bluuebunny/crossref_metadata_2025 huggingface dataset:
A Role Theory Perspective on Dyadic Interactions: The Service Encounter
Authors: Solomon Michael R. , Surprenant Carol , Czepiel John A. , Gutman Evelyn G.
Published: November 2018

This article proposes that the dyadic interaction between a service provider and a customer is an important determinant of the customer's global satisfaction with the service. Based on role theory, a theoretical framework is presented which abstracts some of the critical components of service encounters across industries.
The Application of Geometric Programming to Marketing Problems
Authors: Corstjens Marcel , Doyle Peter
Published: November 2018

Geometric programming (GP) is a new technique that appears to have significant potential in marketing. Researchers have avoided optimization models in marketing, partially because empirical estimates of typical marketing response functions suggest nonconvex maximization problems not easily handled by conventional nonlinear programming. GP now offers a convenient structure for modeling and optimizing the realistic complexity of many important marketing problems.
Symbiotic Marketing Revisited
Authors: Varadarajan P. “Rajan” , Rajaratnam Daniel
Published: November 2018

The concept of symbiotic marketing was first proposed by Adler almost two decades ago. This study provides an overview of its nature and scope and examines the environmental and organizational developments that have contributed to the widespread acceptance of symbiotic marketing as a way of doing business. The feasibility of pursuing the symbiotic option to exploit various strategic growth opportunities are highlighted. Guidelines for planning and implementation of symbiotic programs are presented.
Towards a Socialist Marketing Concept—The Case of Romania
Authors: Naor Jacob
Published: November 2018

Interest in marketing appears to be increasing in all East bloc countries, and Romania is no exception. The context within which marketing activities currently take place there is presented, and a socialist Romanian version of the marketing concept is proposed. Examples of the application of the concept, both in Romania and in two other socialist countries with less central planning, are provided. Except for a portion still in the experimental stage, the Romanian model appears to fit well the marketing reality of the three socialist countries examined.
The Politics of Marketing: Analyzing the Parallel Political Marketplace
Authors: Hutt Michael D. , Mokwa Michael P. , Shapiro Stanley J.
Published: November 2018

While marketing theorists emphasize the importance of negotiating favorable exchange agreements with powerful external stakeholders, such as regulatory agencies or trade associations, little attention has been given to the nature of these exchange processes or to the role that the marketing function assumes in this process. Extending the political economy framework, the concept of the parallel political marketplace is offered for exploring the exchange relationships that span both economic and political market domains.
Trademark Strategy
Authors: Cohen Dorothy
Published: November 2018

Traditionally, trademarks are viewed from the legal perspective, and the responsibility for important trademark decisions rests with top management. Court interpretations, emerging regulatory directions, and proposed legislation have encouraged the extension of trademark strategy in many marketing activities; however, they have also placed limitations on trademark rights and uses. Marketers have the opportunity to develop a strategic orientation for top management decision making by devising an effective trademark strategy. Successful formulation and implementation of this strategy requires that marketers become aware of the legal opportunities and limitations in the use of trademarks.
Psychological Effects of Restaurant Meetings on Industrial Buyers
Authors: Schurr Paul H. , Calder Bobby J.
Published: November 2018

Previous research has assessed industrial buyers' opinions of restaurant meetings with sales representatives but failed to clarify what settings are advantageous from a sales standpoint ( Dempsey, Bushman, and Plank 1980 ; Halvorson and Rudelius 1977 ). This experiment involving 211 purchasing personnel examines the impact of different restaurant meeting settings on industrial buyers' reactions to three user-versus-supplier problems. In a design where the environment of a buyer-seller meeting and the nature of user-supplier purchase problems were manipulated, it was found that an ordinary, unpretentious restaurant meeting caused more favorable evaluations than a nonroutine, fancy restaurant meeting.
A Model for Studying R&D–Marketing Interface in the Product Innovation Process
Authors: Gupta Ashok K. , Raj S. P. , Wilemon David
Published: November 2018

It is proposed that a firm's strategy and how it perceives environmental uncertainty can influence the need for R&D–marketing integration. Factors related to organizational design and senior management support, along with the sociocultural differences between R&D and marketing managers, can influence the level of integration achieved by an organization. Finally, it is proposed that the gap between the level of integration needed and that achieved can influence innovation success.
A Consumer Expenditure Approach to Estimating the Size of the Underground Economy
Authors: McCrohan Kevin F. , Smith James D.
Published: November 2018

This research was designed to reveal the magnitude of consumer use of informal suppliers, in order to determine the level of unmeasured or “underground” economic activity in the U.S. economy. The results of this study are based on a national probability sample of households which reported their purchases across 15 broad categories of goods and services. The authors conclude that consumers' use of suppliers in the underground economy accounts for a very minor portion of consumer expenditures.
The Marketing Concept: What it is and What it is Not
Authors: Houston Franklin S.
Published: November 2018

The marketing concept has been misunderstood and misused over the years. It is not obsolete nor is it the optimal managerial approach to marketing. The marketing concept is restated in a way that more clearly shows what it is and what it is not.
Multiple Orientations for the Conduct of Marketing Research: An Analysis of the Academic/Practitioner Distinction
Authors: Brinberg David , Hirschman Elizabeth C.
Published: November 2018

A distinction often is made in marketing between academic and practitioner-oriented research. That distinction has been used to justify one type of research by highlighting the limitations of the other. The authors use a validity network schema developed by Brinberg and McGrath to characterize academic and practitioner orientations in research. Three extended examples (research using the Fishbein theory of reasoned action, causal modeling, and consumer satisfaction/complaining behavior) illustrate the use of both academic and practitioner orientations. The authors argue that both are necessary for understanding marketing problems.
Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness
Authors: Weitz Barton A. , Sujan Harish , Sujan Mita
Published: November 2018

The authors propose that adaptive selling is influenced by salespeople's knowledge of customer types and sales strategies as well as their motivation to alter the direction of their behavior. Pertinent research in psychology and personal selling is reviewed and specific propositions relating to knowledge, motivation, and adaptive behavior are advanced. On the basis of these propositions, suggestions are made for selecting, training, managing, and compensating salespeople.
Determinants of Selling Effectiveness: The Importance of Declarative Knowledge to the Personal Selling Concept
Authors: Szymanski David M.
Published: November 2018

To understand better the determinants of selling effectiveness, the author proposes a framework for investigating the impact of declarative knowledge on the salesperson's ability to identify customers' product- and selling-related needs. The ability to identify properly the total set of customer needs is viewed as critical to the correct classification of sales leads into selling categories at the prospecting, sales call, sales presentation, and sale closing stages of the selling process. Differences in classification accuracy are proposed as key to explaining variations in sales performance. The differences in accuracy are posited to result from (1) the attributes believed to identify customer requirements, (2) the quantitative levels associated with the attributes, and (3) the degree of emphasis given to attributes in ascertaining client needs. Implications for sales managers are discussed and suggestions for future research are presented.
How Modern is Modern Marketing? Marketing's Evolution and the Myth of the “Production Era”
Authors: Fullerton Ronald A.
Published: November 2018

The widely accepted belief in a Production Era implies that serious and sophisticated marketing is a recent phenomenon. Analyzing conditions in Britain, Germany, and the United States, the author shows that the Production Era concept obscures the extent and level of development of earlier marketing practice, as do the Sales Era and Marketing Era concepts. A new model of marketing's evolution is used to propose a more accurate periodization of modern marketing's development.
Communication and Control Processes in the Delivery of Service Quality
Authors: Zeithaml Valarie A. , Berry Leonard L. , Parasuraman A.
Published: November 2018

Delivering consistently good service quality is difficult but profitable for service organizations. Understanding why it is so difficult and how it might be facilitated is the purpose of the article. The authors' intent is to identify a reasonably exhaustive set of factors potentially affecting the magnitude and direction of four gaps on the marketer's side of their service quality model. Most factors involve (1) communication and control processes implemented in service organizations to manage employees and (2) consequences of these processes, such as role clarity and role conflict of contact personnel. Literature from the marketing and organizational behavior fields on these topics is reviewed and integrated with qualitative data from an exploratory study. Discussion centers on insights that can be obtained from empirical testing of the extended model.
Marketing Negotiations in France, Germany, the United Kingdom, and the United States
Authors: Campbell Nigel C. G. , Graham John L. , Jolibert Alain , Meissner Hans Gunther
Published: November 2018

The determinants of marketing negotiations in four cultures are investigated in a laboratory simulation. One hundred thirty-eight businesspeople from the United States, 48 from France, 44 from West Germany, and 44 from the United Kingdom participated in two-person, buyer-seller negotiation simulations. The American process of negotiation is found to be different from that of the Europeans in several respects.
Mapping the Procedural Knowledge of Industrial Sales Personnel: A Script-Theoretic Investigation
Authors: Leigh Thomas W. , McGraw Patrick F.
Published: November 2018

Selling is the primary performance-related activity in the sales job, yet descriptions of the task-specific knowledge of sales personnel are rare. In a two-phased (free elicitation and validation) study, the authors used cognitive script methods to map the procedural knowledge of experienced, effective industrial salespersons. Commonalities in the selling objectives, sales call planning activities, and sales call interaction activities for four selling situations are described. These script norms provide rich, activity-based descriptions of salesperson knowledge as empirical content for future theoretical investigations and practical applications in sales performance and sales training.
Dealer Dependence Levels and Reciprocal Actions in a Channel of Distribution in a Developing Country
Authors: Frazier Gary L. , Gill James D. , Kale Sudhir H.
Published: November 2018

The primary purpose of this article is to expand our understanding of the dependence and reciprocal action constructs in distribution channel relationships. The authors develop a conceptual framework for channel relationships involving the exchange of industrial products within sellers' markets in developing countries. The framework is tested with data collected in the tungsten carbide tool industry in India. Results are generally supportive of the conceptual framework and illustrate the need to (1) take the channel context into account in developing channel theory and (2) perform empirical studies in a wide variety of channel settings.
Supervising Unethical Salesforce Behavior
Authors: Bellizzi Joseph A. , Hite Robert E.
Published: November 2018

Supervisory reactions of sales managers to potentially unethical salesperson behavior are examined in a national survey of sales executives. Four scenarios representing ethical issues were presented to the respondents. Salesperson overall work performance, organizational consequences, and gender significantly influenced various supervisory reactions; however, consequence and work performance influences were observed more consistently. Gender differences were marginal and generally confined to only two issues. The findings indicate that sales managers are more likely to use a harsher form of disciplinary action when poor performers, negative consequences, and salesmen are involved in unethical behavior.
An Empirical Examination of the Structural Antecedents of Attitude toward the Ad in an Advertising Pretesting Context
Authors: MacKenzie Scott B. , Lutz Richard J.
Published: November 2018

Recent research has identified attitude toward the ad (AAd) as an important construct mediating the effects of advertising on brand attitude and purchase intention. To date, however, little attention has been directed toward explaining the origins of AAd. The authors present the latest version of a theory of AAd formation, report the results of an empirical test of a portion of that theory, and offer further refinements to the theory based on the observed results. Implications of the findings for advertising practice are discussed.
Barriers to Entry and Market Entry Decisions in Consumer and Industrial Goods Markets
Authors: Karakaya Fahri , Stahl Michael J.
Published: November 2018

The authors test six market entry barriers in consumer and industrial markets: cost advantages of incumbents, product differentiation of incumbents, capital requirements, customer switching costs, access to distribution channels, and government policy. They model market entry decisions of 137 executives in 49 major U.S. corporations with a decision-making instrument consisting of 32 market entry opportunities. Each respondent's decisions are modeled by regression analysis. The differences in the importance of the six market entry barriers for early and late entry in consumer and industrial goods markets are investigated. The results indicate that marketing executives consider all six barriers in making market entry decisions. The cost advantages of incumbents are considered to be the most important of the market entry barriers. Major differences also are discovered among the other five barriers. Furthermore, the importance of the barriers differs between consumer and industrial goods markets.
A Gap Analysis of Professional Service Quality
Authors: Brown Stephen W. , Swartz Teresa A.
Published: November 2018

Providers of professional services recently have awakened to consumer challenges, competition, and the realities of marketing. With these changes, a related and equally important issue has emerged—service quality and evaluating the service encounter. Using medical services as the primary study setting, the authors explore the concept of professional services quality and its evaluation from both the provider and client perspectives. They use gap analysis as an appropriate approach for examining the evaluation of a professional service. The findings provide special empirical insights on the gaps that can arise from inconsistent perceptions of expectations and experiences between patients and physicians. Finally, both managerial and research implications are presented.
Legal Developments in Marketing
Authors: Werner Ray O.
Published: November 2018

The topical outline of the developments in the legal environment in which marketing functions is presented below. Since only the most important cases as evaluated by the editorial staff are presented, the lack of important cases may lead to the absence of entries under one or more subtopics. For individual items covered, more detailed information may be obtained by reference to the source cited. Reference to CCH is to the Commerce Clearing House's Trade Regulation Reporter; reference to BNA is to the Bureau of National Affairs' Antitrust & Trade Regulation Report. Contributions by members of the editorial staff are identified by the contributor's surname appearing in the headnote of each specific entry.
Information Processing from Advertisements: Toward an Integrative Framework
Authors: MacInnis Deborah J. , Jaworski Bernard J.
Published: November 2018

The authors provide a framework and a set of research propositions that capture and extend current theory on information processing from advertisements. The integrative attitude formation model includes antecedent levels of ability, motivation, and opportunity (AMO), processing of brand information, cognitive and emotional responses, brand attitude formation processes, and brand attitude. Key features of the framework are (1) a more complete, integrative discussion of needs and motivation, (2) a more precise specification of processing mechanisms than currently is proposed in two-routes-to-persuasion models, (3) inclusion of a new typology of emotional and cognitive responses explicitly linked to the levels of brand processing, and (4) a discussion of how alternative attitude formation models correspond to each level of brand processing. To assess the relative advantage of the framework, the authors compare the model with previous integrative models and discuss its implications for related research streams.
Developing Marketing Expert Systems: An Application to International Negotiations
Authors: Rangaswamy Arvind , Eliashberg Jehoshua , Burke Raymond R. , Wind Jerry
Published: November 2018

A large number of marketing decisions are based on “expert” judgments. In the emerging field of expert systems, techniques are being developed for systematically representing and using expert knowledge in computer systems. The computerization of marketing expertise will enhance decision support to marketing managers. The authors evaluate the opportunities and difficulties associated with building marketing expert systems by discussing the development of NEGOTEX (negotiations expert), a system that provides guidelines to individuals or teams preparing for international marketing negotiations. Possible benefits of this methodology in other areas of marketing are identified.
Enviropreneurial Marketing Strategy: The Emergence of Corporate Environmentalism as Market Strategy
Authors: Menon Ajay , Menon Anil
Published: November 2018

Environmental concerns have begun to reshape the landscape in which global organizations compete. The demands and influences of the environmental movement are evident in the dollar value size of the environmentally conscious marketplace. In addition, the growing regulatory concerns over the environmental impact of corporate practices have begun to influence corporate strategies. The authors discuss the concept of an enviropreneurial marketing strategy, which reflects the confluence of social performance goals, corporate entrepreneurship orientations, and marketing strategy by integrating environmental concerns when developing marketing policies and practices. They provide a brief overview of the emergence of the enviropreneurial strategy paradigm, identify three types of enviropreneurial marketing strategies, and develop a model of the antecedents and consequences of an enviropreneurial marketing strategy. Finally, they conclude with a brief discussion of future research needs.
The Company and the Product: Corporate Associations and Consumer Product Responses
Authors: Brown Tom J. , Dacin Peter A.
Published: November 2018

Although brand theorists suggest that what a person knows about a company (i.e., corporate associations) can influence perceptions of the company's products, little systematic research on these effects exists. The authors examine the effects of two general types of corporate associations on product responses: One focuses on the company's capabilities for producing products, that is, corporate ability (CA) associations, and the other focuses on the company's perceived social responsibility, that is, corporate social responsibility (CSR) associations. The results of three studies, including one that measures respondents’ CA and CSR associations for well-known companies and one that uses consumers recruited in a shopping mall, demonstrate that (1) what consumers know about a company can influence their beliefs about and attitudes toward new products manufactured by that company, (2) CA and CSR associations may have different effects on consumer responses to products, and (3) products of companies with negative associations are not always destined to receive negative responses. The authors conclude by discussing the implications of these findings for marketing managers and further research.
Explaining Variations in the Advertising & Promotional Costs/Sales Ratio: A Rejoinder
Authors: Ailawadi Kusum , Farris Paul , Parry Mark
Published: November 2018

In 1994, the authors (see Ailawadi, Farris, and Parry 1994 ) reported the results of a failed attempt to validate the findings of Balasubramanian and Kumar's (1990) empirical analysis of the determinants of the firm-level ratio of advertising and promotion to sales (A&P/S). Balasubramanian and Kumar (1997) have now listed several concerns with the authors’ 1994 analysis—of which two data preparation errors are valid. However, these errors have no impact on the main thesis of the authors 1994 article—market share and market growth are not good predictors of A&P/S. The authors also have analyzed currently available COMPUSTAT data, and their findings once again invalidate Balasubramanian and Kumar's (1990) results. The authors can only reiterate their earlier conclusion—neither currently available COMPUSTAT data, Profit Impact of Market Strategy data, nor brand-level data show any significant effect of market share and market growth on A&P/S. The authors conclude that Balasubramanian and Kumar's (1990) findings are simply not valid, and there is no way to identify what exactly led to their unique results because they have not made available their original data set.
Quality Tier Competition: How Price Change Influences Brand Choice and Category Choice
Authors: Sivakumar K. , Raj S. P.
Published: November 2018

The authors demonstrate that competition among brands in different quality tiers can be asymmetric both in brand choice (“what”) and in category choice (“whether”). They also investigate how competition among quality tiers is affected by the direction of price changes (increase or decrease). Empirical findings from four scanner panel data sets consistently show that with price reduction, high-quality brands gain more than do low-quality brands both in “what” and “whether” decisions. Furthermore, high-quality brands are less vulnerable to losses when prices are increased. The authors conclude with implications for understanding quality tier competition and developing price promotional strategies.
Comparative versus Noncomparative Advertising: A Meta-Analysis
Authors: Grewal Dhruv , Kavanoor Sukumar , Fern Edward F. , Costley Carolyn , Barnes James
Published: November 2018

Previous research and reviews on comparative advertising report mixed results. The authors report the results from a meta-analysis that examines the efficacy of comparative advertising. The analysis shows that comparative ads are more effective than noncomparative ads in generating attention, message and brand awareness, levels of message processing, favorable sponsored brand attitudes, and increased purchase intentions and purchase behaviors. However, comparative ads evoke lower source believability and a less favorable attitude toward the ad. Additional analyses of moderator variables find that market position (sponsor, comparison, and relative), enhanced credibility, message content, and type of dependent measure (relative versus nonrelative) affect some of the relationships between advertising format and cognition, brand attitudes, and purchase intentions. New brands comparing themselves to established brands appear to benefit most from comparative advertising.
Transaction Cost Analysis: Past, Present, and Future Applications
Authors: Rindfleisch Aric , Heide Jan B.
Published: November 2018

Over the past decade, transaction cost analysis (TCA) has received considerable attention in the marketing literature. Marketing scholars have made important contributions in extending and refining TCA's original conceptual framework. The authors provide a synthesis and integration of recent contributions to TCA by both marketers and scholars in related disciplines, an evaluation of recent critiques of TCA, and an agenda for further research on TCA.
Does the Comparative Advantage Theory of Competition Really Replace the Neoclassical Theory of Perfect Competition?
Authors: Deligönül Z. Seyda , Çavuşgil S. Tamer
Published: November 2018

The Comparative Advantage Theory of Competition (CATC) is proposed by Hunt and Morgan (1995) to replace the Neoclassical Theory of Perfect Competition (NTPC). The new theory claims to offer a better explanation for key macro and micro phenomena. The authors’ purpose in this article is to evaluate the CATC's potential as a replacement for the neoclassical theory. They argue that (1) both the NTPC and CATC are offshoots of the exchange paradigm; furthermore, (2) the efficient theories in the exchange paradigm family cannot claim superiority over one another since a supracriterion for their contest is lacking; and (3) the CATC—even when considered efficient—cannot challenge the NTPC, let alone replace it. In addition to meeting a host of conditions, a successful contender must come from a new paradigm, which the CATC does not. Therefore, the replacement assertion remains unjustified.
Resource-Advantage Theory: A Snake Swallowing Its Tail or a General Theory of Competition?
Authors: Hunt Shelby D. , Morgan Robert M.
Published: November 2018

Deligönül and çavuşgil (1997) conduct a paradigm-level analysis of resource-advantage (R-A) theory. They argue that (1) Hunt and Morgan (1995) offer resource-advantage theory as a replacement for perfect competition theory, (2) a successful challenger to any theory must come from a new paradigm, (3) but both perfect competition and R-A theory come from the same paradigm. Therefore, (4) the replacement thesis is dubious. We evaluate their argument.
Market-Based Assets and Shareholder Value: A Framework for Analysis
Authors: Srivastava Rajendra K. , Shervani Tasadduq A. , Fahey Liam
Published: November 2018

The authors develop a conceptual framework of the marketing–finance interface and discuss its implications for the theory and practice of marketing. The framework proposes that marketing is concerned with the task of developing and managing market-based assets, or assets that arise from the commingling of the firm with entities in its external environment. Examples of market-based assets include customer relationships, channel relationships, and partner relationships. Market-based assets, in turn, increase shareholder value by accelerating and enhancing cash flows, lowering the volatility and vulnerability of cash flows, and increasing the residual value of cash flows.
The Negative Impact of Extensions: Can Flagship Products be Diluted?
Authors: John Deborah Roedder , Loken Barbara , Joiner Christopher
Published: November 2018

This article extends the scope of investigations into the potential risks of brand and line extension strategies. Here, the authors examine whether extensions can dilute beliefs associated with a strategically important and highly visible product—the flagship product. The results of three experimental investigations indicate that beliefs about flagship products are less vulnerable to dilution than beliefs about the parent brand name in general. The findings suggest that assessments of the impact of brand leveraging strategies should include analysis of the effects on individual products as well as on the family brand name.
The Asymmetric Impact of Negative and Positive Attribute-Level Performance on Overall Satisfaction and Repurchase Intentions
Authors: Mittal Vikas , Ross William T. , Baldasare Patrick M.
Published: November 2018

The relationship between attribute-level performance, overall satisfaction, and repurchase intentions is of critical importance to managers and generally has been conceptualized as linear and symmetric. The authors investigate the asymmetric and nonlinear nature of the relationship among these constructs. Predictions are developed and tested empirically using survey data from two different contexts: a service (health care, n = 4517) and a product (automobile, n = 9359 and n = 13,759). Results show that (1) negative performance on an attribute has a greater impact on overall satisfaction and repurchase intentions than positive performance has on that same attribute, and (2) overall satisfaction displays diminishing sensitivity to attribute-level performance. Surprisingly, results show that attribute performance has a direct impact on repurchase intentions in addition to its effect through satisfaction.
Managing Promotion Program Participation within Manufacturer–Retailer Relationships
Authors: Murry John P. , Heide Jan B.
Published: November 2018

The authors report the results of a study that examines retailer participation in manufacturer-sponsored promotion programs. Two particular aspects of participation are studied, namely, (1) retailer agreement to participate in point-of-purchase programs and (2) retailer compliance with established agreements. Previous research in marketing, economics, sociology, and organization theory suggests that participation is influenced by two types of variables. The first is the nature of the interpersonal relationship that exists between the boundary personnel in the retailer's and manufacturer's firms. The second are various organization-level variables, including incentive premiums (promotional allowances) and monitoring efforts. The authors extend previous research by examining both the independent and joint effects of these factors on retailer participation. On the basis of an empirical study involving a conjoint task, the authors show that the presence of a strong interpersonal relationship does not diminish the importance of other variables, such as incentives. Within the limits of the conjoint task, the results also suggest that interpersonal relationships are less important determinants of participation than economic incentives. The authors discuss the implications of the study for marketing theory and practice.
The Animosity Model of Foreign Product Purchase: An Empirical Test in the People's Republic of China
Authors: Klein Jill Gabrielle , Ettenson Richard , Morris Marlene D.
Published: November 2018

The authors provide an initial test of the animosity model of foreign product purchase in the People's Republic of China. In contrast to Shimp and Sharma's (1987) CETSCALE, the model predicts that animosity toward a foreign nation will affect negatively the purchase of products produced by that country independently of judgments of product quality. The model was tested using mainland Chinese consumers’ attitudes toward Japan and Japanese products. Structural equation modeling supports the model and shows that animosity has a significant impact on buying decisions above and beyond the effect of consumer ethnocentrism. Furthermore, these results were not cohort-specific. The measurement of cross-national hostility enables managers to understand better the purchase behavior of consumers in the international marketplace.
Endowment Effect: Trading for Oneself Versus Trading for Others
Authors: Wang Sui-Min , Cheng Yin-Hui , Lee Chao-Feng , Chuang Shih-Chieh
Published: November 2018

Prior research on the endowment effect has tended to focus on decisions made by individuals acting on their own account rather than on others’ behalf. This article reports on three experiments that modeled this “for-self” versus “for-others” distinction and measured its effects on prices. Specifically, our participants who were asked to make trading decisions for other people subsequently reported decreases in the endowment effect. We concluded that, in the context of the trading of goods, perceived ownership and differences in focus on the traded products’ positive and negative features mediated the diminished endowment effect our experiments identified.
Mobility, Connectivity and Non-Resident Citizenship: Migrant Social Media Campaigns in the Irish Marriage Equality Referendum
Authors: Gray Breda
Published: November 2018

The proliferation of migrant social media campaigns calling for a ‘Yes’ vote in the Irish Marriage Equality referendum (May 2015) raises new questions about the conventions of political participation and non-resident citizenship rights. Via a discourse analysis of these campaigns, this article shows how the algorithmic agency of social media combines with the political agency and affective identifications of campaigners to shape the terms of non-resident citizen claims for enfranchisement and sexual citizenship rights. The article argues that despite their novel political tactics, the central campaign discourses of (im)mobility (leaving/staying-put), connectivity (active engagement) and ongoing stake in an inclusive homeland are underpinned by conventional democratic criteria for enfranchisement. The article addresses how these discourses intersect with state and business regimes of mobility and connectivity to produce a particular ordering of citizenship. It also points to those emergent practices and norms of political participation generally, and of non-resident citizenship in particular, that are foregrounded by these campaigns.
Social insurance participation among rural migrants in reform era China
Authors: Wu Yuling , Xiao Hong
Published: November 2018

This study examines the effects of stability in employment and migration on rural migrants’ access to social insurance. Special attention is given to the interaction between the employment contract and the employment sector and between the employment contract and the migrants’ local–nonlocal rural hukou status. Using data from the 2009 Rural-Urban Migration survey in China, the analysis reveals that having a stable contract and high job stability are positively correlated with social insurance coverage among rural migrants, whereas a stable migration experience and the intention to settle in the host city do not increase the likelihood of having social insurance coverage. Having a stable contract plays an important role in closing and even reversing the coverage gap between local and non-local rural migrants by significantly boosting the latter’s chances of obtaining social insurance. However, the beneficial effects derived from having a stable contract in improving the likelihood of obtaining social insurance have been significant in the state sector but quite limited in the non-state sector. Astonishingly, this has unintendedly increased the coverage disparity between the two employment sectors, except for the housing provident fund. The policy implications of these findings are discussed.
Experimental study of an ultrasonic regenerative evaporative cooler for a desiccant cooling system
Authors: Arun BS , Mariappan V
Published: November 2018

This paper presents fabrication of an ultrasonic regenerative evaporative cooler, coupled with a desiccant dehumidifier. Ultrasonic regenerative evaporative cooler consists of several sets of a dry channel and a wet channel. A part of the air from the dry channel is redirected into the wet channel where it is cooled by evaporation of water mist from an ultrasonic atomiser. Air flowing through dry channels is pre-cooled by heat transfer between wet and dry channels, without changing its humidity. In this cooler, the conventional hygroscopic layer for wetting the plate surface is replaced with the water mist. It is observed that the performance of the cooling system significantly depends on the channel spacing, channel length, inlet airflow rate and extraction ratio, and marginally depends upon feed water temperature. The room cooling capacity is eminently responsive to both air mass flow rate and extraction ratio. The maximum available room cooling capacity of 339.8 W is obtained for the optimal values of 0.0488 kg/s mass flow rate of air and 0.37 extraction ratio. The prototype achieved wet-bulb effectiveness values as high as 1.15 and delivered more than 10℃ temperature drop.

Practical application: An ultrasonic regenerative evaporative cooler can be coupled with a desiccant dehumidification unit for use in hot and humid climate to achieve comfort condition utilising less energy and feed water when compared to the vapour compression refrigeration system. From this prototype researchers and engineers can develop, by combining desiccant regenerators and evaporative coolers which use ultrasonic method for low-temperature dehydration of desiccant substance. Solar thermal energy can also be directly utilised for marginally heating the desiccant substance during the regeneration process. Overall, this system can contribute to the development of energy efficient buildings.
The Effect of Varying Incentive Amounts on Physician Survey Response
Authors: Noel HarmoniJoie , Huang Alison R.
Published: November 2018

A major challenge with surveying physicians is low response. In this article, we present results of an experiment conducted to determine the optimal monetary incentive amount for gaining response from physicians to a short screener survey. Sampled physicians were randomly assigned to three prepaid cash incentive conditions (US$2, US$5, US$10) compared to a control (US$0). This study found using any incentive increased response versus no incentive. The US$10 incentive produced the highest response and was significantly greater than the US$2 incentive group. However, we did not find a statistical difference between the $5 and US$10 incentives or between the US$2 and US$5 incentives. In addition, any incentive amount increased the likelihood of early response compared to no incentive. This study builds on previously mixed results about the effects of various incentive amounts and effect on early survey response. These findings provide practical advice for researchers surveying physicians.
Depth versus breadth: Exploring variation and performance differences among internationalising new ventures
Authors: Cerrato Daniele , Fernhaber Stephanie A
Published: November 2018

Despite the wealth of studies on international entrepreneurship that have emerged over recent years, a need exists to further explore variation among internationalising new ventures. In this article, we develop and test a framework suggesting that a new venture’s depth and breadth of internationalisation can be traded off in multiple ways to minimise risk. Through a cluster analysis, we identify four configurations commonly exhibited by internationalising new ventures, which we classify as follows: (1) home regional dabblers, (2) home regional committed, (3) host regional focused and (4) global balanced. Implications for firm-level drivers and performance are discussed.
Consolidating and advancing knowledge on the post-entry performance of international new ventures
Authors: Ibeh Kevin , Jones Marian V , Kuivalainen Olli
Published: November 2018

This article introduces the Special Issue on post-entry performance of international new ventures (INVs), including the selected papers. It consolidates empirical knowledge on this topic area, particularly regarding the themes addressed in the Special Issue’s studies. These pertain to the influence on post-entry performance of the geographic scope, post-internationalisation speed dimensions of international intensity, spread, and diversity, learning capabilities, network resources, niche strategy, internationalisation timing and commitment mode of INVs. The article also addresses the issues associated with measuring post-entry performance among INVs and discusses next steps and future research implications.
Priming Mediated Vicarious Intergroup Contact: How Narrative Focus Influences Attitude Changes Toward Gay People, Same-Sex Family, and Social Dominance
Authors: Li Minjie
Published: November 2018

Mediated exposure to outgroups leads to attitude change. Through a controlled lab experiment, this study examines how television narrative focus (i.e., politics, religion, parenting, technology) primes people’s explicit and implicit attitudes toward gay people, attitudes toward same-sex family, and social dominance orientation, in the mediated context of a gay family having conflicting opinion exchange with heterosexual characters. The results showed that while people’s explicit prejudice toward gay people decreased after exposure, their prejudice toward same-sex families and social dominance orientation increased. That is, even though mediated outgroup contact could prime people to think positively about the outgroup, it also simultaneously increases people’s tendency to maintain current social order. Attitudes toward gay people and social dominance orientation varied depending on the narrative focus. Implications are discussed.
HER2 Amplification Status in Feline Mammary Carcinoma: A Tissue Microarray–Fluorescence In Situ Hydridization–Based Study
Authors: Muscatello Luisa Vera , Di Oto Enrico , Sarli Giuseppe , Monti Valentina , Foschini Maria Pia , Benazzi Cinzia , Brunetti Barbara
Published: November 2018

Human epidermal growth factor receptor 2 (HER2) is a tyrosine kinase receptor overexpressed in a subset of breast cancer due to HER2 gene amplification. HER2 protein is expressed in feline mammary carcinomas, but little is known about its cytogenetic alterations. The aim of this study was to evaluate HER2 gene amplification status and its correlation with HER2 protein expression in feline mammary carcinomas. Feline mammary carcinomas were retrospectively selected and immunohistochemically (IHC) evaluated for HER2 protein expression. All the HER2 IHC-positive (3+) and equivocal (2+) cases and a subset of negative cases (0/1+) were selected for fluorescence in situ hybridization (FISH). Dual-core tissue microarrays were prepared for FISH. IHC and FISH were evaluated according to the 2013 American Society of Clinical Oncology/College of American Pathologists guidelines. The study included 107 feline mammary carcinomas from 88 queens. HER2 protein expression was positive (3+) in 7 cases (6.5%), equivocal (2+) in 48 cases (45%), and negative (0/1+) in 52 cases (48.5%). HER2 status was indeterminate in 8 feline mammary carcinomas (12%), amplified in 3 (4%), equivocal in 4 (6%), and nonamplified in 53 (78%). HER2 gene amplification and protein expression were significantly positively correlated ( R = 0.283; P < .0001). HER2 gene is amplified in a subset of feline mammary carcinomas despite the HER2 positive or equivocal protein expression, but it remains to be determined if the HER2 amplification is a gene alteration that drives mammary tumor carcinogenesis or only a bystander passenger mutation.
Cancer survivors' experience of OptiMal, a 6-week, occupation-based, self-management intervention
Authors: Boland Lauren , Bennett Kathleen , Cuffe Sinead , Gleeson Noreen , Grant Cliona , Kennedy John , Connolly Deirdre
Published: November 2018

Introduction

Cancer survivors experience persistent symptoms such as pain, fatigue, anxiety and depression post-treatment, resulting in social isolation and decreased activity participation. A 6-week, occupation-focused, self-management programme, OptiMal, was delivered to cancer survivors. A mixed methods approach was employed to explore the impact of the programme. For the purpose of addressing the focus of this paper, only qualitative data were extrapolated.

Methods

A qualitative description design was undertaken with survivors to explore their perceptions of the impact of OptiMal on cancer survivorship and opinions of the programme. Qualitative data were collected through focus groups and semi-structured interviews post-intervention and at 3 months follow-up. Data were analysed using thematic analysis.

Results

Four OptiMal programmes were delivered with 26 individuals of mixed cancer diagnoses over an 18-month period. Following thematic analysis, two themes emerged: 1. Supporting the transition to survivorship; 2. Programme design and delivery. The content and design of OptiMal was reported to meet cancer survivors' needs. However, many survivors stated that they would have benefited from it earlier post-treatment.

Conclusion

An occupation-based group programme, OptiMal, appears to assist cancer survivors to transition from treatment to survivorship. However, many survivors stated that they would have benefited from the programme earlier post-treatment.
Engagement of general practitioners in falls prevention and referral to occupational therapists
Authors: McIntyre Anne , Mackenzie Lynette , Harvey Michele
Published: November 2018

Introduction

Falls prevention is a key activity for general practitioners, occupational therapists and other allied health professionals. Despite evidence for multidisciplinary community-based interventions, uptake of falls prevention is variable. General practitioners are crucial in identifying older people at risk of falls and referring for intervention. This research aims to identify the current practice of general practitioners in falls prevention and to identify opportunities for occupational therapists in particular to extend their role in falls prevention in primary care.

Method

A total of 4000 paper surveys were mailed to randomly selected general practitioners within 209 clinical commissioning groups in England. Online surveys were also distributed via clinical commissioning groups to approximately 3200 general practitioners. Descriptive analysis of the data was undertaken.

Results

A total of 152 general practitioners responded. More than half indicated they were familiar with the UK guidelines for falls risk screening, but less than a third implemented these. Only 31% routinely asked older people if they had fallen. Whilst 90% identified occupational therapists as providing evidence-based falls prevention, only 74% referred to occupational therapy.

Conclusion

There are gaps in general practitioners’ falls prevention referral practices to occupational therapists and allied health professionals. Better general practitioner pathways could enhance the quality of falls-prevention care for older people at risk.