Salesperson stereotypes,consumer emotions,and their impact on information processing

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.     

Transaction utility effects when quality is uncertain

The existing literature finds that price discrepancy, which represents the difference between expected and observed price, helps explain brand choice and purchase intention. This effect is often attributed to transaction utility, that is, the incremental utility associated with the surprise of observing a price lower or higher than expected. This research considers the possibility, however, that transaction utility is a less important determinant of choice when quality is uncertain. We propose and find that acquisition utility (perceived value for the money) tends to dominate the explanation of purchase intention, but transaction utility is significant only when consumers are more certain about quality. Our discussion considers the relative role of transaction utility in explaining consumer decision making and how the informative and allocative roles of price might be distinguished. He received his Ph.D. in marketing from Ohio State University and his B.S. from Ohio State University. His research interests include information economics and pricing. Previously, he taught at the University of South Carolina. He has published in theJournal of Consumer Research, Journal of Marketing, andJournal of Retailing, among others. He received his Ph.D. at the University of South Carolina, his M.B.A. from the University of Georgia, and a B.S. degree from Clemson University. Previously, he taught at the University of Alabama. His research interests include consumer perceptions of value and interpersonal influences. He has published in theJournal of Consumer Research and theJournal of Marketing Research, among others. He received his Ph.D. in marketing from the University of South Carolina and has a Bachelor’s degree in economics from the University of Delhi. His research interests include price bundling, price effects on perceived quality perceptions, and segmentation of business-to-business markets. He has published in theJournal of Business Research and theAdvances in Consumer Research series, published by the Association of Consumer Research. He previously taught on the faculty of Valdosta State University. She received a B.S. in statistics, a Ph.D. in marketing from the University of South Carolina, and a M.S. in statistics from Virginia Polytechnic Institute. She previously taught at Lehigh University. Her research interests include market segmentation, discrete data analysis, and pricing. She has published in theJournal of Marketing Research, as well as in theProceedings of the American Marketing Association and theAssociation for Consumer Research.     

Consumer information cues in television advertising: A cross country analysis

This paper compares the number of consumer information cues found in television advertisements in three countries: Australia, Ecuador, and the United States. Earlier studies conducted by Resnick and Stern in the United States and Dowling in Australia were replicated in Ecuador. Content analysis of 108 Ecuadorian television advertisements evaluated the number and types of information cues in each commercial. Results indicate that a much greater proportion of Ecuadorian television commercials contain consumer information cues than those broadcast in the other two countries. The explanation suggested for this observation is that Ecuador, due to its level of economic development, has many more products in the introductory stages of the product life cycle. This situation, in turn, requires more extensive communication of consumer information to market the products effectively. This finding implies an additional dimension, information content level, which must be considered when adapting international campaigns to conditions in developing countries.     

Attitude Sophistication and Effective Teaching in Economics

Little attention has been given to the measurement of changes in attitudes and beliefs resulting from instruction in economics. This deficiency is met by Mann and Fusfeld who relate attitude changes to growth in students' knowledge (cognition) and to characteristics of both students and instructors. The findings from this research suggest a conflict among the goals of instruction. They also imply greater persistence of changes in attitude than of changes in knowledge.     

Trades and Quotes: A Bivariate Point Process

This article formulates a bivariate point process to jointlyanalyze trade and quote arrivals. In microstructure models,trades may reveal private information that is then incorporatedinto new price quotes. This article examines the speed of thisinformation flow and the circumstances that govern it. A jointlikelihood function for trade and quote arrivals is specifiedin a way that recognizes that an intervening trade sometimescensors the time between a trade and the subsequent quote. Modelsof trades and quotes are estimated for eight stocks using Tradeand Quote database (TAQ) data. The essential finding for thearrival of price quotes is that information flow variables,such as high trade arrival rates, large volume per trade, andwide bid–ask spreads, all predict more rapid price revisions.This means prices respond more quickly to trades when informationis flowing so that the price impacts of trades and ultimatelythe volatility of prices are high in such circumstances.     

Strategic Internet application trends in supply chain management

The Internet is evolving as a powerful force in the new marketplace where the nexus of competition has changed from individual firms to efficient supply chain networks both between firms and within industries. This study explores Internet adoption patterns and operational applications in US supply chain networks. The data reveal that the integration of the Internet into supply chain management applications has increased and has moved away from indiscriminate application of novel Internet technologies towards becoming a focused endeavor with precise expectations and measurable goals. Specifically, the study finds that Internet usage within supply chains is maturing as evidenced by enhanced and increased productivity, reduced costs and increased profit for participating firms.     

Currency returns, market regimes and behavioral biases

Covered interest rate parity assumes that there is no risk premium on the hedged returns on currencies. However, empirical evidence indicates that risk premiums are not identically zero, and this is referred to as the forward premium puzzle. We show that there exist market regimes, within which behavioral biases affect decisions, and a type of parity holds within regimes. The foreign exchange market switches between regimes where there is a premium. This paper presents various tests for the hypotheses of currency regimes and regime dependent risk premiums. Based on the existence of regimes, a diversified currency portfolio is created with a mean-variance criterion. Using the Federal Exchange Rate Index as a proxy for the currency benchmark and the U.S. T-Bill as the risk free asset, the similarity between the benchmarks and the implied equilibrium hedged and unhedged portfolios provides evidence for regimes and decision bias. Within each regime interest rate parity is appropriate for modeling currency returns.