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1.
Robin A. Coulter Linda L. Price Lawrence Feick Camelia Micu 《Journal of the Academy of Marketing Science》2005,33(4):604-619
The authors’ research in Hungary during the period of transition to a market economy provides an opportunity to examine the
evolving relationships between consumer product knowledge and its antecedents, including advertising, personal search, interpersonal
sources, and brand experience. Their findings, based on survey data collected in Budapest in 1992 and 1998, indicate that
the market information variables explain more variance in consumer knowledge later rather than earlier in the transition.
Advertising is an important predictor of consumer knowledge later but not earlier in the transition, personal search is important
at both times, and interpersonal sources are not important in either time period; brand experience is negatively related to
knowledge earlier in the transition and positively related later in the transition. This study allows one to begin to understand
the boundary conditions associated with studies conducted in developed economies. Managerial implications for firms investing
in transitional economies are presented.
Robin A. Coulter (robin.coulter@business.uconn.edu) is Ackerman Scholar and an associate professor of marketing in the School of Business
at the University of Connecticut. She received her Ph.D. from the University of Pittsburgh. Her research interests include
branding, cross-cultural consumer behavior, advertising, and research methods. Her work has appeared in theJournal of Consumer Research, the Journal of Consumer Psychology, theJournal of Applied Psychology, and theInternational Journal of Research in Marketing.
Linda L. Price (llprice@email.arizona.edu) is Soldwedel Professor of Marketing in the Eller School of Management at the University of Arizona.
She received her Ph.D. from the University of Texas at Austin. Her research combines qualitative and quantitative methodologies
to examine the active, emotional, imaginative aspects of consumers’ decisions and activities, and the social and cultural
context of marketplace behaviors. Her work has appeared in theJournal of Consumer Research, Journal of Marketing, and other leading marketing, management, and social science journals.
Lawrence Feick (feick@katz.pitt.edu) is a professor of business administration in the Katz Graduate School of Business at the University
of Pittsburgh. He received his Ph.D. from Pennsylvania State University. His current research focuses on cross-cultural consumer
behavior, consumer word-of-mouth, and referrals. His work has appeared in the Journal of Marketing, theJournal of Marketing Research, the Journal of Consumer Research, Psychological Bulletin, andPublic Opinion Quarterly.
Camelia Micu (camelia.micu@business.uconn.edu) is a marketing doctoral candidate at the University of Connecticut. Her research interests
include advertising and product trial and cross-cultural consumer behavior. 相似文献
2.
Diane Haistead David Hartman Sandra L. Schmidt 《Journal of the Academy of Marketing Science》1994,22(2):114-129
Customer satisfaction research is integrated with research on higher education in developing a model of alumni satisfaction
with college education. The model proposes that alumni satisfaction with higher education is a function of two performance
and disconfirmation attributes: intellectual environment and employment preparation. The model was tested among 475 alumni
of a major Eastern undergraduate business school and demonstrates the advantage of modeling the disconfirmation paradigm with
multiple sources of satisfaction.
She holds a Ph.D. in marketing from Michigan State University. Her work has appeared in theJournal of the Academy of Marketing Science, International Journal of Research in Marketing, Journal of Services Marketing,
Journal of Consumer Satisfaction, Dissatisfaction and Complaining Behavior, and proceedings of the American Marketing Association and the Association for Consumer Research. She was formerly an account
executive at Needham Harper Worldwide and Director of Marketing at Maxwell Advertising. Her research interests include consumer
satisfaction, complaining behavior, and advertising management.
He received his Ph.D. in marketing from Michigan State University. His work has appeared in theJournal of Advertising, Journal of Retail Banking, Journal of Services Marketing, and theHaring Symposium Proceedings. He has held several positions in the banking industry, most recently as Group Vice President at Michigan National Bank in
Grand Rapids. His research interests include services marketing, consumer satisfaction, and direct marketing.
She received her Ph.D. in marketing from the University of Cincinnati. Her work has appeared in theJournal of Retailing, Industrial Marketing Management, Journal of Marketing Education, and other marketing-related publications. Her research interests include not-for-profit organizations, consumer satisfaction,
and services marketing. 相似文献
3.
Service failure and recovery: The impact of relationship factors on customer satisfaction 总被引:15,自引:0,他引:15
Ronald L. Hess Shankar Ganesan Noreen M. Klein 《Journal of the Academy of Marketing Science》2003,31(2):127-145
This research investigated how customers' relationships with a service organization affect their reactions to service failure
and recovery. Our conceptual model proposed that customer-organizational relationships help to shape customers' attributions
and expectations when service failures occur. The empirical results showed that customers with higher expectations of relationship
continuity had lower service recovery expectations after a service failure and also attributed that failure to a less stable
cause. Both the lower recovery expectations and the lower stability attributions were associated with greater satisfaction
with the service performance after the recovery. These effects appeared to be key processes by which relationships buffer
service organizations when service failures occur.
Ronald L. Hess Jr. (ron. hess@business.wm.edu) (Ph.D., Virginia Tech) is currently an assistant professor of marketing at the College of William
& Mary. His research interests include customer responses to service and product failures; organizational complaint handling;
and customer assessments of satisfaction, loyalty, and service quality. He has published his research inMarketing Letters and several conference proceedings.
Shankar Ganesan (sganesan @bpa.arizona.edu) (Ph.D., University of Florida) is an associate professor of marketing and Lisle and Rosslyn Payne
Fellow in Marketing at the Eller College of Business and Public Administration, University of Arizona. His research interests
focus on the areas of interorganizational relationships, buyer-seller negotiations, service failure and recovery, new product
innovation, and E-marketing. He is the author of several articles that have appeared in leading academic journals, including
theJournal of Marketing Research, theJournal of Marketing, theJournal of Retailing, theJournal of Personal Selling and Sales Management, theJournal of the Academy of Marketing Science, and theJournal of Applied Psychology. He currently serves on the editorial review board of theJournal of Marketing Research and theJournal of Marketing.
Noreen M. Klein (nklein@vt.edu) (Ph.D., Pennsylvania State University) is currently an associate professor of marketing at Virginia Polytechnic
Institute and State University. Her research interests include consumer decision making and the behavioral aspects of pricing,
and her research has been published in the theJournal of Consumer Research, Organizational Behavior and Human Decision Making, and theJournal of the Academy of Marketing Science. 相似文献
4.
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
5.
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
6.
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
7.
This study proposes an integrated framework explaining loyalty responses in high-involvement, high-service luxury product
markets. The model is rooted in the traditional (attribute satisfaction)-(overall satisfaction)-(loyalty) chain but explicitly
incorporates facility versus interactive service quality, trust, specific asset investment (SAI), and product-market expertise.
The authors focus on disentangling the direct versus indirect effects of model constructs on attitudinal versus behavioral
loyalty responses. The results support the traditional chain but also show loyalty can be increased by building a trustworthy
image and creating exchange-specific assets. The authors found that overall satisfaction is the precursor both to loyalty
and to building SAI. Finally, consumers have different costs in reducing adverse selection problems with information, and
thus the negative effect of product-market expertise on behavioral loyalty needs to be controlled if the direct versus indirect
effects of model constructs on loyalty are to be disentangled.
Jyh-Shen Chiou (jschiou@nccu.edu.tw) (PhD in marketing, Michigan State University) is a professor of marketing in the Department of International
Business at National Chengchi University, Taipei. His research interests include satisfaction and loyalty, strategic marketing,
and international marketing. His work has been published in theJournal of Service Research, Psychology & Marketing, theEuropean Journal of Marketing, theJournal of Interactive Marketing, Information & Management, theJournal of Social Psychology, theJournal of Business Logistics, Advances in Consumer Research, and other scholarly journals. He has taught courses in marketing research, strategic marketing, and global marketing.
Cornelia Droge (droge@msu.edu) is a professor of marketing in the Department of Marketing and Supply Chain Management, the Eli Broad Graduate
School of Management, at Michigan State University. Her research interests focus on satisfaction/ loyalty and strategic marketing
(especially areas related to the interface of marketing with logistics, supply chain, and operations). Her work has appeared
inManagement Science, theStrategic Management Journal, theJournal of Marketing Research, theJournal of Business Logistics, theJournal of Operations Management, theJournal of Product Innovation Management, and other scholarly journals. She is also coauthor of three books. 相似文献
8.
Cornelia Dröge Diane Halstead Robert D. Mackoy 《Journal of the Academy of Marketing Science》1997,25(1):18-30
A general model of satisfaction formation is proposed that extends the seminal disconfirmation of expectations model by explicitly
incorporating the processing of both chosen and nonchosen alternatives. Using presidential election data, the results show
that satisfaction with the nonchoice does remain salient in the determination of overall postchoice satisfaction. Disconfirmation
related to either the chosen or the nonchosen alternative influences satisfaction with both the chosen and the nonchosen alternative.
Overall, the model suggests that the nonchoice alternative may continue to be relevant in the satisfaction formation process.
She received her Ph.D. from McGill University. Her work has appeared in theJournal of Marketing Research, Journal of the Academy of Marketing Science, International Journal of Research in Marketing,
Decision Sciences, Journal of Macromarketing, and numerous other journals and conference proceedings. She is also coauthor of three books.
She holds a Ph.D. in marketing from Michigan State University. Her work has appeared in theJournal of the Academy of Marketing Science; Journal of Business Research; International Journal of Research in Marketing;
Journal of Services Marketing; Journal of Consumer Satisfaction, Dissatisfaction and Complaining Behavior; and other journals and conference proceedings. Dr. Halstead was formerly an account executive with Needham Harper Worldwide
and Director of Marketing and Media Services at Maxwell Advertising.
Robert D. Mackoy received his Ph.D. from Michigan State University and is an assistant professor of marketing at Butler University. His research
has appeared in theJournal of Retailing; Journal of Macromarketing; Journal of Services Marketing; Journal of Social Psychology; Journal of Consumer
Satisfaction, Dissatisfaction and Complaining Behavior; and the proceedings of the American Marketing Association, Association for Consumer Research, and Marketing and Public Policy
conferences. 相似文献
9.
Ingrid M. Martin David W. Stewart Shashi Matta 《Journal of the Academy of Marketing Science》2005,33(3):275-294
This article develops and tests a conceptual model of the transfer process whereby perceived similarity organized around shared
goals facilitates the transfer of knowledge and affect from a parent brand to an extension of that brand. Empirical results,
based on two well-known brands and two hypothetical product extensions for each brand, demonstrate that the availability of
well-formed, goal-derived categories associated with a parent brand establishes an organizing framework for consumers' assessments
of similarity thatfacilitates the transfer of consumer knowledge and attitude from the parent brand to a brand extension in
another product category. This facilitating effect of similarity does not occur in the absence of goal-derived categories.
The results also reveal how marketing communication can be used to facilitate the transfer process by framing similarity in
terms of common goals. Implications are discussed for the organization of consumer knowledge and affect across product categories
and for understanding prior research findings on brand extension.
Ingrid M. Martin (imartin@csulb.edu) is an associate professor of marketing at California State University at Long Beach. Her research has
examined issues in the area of consumer goals as they guide structuring and processing marketing information, product choice
and usage. Her research has been published in theJournal of Consumer Research, Journal of Marketing Research, Journal of Public Policy & Research, and five book chapters.
David W. Stewart (david.stewart@marshall.usc.edu) is the Robert E. Brooker Professor of Marketing in the Marshall School of Business at the
University of Southern California. He is the immediate past editor of theJournal of Marketing. Dr. Stewart has authored or co-authored more than 200 publications and seven books.
Shashi Matta (matta@marshall.usc.edu) is a doctoral candidate in marketing at the Marshal School of Business, University of Southern California.
His research interests include branding, and services marketing. Shashi’s research has been published in theJournal of Consumer Research. 相似文献
10.
An attitudinal model of technology-based self-service: Moderating effects of consumer traits and situational factors 总被引:19,自引:0,他引:19
Pratibha A. Dabholkar Richard P. Bagozzi 《Journal of the Academy of Marketing Science》2002,30(3):184-201
The accelerating growth in technology-based self-service today is giving rise to questions about the acceptance of such forms
of service delivery by all kinds of consumers and under different situational contexts. This study investigates the moderating
effects of consumer traits and situational factors on the relationships within a core attitudinal model for technology-based
self-service. An experimental design is used with perceived waiting time and social anxiety (through perceived crowding) as
the situational treatments. Relevant consumer traits for technology-based self-service are examined and include inherent novelty
seeking, self-efficacy with respect to technology self-consciousness, and the need for interaction with an employee. The results
lend support to the hypothesized moderating effects. Implications for service practitioners as well as directions for future
research are discussed.
Pratibha A. Dabholkar (Ph.D., Georgia State University) is an associate professor of marketing at the University of Tennessee. Her research interests
include technology in service delivery; attitude, choice, and means-end models; service quality and customer satisfaction;
and business-to-business relationships. Her work has been published in theJournal of Consumer Research; Journal of the Academy of Marketing Science; Journal of Retailing; International Journal of
Research in Marketing; International Journal of Service Industry Management; Psychology and Marketing; Journal of Business
Research; Journal of Consumer Satisfaction, Dissatisfaction, and Complaining Behavior, andJournal of Business and Industrial Marketing.
Richard P. Bagozzi (Ph.D., Northwestern University) is the J. Hugh Liedtke Professor of Management and professor of psychology at Rice University.
Prior to this, he was at the University of California at Berkeley, Massachusetts Institute of Technology, Stanford University,
and University of Michigan. His current research interests include the theory of action, emotion, self-regulation, means-end
models, and technology adoption. His work has been published in theJournal of Consumer Research, Journal of Marketing, Journal of Marketing Research, Journal of the Academy of Marketing Science,
International Journal of Research in Marketing, Psychology and Marketing, Marketing Science, andJournal of Consumer Psychology. 相似文献
11.
David Luna Laura A. Peracchio María D. de Juan 《Journal of the Academy of Marketing Science》2002,30(4):397-410
The Web is intrinsically a global medium. Consequently, deciding how a Web site should express potentially culturespecific
content to worldwide visitors is an important consideration in Web site design. In this article, the authors examine some
of the site content characteristics that can lead Web site visitors to an optimal navigation experience, or flow, in a cross-cultural
context. In particular, a cognitive framework focuses on the effect of culture on attitudes toward the site and flow. The
authors suggest that the congruity of a Web site with a visitor’s culture is a site content characteristic that influences
the likelihood of experiencing flow. The authors develop a conceptual model to account for the impact of culture and other
site content characteristics on flow and describe preliminary evidence supporting their model.
David Luna, Ph.D., is an assistant professor of marketing at the University of Wisconsin-Whitewater. His primary interests are in language
processing, the role of language in advertising and electronic marketing, and cross-cultural advertising. His work has been
published or is forthcoming in theJournal of Consumer Research; Journal of Advertising; Journal of Consumer Psychology, Psychology and Marketing; International
Marketing Review; Marketing Science Institute Working Paper Series; and other publications.
Laura A. Peracchio, Ph.D., is a professor of marketing at the University of Wisconsin-Milwaukee. Her primary research interests include understanding
persuasion processes with applications to social marketing, consumer decision making, language processing, and children’s
consumer behavior. She is an associate editor of theJournal of Consumer Research and serves on the Editorial Board of theJournal of Consumer Psychology. Her work has been published in theJournal of Consumer Research, Journal of Marketing Research, Journal of Consumer Psychology, and other publications.
María D. de Juan is a professor of business administration at the University of Alicante (Spain), where she has lectured since 1991. She has
been a lecturer at the University of Florida and at the Southampton Institute (United Kingdom), as well as at several Spanish
business schools. She is the author of theShopping Centre Attraction Towards Consumers, Sales Promotions, andCommercial Distribution: Channels and Retailing. Her articles about distribution and consumer behavior have been published or are forthcoming in several journals and edited
books, including theJournal of Consumer Psychology. She focuses her research on commercial attraction and consumer behavior. 相似文献
12.
The purpose of this study is to provide a preliminary investigation of the effectiveness of Internet marketers’ various attempts
to develop consumer trust through Web signals. The work is an exploration of the context-specific nature of trust in e-commerce.
An online experiment compares three potential signals of trust in an Internet retail firm: (1) a third-party certification
(i.e., a “trustmark”), (2) an objective-source rating (i.e., a review from Consumer Reports magazine), and (3) an implication
of investment in advertising (i.e., a television advertisement to air during the Super Bowl). The trustmark had the greatest
effect on perceived trustworthiness, influencing respondents’ beliefs about security and privacy, general beliefs about firm
trustworthiness, and willingness to provide personal information. The relationship between Internet experience and trust was
in the form of an inverted U.
K. Damon Aiken (kaiken@mail.ewu.edu) is an assistant professor at Eastern Washington University at Cheney, Washington. He received his PhD
from the University of Oregon. His primary teaching and research interests lie in Internet marketing, consumer attitude formation,
and trust development. He has also published in the area of sport marketing, investigating fan attitudes and values. His research
has appeared in theJournal of Advertising Research, theInternational Journal of Internet Marketing and Advertising, theBusiness Research Yearbook, andSport Marketing Quarterly, among others.
David M. Boush (dmboush@lcbmail.uoregon.edu) is an associate professor of marketing in the Lundquist College of Business at the University
of Oregon in Eugene. He received his PhD from the University of Minnesota. His research interests center on the relationship
between consumer behavior and marketing management decisions, especially those involving advertising, branding, and the Internet.
His research has appeared in publications such as theJournal of Marketing Research, theJournal of Consumer Research, theJournal of Business Research, theJournal of International Business Studies, Psychology and Marketing, Marketing Letters, and theJournal of Current Issues and Research in Marketing. He serves on the editorial board of theJournal of the Academy of Marketing Science. 相似文献
13.
Overby Jeffrey W. Gardial Sarah Fisher Woodruff Robert B. 《Journal of the Academy of Marketing Science》2004,32(4):437-460
This article investigates the influence of French and American national culture on consumer perceptions of productrelated
value. Employing means-end theory, hypotheses are developed to predict how French versus American national culture influences
the content and structure of consumer value hierachies. Hypotheses are tested using data from in-depth laddering interviews
with a matched sample of French and American consumers. The findings support the contention that differences exist in the
meaning and relative importance of consumer value hierarchy dimensions across the two national cultures. Furthermore, the
analysis suggests that consumption consequences are especially culturally sensitive.
Jeffrey W. Overby (joverby@cob.fsu.edu) is an assistant professor of marketing and international business in the Department of Marketing at
Florida State University. He holds a doctorate from the University of Tennessee, Knoxville. His research interests focus on
customer value determination, service quality, and cross-cultural marketing issues. His work has appeared inInternational Marketing Review and numerous domestic and international conferences, includingProceeding of the 2001 Academy of Marketing Science Annual Conference andProceeding of the Tenth Biennial World Marketing Conference.
Sarah Fisher Gardial (sgardial@utk.edu) is an associate professor and associate dean for academic programs in the College of Business Administration
at the University of Tennessee. She holds a doctorate from the University of Houston. Her research interests focus on customer
value and satisfaction, consumer decision making and information processing, and buyer/seller dyadic relations. Her work has
appeared in numerous journals, including theJournal of Consumer Research, theJournal of Advertising, Industrial Marketing Management, and theJournal of Macromarketing.
Robert B.Woodruff (rwoodruff@utk.edu) is the Proffitt’s, Inc. Professor of Marketing and head of the Department of Marketing and Logistics
at the University of Tennessee. His primary interests are in customer value theory, customer satisfaction theory, and market
opportunity analyses, all with applications to customer-value-based marketing strategies. His work has appeared in theJournal of Marketing, theJournal of Marketing Research, theJournal of the Academy of Marketing Science, theJournal of Consumer Research, and theJournal of Satisfaction, Dissatisfaction & Complaining Behavior. He has received two outstanding reviewer awards from theJournal of the Academy of Marketing Science. 相似文献
14.
Scot Burton Judith A. Garretson Anne M. Velliquette 《Journal of the Academy of Marketing Science》1999,27(4):470-480
The nutrition facts panel on food packages was designed to provide comprehensible quantitative nutrition information that
would allow consumers to make more informed food choices that could result in significant long-term health benefits. This
study (1) examines how accurately consumers can use nutrient information in the facts panel to determine if a product has
more or less than the recommended daily values of certain nutrients and (2) offers predictions and tests of the relationships
between this usage ability and product nutrition evaluations and purchase intentions. Results show that more accurate use
moderates the effect of product nutrition value on consumer evaluations, as predicted. Findings also reveal that several variables
(e.g., measures of nutrition knowledge, attitude toward the “facts” label) are related to accuracy in the usage task. Implications
based on these findings are offered.
Scot Burton is a 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, Journal of Marketing Research, Journal of Consumer Research, Journal of the Academy of Marketing Science,
Public Opinion Quarterly, Journal of Applied Psychology, and other journals.
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 public policy and consumer welfare, and consumer behavior in general. Her work has appeared in journals
including theJournal of the Academy of Marketing Science, Journal of Public Policy & Marketing, and theJournal of Professional Services Marketing, as well as in conference proceedings such as the American Marketing Association and the Association for Consumer Research.
Anne M. Velliquette is a Ph.D. candidate in the Department of Marketing and Transportation at the University of Arkansas. Her research interests
include consumer behavior and public policy. She has published in theJournal of Public Policy & Marketing, Journal of Professional Services Marketing, and proceedings of the Association for Consumer Research as well as other conference proceedings and journals. 相似文献
15.
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
16.
Anthony J. Capraro Susan Broniarczyk Rajendra K. Srivastava 《Journal of the Academy of Marketing Science》2003,31(2):164-175
Customer satisfaction is the predominant metric firms use for detecting and managing customers' likelihood to defect. But
while satisfaction and defection are related, satisfaction is only a weak predictor of whether a customer will defect. This
article suggests that for repurchase decisions that involve an information-based evaluation of alternatives to the incumbent,
likelihood of defection will be influenced by “how much” customers know about those alternatives. The relationship between
level of knowledge about alternatives and defection is examined in the context of actual health insurance choices. Results
suggest that the level of objective and subjective knowledge about alternatives has a direct effect on likelihood of defection—above
and beyond satisfaction level. The view of defection forwarded in this article suggests that managers may be able to gain
additional control over customer defection through actions aimed at influencing how much customers know (or come to know)
about alternative vendors.
Anthony J. Capraro (tcapraro@unca.edu), an assistant professor at the University of North Carolina at Asheville, earned his Ph.D. in marketing
in 1999 from the University of Texas after having spent 20 years in industry in marketing and marketing management positions.
His current research interest focuses on developing and enhancing the value of a firm's customer base.
Susan Broniarczyk (Susan.Broniarczyk@bus.utexas.edu), an associate professor at the University of Texas at Austin, earned her Ph.D. in marketing
from the University of Florida. She serves on the editorial boards of theJournal of Consumer Research and theJournal of Marketing Research and the advisory board for the Association for Consumer Research. Her research, which examines consumer decision making and
how consumers' knowledge structures affect their reaction to missing or conflicting product information, appears in theJournal of Consumer Research, theJournal of Marketing Research, andOrganizational Behavior and Human Decision Processes.
Rajendra K. Srivastava (Rajendra.Srivastava@bus.utexas.edu) is the Jack R. Crosby Regent's Chair in Business and a professor of marketing and management
science and information systems (MSIS) in the McCombs School of Business at the University Texas at Austin. He is also the
Daniel J. Jordan Research Scholar at Emory University. He earned his doctorate from the University of Pittsburgh. His research,
which spans marketing and finance, has been published in theJournal of Marketing, theJournal of Marketing Research, Marketing Science, and theJournal of Banking and Finance. His current research interests focus on the impact of marketing strategy and market-based assets on corporate financial
performance, particularly in the context of technology-intensive products and services. 相似文献
17.
Jean L. Johnson Ruby Pui-Wan Lee Amit Saini Bianca Grohmann 《Journal of the Academy of Marketing Science》2003,31(1):74-89
This article develops the concept of market-focused strategic flexibility. It begins with a review of the historical perspectives
of strategic flexibility. To support the conceptualization, the authors offer a theoretical schema that considers market-focused
strategic flexibility as conceptually rooted in capabilities theory, resource-based views of the firm, and options. With the
conceptualization in place, the authors propose an integrative model that explicates the mediating role of market-focused
strategic flexibility in marketing strategy frameworks. Propositions are developed relating market-driven and driving orientations
to market-focused strategic flexibility with consideration for how turbulent macro environments modify the relationship. In
addition, the authors offer propositions regarding outcomes of market-focused strategic flexibility under conditions of macro
environmental turbulence.
Jean L. Johnson is an associate professor of marketing at Washington State University. Her research includes partnering capabilities development
in, and management of, interfirm relationships and management of international strategic alliances. Her research appears in
journals such as theJournal of Marketing, theJournal of International Business Studies, theJournal of the Academy of Marketing Science, and theInternational Journal of Research in Marketing. She serves on the editorial boards of theJournal of Marketing and theJournal of the Academy of Marketing Science and reviews for others. She spent several years in the advertising industry and has lived, taught, and conducted research
in France and Japan.
Ruby Pui-Wan Lee is a doctoral candidate in the marketing department at Washington State University. Her areas of research include interfirm
relationships marketing strategy, and international marketing. She has presented papers at major conferences. In addition,
her research has appeared in the theJournal of Advertising Research and theJournal of International Consumer Marketing.
Amit Saini is a doctoral candidate in marketing at Washington State University. He conducts research in the area of marketing strategy
implementation, technology-marketing interface, e-commerce strategy, and customer relationship management. He has presented
papers at major conferences, and his research appears in theAmerican Marketing Association—Marketing Educator's Conference Proceedings. His industry experience includes sales management and quantitative market research.
Bianca Grohmann is an assistant professor in the John Molson School of Business at Concordia University. She received her Ph.D. from Washington
State University in 2002. Her research focuses on consumer behavior issues such as gift giving, selfprophecy, and consumer
response to sensory stimuli in purchase situations. She has made numerous presentations at major conferences such as those
of the Association for Consumer Research and the Society for Consumer Psychology. 相似文献
18.
Victoria D. Bush Gregory M. Rose Faye Gilbert Thomas N. Ingram 《Journal of the Academy of Marketing Science》2001,29(4):391-404
Given the increase in cultural diversity within marketing organizations as well as within current and potential customer bases,
possessing the appropriate communication skills becomes crucial to success in managing culturally diverse relationships. Although
marketing researchers have recognized the importance of adaptive selling behavior for successful buyer-seller relationships,
the exploration of the intercultural aspects of these relationships has only recently begun. This article examines how adaptive
selling behaviors and intercultural dispositions of marketing executives contribute to their perceived intercultural communication
competence. Results show that in addition to being adaptive, the intercultural disposition of a marketer is of key importance
in developing intercultural communication competence. Theoretical and practical implications for incorporating intercultural
communication into the development of successful buyer-seller relationships are discussed.
Victoria D. Bush (Ph.D., University of Memphis) is an associate professor of marketing at the University of Mississippi. Her research has
appeared in such journals as theJournal of Advertising, theJournal of Advertising Research, Industrial Marketing Management, theJournal of Public Policy and Marketing, theJournal of Business Ethics, and theJournal of Services Marketing. Her research interests are in diversity, advertising, and ethics.
Gregory M. Rose (Ph.D., University of Oregon) is an associate professor of marketing at the University of Mississippi. His research interests
include consumer socialization and cross-cultural consumer behavior. He has published or has forthcoming articles in theJournal of Consumer Research, theJournal of the Academy of Marketing Science, theJournal of Business Research, theJournal of Consumer Psychology, theJournal of Advertising, theJournal of Marketing, and other journals and proceedings.
Faye Gilbert (Ph.D., University of North Texas) is an associate professor of marketing at the University of Mississippi. She has published
in theJournal of Business Research, Psychology and Marketing, theJournal of Health Care Marketing, theJournal of Research in Pharmaceutical Economics, theJournal of Applied Business Research, theJournal of Marketing Management, theJournal of Marketing Theory and Practice, and theJournal of Marketing Education, among others. Her work emphasizes the application of consumer behavior theory to health care and to channel relationships.
Thomas N. Ingram (Ph.D., Georgia State University) is a professor of marketing at Colorado State University. He has been honored as the Marketing
Educator of the Year by Sales and Marketing Executives International (SMEI) and as a recipient of the Mu Kappa Tau National
Marketing Honor Society Recognition Award for Outstanding Scholarly Contributions to the Sales Discipline. He has served as
the editor of theJournal of Personal Selling and Sales Management and is the current editor of theJournal of Marketing Theory and Practice. His primary research is in personal selling and sales management. His work has appeared in theJournal of Marketing, theJournal of Marketing Research, theJournal of Personal Selling and Sales Management, and theJournal of the Academy of Marketing Science, among others. He is the coauthor of three textbooks:Professional Selling: A Trust-Based Approach, Sales Management: Analysis and Decision Making, andMarketing: Principles and Perspectives. 相似文献
19.
Psychological climate, empowerment, leadership style, and customer-oriented selling: An analysis of the sales manager-salesperson dyad 总被引:2,自引:0,他引:2
This study examined antecedents and performancerelated consequences of customer-oriented selling. The antecedents include
sales managers’ leadership styles, psychological empowerment, and the psychological climates of organizations. Data were gathered
on two separate performance outcome measures. Responses from 106 sales managers and 313 sales representatives were analyzed.
The results indicate that transformational leadership, empowerment, and specific components of the psychological climate are
important predictors of customer-oriented selling.
Craig A. Martin (craig.martin@wku.edu), PhD, is an assistant professor of marketing in the Department of Marketing at Western Kentucky University.
He received his PhD from the University of Memphis. He specializes in sales and sales management, the consumer socialization
of adolescents, sports marketing, and advertising to adolescents. He has had research accepted for publication in theJournal of Advertising, theJournal of Advertising Research, theJournal of Consumer Marketing, theJournal of Business and Industrial Marketing, theJournal of Marketing Theory and Practice, theMarketing Management Journal, theInternational Journal of Retail and Distribution Management, theInternational Journal of Internet Marketing and Advertising, and multiple national and regional conferences.
Alan J. Bush (alanbush@memphis.edu), PhD, is a professor of marketing in the Department of Marketing and Supply Chain Management at the
University of Memphis. He received his Ph.D. from Louisiana State University. His current research interests are primarily
sales force research and sports marketing. His research has appeared in theJournal of Marketing Research, theJournal of the Academy of Marketing Science, theJournal of Business Research, theJournal of Retailing, theJournal of Advertising, theJournal of Advertising Research, theJournal of Personal Selling and Sales Management, and others. 相似文献
20.
Kevin Mason Thomas Jensen Scot Burton Dave Roach 《Journal of the Academy of Marketing Science》2001,29(3):307-317
A multidimensional approach for accuracy of ratings is introduced that examines consumers’ abilities to assess various brands
across a set of attributes and attribute performances across a set of brands. A model is presented that addresses the roles
of the relevancy of information, attribute-relationship schemata, and consumers’ product category experience on the accuracy
of their brand attribute ratings. Study participants were provided either with relevant or irrelevant attribute information
for various automobile brands and later asked to rate the attribute performances of brands. The results indicate that the
provision of relevant information in the judgment environment increases brand and attribute rating accuracy but does not favorably
affect consumers’ brand attribute-relationship schemata. Rather, consumers’ product experience was directly related to their
attribute-relationship schemata, which in turn were related to improved accuracy of brand and attribute ratings.
Kevin Mason is an associate professor of marketing at Arkansas Tech University. His research interests include consumer information processing
and choice strategies. He has published in theJournal of Marketing Theory and Practice, Journal of Consumer Marketing, Central Business Review, Journal for the Association
of Marketing Educators, andInternational Advances in Economics Research.
Thomas Jensen is professor and Wal-Mart lecturer in retailing in the Department of Marketing and Transportation at the University of Arkansas.
His research interests include consumer information processing, advertising and price perceptions, and retail image and patronage.
His work has been published in theJournal of Consumer Research, Journal of Experimental Social Psychology, Psychology and Marketing, Personality and Social
Psychology Bulletin, Journal of Retailing, Journal of Business Research, and other journals.
Scot Burton is professor and Wal-Mart chairholder in marketing, Department of Marketing and Transportation, University of Arkansas. His
research interests include public policy and consumer welfare concerns, survey research measurement issues, and consumer price
and promotion perceptions. His work has been published in theJournal of Marketing, Journal of Marketing Research, Journal of Consumer Research, Journal of the Academy of Marketing Science,
Public Opinion Quarterly, Journal of Applied Psychology, Journal of Public Policy & Marketing, Journal of Retailing, and other journals.
Dave Roach is a professor of management at Arkansas Tech University. His research interests include information processing, judgmental
accuracy, and organization change. He has published inHuman Relations, Journal of Applied Psychology, International Journal of Computer Integrated Manufacturing, Journal of Information
Technology Management, Journal of Consumer Marketing, Central Business Review, andJournal for the Association of Marketing Educators. 相似文献