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1.
An examination of selected marketing mix elements and brand equity 总被引:46,自引:0,他引:46
Boonghee Yoo Naveen Donthu Sungho Lee 《Journal of the Academy of Marketing Science》2000,28(2):195-211
This study explores the relationships between selected marketing mix elements and the creation of brand equity. The authors
propose a conceptual framework in which marketing elements are related to the dimensions of brand equity, that is, perceived
quality, brand loyalty, and brand associations combined with brand awareness. These dimensions are then related to brand equity.
The empirical tests using a structural equation model support the research hypotheses. The results show that frequent price
promotions, such as price deals, are related to low brand equity, whereas high advertising spending, high price, good store
image, and high distribution intensity are related to high brand equity.
Boonghee Yoo (Ph.D., Georgia State University) is an assistant professor of marketing at St. Cloud State University. His research interests
include brand equity, cross-cultural scale development, service quality, retail productivity, Internet marketing, and marketing
methodology. He has published previously in theJournal of Retailing, theJournal of Business Research, theJournal of Business & Industrial Marketing, theJournal of Service Research, and theJournal of Marketing Channels.
Naveen Donthu (Ph. D., University of Texas, Austin) is a professor of marketing at Georgia State University. His research interests center
on research methodology, site selection models, comparative and outdoor advertising, brand equity, Hispanic consumer research,
cross-cultural issues, and customer satisfaction. His work has appeared in journals such asMarketing Science, theJournal of Marketing Research, theJournal of Consumer Research, theJournal of the Academy of Marketing Science, theJournal of Advertising, theJournal of Advertising Research, theJournal of Retailing, and theJournal of Business Research.
Sungho Lee (Ph.D., University of Illinois at Urbana-Champaign) is an assistant professor of marketing at the University of Seoul, South
Korea. His research focuses on understanding consumers’ cognitive processing of brand and price information, brand extension
and brand equity, and advertising-driven persuasion processes. He has published previously inAdvances in Consumer Research, Asia-Pacific Advances in Consumer Research, Academy of Marketing Science-World Marketing Congress,
Korean Marketing Review, andKorean Management Review. 相似文献
2.
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
3.
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
4.
The effects of price on brand extension evaluations: The moderating role of extension similarity 总被引:2,自引:0,他引:2
Valerie A. Taylor William O. Bearden 《Journal of the Academy of Marketing Science》2002,30(2):131-140
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. 相似文献
5.
This research focuses on the diffusion patterns of the adjacent generations of technology and its relation to the time that
elapses between them (intergeneration time). The authors analyze 45 new technologies in 15 industries and find that the adoption
curves systematically vary across generations from 2 years for dynamic random-access memory (DRAM) chips to more than 30 years
for steelmaking. The longer the intergeneration time, the slower the adoption of the subsequent technology. Even though once
the adoption begins imitation is greater for subsequent technologies, the slow initial innovation rate, driven by resistance
to upgrading, retards adoption. The authors also demonstrate that predictions based on intergeneration time plus average patterns
are more accurate than data-based predictions early in life cycles when such predictions are most crucial. Improved early
predictions can provide advantages in terms of both making go versus no-go decisions and planning marketing and production.
Jae H. Pae (Ph.D., Columbia University) is an assistant professor of marketing at Hong Kong Polytechnic University. He received his
B.A. in anthropology from Seoul National University, Korea. His current research interests include adoption of innovation,
new product forecasting, and marketing strategy. He has published in several journals, including theJournal of Product Innovation Management, theJournal of Business Research, and theJournal of Advertising Research.
Donald R. Lehmann (Ph.D., Purdue University) is George E. Warren Professor of Business at Columbia University Graduate School of Business.
He has a B.S. degree in mathematics from Union College, Schenectady, New York, and an M.S.I.A. and Ph.D. from the Krannert
School of Purdue University. His research interests include modeling individual choice and decision making, understanding
group and interdependent decisions, meta-analysis, and the introduction and adoption of innovations. He has taught courses
in marketing, management, and statistics at Columbia and has also taught at Cornell, Dartmouth, and New York University. He
has published in and served on the editorial boards of theJournal of Consumer Research, theJournal of Marketing, theJournal of Marketing Research, Management Science, andMarketing Science and was founding editor ofMarketing Letters. In addition to numerous journal articles, he has published four books:Marketing Research and Analysis, Analysis for Marketing Planning, Product Management, andMeta Analysis in Marketing. He has served as executive director of the Marketing Science Institute and as president of the Association for Consumer
Research. 相似文献
6.
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
7.
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
8.
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
9.
This article examines factors leading to a firm’s satisfaction with its marketing channels. The authors build on existing
studies of consumer satisfaction and the channels literature. They add a transaction cost factor and use the discrepancy model
to examine the determinants of satisfaction. Findings from a survey of Canadian exporters show that a firm’s domestic performance,
its previous experience, the uncertainty it faces, and its ability to change channels and monitor channel operations all provide
significant explanations for management satisfaction.
He received his Ph.D. degree from the University of Toronto. His research interests are in the areas of international marketing,
channels of distribution, and marketing strategy. Professor Klein has published articles in theJournal of the Academy of Marketing Science, andJournal of Marketing Research, andInternational Marketing Review.
He received his Ph.d. degree from the University of Toronto. His research interests are in the areas of new product development,
satisfaction research, and retailing. Professor Roth has published articles in theJournal of Marketing Research, theServices Industry Journal, andInternational Marketing Review. 相似文献
10.
U. N. Umesh Robert A. Peterson Michelle McCann-Nelson Rajiv Vaidyanathan 《Journal of the Academy of Marketing Science》1996,24(1):17-26
Considerable attention is typically given to Type I and Type II errors when conducting empirical research. This article presents
an error, often ignored in marketing and consumer behavior research, termed Type IV error. This error results from the improper
investigation of interactions in an analysis of variance. A review of research published inJournal of Marketing Research andJournal of Consumer Research found widespread occurrence of Type IV errors. Illustrative improper interpretations of interactions are discussed and approaches
for properly investigating interactions are presented. Situations where interactions need to be tested and interpreted are
noted. These situations are contrasted with those where it is more appropriate to examine cell mean differences. The correct
use of graphs of cell means is also discussed. Guidelines are presented for avoiding Type IV errors.
He has previously been a visiting associate professor at the Wharton School and visiting research fellow at the IC2 Institute, University of Texas at Austin, where he has also taught at the marketing department. He has published in theJournal of Marketing Research, Journal of Marketing, Psychometrika, Marketing Letters, Sociological Methods & Research, Decision
Sciences, and other journals. He has won a number of teaching awards.
A former editor of theJournal of the Academy of Marketing Science and theJournal of Marketing Research, he is currently working on a book on the direct selling industry.
She has published in theJournal of Current Issues and Research in Advertising, theJournal of Professional Services Marketing, and in many national and international conference proceedings.
He received his Ph.D. from Washington State University. His research interests include the examination of how consumers perceive
prices and evaluate advertised deals. He has published in the proceedings of several national and international conferences. 相似文献
11.
The effects of extrinsic product cues on consumers’ perceptions of quality, sacrifice, and value 总被引:2,自引:0,他引:2
The authors report the results of two experiments designed to test the effects of extrinsic cues—price, brand name, store
name, and country of origin—on consumers’ perceptions of quality, sacrifice, and value. The results of the experiments support
hypothesized linkages between (a) each of the four experimentally manipulated extrinsic cues and perceived quality, (b) price
and perceived sacrifice, (c) perceived quality and perceived value, and (d) perceived sacrifice and perceived value. The results
also indicate that the linkages between the extrinsic cues and perceived value are mediated by perceived quality and sacrifice.
R. Kenneth Teas is a distinguished professor of business in the Department of Marketing, College of Business, Iowa State University. He received
his Ph.D. from the University of Oklahoma. His areas of research include consumer behavior and decision processes, marketing
research methods, services marketing, and sales force management. His articles have been published in numerous journals, including
theJournal of Marketing, theJournal of Marketing Research, theJournal of Consumer Research, theJournal of the Academy of Marketing Science, theAmerican Journal of Agricultural Economics, theJournal of Retailing, theJournal of Personal Selling and Sales Management, theJournal of Occupational Psychology, andIndustrial Marketing Management.
Sanjeev Agarwal is an associate professor in the Department of Marketing, College of Business, Iowa State University. He received his Ph.D.
from The Ohio State University. His areas of research include multinational marketing strategies, modes of foreign market
entry, and sales force management. His articles have been published in theJournal of Consumer Research, theJournal of International Marketing, International Marketing Review, Industrial Marketing Management, theJournal of International Business Studies, theJournal of the Academy of Marketing Science, and theJournal of Personal Selling and Sales Management. 相似文献
12.
Determinants of online channel use and overall satisfaction with a relational,multichannel service provider 总被引:2,自引:0,他引:2
Mitzi M. Montoya-Weiss Glenn B. Voss Dhruv Grewal 《Journal of the Academy of Marketing Science》2003,31(4):448-458
This study examines what drives customers' use of an online channel in a relational, multichannel environment. The authors
propose a conceptual model of the determinants of online channel use and overall satisfaction with the service provider. They
then conduct two large-scale studies in different service contexts to test the model. The results show that Web site design
characteristics affect customer evaluations of online channel service quality and risk, which in turn drive online channel
use. Customers' overall satisfaction with the service provider is determined by the service quality provided through both
the online channel and the traditional channel. The results offer insights into the trade-offs that multichannel service providers
face as they attempt to influence online channel use while maintaining or enhancing overall customer satisfaction.
Mitzi M. Montoya-Weiss (m_mw@ncsu.edu) (Ph.D., Michigan State University) is a professor of marketing in the Department of Business Management at
North Carolina State University. Her research interests include new product development and adoption, virtual teams, and knowledge
management. Her research has appeared inMarketing Science, Management Science, Decision Sciences, theAcademy of Management Journal, theJournal of Product Innovation Management, and other scholarly journals. She has taught courses in marketing management, product and brand management, and management
of technology.
Glenn B. Voss (gvoss@ncsu.edu) (Ph.D., Texas A&M University) is an associate professor of marketing in the Department of Business Management
at North Carolina State University. His research interests include relationship and services marketing, creativity and entrepreneurship,
and retail pricing strategies. His research has appeared in theJournal of Marketing, Organization Science, theJournal of Retailing, Marketing Letters, theJournal of the Academy of Marketing Science, and other scholarly journal. He currently serves on the editorial review board of theJournal of the Academy of Marketing Science and has served as an ad hoc reviewer for theJournal of Marketing, theJournal of Marketing Research, theJournal of Retailing, and theJournal of Business Research. He has taught courses in marketing strategy, electronic marketing, and nonprofit management in MBA programs in the United
States and Europe.
Dhruv Grewal (dgrewal@babson.edu) (Ph.D., Virginia Polytechnic Institute) is the Toyota Chair in E-Commerce and Electronic Business in
Babson College. His research and teaching interests focus on e-business, global marketing, value-based marketing strategies,
and understanding the voice of the customer (market research). He is also co-editor of theJournal of Retailing. He has published more than 50 articles in outlets such as theJournal of Marketing, theJournal of Consumer Research, theJournal of Marketing Research, and theJournal of Retailing. He currently serves on the editorial review boards of theJournal of Marketing, theJournal of Retailing, theJournal of Public Policy & Marketing, and theJournal of Product and Brand Management. 相似文献
13.
The effect of four potential information load-producing variables on decision strategies and decision time and accuracy was
examined. These variables included two task-effects, the number of alternatives and attributes, and two context effects, the
variability of information on the attributes and alternative similarity. Number of alternatives had the most impact on decision
strategies, which were determined via protocols collected during a decision task. The four loadproducing variables all had
a significant effect on decision time, with the task-effect variables having the greatest influence. Of the two load-producing
variables that showed a significant relationship with decision accuracy, alternative similarity had the most impact.
He received his Ph.D. from the University of Oregon. His research has been published in theJournal of Consumer Research, theJournal of Accountancy, theJournal of Marketing Research, theJournal of the Market Research Society, and other journals and proceedings.
He received his Ph.D. from the University of Oregon. His research has been published in theJournal of Consumer Research, theJournal of Public Policy and Marketing, theJournal of Business Research, theJournal of Consumer Affairs, and other journals and proceedings. 相似文献
14.
Spreading the word: Investigating antecedents of consumers’ positive word-of-mouth intentions and behaviors in a retailing context 总被引:6,自引:0,他引:6
Tom J. Brown Thomas E. Barry Peter A. Dacin Richard F. Gunst 《Journal of the Academy of Marketing Science》2005,33(2):123-138
Empirical studies investigating the antecedents of positive word of mouth (WOM) typically focus on the direct effects of consumers’
satisfaction and dissatisfaction with previous purchasing experiences. The authors develop and test a more comprehensive model
of the antecedents of positive. WOM (both intentions and behaviors), including consumer identification and commitment. Specifically,
they hypothesize and test commitment as a mediator and moderator of satisfaction on positive WOM and commitment as a mediator
of identification on WOM. Using data obtained from customers of a retailer offering both products and services, they find
support for all hypothesized relationships with WOM intentions and/or WOM behaviors as the dependent variable. The authors
conclude with a discussion of their findings and implications for both marketing theory and practice.
Tom J. Brown (tomb@okstate.edu) is Ardmore Professor of Business Administration and an associate professor of marketing at Oklahoma State
University. He received his Ph.D. from the University of Wisconsin-Madison. His articles have appeared in leading marketing
journals including theJournal of Marketing Research, theJournal 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.).
Thomas E. Barry (tbarry@mail.smu.edu) is a professor of marketing and vice president for executive affairs at Southern Methodist University
in Dallas, Texas. He received his Ph.D. from the University of North Texas. His primary teaching and research interests are
in the areas of integrated marketing communications, marketing management, brand equity, loyalty, and advertising effectiveness.
His research has appeared in numerous journals including theJournal of Marketing Research, theJournal of Advertising Research, theJournal of Advertising, theJournal of Consumer Psychology, and theJournal of the Academy of Marketing Science. He is the author or coauthor of two books in marketing and advertising management. He has consulted for a variety of firms
and is a director on four boards. In 1995, he received the Outstanding Contributions in Advertising Research Award from the
American Academy of Advertising.
Peter A. Dacin (pdacin@business.queens.ca) is a professor of marketing at Queen’s University in Kingston, Ontario, Canada. He received his
Ph.D. from the University of Toronto. His primary teaching and research interests lie in consumer/managerial judgment formation,
brand equity/dilution, corporate reputation, and research methods and design. He has also published in the area of sales force
management. His research has appeared in several leading journals including theJournal of Marketing, theJournal of Marketing Research, and theJournal of Consumer Research. In addition, he has published in numerous conference proceedings. He is currently the chair of the American Marketing Association’s
ConsumerBehavior Special Interest Group, serves on the Academic Council of the American Marketing Association, and is cofounder
of the Corporate Identity/Associations Research Group.
Richard F. Gunst (rgunst@mail.smu.edu) is a professor and chair of the Department of Statistical Science at Southern Methodist University
(SMU) in Dallas, Texas. He received his Ph.D. from SMU. His primary teaching and research interests are in the areas of linear
and nonlinear modeling and regression analysis, with an emphasis on spatial statistical modeling. He has co-authored three
books on regression analysis and the statistical design and analysis of experiments, in addition to publishing scholarly articles
in theJournal of the American Statistical Association, Biometrika, Biometrics, andTechnometrics. He has received the W. J. Youden (1974, 1985) and Frank Wilcoxon (1994) Publication Awards fromTechnometrics, and the American Statistical Association’s Award for Outstanding Statistical Application Award (1994). He is a fellow of
the American Statistical Association and received its Founders Award in 1999. 相似文献
15.
Customers’ reactions to price increases: Do customer satisfaction and perceived motive fairness matter? 总被引:1,自引:0,他引:1
Christian Homburg Wayne D. Hoyer Nicole Koschate 《Journal of the Academy of Marketing Science》2005,33(1):36-49
Most of the previous research on price changes has focused on price decreases. This article investigates the effects of price
increases at an individual level. The authors argue that customers’ reactions to price increases (i.e., repurchase intentions)
are strongly driven by two factors: the magnitude of the price increase and the perceived fairness of the motive for the price
increase. In this context, the authors examine the role of customer satisfaction in influencing the impact of these two variables
on repurchase intentions after a price increase. Their findings reveal that as satisfaction increases, the negative impact
of the magnitude of a price increase is weakened. Furthermore, the results suggest that satisfaction moderates the impact
of perceived motive fairness. The authors also find that the level of satisfaction can influence the valence of the perceived
motives in response to a price increase.
Christian Homburg (homburg@bwl.uni-mannheim.de) is a professor of marketing and chair of the Marketing Department at the University of Mannheim,
Germany. He also serves as director of this university’s Institute for Market-Oriented Management. He holds master’s degrees
in business administration and mathematics and a Ph.D. in business administration from the University of Karlsruhe, Germany.
He also holds a habilitation degree from the University of Mainz, Germany. His research interests include market-oriented
management, buyer-seller relationships, and business-to-business marketing. He has published in theJournal of Marketing, the Journal of Marketing Research, Strategic Management Journal, the Journal of the Academy of Marketing
Science, and theInternational Journal of Research in Marketing. He is also the founder of Professor Homburg & Partners, an internationally operating management consulting firm.
Wayne D. Hoyer (wayne.hoyer@bus.utexas.edu) is the the James L. Bayless/William S. Farish Fund Chair for Free Enterprise, the chairman of
the Department of Marketing, and the director of the Center for Customer Insight in the McCombs School of Business at the
University of Texas at Austin. He received his Ph.D., M.S., and B.A. from Purdue University in the area of consumer psychology.
He has published more than 60 articles in various forums including theJournal of Consumer Research, theJournal of Marketing Research, theJournal of Marketing, the Journal of Advertising Research, and theJournal of Retailing. His research interests include customer insight and relationship management, consumer information processing and decision
making (especially low-involvement decision-making), and advertising effects (most particularly, miscomprehension and the
impact of humor).
Nicole Koschate (nicole.koschate@bwl.uni-mannheim.de) is an assistant professor of marketing in the School of Business Administration at
the University of Mannheim, Germany. She holds a double master’s degree in business administration and psychology and a Ph.D.
in marketing from the University of Mannheim, Germany. Her current research areas include pricing, customer insight, dynamic
issues in marketing phenomena, and buyerseller relationships. Her research appears in several outlets, including theJournal of Marketing. 相似文献
16.
Xing Pan Brian T. Ratchford Venkatesh Shankar 《Journal of the Academy of Marketing Science》2002,30(4):433-445
It has been hypothesized that the online medium and the Internet lower search costs and that electronic markets are more competitive
than conventional markets. This suggests that price dispersion of an item with the same measured characteristics across sellers
at a given point in time for identical products sold by e-tailers online should be smaller than it is offline, but some recent
empirical evidence reveals the opposite. Based on an empirical analysis of 105 e-tailers comprising 6.739 price observations
for 581 items in eight product categories, the authors show that online price dispersion is persistent, even after controlling
for e-tailer heterogeneity. The general conclusion is that the proportion of the price dispersion explained by e-tailer characteristics
is small. Also, after controlling for differences in e-tailer service quality, prices at pure-play e-tailers are equal to
or lower than those at bricks-and-clicks e-tailers for all categories except books and computer software.
Xing Pan is a doctoral candidate in marketing at the Robert H. Smith School of Business, University of Maryland. His research interests
include pricing, electronic commerce, industrial organization, and consumer economics. His dissertation, which investigates
price dispersion and price competition in online retail markets, won the 12th Annual Doctoral Research Fellowship awarded
by the Economic Club of Washington. He has published in theAdvances in Applied Microeconomics and has presented several papers at Marketing Science conferences and MSI conferences.
Brian T. Ratchford holds the Pepsico Chair in Consumer Research at the Robert H. Smith School of Business at the University of Maryland. He
holds M.B.A. and Ph.D. degrees from the University of Rochester. His research interests are in economics applied to the study
of consumer behavior, information economics, and marketing productivity. He has published more than 30 articles in the leading
journals in marketing and related fields, includingJournal of Consumer Research, Marketing Science, Management Science, andJournal of Marketing Research. He is past editor ofMarketing Science and currently on the editorial review boards ofJournal of Consumer Research, Journal of Marketing Research, andJournal of Retailing.
Venkatesh (Venky) Shankar is the Ralph J. Tyser Fellow and a professor of marketing and entrepreneurship at the Robert H. Smith School of Business,
University of Maryland. His research interests include e-business, competitive strategy, international marketing, pricing,
innovation, and supply chain management. His research has been published in journals such as theJournal of Marketing Research, Marketing Science, Marketing Letters, and theJournal of Retailing. He is an associate editor ofManagement Science and is also on the editorial boards ofMarketing Science, International Journal of Research in Marketing, Journal of Retailing, and theJournal of the Academy of Marketing Science. He was a visiting faculty member at the Sloan School of Management, MIT, last year and has also taught at the Chinese European
International Business School, Shanghai. 相似文献
17.
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
18.
Consumer evaluations of corporate brand redeployments 总被引:1,自引:0,他引:1
Anupam Jaju Christopher Joiner Srinivas K. Reddy 《Journal of the Academy of Marketing Science》2006,34(2):206-215
There has been little attention paid to the management of corporate brand names as part of the merger and acquisition process.
As an initial step towards developing a better understanding of this brand redeployment decision the authors consider the
reactions of one important stakeholder group—consumers—to alternative strategies. Specifically, the authors discuss the importance
of the corporate branding decision in the M&A process and present a typology of alternative redeployment strategies as well
as an exploratory study examining reactions to different postmerger branding strategies. The authors find evidence that the
brand equity related to corporate brands is often decreased as a result of M&A activities and that individuals react differently
to mergers employing different redeployment strategies. These results emphasize the need for firms to evaluate the corporate
branding component of M&A activities as part of the process of managing corporate brands and should generate interest and
research in this managerially relevant area.
Anupam Jaju (ajaju@gmu.edu) is an assistant professor of marketing at George Mason University. He received his Ph.D. from the University
of Georgia at Athens. His articles have appeared in leading marketing journals, including theJournal of the Academy of Marketing Science, theJournal of International Management, Marketing Theory, andMarketing Education Review. His current research focuses primarily on exploring three interrelated domains of business: the link between corporate and
functional (marketing) strategy, the market orientation of corporate strategies, and the market and customer-related consequences
of corporate strategy.
Christopher Joiner (cjoiner@gmu.edu) is an assistant professor of marketing at George Mason University. He received his Ph.D. from the University
of Minnesota. His articles have appeared in leading marketing journals, including theJournal of Marketing, theJournal of Consumer Psychology, the Journal of Current Issues and Research in Advertising, andAdvances in Consumer Research.
Srinivas K. Reddy (sreddy@terry.uga.edu) is the Robert O. Arnold Professor of Marketing and the director of the Coca-Cola Center for Marketing
Studies at the Terry College of Business, University of Georgia. He received his Ph.D. from Columbia University. He has taught
previously at New York University, Columbia University, and the University of California, Los Angeles, and was a visiting
professor at Stanford Business School. His research on brand and marketing strategy and has been published in theJournal of Marketing, theJournal of Marketing Research, Management Science, Marketing Letters, theJournal of the Academy of Marketing Science, and theJournal of Business Research. His current research interests include the financial and marketing impacts of brand failure and understanding the value
of creative products such fine art. 相似文献
19.
Attitude basis,certainty, and challenge alignment: A case of negative brand publicity 总被引:4,自引:0,他引:4
Chris Pullig Richard G. Netemeyer Abhijit Biswas 《Journal of the Academy of Marketing Science》2006,34(4):528-542
By integrating research from attitude challenge matching and consumer alignment and judgment revision, the authors explore
how firms can position brands to insulate them from negative publicity and how consumers evaluate brands in reaction to such
publicity. They introduce an important moderator of brand evaluation revision, prior brand attitude certainty, and propose
that when negative publicity matches or “aligns” with the basis of a brand attitude, certainty in that attitude interacts
with the attitude, determining the affect of the negative publicity on brand evaluations. The results of two experiments suggest
that prior brand attitudes held with high certainty tend to “nsulate” brands, even when negative publicity matches or aligns
with the bases of brand attitudes, whereas brand attitudes held with low certainty may exacerbate the effects of negative
event publicity. The results also show that multiplex positioning (positioning a brand with both performance-and values-based
attributes) may insulate brands more effectively from negative publicity.
Chris Pullig (chris_pullig@baylor.edu) is an assistant professor of marketing in the Hankamer School of Business at Baylor University.
Before beginning his academic career, Professor Pullig worked in the retail industry as the CEO of a chain of specialty clothing
stores and also as a consultant with the Small Business Administration. He received his Ph.D. from Louisiana State University
and was previously on the faculty at the University of Virginia. His research is in consumer attitudes and decision making,
with an emphasis on effective creation and the protection of consumer-based brand equity. His previous work has been published
in theJournal of Marketing, theJournal of the Academy of Marketing Science, theJournal of Retailing, theJournal of Consumer Psychology, theJournal of Public Policy and Marketing, and others.
Richard G. Netemeyer (rgn3p@virginia.edu) is the Ralph A. Beeton Professor of Free Enterprise in the Mclntire School of Commerce at the University
of Virginia. He received his PhD in business administration from the University of South Carolina in 1986. From 1986 to 2001,
he was a member of the Marketing Department in the College of Business at Louisiana State University. In 2001, he joined the
faculty at Mclntire. His substantive research interests include’ consumer and organizational behavior topics and public policy
and social issues. His methodological research interests focus on survey methods and measurement. His research has been published
in theJournal of Marketing, theJournal of Marketing Research, theJournal of Consumer Research, theJournal of Applied Psychology, theAmerican Journal of Public Health, and others.
Abhijit Biswas (a.biswas@wayne.edu) is the Kmart Endowed Chair and Professor of Marketing at the School of Business Administration, Wayne
State University. He received his PhD from the University of Houston. His research interest is primarily in the area of pricing
and consumer behavior, and he has published numerous research papers in journals such as theJournal of Marketing, theJournal of the Academy of Marketing Science, theJournal of Retailing, theJournal of Consumer Psychology, theJournal of Public Policy and Marketing, theJournal of Advertising, theJournal of Business Research, Psychology and Marketing, Marketing Letters, and other refereed journals and proceedings. He currently serves on the editorial boards of theJournal of the Academy of Marketing Science and theJournal of Public Policy and Marketing and is the associate editor for the Business and Marketing Research track of the Journal of Business Research. 相似文献
20.
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