The role of competitive alternatives in the postchoice satisfaction formation process

A general model of satisfaction formation is proposed that extends the seminal disconfirmation of expectations model by explicitly incorporating the processing of both chosen and nonchosen alternatives. Using presidential election data, the results show that satisfaction with the nonchoice does remain salient in the determination of overall postchoice satisfaction. Disconfirmation related to either the chosen or the nonchosen alternative influences satisfaction with both the chosen and the nonchosen alternative. Overall, the model suggests that the nonchoice alternative may continue to be relevant in the satisfaction formation process. She received her Ph.D. from McGill University. Her work has appeared in theJournal of Marketing Research, Journal of the Academy of Marketing Science, International Journal of Research in Marketing, Decision Sciences, Journal of Macromarketing, and numerous other journals and conference proceedings. She is also coauthor of three books. She holds a Ph.D. in marketing from Michigan State University. Her work has appeared in theJournal of the Academy of Marketing Science; Journal of Business Research; International Journal of Research in Marketing; Journal of Services Marketing; Journal of Consumer Satisfaction, Dissatisfaction and Complaining Behavior; and other journals and conference proceedings. Dr. Halstead was formerly an account executive with Needham Harper Worldwide and Director of Marketing and Media Services at Maxwell Advertising. Robert D. Mackoy received his Ph.D. from Michigan State University and is an assistant professor of marketing at Butler University. His research has appeared in theJournal of Retailing; Journal of Macromarketing; Journal of Services Marketing; Journal of Social Psychology; Journal of Consumer Satisfaction, Dissatisfaction and Complaining Behavior; and the proceedings of the American Marketing Association, Association for Consumer Research, and Marketing and Public Policy conferences.     

The influence of psychological climate on conflict resolution strategies in franchise relationships

Certain conflict resolution strategies should prove more useful than others in the management of conflict in franchise channels. A deeper understanding of the nature of manageable channel-conflict conditions that may affect franchisees’ tendency to initiate specific conflict resolution strategies should also prove useful. To that end, the relationship between franchisees’ perceptions of their channel’s psychological climate and the franchisees’ tendency to engage in specific conflict resolution strategies were investigated. Significant overall differences were observed in the psychological climate perceptions held by franchisees who engaged in problem-solving, persuasion, bargaining, and politicking conflict-resolution strategies. Before entering academe, Dr. Strutton was in sales with the Tenneco Corporation and owner/president of a retailing firm in North Carolina. Dr. Strutton’s research has been published in the Journal of Advertising Research, Journal of Applied Business Research, Journal of Current Issues in Research & Advertising, Journal of Macromarketing, Journal of International Consumer Marketing, Journal of Personal Selling & Sales Management, Psychological Reports, and other scholarly journals. His current research interests include relationalism and marketing to the elderly consumer. His research has appeared in the Journal of International Consumer Marketing, Journal of Macromarketing, Journal of Personal Selling & Sales Management, and Health Marketing Quarterly, among others. Dr. Pelton’s primary research interests include business ethics and channels management. Prior to entering academe, Dr. Pelton was vice president of a marketing consulting firm in Lubbock, Texas. He has a B.S. in chemistry and an MBA in management and received his Ph.D. in marketing from the University of Arkansas. Before entering academe, Dr. Lumpkin worked in marketing research for Phillips Petroleum Company. His primary research interests include retail patronage theory, market segmentation, and research methodology with recent research focused on the elderly consumer. His research has been published in the Journal of the Academy of Marketing Science, Journal of Retailing, Journal of Business Research, The Gerontologist, Journal of Advertising, Journal of Advertising Research, and other scholarly journals.     

Marketing norms: The influence of personal moral philosophies and organizational ethical culture

This study develops a scale, using the American Marketing Association’s code of ethics, to measure the marketing-related norms of marketing practitioners. The scale has five dimensions: 1) price and distribution, 2) information and contracts, 3) product and promotion, 4) obligation and disclosure, and 5) general honesty and integrity. The relative influence of personal moral philosophies and organizational ethical climate on the norms of marketers was also examined in this study. He received his Ph.D. in marketing from Texas Tech University. His work has previously appeared in theJournal of Macromarketing, Journal of Business Ethics, Research in Marketing, Business and Professional Ethics Journal, andJournal of the Academy of Marketing Science, as well as various other journals and proceedings. His research has been accepted for publication in theJournal of Pharmaceutical Marketing and Management and theJournal of Business Ethics, and has been published in various national and regional proceedings. His research interests include marketing ethics, health care marketing, international marketing, and direct marketing. He received his Ph.D. in marketing from the University of Mississippi. His work has previously appeared in theJournal of Macromarketing, Journal of Business Ethics, Business and Professional Ethics Journal, Journal of Public Policy and Marketing, andJournal of the Academy of Marketing Science, as well as other journals and proceedings.     

Influencing consumers’ selection of domestic versus imported products: Implications for marketing based on a model of helping behavior

Recent marketing campaigns have urged American consumers to “Buy American.” Marketers can improve the success of their campaigns if they understand the network of influences that lead American consumers to help threatened domestic workers. Consumers’ cooperation in purchasing domestic products may be viewed as a form of help for American workers whose jobs are threatened by the success of imported products. This study presents a model designed to explain consumers’ willingness to help these workers. Survey data were subjected to structural equation analysis to test the model. Results confirmed willingness to help is influenced by the salience of the problem, identification with the workers, inequity of the situation, felt similarity with the workers, empathy with the workers, and the costs of helping. These findings suggest ways to market the Buy American theme. She received her Ph.D. from the University of Utah. Her research interests include international marketing and channels of distribution. Her work has appeared in theJournal of Business Research, Journal of Advertising, Journal of Retailing, and other marketing journals. He received his Ph.D. from the University of Illinois. His research interests include the fitness market, consumer logistics, helping behavior, and marketing channels. His research findings have been reported in theJournal of the Academy of Marketing Science and in various other business and social science journals and proceedings. He received his Ph.D. from the University of Houston. Dr. Biswas’s work has been published in theJournal of Marketing, Journal of the Academy of Marketing Science, Journal of Macromarketing, Journal of Business Research, Journal of Advertising, Journal of Consumer Affairs, Psychology and Marketing, andJournalism Quarterly, as well as other refereed journals.     

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.     

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.     

Identity, identification, and relationship through social alliances

The authors studied social alliances, a type of corporate societal marketing initiative. Their research finds that social alliances are an important means whereby employees identify more closely with their organizations while gaining a greater sense of being whole, integrated persons. Furthermore, this integration allows both organizations and their members to align their commercial identities with their moral and social identities. As organizational members struggled to resolve conflicts within their own identities, they were aided by social alliances, which in turn led them to identify more with their organizations. Unlike previous research, the findings suggest that the kind of connections referred to by the informants went well beyond the cold, rational associations described in previous research to emotional attachments that appear to be critical to organizational identification. The results also suggest that participation in social alliances may result in multiple forms of identification: intra- and interorganiza-tion identification. Ida E. Berger (bergeri@ryerson.ca) is the associate director of faculty affairs and a professor of marketing in the School of Business Management at Ryerson University. She received her Ph.D. from the University of Toronto. Her articles have appeared in leading marketing journals, including theJournal of Consumer Research, Public Policy and Marketing, theJournal of Consumer Psychology, andCalifornia Management Review. Her current research interests include social alliances, voluntary and nonprofit sector studies, diversity, and the value of sports in social inclusion. Her teaching interests include marketing theory, consumer behavior, and marketing communications. Peggy H. Cunningham (pcunningham@business.queensu.ca) is the Marie Shantz Teaching Associate Professor of Marketing, School of Business, in the Queen’s University. She completed her Ph.D. at Texas A&M University. Dr. Cunningham’s research interests revolve around two related themes: marketing ethics and marketing partnerships (international strategic alliances, partnerships between for-profit and not-for-profit organizations, relationships between firms and their customers). These areas of study are linked by their focus on the concepts of trust, integrity, and commitment. She is the coauthor of the Canadian editions of a number of marketing textbooks (Marketing Management; Principles of Marketing; and Marketing: An Introduction). Her work is published in a number of journals, including theJournal of the Academy of Marketing Science, the Journal of International Marketing, and California Management Review. Minette E. Drumwright (mdrum@mail.utexas.edu) is an associate professor with a joint appointment in the College of Communication (Department of Advertising) and the College of Liberal Arts at The University of Texas at Austin. Previously, Dr. Drumwright was on the marketing faculties of Harvard Business School and the University of Texas Business School. She currently is the faculty chair of the Bridging Disciplines Program in Ethics and Leadership at the University of Texas. She has a Ph.D. in business administration (marketing) from the University of North Carolina at Chapel Hill. Dr. Drumwright’s current research is in the areas of corporate social responsibility, marketing for nonprofit organizations, and business ethics. Her focus is on understanding how managers and consumers integrate noneco-nomic criteria related to society into their decision making. Dr. Drumwright has studied noneconomic criteria in various contexts, including cause-related marketing, partnerships between companies and nonprofit organizations, socially responsible buying behavior, and corporate volunteerism. Her articles and cases have been published in various books and journals, includingCalifornia Management Review, theJournal of Advertising, and theJournal of Marketing.     

Ethical sensitivity to stakeholder interests: A cross-cultural comparison

This study applied Hofstede’s typology to examine the effect of culture on ethical sensitivity toward various stakeholders. It was found that uncertainty avoidance had a positive effect and that power distance and individualism/masculinity had negative effects on ethical sensitivity. The results also indicated that ethical sensitivity to stakeholder interests is dependent on which stakeholder is affected. Although Americans and Taiwanese sales agents were equally sensitive to customer interests, the Taiwanese were more sensitive to the interests of their company and a competitor but were less sensitive to the interests of a colleague. This study should prove valuable to international marketers because the cultural typology allows managers to identify differences in work-related values of employees across different nationalities and thus provides a theoretical base for designing more effective sales management practices. Jeffrey G. Blodgett (Ph.D., Indiana University) is an associate professor of marketing at the University of Mississippi. His research interests include consumer complaint behavior and cross-cultural issues. His work has been published in theJournal of Retailing, Journal of Services Research, Journal of Business Research, Psychology and Marketing, and in other marketing journals. Long-Chuan Lu is an assistant professor of marketing at the National Chung-Cheng University of Taiwan. He received his Ph.D. from the University of Mississippi. His work has previously appeared in theJournal of Business Ethics, in addition to other journals and conference proceedings. Gregory M. Rose (Ph.D., University of Oregon) is an assistant professor of marketing at the University of Mississippi. His research interests include consumer socialization and cross-cultural consumer behavior. He has published articles in theJournal of Consumer Research, Journal of the Academy of Marketing Science, Journal of Business Research, Journal of Consumer Psychology, Journal of Advertising, Journal of Marketing, and other journals and proceedings. Scott J. Vitell is the Phil B. Hardin Professor of Marketing at the University of Mississippi, receiving his Ph.D. from Texas Tech University. His previous work has appeared in theJournal of the Academy of Marketing Science, Journal of Business Research, andResearch in Marketing and the Journal of Business Ethics, in addition to numerous other journals and conference proceedings.     

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.     

A dyadic study of interpersonal information search

Although interpersonal word-of-mouth communication, by definition, takes place between two people, rarely has the phenomenon of word of mouth been studied using both members of the dyad. Building on the literature, this article offers a model of active interpersonal information search that is tested by using a method in which information seeker and source perceptions were obtained. Source characteristics were important determinants of interpersonal influence, but seeker characteristics also played an important role. Interestingly, it proved useful to distinguish between demographic and attitudinal homophily of seeker and source as the former was inversely and the latter directly related to interpersonal influence. Mary C. Gilly is an associate professor in the Graduate School of Management and associate dean of Graduate Studies at the University of California, Irvine. Her Ph.D. is in marketing from the University of Houston. Her research interests include the unintended effects of marketing actions, such as the effects of advertising on employees. She also has interests in services marketing, such as customer service, including consumer complaint handling, and cross-cultural service encounters. Her work has been published in theJournal of Marketing, theJournal of Consumer Research, theJournal of Business Research, and other academic journals. John L. Graham is a professor in the Graduate School of Management at the University of California, Irvine. His Ph.D. is in marketing from the University of California, Berkeley. His primary research interests regard international marketing, international business negotiations, and structural equations modeling. His work has been published in theJournal of Marketing, theJournal of Consumer Research, Marketing Science, theJournal of International Business Studies, Management Science, and other academic journals. Mary Finley Wolfinbarger is an associate professor at California State University, Long Beach and is doing research on the topics of internal marketing and gift giving. She teaches Marketing Principles and Marketing Research. She received her Ph.D. in marketing from the University of California, Irvine. Her work has appeared in theJournal of Marketing and other academic journals. Laura J. Yale came to Fort Lewis College in 1991. She holds degrees in Hotel, Restaurant, and Travel Administration from the University of Massachusetts, Amherst, and received her Ph.D. from the University of California, Irvine. She teaches a variety of courses in Marketing and Travel and Tourism Administration, including Marketing Research, International Marketing and Services. Her industry experience and most of her research interest are in the services sector, particularly the tourism industry. She is on sabbatical leave this academic year, writing an introductory textbook on the tourism industry. She will return to teaching in September 1998.     

An experimental examination of mood effects on retrieval and evaluation of advertisement and brand information

To ascertain the effect of mood on information retrieval and evaluation of advertisements and brands, subjects were induced into one of three moods (positive, neutral, or negative) via a modified Velten procedure 72 hours after they were exposed to five fictitious advertisements. While delayed positive and negative mood states had opposite effects on memory-based recall of information, with subjects in the positive mood condition recalling significantly more information than those in the negative one, they had no significant effect on ad or brand evaluation. Recall data are consistent with previous reports in the literature and evaluation data can be explained according to the information processing goals of subjects as described by Keller (1991) or Srull (1990). Thus, it appears that inducing people into positive moods as much as 72 hours after they have seen an ad for a product can have a significant impact on their memory for ad copy. She received her Ph.D. in Experimental Psychology from Bowling Green State University and completed post-doctoral study in marketing at the University of Georgia. Dr. Knowles has published in journals which include theJournal of Business and Industrial Marketing, Journal of Marketing Education, Journal of Education for Business, Journal of Teaching in International Business, Psychological Reports, andJournal of International Consumer Marketing. Her research interests include psychological and physiological bases of consumer information processing and the underlying components of selling effectiveness of salespersons. He received his B.A. and M.A. from Texas Christian University and his Ph.D. from Oklahoma State University. Dr. Grove is active in many research streams including services marketing, salesperson effectiveness, and environmental issues. Among his publications are articles in theJournal of the Academy of Marketing Science, Journal of Public Policy and Marketing, Journal of Health Care Marketing, Journal of Marketing Education, and others. He received his Ph.D. in Psychology from Arizona State University. Dr. Burroughs’ research interests include rule-governed approaches to consumption, consumption symbolism, and social cognition in applied settings. He has published in theJournal of Consumer Research as well as in a number of psychology journals and has co-edited a book entitledApplied Psychology.     

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.     

Perception of marital roles in purchase decision processes: A cross-cultural study

Following the approach of the classic 1974 marital-role influence study of Davis and Rigaux, the present study focuses on differences in decision making (i.e., joint, husband dominated, wife dominated) across 24 product categories as a function of two key factors. These factors are stage of the decision process (i.e., problem recognition, information search, and the final decision) and culture (People’s Republic of China and the United States). The Jacobson Marital-Role Egalitarianism Scale is included to further assess individual differences in husband and wife traditionality-modernism. The major findings are that emphasis on joint, husband-dominated, and wife-dominated decisions vary by stage and by stage-culture interaction. Practical implications are presented with suggestions for future research. He graduated from the University of Georgia in 1985 with a Ph.D. in marketing. His research interests include global strategic market planning and cross-cultural research issues and methodologies. He has published in such journals asJournal of Advertising Research, Industrial Marketing Management, Journal of the Academy of Marketing Science, Columbia Journal of World Business, International Marketing Review, Journal of Business Strategy, andJournal of Consumer Marketing. He graduated with honors in 1986 from the University of Mississippi with a Ph.D. in marketing. His research interests include cross-cultural consumer behavior and emotional responses to advertising stimuli. He has published in such journals asJournal of Advertising, Journal of Advertising Research, Journal of Public Policy and Marketing, Psychology and Marketing, Journal of Health Care Marketing, andInternational Marketing Review. He graduated from the University of Mississippi in 1986 with a Ph.D. in marketing. His research interests focus on cross-cultural consumer behavior. He has published in such journals asJournal of Advertising, Journal of Business Ethics, Journal of Health Care Marketing, Psychology and Marketing, and theInternational Journal of Purchasing and Materials Management.     

The perceived importance of ethics and social responsibility on organizational effectiveness: A survey of marketers

A necessary but insufficient condition for marketers to act ethically and be socially responsible is that they must perceive ethics and social responsibility to be important. However, little is known about marketers’ perceptions regarding the importance of ethics and social responsibility components of business decisions. The objectives of this study are (1)to assess the marketing practitioners’ perceptions regarding the importance of ethics and social responsibility in achieving organizational effectiveness, and (2) to analyze the relative influences of selected personal characteristics and organizational factors underlying a marketer’s perceived importance of ethics and social responsibility. The results from a mail survey of American Marketing Association members indicate that the marketers generally believe that ethics and social responsibility are important components of organizational effectiveness. The results partly indicate that there is a positive relationship between a marketer’s corporate ethical values and his or her perceptions regarding the importance of ethics and social responsibility. The results also indicate that the marketers’ perceptions regarding ethics and social responsibility can be explained by idealism and relativism. He has also served on the marketing faculty at Thammasat University, Thailand. He received his Ph.D. from the University of Mississippi. His research focusing on marketing ethics and social responsibility has been published inJournal of the Academy of Marketing Science, Journal of Business Ethics, Journal of Macromarketing, Journal of Personal Selling & Sales Management, Journal of Public Policy & Marketing, and elsewhere. He received his D.B.A. in management from the University of Maryland. His work on business ethics, organizational design, and strategic planning has been published inAcademy of Management Review, American Business Review, andJournal of Business Ethics. His current research interest centers on the measurement of moral intensity. He received his Ph.D. from Texas Tech University. His work has appeared inJournal of the Academy of Marketing Science, Journal of Business Ethics, Journal of Business Research, Journal of Macromarketing, Journal of Personal Selling & Sales Management, Research in Marketing, and elsewhere. He received his Ph.D. in marketing from the University of Mississippi. His research has been published inJournal of the Academy of Marketing Science, Journal of Business Ethics, Journal of Pharmaceutical Marketing and Management, Journal of Social and Administrative Pharmacy, and elsewhere. His research interests include marketing ethics, health care marketing, international marketing, and direct marketing.     

Export channel design: The use of foreign distributors and agents

Because many manufacturers are unable to integrate vertically into global distribution, the nonintegrated market entry modes of foreign distributor and agent are frequently used. Unfortunately, little is known about choosing efficiently between distributor and agent because research has only partially examined the importance of transaction and production costs in determining institutional arrangements. To specify efficient channel design, this article develops and tests hypotheses linking the characteristics of export exchange to the cost-minimizing mode of export channel governance. Based on a sample of 269 manufacturers, results suggest that market diversity, type of transaction-specific asset, and production cost economies all affect the choice between foreign-based agents and distributors. The article concludes with the implications of these results for export management and future export research. He received his Ph.D. from Michigan State University. His research interests include distribution strategy and international marketing. He has published in theJournal of Marketing, European Journal of Marketing, Journal of International Business Studies, Journal of Business Research, Industrial Marketing Management, andJournal of Advertising. He serves on the editorial review boards of various professional journals including theJournal of Marketing and theJournal of Business Research. She received her Ph.D. from the University of Maryland. Her research interests include buyer-seller relationships and business-to-business marketing. She has published in theJournal of Business Research, Industrial Marketing Management, Journal of Global Marketing, and in the proceedings of various professional conferences.     

Problem- and emotion-focused coping dimensions and sales presentation effectiveness

The ability to cope effectively with job-related stress may be important if salespeople are to perform effectively. Therefore, the specific nature of the coping tactics used by salespeople to deal with job-related stress and the use of certain coping strategies associated with sales presentation effectiveness of salespeople were investigated. Data provided by salespeople from three organizations were used to assess the degree to which specific coping strategies were related to sales presentation effectiveness. Before entering academe, Dr. Strutton was in sales with the Tenneco Corporation and was president of a retailing firm in North Carolina. His research has been published in theJournal of the Academy of Marketing Science, Journal of Advertising Research, Journal of Business Research, Journal of Macromarketing, andJournal of Personal Selling & Sales Management, among other scholarly journals. Dr. Strutton’s current research interests include issues relating to sales and channels management. He has a B.S. in chemistry and an M.B.A. in management and received his Ph.D. in marketing from the University of Arkansas. Before entering academe, Dr. Lumpkin worked in marketing research for Phillips Petroleum Company. His primary research interests include retail patronage theory, market segmentation, and research methodology, with recent research focused on the elderly consumer. His research has been published in theJournal of the Academy of Marketing Science, Journal of Retailing, Journal of Business Research, The Gerontologist, Journal of Advertising, Journal of Advertising Research, and other scholarly journals.     

Trademark dilution and the practice of marketing

This article considers the marketing implications of the Federal Trademark Dilution Act (FTDA) of 1995. The FTDA, an amendment to the Lanham Act, will influence the manner in which marketing is practiced well into the twenty-first century. Although the FTDA is specifically concerned with protecting famous trademarks from being diluted—either by having their distinctiveness diminished or positive associations tarnished—by similar trademarks, its influence will not be limited to trademark or branding issues. Implications range from the allocation of advertising resources to the increased use of marketing research. Robert A. Peterson holds the John T. Stuart III Centennial Chair in Business Administration and the Charles E. Hurwitz Fellowship, both at The University of Texas at Austin. His Ph.D. is from the University of Minnesota. Dr. Peterson’s publications have appeared in such journals as theJournal of the Academy of Marketing Science, Journal of Marketing, Journal of Marketing Research, Journal of Consumer Research, andMarketing Science. His research interests range from Internet marketing to research methodology to marketing strategy. He presently serves on the boards of several for-profit and not-for-profit organizations as well as an advisory committee to the Bureau of the Census. Karen H. Smith is an assistant professor at Southwest Texas State University. Her Ph.D. is from The University of Texas at Austin. Dr. Smith’s research interests include consumer information processing, consumer knowledge structures (schemata), dilution of brand equity, and adolescent smoking. Her research has been published in theJournal of Consumer Research, Journal of Marketing Education, andAdvances in Consumer Research. Philip C. Zerrillo is executive MBA director at The University of Texas at Austin. His Ph.D. is from Northwestern University. Dr. Zerrillo’s research interests have focused on broad-based business innovation, strategic development of distribution channel arrangements, the value of brands in the distribution channel, managing brands as assets, and the legal aspects of branding and channel decisions. His most recent research on antitrust regulation appeared in theJournal of Corporation Law, a University of Iowa law review.     

The facilitating influence of consumer knowledge on the effectiveness of daily value reference information

As a means of enhancing consumer understanding of nutritional information, the Nutrition Labeling and Education Act of 1990 requires the provision of percentage daily values (%DVs) on food labels. Findings from existing research, however, vary in their support for the assumption that including %DVs will assist consumers in their efforts to comprehend nutritional information. To shed further light on this issue, the present study examines the moderating role of consumer knowledge about how to use %DVs in evaluating a product’s healthiness. The results indicate that the usefulness of providing %DVs on a nutritional label depends strongly on this form of knowledge. Implications for public policy and directions for future research efforts are presented. Fuan Li (Ph.D., Florida International University) is an assistant professor of marketing in the Walker School of Business at Mercyhurst College (Erie, Pennsylvania). He has been a faculty member at East China Normal University (Shanghai, China) and St. Olaf College (Northfield, Minnesota). His current research interests include consumer choice, consumer responses to trust advertising appeals, and relationship marketing. His work has been published both in English and in Chinese. Paul W. Miniard (Ph.D., University of Florida) is the BMI professor of marketing and the Ph.D. program director in the College of Business Administration at Florida International University (Miami, Florida). His research focuses on consumer behavior and advertising and has been published in a number of business and psychology journals. He is also a coauthor of a consumer behavior textbook. Michael J. Barone (Ph.D., University of South Carolina) is an associate professor of marketing in the College of Business Administration at Iowa State University (Ames, Iowa). His research, which primarily involves consumer responses to advertising and consumer choice, has been published in theJournal of Marketing Research, Journal of Consumer Psychology, Marketing Letters, Journal of the Academy of Marketing Science, Journal of Advertising, Journal of Advertising Research, Journal of Business Research, andJournal of Public Policy & Marketing, as well as in various conference proceedings.     

Source effects in communication and persuasion research: A meta-analysis of effect size

The effect of a message source on the persuasion of a target audience has been a topic of interest to scholars in psychology, consumer behavior, and communications for many years. Narrative reviews of this literature are available; the contribution of this study is that we present a quantitative review of studies of source effects on persuasion. One of our research goals is to determine how strong and consistent source manipulations tend to be. We find that, on average, source manipulations account for nine percent of explained variance among studies reporting significant findings. In particular, expertise tends to have the greatest effect on persuasion with an average of 16 percent of the explained variance being due to the expert versus non-expert manipulation. As well as gaining insight into the pattern of results across a body of literature, our findings may be used as benchmarks by researchers, as advocated by Sawyer and Ball (1981), to evaluate results of future persuasion studies employing a source manipulation. She received a Ph.D. in Business Administration from the Pennsylvania State University in 1989. Dr. Wilson’s research interests include persuasion processes, meta-analysis, and issues in business marketing. Her work has been published in theJournal of the Academy of Marketing Science, Journal of Marketing Research, Marketing Letters, and elsewhere. He received a Ph.D. in Business Administration from the University of South Carolina in 1980. Dr. Sherrell’s research interests include consumer behavior, retailing, and marketing management. His work has been published in theJournal of the Academy of Marketing Science, Journal of Consumer Research, Psychology and Marketing, and elsewhere.     

The effects of price on brand extension evaluations: The moderating role of extension similarity

This research explores the effects of price information on brand extension evaluations across different levels of similarity. Brand extension similarity is proposed as a moderator of the effects of price on brand extension perceived quality, perceived value, and purchase intentions. Specifically, price is hypothesized to have a larger positive impact on perceived quality evaluations of dissimilar extensions, but a larger negative impact on perceived value and purchase intentions for similar extensions. Results indicate that a high-price introductory strategy used to suggest a high-quality product will likely be more effective for dissimilar extensions than similar extensions. The results of this research suggest a number of implications for new product pricing. Directions for subsequent research are offered as well. Valerie A. Taylor is an assistant professor of marketing in the College of Business Administration at the University of Tennessee at Chattanooga. She received her Ph.D. from the University of South Carolina. Her research interests include product branding strategies, and consumer perception and use of quality cues and signals, and health communication issues. Her research has been published inAdvances in Consumer Research andAmerican Marketing Association Educator's Proceedings. Her teaching interests include marketing communications, marketing strategy, consumer behavior, and marketing research. She has also held positions in the telecommunications industry. William O. Bearden is the Bank of America Chaired Professor of Marketing in the Darla Moore School of Business at the University of South Carolina. He is on the editorial review boards of theJournal of Marketing Research, theJournal of Consumer Research (JCR), theJournal of Marketing, theJournal of Retailing, and theMarketing Education Review and is currently serving as an associate editor forJCR. He has published frequently in theJournal of Marketing Research andJCR, and has a number of publications in other marketing and consumer research journals. His teaching and research interests include consumer behavior, marketing research, and the evaluation of marketing promotions.