A proposed model of external consumer information search

An enduring interest in consumer behavior is the investigation of external prepurchase information search. Past research has identified a large number of factors that have been found to influence the extent of information search. The purposes of this article are to summarize the external information search literature and then develop a more parsimonious model of information search. Specifically, we propose that the effects of these antecedents of information search are mediated by four variables: ability, motivation, costs, and benefits. This model integrates the psychological search literature by incorporating ability and motivation to search for information and the economic paradigm that centers on the perceived costs and benefits of information search. Propositions are developed based on this comprehensive model for future testing. Jeffrey B. Schmidt recently became an assistant professor of marketing at Kansas State University after completing his Ph.D. at Michigan State University. His research interests include new product development and international product strategy. His work has appeared in theJournal of Product Innovation Management andJournal of Business and Industrial Marketing as well as in various conference proceedings. He received his Ph.D. from Indiana University. His research interests include consumer satisfaction/dissatisfaction and issues involving consumer knowledge. His work has appeared in theJournal of the Academy of Marketing Science, Journal of Consumer Research, Journal of Marketing, Journal of Retailing, Journal of Services Marketing, Journal of Consumer Satisfaction, Dissatisfaction and Complaining Behavior, andJournal of Product Innovation as well as in various conference proceedings.     

Word of mouth activity as information search: A reappraisal

Studies on the diffusion of new products show that word-of-mouth activity WOMA) is an important influencer of consumer acceptance. WOMA has usually been defined primarily as information seeking behavior aimed at risk reduction prior to the purchase decision. To test this hypothesis, data on a new milk additive brand were used from a 1,100 state-wide sample conducted longitudinally. The findings were consistent in rejecting the hypothesis, therefore casting doubt on the exclusive information search nature of WOMA. The main implication is to view WOMA as a multiform communication activity including conversation types other than information search.     

Effects of accountability on symbolic information search and information analysis by organizational buyers

Most studies of the organizational buying process assume that buyers acquire and use information “prosocially”—to make better decisions and promote their company’s welfare. The authors propose, however, that demands to account for their behavior causes organizational buyers to also gather and use information for political purposes—to protect their own self-interest. The authors present the results of an empirical study that investigates the extent to which four types of accountability—informal, official, process, and decision accountability—result in political (or symbolic) information search and prosocial information analysis by organizational buyers. Study findings suggest that buyers accountable to superiors and those accountable to subordinates or peers engage in more symbolic information search. Buyers accountable for their decision-making process analyze information more extensively. Surprisingly, buyers accountable for decision outcomes neither search for symbolic information nor analyze information more extensively. She received her Ph.D. from the University of North Carolina at Chapel Hill. Her research interests include industrial buying behavior, business-to-business relationships, and international marketing. She has published articles in theJournal of International Marketing and theJournal of Macromarketing, as well as various conference proceedings. He received his Ph.D. from Northwestern University. His research interests are in the marketing strategy and public policy areas. His work has been published inJournal of Marketing, Journal of Consumer Research, Journal of Public Policy and Marketing, Journal of Advertising Research, and several other journals.     

对发展我国会计电算化的探讨

随着电子信息产业的不断发展,会计电算化在社会经济中的运用越来越广泛,随之而来的如何发展我国的会计电算化的问题也越来越引起人们的关注,本文以适应社会主义市场经济改革与发展的思路及目标为依据,顺应当今网络时代的发展潮流,面向加入世界贸易组织对中国会计改革与发展作一展望,针对如何发展我国会计电算化的有关问题进行探讨.     

Population density and type of purchase as explanatory variables in consumer information search

The principal purpose of this study is to bring empirical evidence to bear upon several aspects of consumer prepurchase information search. Particular attention is given to determining the extent to which observable variation in search patterns can be explained by population density and type of products purchased. Attention was drawn to these areas because of what appears to be fundamental weakness in modern regulatory policies and practices directed toward promotional strategies used in the consumer goods market and also because of the increase in the incidents of intervention by both state and federal regulatory bodies in the market place.     

未来会计信息披露探析

面对瞬息万变的市场环境,及时掌握与决策相关的会计信息,为决策提供理性支持,已成为会计信息使用者日趋强烈的要求.为提高会计信息的及时性和相关性,满足决策支持的需要,会计理论界和实务界还需努力探索.本文仅从会计信息披露的角度,分析会计信息披露的现状及原因,并以信息技术的迅猛发展为基础,提出了改善会计信息披露的途径.     

无形资产--人力资源开发会计信息研究

人力资源开发会计信息是无形资产理论在会计领域的深入和发展。科学地确认、计量、记录和报告会计主体的人力资产开发信息，确立劳动者在各会计主体中的地位，促使各会计主体有效利用人力资产，合理开发人力资产，具有十分重要的意义。本论文从无形资产——人力资源开发中的必要性入手，对无形资产——人力资源开发会计的确认、计量、记录和报告等信息进行研究。     

A longitudinal analysis of information source utilization

Research on various information sources and their relationships to the diffusion process has been extensive and representative of several theoretical positions. Despite many diverse, empirical investigations of information sources and the communication of innovations, the longitudinal analysis of the combination of information sources used by the adopting population has received relatively less attention. The purpose of the research reported here was to test several hypotheses concerned with longitudinal information source utilization by the population adopting a retail innovation.     

浅谈院校校务管理信息系统的建立

随着信息技术在各行各业的应用与普及,以信息经济、知识经济为主流的教育改革也在全国范围内拉开了帷幕.为提高院校内部管理水平,适应当前素质教育的学校管理要求和目标,要以面向标准化、开放式的Internet/Intranet技术为特色的完整的软件架构,逐步构建能够满足院校校务管理与教学的全套解决方案,实现与上级教育部门应用软件的无缝连接,达到教育数据的一致性、标准性和规范性.     

基于Intranet的教学管理信息化技术的可行性研究

本文基于Intranet技术对教学管理信息化进行研究,构建一个教学管理信息系统,以提高教学管理水平,改善教务人员的工作环境,实现教学管理工作的规范化和现代化。     

税务培训信息技术学科教学优化初探

随着我国税收信息化的不断深入发展,税务干部的信息化培训工作也在不断深入.加大信息人才的培养,全面提高税务干部的信息素质成为一个必然的趋势.如何对税务干部进行信息技术的培训,从而使其熟练掌握各种信息技能,全面提高工作效率,成为从事信息技术培训的教师必须面临和思考的问题.     

高等专科院校会计电算化实验教学的探讨

当前,会计电算化实验教学是教学的薄弱环节,在人力、物力、财力等方面投入力度不够大,理论与实践脱节严重,我们应在明确实验教学的目标和任务的同时,建立科学的会计电算化实验教学体系以及运用网络和多媒体等现代教学手段,提高会计电算化实验教学的水平。     

企业会计信息质量问题研究

我国加入WTO后,企业发展受到前所未有的机遇和挑战,而作为了解企业发展的重要依据--会计信息就显得尤其重要了,我国企业会计信息质量的状况如何,以及产生的原因及如何提高会计信息质量,笔者在这里将进行一些探讨.     

Susceptibility to and impact of interpersonal influence in an investment context

This paper demonstrates the relevance of consumers’ susceptibility to interpersonal influence (CSII) in an investment context. In Study 1, a survey of individual investors, investment-related knowledge, psycho-social risks, and social needs emerge as antecedents that explain investors’ susceptibility to informational and normative influence. In turn, susceptibility to normative influences increases transaction frequency, whereas susceptibility to informational influences decreases transaction frequency. The experiments in Studies 2 and 3 indicate the impact of interpersonal influences on consumers’ investment decisions in a voluntary (free choice) and involuntary (confrontation) setting and check whether CSII moderates the impact of interpersonal influences. Consumers’ investment choices are consistently influenced by the information and opinions of others, whereas CSII only strengthens the impact of interpersonal influence in a voluntary informational setting.     

信息的本质与信息哲学

随着对信息哲学问题研究的深入,信息哲学已成为信息学界和哲学界的热点问题和研究领域之一。对信息哲学本质的揭示使哲学研究面临又一次的转向,信息哲学将成为科学技术哲学的一个新的范式。信息哲学的确立不仅是学科自身内在发展规律的具体体现,而且也是当今信息时代发展的必然要求。     

人际传播理论在景区营销中的应用研究

景区营销中最常使用的是各种大众媒体,但是对于成本低、效果好的人际传播渠道使用较少。人际传播学中的意见领袖理论、信息把关人理论和创新扩散理论都能在景区营销中发挥重要作用。对于景区营销来说,人际传播是不可忽视的一条信息渠道,潜在游客最多使用的和最信赖的就是这条信息渠道。     

基于GIS的河南省旅游信息系统研究

根据河南省旅游资源的实际情况,从信息系统的管理开发和软件工程的角度出发,设计了基于GIS的河南省旅游信息系统.该系统具有强大的空间信息管理、属性数据查询、三维影像显示、空间信息分析等功能.在多媒体的功能设计上,做到以游客为中心的原则,帮助游客在旅游时进行决策,使游客可以通过互联网查询旅游和服务设施信息.该系统的研究力图对河南省旅游业的信息化建设起到一定推动的作用.     

The role of interpersonal liking in building trust in long-term channel relationships

This article explores the important role of liking in the development of the buyer’s trust in the sales rep. The authors argue that liking’s role is richer and qualitatively different from that of the more cognitive antecedents of trust. They posit that many cognitive antecedents of trust operate mainly through liking. They argue that as the buyer-sales rep relationship matures, liking plays an even more important role in influencing trust. The authors empirically test a model delineating the mediating role of liking in developing trust. They find that when the relationship between the buyer and the sales rep is young, liking partially mediates the effect of similarity of business values and fully mediates the influence of frequency of personal interaction on trust. Moreover, as the buyer’s relationship with the rep ages, liking takes the foreground in trust development, while more cognitive antecedents recede into the background. Carolyn Y. Nicholson (Ph.D., Virginia Polytechnic Institute and State University) is an assistant professor of marketing at Stetson University. Her current research areas include forms and uses of communication in distribution channels, trust and commitment in marketing relationships, and Internet marketing. Her research has appeared in theJournal of Retailing, along with numerous national conference proceedings. Larry D. Compeau (Ph.D., Virginia Polytechnic Institute and State University) is an associate professor of marketing at Clarkson University. His research has appeared in theJournal of Public Policy & Marketing and theJournal of Business Research. He has recently coedited a special issue of theJournal of Public Policy & Marketing on pricing. His research has appeared in numerous national conference proceedings. Rajesh Sethi (Ph.D., University of Pittsburgh) is an assistant processor of marketing at Clarkson University. His current research areas include new product development, cross-functional teams, Web-based new product development, and electronic commerce. He has published in theJournal of Marketing, theJournal of Marketing Research, theJournal of the Academy of Marketing Science, and theJournal of Social Policy and Public Management. He also has published in numerous national conference proceedings.     

试论我国饭店信息化的锁定与对策

全球信息化、网络化的发展推动了饭店信息化由初级向高级发展,由简单向复杂演进,目前已经经过了第五代。我国饭店信息化的发展起步较晚,许多饭店管理系统是从国外引进的,但是发展速度较快,适合我国国情的管理系统纷纷出现。然而,目前值得注意的是我国饭店信息化过程中面临着信息“锁定”问题,影响我国饭店信息化的发展。文章分析了饭店信息化锁定产生的原因,并针对我国的实际,提出切合实际的应对措施。     

Antecedents and consequences of adaptive selling confidence and behavior: a dyadic analysis of salespeople and their customers

Personal selling is thought to be a very effective marketing vehicle. The notion of adaptive selling suggests that it should work better than any other means of communication because salespeople are able to develop a unique message for each customer. This research proposes a model of key antecedents and consequences of adaptive selling. In particular, we distinguish, measure, and model the attitudinal and behavioral aspects of adaptive selling, something that is encouraged but not thoroughly examined in the literature. Hypotheses are tested using data from 210 salesperson-customer dyads. The results indicate that a salesperson’s perception of the firm’s customer orientation has an effect on adaptive selling behavior through the salesperson’s adaptive selling confidence, role ambiguity, intrinsic motivation and customer-qualification skills. Adaptive selling behavior increases salesperson’s outcome performance, customers’ evaluations of satisfaction with the product and with the salesperson, which enhance customers’ anticipation of future interactions with the salesperson. The implications for management and theory are discussed.