertising studies was differentially associated with the application of different statistics. The inquiry serves to move advertising research forward in two ways: first, it documents how statistical analyses have changed over time and, second, it provides insight into where the field might be headed regarding the use of statistical techniques.     

Attitudes of marketing professionals toward ethics in marketing research: A cross-national comparison

The study reported here examines, in the context of Crawford's (1970) items, differences in research ethics attitudes among marketing professionals in Australia, Canada, Great Britian, and the United States. The study results indicate the lack of significant differences in research ethics attitudes among marketing professionals in the four countries. This finding is interpretable as implying the generalizability of the results of previous research ethics studies involving domestic (United States) marketing professionals as respondents. Ishmael P. Akaah is Associate Professor of Marketing at Wayne State University. He received his M.B.A., M.A., and Ph.D. degrees from The Wharton School, University of Pennsylvania. His articles have appeared in the Journal of Marketing Research, Journal of Advertising Research, Journal of Health Care Marketing, Journal of Business Research, International Marketing Review, Journal of Global Marketing, Journal of Business Logistics, Journal of the Academy of Marketing Science, Journal of Direct Marketing, Journal of Business Ethics, Savings and Development, Eastern Africa Economic Review, Journal of Information and Optimization Sciences, and Proceedings of the American Marketing Association.     

Advertising ethics: A contextual response based on classical ethical theory

F. P. Bishop argues that the ethical standard for advertising practitioners must be utilitarian. Indeed, the utilitarian theory of ethics in decision-making has traditionally been the preference of U.S. advertising practitioners. This article, therefore, argues that the U.S. advertising industry's de-emphasis of deontological ethics is a reason for its continuing struggle with unfavorable public perceptions of its ethics — and credibility. The perceptions of four scenarios on advertising ethics and the analyses of the openended responses of 174 members of the American Advertising Federation to those scenarios suggest that advertising practitioners need a stricter adherence to deontological ethics than is indicated in this study.Cornelius B. Pratt is Associate Professor in the Department of Advertising at Michigan State University. His research has been published in such journals as theJournal of Media Planning, Journal of Business Ethics, Public Relations Review, Public Relations Journal, Public Relations Quarterly, andJournalism Quarterly.E. Lincoln James is Associate Professor and Assistant Chairperson in the Department of Advertising at Michigan State University. His work has appeared in several scholarly journals, including theInternational Journal of Advertising, Journal of Advertising, Journal of Direct Marketing, Journal of Media Planning, andWeberforschung und Praxis.     

The business ethics of pharmacists: Conflicts practices and beliefs

This paper represents the responses of 377 pharmacists to a mail survey examining their views concerning ethical conflicts and practices. Besides identifying the sources of ethical conflicts, pharmacists were asked how ethical standards have changed over the last 10 years as well as the factors influencing these changes. Conclusions and implications are outlined and future research needs are examined. Troy A. Festervand is Professor of Marketing at Middle Tennessee State University. He has published in JAMS, ABER, Journal of Advertising Research, Business, JSBM, Journal of Business and Industrial Marketing and Journal of Business Ethics and numerous other journals. Scott J. Vitell is an Assistant Professor of Marketing at the University of Mississippi. His publications have appeared in the Journal of Macromarketing, the Journal of Business Ethics, the Journal of The Academy of Marketing Science, Research in Marketing, various national and regional proceedings, and elsewhere. Mohammed Y. A. Rawwas is a doctoral student of Marketing at the University of Mississippi. He holds a license at law and MBA from the American University. His publications have appeared in Medical Marketing and Media and national proceedings.