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1.
Robert A. Mittelstaedt 《Journal of the Academy of Marketing Science》1990,18(4):303-311
This paper traces the development of the subdiscipline of marketing known as “consumer behavior” and its literature which
grew during the 1950s and 1960s and at an increasing rate during the 1970s. In spite of marketing's roots in economics, it
cam to rely more heavily on psychology as a source for conceptual borrowing. It is suggested that this may have resulted from
greater congruity between marketing scholars and psychologists with respect to research purposes and philosophies of science. 相似文献
2.
This paper examines the early contributions of women to marketing thought with particular emphasis on marketing's evolving
interest in the consumer. The emergence of marketing and home economics in the beginning of the present century provides a
background for development of consumer theory and the relationships between these two disciplines. In addition, the contributions
of women more closely aligned with mainstream marketing thought in the first half of the century are described and the significance
of the “feminine perspective” and unique understanding of the consumer is demonstrated. 相似文献
3.
秒杀作为一种新兴的网络营销方式正日益受到关注,但对于秒杀情境中消费者购买决策的心理过程及行为机制还少有研究.基于理论研究和实证分析,文章分析了秒杀式营销下消费者的购买决策过程,指出消费者参与秒杀有求廉、求同和求新3种动机;秒杀式营销下的消费者簇群可以划分为冲动型、理智型和摇摆型;秒杀情境下消费者存在计划性秒杀和即时性秒杀两种购买决策型态.最后,针对理论分析,提出了企业开展秒杀式营销的策略建议. 相似文献
4.
Revisiting marketing's lawlike generalizations 总被引:1,自引:0,他引:1
Since being recognized as a separate field of inquiry over 75 years ago, marketing has made enormous strides in terms of becoming
a scholarly discipline. Marketing scholars have used scientific approaches to discover and document a number of regularities
pertaining to consumer behavior and marketing exchages. Many regularities that have been empirically validated have achieved
the status of “lawlike generalizations.” In this article, the authors first classify these generalizations into four categories:
location centric, time centric, market centric, and competition centric. They then argue that each category is now being affected
by at least one major contextual discontinuity that is likely to challenge the relevance, if not validity, of these well-accepted
lawlike generalizations. The authors also identify important questions stemming from these discontinuities and issue a call
for further research to discover new insights and paradigms.
Jagdish N. Sheth is the Charles Kellstadt Professor of Marketing at the Gouizeta Business School, Emory University. He has published 26 books
and more than 200 articles in marketing and other business disciplines. His book,The Theory of Buyer Behavior (with John A. Howard), is a classic in the field of consumer behavior and is one of the most cited works in marketing. his
other books includeMarketing Theory: Evolution and Evaluation (with David Gardner and Dennis Garrett) andConsumption Values and Market Choices: Theory and Applications (with Bruce Newman and Barbara Gross).
Rajendra S. Sisodia is Trustee Professor of Marketing at Bentley College. Previously, he was an associate professor of marketing and director
of executive programs at George Mason University and assistant professor of marketing at Boston University. He has a Ph.D.
in marketing from Columbia University. He has published more than 40 articles in journals such asHarvard Business Review, Journal of Business Strategy, Marketing Letters, andMarketing Management. He has also authored about two dozen cases, primarily on strategic and marketing issues in the telecommunications industry,
as well as a number of telecommunications industry and company analyses. 相似文献
5.
Extending the service-dominant logic: from customer centricity to balanced centricity 总被引:3,自引:0,他引:3
Evert Gummesson 《Journal of the Academy of Marketing Science》2008,36(1):15-17
This is a contribution to the reorientation of marketing. It aligns the service-dominant logic with other developments in
marketing and management. It claims that the marketing concept and customer-centricity are too limited as a foundation for
marketing and have not—and cannot—but partially be implemented in practice. It urges marketing scholars and educators to accept
the complexity of marketing and develop and teach a network-based stakeholder approach—balanced centricity—epitomized by the
concept of many-to-many marketing. 相似文献
6.
The Journal of the Academy of Marketing Science was started 40 years ago, at a time when “marketing in society” issues were capturing much attention from marketing scholars.
Since that time both the field and this journal have grown and matured, but the marketing in society area has become somewhat
removed from the dominant perspectives of marketing scholarship. This paper provides an historical perspective on these developments
and offers an examination of the fundamental role of societal interests in our field. Six basic topics are explored: (1) the
hundred years of history of marketing thought development, as reflected in the “4 Eras” of marketing thought; (2) the ebbs
and flows of attention to marketing in society topics during these 4 Eras; (3) two illustrations of difficulties brought about
by this area’s move to sideline status in the field; (4) our concept of the “aggregate marketing system” as a basis for appreciating
the centrality of this research area for the field of marketing; (5) the nature of marketing in society research today; and
(6) a discussion of several research challenges and opportunities for the future. 相似文献
7.
Hyokjin Kwak Anupam Jaju Trina Larsen 《Journal of the Academy of Marketing Science》2006,34(3):367-385
Consumer ethnocentrism is an important concept that is used to understand international marketing phenomena. In this article,
the authors conduct two empirical studies. Using consumer data from the United States, South Korea, and India (three diverse
cultural and economic environments), they explore six hypotheses. In Stage 1, the results suggest that across all three countries,
consumer ethnocentrism provokes negative attitudes toward both foreign advertisements and foreign products. The authors identify
a set of consumer variables (i.e., consumers’ global mind-set) that may mediate consumers’ unfavorable attitudes toward foreign
advertisements and products derived by consumer ethnocentrism. In Stage 2, the authors find that consumer ethnocentrism dampens
consumers’ online consumption activities on a foreign Web site. Finally, the authors find that marketers’ e-mail communications
to foreign consumers mediate consumer ethnocentrism in online environments.
Hyokjin Kwak (hkwak@drexel.edu) is an assistant professor of marketing at Drexel University. His research interests include advertising
effects, consumer communications, and strategic marketing. He has publications in theJournal of Consumer Psychology, theJournal of Advertising Research, theJournal of Current Issues and Research in Advertising, theJournal of Consumer Marketing, and other marketing journals.
Anupam Jaju (ajaju@gmu.edu) is an assistant professor of marketing in the School of Management at George Mason University. His main research
interests are in marketing strategy, marketing-technology interface, and international marketing. His work has been published
in theJournal of International Management, Marketing Theory, andMarketing Education Review.
Trina Larsen Andras (published as Trina Larsen, larsent@ drexel.edu) is a professor and the head of the Marketing Department at Drexel University.
Her research has been published in many of the major professional journals in her field, includingHarvard Business Review, theColumbia Journal of World Business, International Marketing Review, Industrial Marketing Management, Management International
Review, theJournal of Global Marketing, and theJournal of International Marketing, among others. Her research is focused on international marketing, specifically, cross-cultural behavioral and relationship
issues in international marketing management. 相似文献
8.
Michael R. Hyman Varinder M. Sharma Parthasarathy Krishnamurthy 《Journal of the Academy of Marketing Science》1995,23(1):15-25
Since the commodity-oriented thinkers of marketing’s early history, marketers have sought a valid schema for classifying products.
Currently, the marketing literature is dominated by two types of schemata for classifying products: product-based and consumer
cost-based. Despite marketing tenets such asexchange is the focal notion of marketing andgood marketing theory integrates the perspectives of firms and consumers, no existing schema embodies either exchange or a dual firm/consumer perspective. After reviewing the existing classificational
schemata, one such schema is proposed and evaluated. The two classifying dimensions of this schema are providers’ relative
variable costs (PRVC) and patrons’ relative effort (PRE). Crossing high and low levels of PRVC and PRE yields four product
categories: low cost/effort, patroneffort heavy, provider-cost heavy, and high cost/effort.
His work has appeared inJournal of Marketing, Journal of Business Research, Journal of Retailing, Journal of Advertising, International Journal of
Advertising, Business Horizons, Business Ethics: A European Review, and other journals. His current research interests include marketing theory, advertising, and ethics. He received his Ph.D.
in marketing from Purdue University.
will soon receive his Ph.D. in marketing from the University of North Texas. His work has appeared inAcademy of Management Journal, as well as the proceedings of the American Marketing Association, the Decision Science Association, and the Society of Franchising.
His research interests include building and testing models in international marketing, consumer behavior, and marketing management.
His current research interests include self-referent processing of advertisements and consumer satisfaction. 相似文献
9.
Johny K. Johansson 《Journal of the Academy of Marketing Science》1995,23(4):301-304
Conclusion Varadarajan and Cunningham (1995) suggest several items for further research, including “Why are strategic alliances more
pervasive in some industries relative to others?” (p. 294) and “Which objectives are best pursued using an alliance strategy?”
(p. 295). The speculations offered here suggest that such research can be more deeply grounded in the industry structure.
For example, one can suggest that the competitive intensity and the degree to which markets are global will help explain why
ISAs in distribution and manufacturing are formed. It is also possible to advance the hypothesis that where the objectives
of the alliances revolve around R&D, the speed of new product introductions will predict an increasing reliance on ISAs.
The main proposition emerging out of the theoretical speculation is that international SAs in R&D have arisen because unique
and protected technological know-how is a thing of the past. No firm in a competitive industry can any longer expect to be
alone with a unique technological capability. Thus there is no reason to avoid collaborating with “the enemy,” the competitors.
The second proposition is that some firms need to be in multiple markets and products to compete effectively and that alliances
are an efficient way to leverage scarce resources. Distribution and manufacturing ISAs are organizational consequences of
lean manufacturing and re-engineering.
He is an expert in the areas of international marketing strategy and consumer decision making, especially as applied to Japanese
and European companies and markets, and has published extensively. Johansson has held faculty positions at the University
of Washington and the University of Illinois and has held several visiting appointments in Japan, Europe, Canada, and the
United States. He is on the editorial boards of several prestigious journals. Johansson earned his Ph.D. and M.B.A. degrees
from the University of California, Berkeley, and his undergraduate degree (Civilekonom) at the Stockholm School of Economics. 相似文献
10.
The negative effect of policy restrictions on consumers’ post-purchase reactions to price-matching guarantees 总被引:1,自引:0,他引:1
Hooman Estelami Dhruv Grewal Anne L. Roggeveen 《Journal of the Academy of Marketing Science》2007,35(2):208-219
Price-Matching Guarantees (PMGs) are a mechanism by which retailers can reassure consumers of the competitive price of products
they offer. While current research in marketing has studied consumers’ pre-purchase perceptions of the retailer as a result
of offering price-matching guarantees, research on the post-purchase impact of PMGs has been relatively limited. While price-matching
guarantees are typically assumed to result in positive consumer perceptions of the retailer, no study to date has examined
the potentially negative post-purchase impact of PMGs. This paper examines the potential negative effect of policy restrictions
which may prevent the disbursement of a price-matching refund, on consumer perceptions. Two experiments (Experiment 1 n = 120, Experiment 2 n = 50) are utilized to dissect the impact of policy restrictions on consumers’ perceptions of service quality, price, and
loyalty. The paper concludes with a discussion of the managerial implications of the findings on price-matching guarantee
policies.
All authors contributed equally to the paper and are listed in alphabetical order. This research has been supported by a research
grant from the Fordham University Graduate School of Business, the Babson Board of Research, and the Marketing Science Institute. 相似文献
11.
James Wills A. Coskun Samli Laurence Jacobs 《Journal of the Academy of Marketing Science》1991,19(1):1-10
The U.S. trade deficit brings to question the effectiveness of international marketing strategies of American firms. Multinational
corporations must develop better international products and improve their performance in their international marketing efforts.
They must know when to globalize or localize their marketing practices. This article incorporates learning, involvement, diffusion/adoption
and culture context as dimensions of a global product and marketing strategy development decision model. The model developed
is “be global, act local.” The interrelationship of consumer behavior models in the context of a multinational product development
decision is emphasized. This article raises research issues which need to be addressed for future success in multinational
and/or multicultural markets. 相似文献
12.
Source effects in communication and persuasion research: A meta-analysis of effect size 总被引:2,自引:0,他引:2
Elizabeth J. Wilson Daniel L. Sherrell 《Journal of the Academy of Marketing Science》1993,21(2):101-112
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. 相似文献
13.
Raj Arora 《Journal of the Academy of Marketing Science》1985,13(1-2):229-241
Several marketing scholars have noted the importance of the concept of involvement with respect to marketing strategy. Various
definitions of involvement have been offered. These definitions have resulted in two major measures: the importance measure
(importance attached to the attributes of the object under consideration in a choice process) and the “matrix approach”. This
paper addresses the reliability and validity of these two measures.
The author acknowledges the financial assistance of the Board for Research and Creativity, Bradley University. 相似文献
14.
Brian R. Chabowski Jeannette A. Mena Tracy L. Gonzalez-Padron 《Journal of the Academy of Marketing Science》2011,39(1):55-70
Recent changes in the business environment have prompted marketing scholars to pay particular attention to sustainability
as a topic of inquiry. Despite the progress made in the study of sustainability, there is a paucity of research on the topic
in premier marketing journals. To address this issue, we focus on marketing-related journals and assess the intellectual structure
of sustainability research in detail. Drawing on social network theory, we perform an extensive co-citation analysis using
multidimensional scaling to examine 76,342 citations made in 1,320 sustainability-focused articles from 36 journals over 51 years
(1958–2008). This study specifies that the topics of citizenship behavior, stakeholder theory, corporate performance, and
the triple bottom line are integral sustainability research areas. In addition, the results indicate five required topics
for examining sustainability in the marketing context: external-internal focus, social-environmental emphasis, legal-ethical-discretionary
intent, marketing assets, and financial performance. Supported by the capabilities-based resource perspective, the sustainability-focused
typology and framework advanced provide directed structure for future research. 相似文献
15.
Karin Braunsberger R. Brian Buckler David J. Ortinau 《Journal of the Academy of Marketing Science》2005,33(4):620-632
Cognitive response coding is relevant for researchers who collect cognitive responses from individuals in the form of answers
to open-ended questions or as thoughts produced while exposed to advertising messages. Coding of these cognitive responses
is normally completed by a panel of two to four independent judges. This article is the first to empirically investigate cognitive
intent congruence aspects underlining the data generated through cognitive response coding. The results show that there are
definite gaps in the congruence of cognitive intent between the cognitive coding results that respondents, serving as cognitive
response coders of their own thoughts, can provide and those cognitive response patterns provided by independent raters. The
current study’s results raise a “yellow” caution flag regarding external independent raters’ ability to produce valid cognitive
intent coding patterns that cannot be ignored by future researchers. The authors offer interpretation, implications, limitations,
and directions for future research.
Karin Braunsberger (braunsbe@stpt.usf.edu) (Ph.D., University of Texas at Arlington) is an associate professor of marketing in the College of
Business Administration at the University of South Florida St. Petersburg. Her research interests are in the areas of research
methods, consumer thought processes, and services marketing. Her research has been published in theJournal of the Academy of Marketing Science (JAMS), theJournal of Business Research, theJournal of Services Marketing, and others. She serves as a member of the editorial review board forJAMS.
R. Brian Buckler (bucklerrb@mail.avila.edu) (Ph.D., University of Texas at Arlington) is an associate professor of marketing at Avila University
(since 1996). He teaches both undergraduate and MBA Marketing courses. He is serving a second term as president of the American
Marketing Association—Kansas City, Regional Chapter and has also served as director and vice president of Membership. His
teaching and research interests include marketing strategy, marketing research, and consumer behavior.
David J. Ortinau (dortinau@coba.usf.edu) (Ph.D., Louisiana State University) is a professor of marketing in the College of Business Administration
at the University of South Florida, Tampa. His research interests are in the areas of consumer satisfaction and value evaluations/models;
services marketing and service quality within selected market segments; research methodologies/scale measurement development;
marketing education issues; attitudinal, motivation, and value issues within the consumer behavior framework; and marketing
interactive technologies. His scholarly contributions have been published in theJournal of the Academy of Marketing Science (JAMS), theJournal of Retailing, theJournal of Business Research (JBR), theJournal of Health Care Marketing, theJournal of Services Marketing, theJournal of Marketing Education, and others. He is coauthor (with Joseph F. Hair Jr. and Robert P. Bush) ofMarketing Research: Within a Changing Information Environment (3d ed.). He serves as an editorial board member forJAMS andJBR, as well as an ad hoc reviewer for several other journal outlets. His teaching interests focus on marketing research methods
and scale measurement, consumer/social behavior, and services marketing. 相似文献
16.
In today’s retail markets, products display opaque pricing, i.e., a single number that provides no information about the allocation
of the retail proceeds among agents who bring the product to market. We study transparent pricing, which is an alternative strategy in which allocation information is revealed. We differentiate transparent pricing from related
marketing practices such as social marketing, cause-related marketing, and pay-what-you-want. Using controlled experiments
in multiple product categories with diverse sampling frames, we find that transparent prices systematically alter consumer
utility functions and stated choice behavior. Our results support explanations drawn from both neoclassical and behavioral
economic theory, including inequity aversion, procedural justice, and altruism. Classical theory predicts that price transparency
should have little effect on consumer behavior. However, results from behavioral economics suggest that consumers may relax
“self-interest” in the face of transparent prices, leading to counter-intuitive preferences. For example, in one set of studies
we observe a significant proportion of consumers selecting the more expensive of two replicates of the same product. In another
study, a subset of motorists willingly pays higher gasoline taxes for the same gallon of gas, increasing the overall price
per gallon. We explain this behavior via parameterized utility functions that contain both self-interested and other-interested
components moderated by characteristics of the decision-maker and characteristics of the choice context. 相似文献
17.
Del I. Hawkins Roger J. Best Charles M. Lillis 《Journal of the Academy of Marketing Science》1987,15(4):1-8
Improving productivity is a major concern in American industry. Efforts to enhance marketing productivity have been hampered
by a lack of a clear conception of what constitutes productivity in the marketing area and an associated absence of standards
or benchmarks with which to compare a firm’s performance and costs. In this paper a concept of marketing productivity is presented.
The PIMS data base is then used to develop situation specific benchmarks for the consumer durables industries. Reliability
and validity tests of the benchmarks are presented and the managerial implications of this approach are discussed.
U S WEST, Inc. 相似文献
18.
The influence of psychological climate on conflict resolution strategies in franchise relationships 总被引:1,自引:0,他引:1
David Strutton Ph.D. Lou E. Pelton Ph.D. James R. Lumpkin 《Journal of the Academy of Marketing Science》1993,21(3):207-215
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. 相似文献
19.
Harold S. Gorschman 《Journal of the Academy of Marketing Science》1973,1(2):110-118
Two potent promotional forces have been operating in the marketing environment. One utilizes direct persuasion techniques.
The other attempts to obtain a positive consumer response through hidden persuasion. Today’s shoppers, however, are better
educated and are less influenced by hidden persuasion methods. Studies indicate that impulse buying has increased and that
consumers want to make their “own” buying decisions. Point-of-purchase advertising is one method of meeting today’s environmental
needs. Space is limited and the advertiser must be forthright and precise in his persuasive techniques. In spite of the many
constraints imposed on point-of-purchase advertising it has proven to be a powerful persuader, because it is the only medium
that can employ the full range of perceptual devices which are so vital to the communication process.
Lever Brothers Company, Inc. 相似文献
20.
Russell S. Winer 《Journal of the Academy of Marketing Science》1999,27(3):349-358
Much of the consumer behavior literature is devored to what has been referred to as theory applications (TA) research in which
the main focus is on laboratory experiments with student subjects and high internal validity. In this articlee, the author
argues that external validity concerns should be given more attention, particulary in TA research. Three recommendations are
made for implementing these concerns: (1) consumer behavior articles should be required to have a section indicating how increased
levels of external validity can be obtained with other studies, (2) “joint ventures” between consumer behavior and marketing
science researchers can be profitable and should be encouraged, and (3) analyses of electronic scanner panel data or other
secondary data can be used to generate higher levels of external validity. Three examples are given from the marketing literature
of how findings from experiments and scanner data can be combined to advance a stream of research.
Russel SS. Winer is the J. Gary Shansby Professor of Marketing Strategy, the associate dean for academic affairs, and the chair of the marketing
group at the Haas School of Business, University of California at Berkeley. He received a B.A. in economics from Union College
(New York) and an M.S. and Ph.D. in industrial administration from Carnegie-Mellon University. He has been on the faculties
of Columbia and Vanderbilt universities and has been a visiting faculty member at M.I.T., the Helsinki School of Economics,
the University of Tokyo, and ócole Nationale des Ponts et Chauséee. He has written three books,Marketing Management, Analysis for Marketing Planning, and Product Management, and has authored more than 50 papers in marketing on a variety of topics, including consumer choice, marketing research
methodology, marketing planning, advertising, and pricing. He is the editor of theJournal of Marketing Research and is on the editorial boards of theJournal of Marketing, Journal of Consumer Research, and theJournal of Interactive Marketing. He is the academic director of the Fisher Center for the Strategic Use of Information Technology. He has participated in
executive educattion programs around the world and is an academic trustee of the Marketing Science Institute. 相似文献