bluuebunny/crossref_metadata_2025 huggingface dataset:
Areopaguristes, a generic replacement name for Stratiotes Thomson, 1899 (Crustacea: Decapoda: Paguroidea: Diogenidae)
Authors: RAHAYU DWI LISTO , MCLAUGHLIN PATSY A.
Published: December 2018

Two species of Paguristes Dana, 1851 occurring in New Zealand waters, P. pilosus H. Milne Edwards, 1836 and P. setosus H. Milne Edwards, 1848, were the sources of errors and considerable confusion for many years. The misunderstanding regarding the identities of these taxa was further compounded by Filhol (1885) when he published a description of P. setosus Filhol, 1885, not realizing that this species had previously been published by H. Milne Edwards (1848) [see Forest & McLaughlin (2000: 77) for a historical account]. In his revision of the Anomura of New Zealand, Thomson (1899) redescribed Filhol’s Pagurus setosus, assigning it to his new genus Stratiotes Thomson as the type species. Although Alcock (1905) and Thompson (1930) expressed doubt about the validity of Stratiotes, it was not until Forest & McLaughlin (2000) reviewed all of the New Zealand species assignable to Paguristes, that Stratiotes was placed in synonymy with Dana’s taxon. However, when Rahayu (2005) found the gill number of Paguristes species in the collection of the Muséum national d’Histoire naturelle, Paris variable, she restricted Paguristes to species having 13 pairs of gills and reinstated Stratiotes for species with only 12 pairs. Unfortunately Stratiotes Thomson recently was found to be a junior homonym of Stratiotes Putzeys, 1846, (Coleoptera) and a replacement name became necessary. Areopaguristes is proposed as the replacement name; from the Greek Ares, the God of War, in combination with Paguristes. As Stratiotes means soldier, the proposed replacement name maintains the original sense of combat, while identifying the genus as closely allied to Paguristes s.s.; gender masculine. The type species, Pagurus setosus, is unchanged.
The genus Scrobipalpa Janse (Lepidoptera, Gelechiidae) in China, with descriptions of 13 new species
Authors: BIDZILYA OLEKSIY , LI HOUHUN
Published: December 2018

Fifty-six Scrobipalpa species are recorded for China, with supplementary material from some other countries. A checklist of all the species and distribution data are given, with special notes on some known species. Thirteen new species are described: S. distincta sp. n. (Ningxia, Henan), S. erichiodes sp. n. (Gansu, Hebei, Heilongjiang, Inner Mongolia, Ningxia, Shaanxi, Xinjiang), S. flavidinigra sp. n. (Ningxia, Inner Mongolia), S. flavimaculata sp. n. (Qinghai), S. flavinerva sp. n. (Inner Mongolia; Mongolia: East Aimak), Scrobipalpa fusca sp. n. (Inner Mongolia, Xinjiang; Uzbekistan, Turkmenistan, SE Kazakhstan), S. hoenei sp. n. (Yunnan), S. latiuncella sp. n. (Ningxia), S. nigrigrisea sp. n. (Tibet), S. nigripuncta sp. n. (Henan), S. ochrostigma sp. n. (Gansu), S. sinica sp. n. (Inner Mongolia; Mongolia) and S. strictella sp. n. (Hebei). 32 species are recorded for China for the first time. Hitherto unknown males of S. sattleri Lvovsky & Piskunov, 1989 and S. caryocoloides Povolný, 1977 are described. The lack of signum in the female genitalia of S. ochrostigma is recorded for the first time for the genus Scrobipalpa. Images of the adults and illustration of the genital structures of the new species and some known species are provided.
A taxonomic review and phylogeny of the genera Hoplopisthius Senna, 1892 and Carcinopisthius Kolbe, 1892 (Coleoptera: Brentidae, Hoplopisthiini)
Authors: MANTILLERI ANTOINE
Published: December 2018

The genera Hoplopisthius and Carcinopisthius are reviewed. All the species are redescribed and illustrated and an updated identification key and distributional maps are provided. One new species from New Guinea is described (Hoplopisthius maximus n. sp.) and two new synonymies are proposed: Hoplopisthius celebensis Kolbe, 1892 = H. trichemerus Senna, 1892, n. syn. and Carcinopisthius lamingtoni Damoiseau, 1987 = C. forcipitiger Damoiseau, 1987, n. syn. Phylogenetic analysis using PAUP (maximum parsimony) was performed using 25 morphological characters of adults. This analysis shows the group Hoplopisthius + Carcinopisthius is monophyletic, but Carcinopisthius alone is paraphyletic. Nomenclatural changes at the generic level are made to reconcile nomenclature and phylogeny: Hoplopisthius is preserved; Carcinopisthius is downgraded to the rank of subgenus for the two oriental species H. oberthueri and H. fruhstorferi; and Pseudotaphroderes is resurrected as a third subgenus and includes all New-Guinean and Australian species.
Description of a new genus and six new species of Tachinidae (Diptera) from Asia and New Guinea
Authors: SHIMA HIROSHI , HAN HO-YON , TACHI TAKUJI
Published: December 2018

Pseudebenia Shima, Han & Tachi, gen. nov., is described for six new species, P. argyrosoma Shima & Tachi, sp. nov. and P. fulvipalpis Shima & Tachi, sp. nov. from Papua New Guinea, P. epilachnae Shima & Han, sp. nov. from South Korea, P. fuscata Shima & Tachi, sp. nov. from Malaysia, P. nepalensis Shima & Tachi, sp. nov. from Nepal and P. trisetosa Shima & Tachi, sp. nov. from China. Pseudebenia epilachnae is a larval parasitoid of the phytophagous ladybird beetle Epilachna quadricollis (Dieke). A key to the species of Pseudebenia is given and features of the new species are illustrated. The genus belongs to the subfamily Tachininae and is tentatively placed in the tribe Macquartiini.
A Revision of Perdita (Xerophasma) Timberlake (Hymenoptera: Andrenidae)
Authors: GRISWOLD TERRY , MILLER WENSDAE
Published: December 2018

Three new species of Perdita (Xerophasma) endemic to the Mojave Desert are described: P. celadona Griswold and Miller and P. vespertina Griswold and Miller from eastern Clark County, Nevada, and P. rhondae Griswold from Death Valley, California. The subgenus is redescribed to accommodate these new species. New distributional records for P. bequaertiana and P. pallida and a key to the species of the subgenus are provided. A well supported phylogeny suggests evolution toward nocturnal foraging expressed in increasing ocellar size and a trend toward totally pale integument. The apparent origin and center of diversity for the group is the eastern Mojave Desert.
The genus Portelmis Sanderson, 1953 (Coleoptera: Elmidae: Elminae): first report in Brazil, description of two new Amazonian species and species key for males
Authors: FERNANDES ANDRÉ S. , PASSOS MARIA INÊS S. , HAMADA NEUSA
Published: December 2018

The genus Portelmis Sanderson, 1953 and the species P. gurneyi Spangler, 1980 are reported for the first time in Brazil. Portelmis kinonatilis sp. nov. and P. paulicruzi sp. nov. are described and illustrated based on adult specimens collected in two different municipalities in the state of Amazonas, Brazil. Diagnoses and illustrations of all Portelmis species, and a taxonomic key to identify males are presented.
Description of a new species of genus Epidaus Stål (Hemiptera: Reduviidae: Harpactorinae) from China, with a key to Chinese species
Authors: ZHANG WENJIE , ZHAO PING , CAO LIANGMING , CAI WANZHI
Published: December 2018

Epidaus insularis Zhang, Zhao, Cao & Cai, sp. nov. is described and illustrated from Hainan Province, China. A key to all eight Chinese species, including the new one, of the genus Epidaus Stål is provided.
Taxonomy of “Mouse-colored Tapaculos”. I. On the application of the name Malacorhynchus speluncae Ménétriés, 1835 (Aves: Passeriformes: Rhinocryptidae)
Authors: MAURÍCIO GIOVANNI N. , BORNSCHEIN MARCOS R. , DE VASCONCELOS MARCELO F. , WHITNEY BRET M. , PACHECO JOSÉ FERNANDO , SILVEIRA LUÍS FÁBIO
Published: December 2018

The type specimen of Malacorhynchus speluncae was described and illustrated as being “mouse gray with a bluish luster” on the upperparts and as having a “lighter color on the lower side of the body” which “becomes whitish towards the middle of the throat and breast”. It represents a taxon presently placed in the genus Scytalopus. Since 1907, the name Scytalopus speluncae has been attributed to the predominantly dark-gray species from the southeastern coastal Brazilian mountains. Recently, it was suggested that the name S. speluncae should be applied to a species that is light-gray with whitish belly and extensive barring on the flanks and that occurs predominantly in the Espinhaço Range, Minas Gerais state, to the west of the range of the dark-gray taxon. As a consequence, the dark-gray species, presumably without any available name, was described as a new species, S. notorius. However, on the basis of a critical analysis of the available information on the type specimen of S. speluncae, including the original description and illustration (Ménétriés 1835), and our examination of large series of museum specimens, we demonstrate that the type of S. speluncae falls within the known plumage variation of the dark-gray species and that it does not show the diagnostic characters of the light-gray form. Thus, we propose that the name S. speluncae be applied only to the dark-gray species. Consequently, S. notorius must be regarded a junior-synonym of S. speluncae. Because of problems related to the exact collecting sites of Ménétriés, and taking into consideration the distribution of the dark-gray species, we suggest “Serra dos Órgãos”, in Rio de Janeiro state, as the type-locality of S. speluncae.
Macrodon atricauda (Günther, 1880) (Perciformes: Sciaenidae), a valid species from the southwestern Atlantic, with comments on its conservation
Authors: CARVALHO-FILHO ALFREDO , SANTOS SIMONI , SAMPAIO IRACILDA
Published: December 2018

The American sciaenid genus Macrodon presently consists of only two species, the Atlantic Macrodon ancylodon (Bloch & Schneider, 1801), and the Pacific Macrodon mordax (Gilbert & Starks, 1904). The two species are distinguished mainly by the number of pored scales on the lateral line (66–78 in M. ancylodon vs. 45–55 in M. mordax). The present study revalidates a third species, the second from the Atlantic, Macrodon atricauda (Günther, 1880), which is genetically, morphologically, and geographically distinct from M. ancylodon, occurring between the Brazilian state of Espírito Santo and northern Argentina. It has significant economic importance in the area and thus considerations about its conservation are also presented.
Review of the genus Pseudolathra Casey, 1905 (Coleoptera: Staphylinidae: Paederinae) of Réunion Island
Authors: KOCIAN MATÚŠ , HLAVÁČ PETER
Published: December 2018

A review of all species of the genus Pseudolathra Casey, 1905 known from Réunion is presented. Five species are recorded and one species, Pseudolathra janaki Kocian & Hlaváč, sp. n., is described. New records for Pseudolathra gomyi (Lecoq, 1986) are given. Four species are illustrated and a key to all species is given.
Thirteen new species and new distribution records of Helicopsyche (Feropsyche) Johanson from Venezuela (Trichoptera: Helicopsychidae)
Authors: JOHANSON KJELL ARNE , HOLZENTHAL RALPH W.
Published: December 2018

Thirteen new species of Helicopsyche subgenus Feropsyche are described and illustrated from Venezuela: H. auroa, new species, H. camuriensis, new species, H. circulata, new species, H. disjuncta, new species, H. laneblina, new species, H. lara, new species, H. linabena, new species, H. neblinensis, new species, H. perija, new species, H. succincta, new species, H. sucrensis, new species, H. tachira, new species, and H. venezuelensis, new species. In addition, new distribution records for Venezuela are reported for H. angulata Flint, H. breviterga Flint, H. extensa Ross, H. fistulata Flint, H. grenadensis Flint & Sykora, H. maculisternum Botosaneanu, H. merida Botosaneanu & Flint, H. monda Flint, H. selanderi Ross, H. vergelana Ross, and H. woytkowskii Ross. Finally, a key to males of the known species in the subgenus from Venezuela is included.
The Sarcophagidae (Insecta: Diptera) described by Louis Pandell
Authors: PAPE THOMAS
Published: December 2018

The nomenclature of all 53 species-group taxa of Sarcophagidae proposed by Louis Pandell , as well as six species-group taxa of this family proposed by other authors from specimens originating at least in part from the Pandell collection, is revised with lectotype designations where necessary. A total of 35 lectotypes are designated for nominal species proposed by Pandell , and a lectotype is designated for Pierretia pandellei Rohdendorf, 1937, which was proposed on specimens in Pandell s collection. Five new synonyms are proposed and two nominal species are removed from synonymy. Reversed precedence is recommended for Sarcophaga exuberans Pandell , 1896, syn. n. of Sarcophaga jacobsoni (Rohdendorf, 1937). Two sarcophagid genus-group taxa proposed by Pandell and 11 sarcophagid genus-group taxa with Pandell an nominal species as type species are reviewed.
First record of the genus Pisinna Monterosato, 1878 (Mollusca, Gastropoda, Anabathridae) from the southwest Atlantic, with description of a new species
Authors: SANTOS FRANKLIN NOEL , ABSALÃO RICARDO SILVA
Published: December 2018

The genus Pisinna Monterosato, 1878 (Anabathridae Ponder, 1988) is reported from the Brazilian coast for the first time. Pisinna bicincta n. sp. is found off Esp rito Santo State (65 67 m depth) on the Brazilian continental shelf. It is diagnosed by its pupiform shell, with subsutural depression, two spiral bands (one white and one orange), dome-shaped paucispiral protoconch sculptured with about 17 spiral rows of minute flat pits, teleoconch with about 22 oblique axial cordlets, and aperture with columellar tooth.
New records of water mites (Acari, Hydrachnidia) from Iran, with the description of a new species
Authors: PESIC VLADIMIR
Published: December 2018

New records of Iranian water mites (Acari: Hydrachnidia) from the collection of J rgen Schwoerbel are reported. Axonopsis gereckei is described as new to science. The first description is given of the female of Hygrobates bucharicus Sokolow, 1928. New records from Iran are given of: Torrenticola anomala (Koch, 1837), T. ungeri (Szalay, 1927), Monatractides lusitanicus (Lundblad, 1941), Albia stationis Thon, 1899, and Aturus barbatulus K. Viets, 1936.
Persistent Lagrangian Transport Patterns in the Northwestern Gulf of Mexico
Authors: Gough Matt K. , Beron-Vera Francisco J. , Olascoaga María J. , Sheinbaum Julio , Jouanno Julien , Duran Rodrigo
Published: December 2018

Persistent Lagrangian transport patterns at the ocean surface are revealed from climatological Lagrangian coherent structures (cLCSs) computed from daily climatological surface current velocities in the northwestern Gulf of Mexico (NWGoM). The climatological currents are computed from daily velocities produced by an 18-yr-long free-running submesoscale-permitting Nucleus for European Modelling of the Ocean (NEMO) simulation of the Gulf of Mexico. Despite the intense submesoscale variability produced by the model along the shelf break, which is found to be consistent with observations and previous studies, a persistent mesoscale attracting barrier between the NWGoM shelf and the deep ocean is effectively identified by a hook-like pattern associated with persistent strongly attracting cLCSs. Simulated tracer and satellite-tracked drifters originating over the shelf tend to be trapped there by the hook-like pattern as they spread cyclonically. Tracers and drifters originating beyond the shelf tend to be initially attracted to the hook-like pattern as they spread anticyclonically and eventually over the deep ocean. The findings have important implications for the mitigation of contaminant accidents such as oil spills.
The impact of strengthening mental health services to prevent suicidal behaviour
Authors: Atkinson Jo-An , Page Andrew , Heffernan Mark , McDonnell Geoff , Prodan Ante , Campos Bill , Meadows Graham , Hickie Ian B
Published: December 2018

Objective:

Successive suicide prevention frameworks and action plans in Australia and internationally have called for improvements to mental health services and enhancement of workforce capacity. However, there is debate regarding the priorities for resource allocation and the optimal combination of mental health services to best prevent suicidal behaviour. This study investigates the potential impacts of service capacity improvements on the incidence of suicidal behaviour in the Australian context.

Methods:

A system dynamics model was developed to investigate the optimal combination of (1) secondary (acute) mental health service capacity, (2) non-secondary (non-acute) mental health service capacity and (3) resources to re-engage those lost to services on the incidence of suicidal behaviour over the period 2018–2028 for the Greater Western Sydney (Australia) population catchment. The model captured population and behavioural dynamics and mental health service referral pathways and was validated using population survey and administrative data, evidence syntheses and an expert stakeholder group.

Results:

Findings suggest that 28% of attempted suicide and 29% of suicides could be averted over the forecast period based on a combination of increases in (1) hospital staffing (with training in trauma-informed care), (2) non-secondary health service capacity, (3) expansion of mental health assessment capacity and (4) re-engagement of at least 45% of individuals lost to services. Reduction in the number of available psychiatric beds by 15% had no substantial impact on the incidence of attempted suicide and suicide over the forecast period.

Conclusion:

This study suggests that more than one-quarter of suicides and attempted suicides in the Greater Western Sydney population catchment could potentially be averted with a combination of increases to hospital staffing and non-secondary (non-acute) mental health care. Reductions in tertiary care services (e.g. psychiatric hospital beds) in combination with these increases would not adversely affect subsequent incidence of suicidal behaviour.
Donald J. Trump, the White Evangelicals, and Martin Luther: A Hypothesis
Authors: Berlinerblau Jacques
Published: December 2018

At first consideration, it would appear that Donald Trump would be the least likely Republican presidential candidate to win the votes of conservative white Evangelicals. And yet the thrice married, crude-talking, religiously unsophisticated, reality show star who has been accused of sexual assault won 81% of the white Evangelical vote in the 2016 presidential election. This essay explores the remote but interesting possibility that some of Martin Luther’s ideas about the “Christian Prince” may have seeped into the collective consciousness of today’s Evangelicals. Luther’s tractate “On Secular Authority: How Far Does the Obedience Owed to it Extend?” meshes interestingly with how white Evangelicals conceptualize their support for President Trump.
The Self-Perception Connection: Why Consumers Devalue Unattractive Produce
Authors: Grewal Lauren , Hmurovic Jillian , Lamberton Cait , Reczek Rebecca Walker
Published: December 2018

This research investigates the mechanism by which the aesthetic premium placed on produce contributes to consumers’ rejection of safe, edible, yet aesthetically unattractive, fruits and vegetables, which results in both financial loss to retailers and food waste. Further, the authors identify a novel way in which the devaluation of such produce can be reduced. Five experiments demonstrate that consumers devalue unattractive produce because of altered self-perceptions: merely imagining the consumption of unattractive produce negatively affects how consumers view themselves, lowering their willingness to pay for unattractive produce relative to equivalently safe but more attractive alternatives. This discrepancy in willingness to pay for unattractive versus attractive produce can be reduced by altering the self-diagnostic signal of consumer choices and boosting consumers’ self-esteem. An experiment in the field demonstrates the effectiveness of using easily implementable in-store messaging to boost consumers’ self-esteem in ways that increase consumers’ positive self-perceptions and, subsequently, their willingness to choose unattractive produce. This research, therefore, suggests low-cost yet effective strategies retailers can use to market unattractive produce, potentially raising retailer profits while reducing food waste.
Woman's Place: National Differences in the Occupational Mosaic
Authors: Ferber Marianne A. , Lowry Helen M.
Published: December 2018

Need biology be destiny? The answer varies from country to country.
Life-Style Analysis to Profile Women in International Markets
Authors: Douglas Susan P. , Urban Christine D.
Published: December 2018

Can the same segmentation strategies be used?
Cognitive Relativism and the Practice of Marketing Science
Authors: Muncy James A. , Fisk Raymond P.
Published: December 2018

Recently it has been proposed that marketing science adopt a relativist orientation. The authors explore the nature of relativism as it is currently being discussed in the philosophy of science. Special attention is given to various types of cognitive relativism. Major implications for marketing science also are discussed.
Standardization versus Adaptation of International Marketing Strategy: An Empirical Investigation
Authors: Szymanski David M. , Bharadwaj Sundar G. , Varadarajan P. Rajan
Published: December 2018

An issue debated frequently in the international marketing literature centers on whether a business should pursue a strategy that is standardized across national markets or adapted to individual national markets. Of the two aspects relating to standardization of marketing strategy across national markets—(1) standardization of the pattern of resource allocation across marketing mix variables integral to a business's marketing strategy and (2) standardization of the strategy content with respect to individual marketing mix variables—the latter has been the subject of numerous conceptual articles. However, there is a relative dearth of empirical studies on both issues. To partially fill this void, this study addresses empirically the question of the standardization of the pattern of resource allocation among marketing mix variables across national markets. The question is addressed by examining whether competitive strategy and industry structure variables affect market share and business profits similarly or dissimilarly across Western markets, that is, the U.S., U.K., Canada, and Western Europe. The results reveal that with few exceptions, the effects of competitive strategy and market structure variables generalize across these markets. The study findings provide insights into both the merits of standardizing the strategic resource mix across Western markets and the competitive strategy and market structure variables that are major explanators of business performance across Western markets.
The Mature Brand and Brand Interest: An Alternative Consequence of Ad-Evoked Affect
Authors: Machleit Karen A. , Allen Chris T. , Madden Thomas J.
Published: December 2018

The authors propose that for mature brands, ad-evoked affect will not have a strong influence on brand attitude; they formulate brand interest, a new construct, as a more relevant consequence of ad-evoked affect. They present empirical evidence to support their theory regarding the consequences of ad-evoked affect for mature brands.
Brand Positioning through Advertising in Asia, North America, and Europe: The Role of Global Consumer Culture
Authors: Alden Dana L. , Steenkamp Jan-Benedict E.M. , Batra Rajeev
Published: December 2018

In this study, the authors examine the emergence of brand positioning strategies in advertising that parallel the growth of the global marketplace. A new construct, global consumer culture positioning (GCCP), is proposed, operationalized, and tested. This construct associates the brand with a widely understood and recognized set of symbols believed to constitute emerging global consumer culture. Study results support the validity of the new construct and indicate that meaningful percentages of advertisements employ GCCP, as opposed to positioning the brand as a member of a local consumer culture or a specific foreign consumer culture. Identification of GCCP as a positioning tool suggests one pathway through which certain brands come to be perceived by consumers as “global” and provides managers with strategic direction in the multinational marketplace.
Estimating Ultimate Performance Levels of New Retail Outlets
Authors: Kelly Robert F.
Published: December 2018

A function, ordinarily associated with the diffusion of new consumer products, was used to predict eventual levels of penetration and patronage for a new retail outlet. A comparison of estimates with store performance levels suggests that the approach may have operational value for at least some kinds of retail establishments.
The Effects of Subliminal Stimulation on Drive Level and Brand Preference
Authors: Hawkins Del
Published: December 2018

This article reviews and clarifies the main concepts associated with subliminal research and develops and tests a theoretical explanation of the effects of subliminal stimulation. Basic drive arousal was predicted and achieved but attempts to form subliminal associations with behavioral consequences proved futile.
A Comparison of Housewife Decision Making in Two Social Classes
Authors: Fry Joseph N. , Siller Frederick H.
Published: December 2018

A field study employing a shopping simulation compared the purchasing behavior of working and middle class housewives. Explanations of behavioral differences were sought through an analysis of the respondents’ personal attributes. Substantial variation was found in the nature of decision making by social class, even when observed behavior was similar.
Models for Responses of Customers with a Varying Rate
Authors: Indow Tarow
Published: December 2018

The amount and kind of advertising change during a campaign and the composite Weibull distribution are useful for clarifying advertising effects at any given moment. A number of examples are shown from data obtained from a series of telephone surveys during two sales campaigns for chocolate.
Word-of-Mouth Communication in the Industrial Adoption Process
Authors: Martilla John A.
Published: December 2018

Research conducted in three industrial markets indicates that word-of-mouth communication within firms is an important influence in the later stages of the adoption process. Opinion leaders were found to be more heavily exposed to impersonal sources of information than other buying influentials in the firm.
Identification of Determinant Attributes: A Comparison of Methods
Authors: Alpert Mark I.
Published: December 2018

Not all product attributes are equally important in determining consumer preferences. This article distinguishes determinant attributes from nondeterminant ones and presents a cross-validation method for testing alternative approaches to identifying these key attributes.
An Industrial Pricing Decision Using Bayesian Multivariate Analysis
Authors: Frederick Donald G.
Published: December 2018

Bayesian multivariate analysis is used in the solution of a pricing problem for a petrochemical product. Estimates of variables that determine optimal price are derived from subjective assessments and time series data. The two sets of estimates are combined using Bayesian posterior analysis, and expected losses are evaluated using Monte Carlo methods.
Clusters of Consumer Interests and Opinion Leaders’ Spheres of Influence
Authors: Montgomery David B. , Silk Alvin J.
Published: December 2018

This article reports a test of King and Summers’ hypothesis that opinion leadership overlaps among topics when interest in them overlaps. Patterns of association in opinion leadership for 16 topics corresponded to the structure of interrelationships among measures of interest in the same topics.
Experimental Study of Industrial Buyer Behavior
Authors: Cardozo Richard N. , Cagley James W.
Published: December 2018

This article describes a buying game used in studying the industrial buying process in controlled experiments. Results indicate that purchasers have clear preferences for types of bidders and bids and are influenced by the amount and type of risk. It may be possible to segment industrial markets on the basis of identifiable behavior patterns.
Comparative Cluster Analysis for World Markets
Authors: Sethi S. Prakash
Published: December 2018

This study demonstrates the application of the BC TRY system of cluster analysis for classifying world markets. A brief discussion of methodology is followed by analysis of data for 29 variables and 91 countries; 4 variable clusters and 7 country clusters are identified. Further uses of the technique in international business are discussed and ideas for further research are outlined.
Nonresponse Bias and Callbacks in Sample Surveys
Authors: Dunkelberg William C. , Day George S.
Published: December 2018

A callback policy must balance the reduced yield (and higher cost) from additional callbacks against the benefits of a more representative final sample. This study provides evidence on the rate at which sample values converge on their estimated population distribution as the number of callbacks increases.
Managing Conflict in Distribution Channels: A Laboratory Study
Authors: Stern Louis W. , Sternthal Brian , Craig C. Samuel
Published: December 2018

This article examines a laboratory methodology for studying interorganizational conflict between members of a distribution channel. A parasimulation approach was used to investigate the effectiveness of a superordinate goal and an exchange-of-persons program in managing conflict.
Brand-Features Congruence Mapping
Authors: Green Paul E. , Wind Yoram , Claycamp Henry J.
Published: December 2018

This article proposes and applies a model for portraying individuals’ associative judgments regarding brands, ideal products, and product features as sets of points in a common multidimensional space. The model is contrasted with current research activities involving bipolar scale ratings as used in value-expectancy models.
Consumer Brand Choice—A Random Walk?
Authors: Lawrence Raymond J.
Published: December 2018

The so-called linear learning model turns out to be a method for calculating a moving average. It has no necessary connection with human psychological processes.
Job Performance Related to Management Control Systems for Pharmaceutical Salesmen
Authors: Futrell Charles M. , Swan John E. , Todd John T.
Published: December 2018

Conceptualization and empirical investigation of marketing management control systems have not developed to the point where terms, concepts, and methods are clear enough to provide reliable guidelines for managers of sales forces. Three national firms’ salesmen's perceptions of their control system were related to the salesmen's performance to identify the most important control system characteristics.
The Effects of Sampling Variation on Sales Forecasts for New Consumer Products
Authors: Shoemaker Robert , Staelin Richard
Published: December 2018

A general procedure is outlined for estimating the sampling error in sales forecasts of new nondurable consumer products. The technique is illustrated for the Parfitt and Collins model with actual data from four new product introductions.
Estimating Models of Seasonal Market Response Using Dummy Variables
Authors: Wildt Albert R.
Published: December 2018

Researchers often suggest the usefulness of regression models of market response as aids to market decision making. Commonly, models which involve monthly, bimonthly, or quarterly data explicitly account for seasonal variations by the use of dummy variables. This note critically examines the use of dummy variables in seasonal models. The results of the examination indicate that although the commonly used seasonal shift model (seasonal dummy variables which influence only the intercept term of the model) may be successful in explaining the variance in market response, it may not explain it in a manner indicative of market behavior, and therefore may result in misleading implications for marketing decisions. Alternate seasonal specifications are discussed and statistical methods for selecting the appropriate model specification are considered.
Maximum Likelihood Factor Analysis of Attitude Data
Authors: Heeler Roger M. , Whipple Thomas W. , Hustad Thomas P.
Published: December 2018

Maximum likelihood factor analysis is a useful technique for analyzing attitude data. The solution can be tested statistically for goodness of fit. Companion procedures for restricting the factor solution permit the testing of hypothesized factor structures. Thus the technique can be used to construct solutions that are more clearly interpretable while still providing adequate fit to the data. A case example is given to illustrate the use of the technique.
Channel Environment and Channel Leadership
Authors: Etgar Michael
Published: December 2018

The relationship between various factors characteristic of channel environments and the extent of control of a channel leader in his channel is explored. The characteristics of demand, the marketing technology used, and interchannel competition are found to be correlated with greater channel control by a channel leader. Jointly, these results imply that channel leaders tend to emerge in distributive channels when the channel environment is threatening.
Efficacy of a Third Request Letter in Mail Surveys of Professionals
Authors: Goulet Waldemar M.
Published: December 2018

By directing the type of appeal in the third request letter, researchers may motivate many nonrespondents to answer selected portions of the questionnaire. Regardless of the appeal employed in the third wave, an increased number of totally completed questionnaires can be expected.
Relative Efficiency and Bias of Plus-One Telephone Sampling
Authors: Landon E. Laird , Banks Sharon K.
Published: December 2018

A relatively new telephone sampling method, plus-one, is introduced and evaluated. The primary criteria of evaluation are efficiency and bias. Plus-one is compared with previously published sampling methods and evaluated through an analysis of empirical studies.
How to Ask Questions about Drinking and Sex: Response Effects in Measuring Consumer Behavior
Authors: Blair Ed , Sudman Seymour , Bradburn Norman M. , Stocking Carol
Published: December 2018

This article reports a nationwide study of response effects based on answers from almost 1,200 respondents to threatening behavioral questions presented in various formats. Results indicate that threatening questions requiring yes-or-no answers can be asked in any format, but that threatening questions requiring quantified answers are best asked in open-ended, long questions with respondent-familiar wording.
The Effects of Source and Appeal on Mail Survey Response Patterns
Authors: Houston Michael J. , Nevin John R.
Published: December 2018

Two major sponsors of consumer mail surveys are universities and commercial research firms. Results of the experiment discussed here suggest that these sponsors should differ in the appeal they include in survey cover letters to elicit the most favorable response patterns.
Advance Correspondence and Error in Mail Surveys
Authors: Walker Bruce J. , Burdick Richard K.
Published: December 2018

The results of this experimental study suggest that advance correspondence produces a higher response rate, but at a higher cost per usable return, than using no advance correspondence. Two forms of advance correspondence, postcard and letter, produced approximately equal response rates but the advance postcard had a lower cost per usable return. The findings are discussed in the context of mean square error to illustrate that the researcher ordinarily must be concerned about both response rate and number of returns when designing a survey.
On the Measurement of Interfirm Power in Channels of Distribution
Authors: Frazier Gary L.
Published: December 2018

Based in part on previous research reported in the marketing channels literature, an approach for measuring interfirm power is developed which centers on power's hypothesized sources. Within a dyadic channel relationship, the role performance of a firm in its primary channel responsibilities is seen to drive the level of the other firm's dependence in their relationship. This dependence, in turn, determines the former firm's level of power over the latter firm. Empirical results from a study in a franchise channel system are used to evaluate the reliability and construct validity of the proposed measures.
Attrition Bias in Econometric Models Estimated with Panel Data
Authors: Winer Russell S.
Published: December 2018

Panel data often are used to estimate the parameters of econometric or other linear models. However, a common problem with panel data is attrition. The author demonstrates the effects of attrition on the parameters of structural econometric models estimated with panel data, and describes and empirically illustrates correction methods. Implications for the operation of panels also are discussed.
An Experimental Test of the Effects of a Monetary Incentive on Cooperation Rates and Data Collection Costs in Central-Location Interviewing
Authors: Wiseman Frederick , Schafer Marianne , Schafer Richard
Published: December 2018

The authors describe an experimental study designed to determine the effects of a monetary incentive on (1) a potential respondent's decision to participate in a central-location interview, (2) that person's expressed willingness to participate in a future survey, and (3) the cost of data collection.
Seller and Buying Firm Factors Affecting Industrial Buyers’ Negotiation Behavior and Outcomes
Authors: Clopton Stephen W.
Published: December 2018

The author posits and tests the effects of seller concession behavior, seller information, and buying firm monitoring of the buyer on the negotiation behavior and outcomes of industrial buyers. Practicing industrial buyers participated in an interactive negotiation experiment designed to test the hypothesized effects. The results indicate that the factors interact to affect the buyers’ negotiation behavior and outcomes. The savings buyers obtain in negotiations are significantly affected by the behavior of the seller and the information the seller provides to the buyer. Buyers’ negotiating behavior is influenced by the interaction of seller information and buying firm monitoring of buyer negotiating activity.
Multiple Business Goals Sets as Determinants of Marketing Channel Conflict: An Empirical Study
Authors: Eliashberg Jehoshua , Michie Donald A.
Published: December 2018

This study integrates concepts and ideas from various disciplines to investigate and measure relationships between conflict and sets of multiple business goals in a channel of distribution. The relationships are examined empirically by means of a set of dyadic data. The results demonstrate the similarities and differences between channel members in their perceived conflict and in the role of business goals as a determinant of the conflict.
The Mixed-Media Dirichlet Multinomial Distribution: A Model for Evaluating Television-Magazine Advertising Schedules
Authors: Rust Roland T. , Leone Robert P.
Published: December 2018

Increasing awareness of the qualitative differences between television and magazine advertisements and the resulting inference that a response to a television ad is much different from a response to a magazine ad suggest the appropriateness of a model which jointly evaluates an advertising schedule including both television and magazines. The mixed-media Dirichlet multinomial distribution model proposed estimates the joint frequency distribution of exposure of such a mixed-media advertising schedule and evaluates response under a variety of alternative theoretical assumptions. An empirical test is performed to evaluate the accuracy of the model, and the model's performance is compared with that of models with different theoretical assumptions. The results have important implications for media planning, with a strong case being made for coordinated planning of the television and magazine advertising schedules.
Misapplications of Simulations in Structural Equation Models: Reply to Acito and Anderson
Authors: Fornell Claes , Larcker David F.
Published: December 2018

Although simulations can be useful for illustrative purposes or for exploring the effects of sample size and population variance on model statistics, the analysis of nonstatistical issues in structural equations should not rely on simulations. Acito and Anderson's results can be derived analytically, without simulations. Moreover, because of differences in the definition of measurement and theory, their results have limited relevance to what was suggested in our original article. In this reply we discuss these issues, question the usefulness of Acito and Anderson's approach, and further clarify the basic proposition of our original article—that reliance on covariance fit as the sole criterion for theory testing may give the analyst an incomplete basis for evaluation.
On the Predictive Power of Market Share Attraction Models
Authors: Leeflang Peter S. H. , Reuyl Jan C.
Published: December 2018

The authors test Naert and Weverbergh's empirical finding that attraction-type specifications are characterized by a predictive power greater than that of their nonrobust counterparts. The empirical results, obtained by use of data on the German cigarette market, do not support the conclusions of Naert and Weverbergh.
Position Bias in Multiple-Choice Questions
Authors: Blunch Niels J.
Published: December 2018

The author argues that rotation of answer alternatives in multiple-choice questions does not eliminate position bias—i.e., bias caused by respondents’ tendency to opt for alternatives in certain positions (e.g., the first few mentioned) regardless of their content. Researchers seem to have overlooked this conclusion, possibly because they have approached the problem as a purely manifest phenomenon without reference to a statistical model of the data-generating process. The study of such models and their application to empirical data also reveals that position bias (1) is not necessarily disclosed by rotation, (2) is often much more important than sampling error, and (3) precludes usual estimation of the parameters of the data-generating process. These findings also have implications for nonverbal stimuli and raise questions about efforts to handle position-biased experimental data when the response variable is only nominally scaled.
Patterns of Store Choice
Authors: Keng Kau Ah , Ehrenberg A. S. C.
Published: December 2018

Consumers show low store loyalty and little or no segmentation between different chains or store groups when buying a grocery product in the United Kingdom. Store penetration, repeat buying of the product at the same store group, and multistore buying all follow the same theoretical patterns as have been established previously for brands. Store choice is like brand choice. Loyalty to a specific brand within a particular chain is also low. Over time, people spread their purchases of the product extensively to other brands and other chains directly in line with market shares.
Temporal Variety in Consumer Behavior
Authors: Pessemier Edgar , Handelsman Moshe
Published: December 2018

A measure of temporal variety is developed and is used as a dependent variable in an investigation of the variability in individual purchases from three product classes. Predictor variables are used to characterize individuals who exhibit higher versus lower levels of purchase variability and to classify a holdout sample.
Defensive Marketing Strategy by Customer Complaint Management: A Theoretical Analysis
Authors: Fornell Claes , Wernerfelt Birger
Published: December 2018

On the basis of Hirschman's exit-voice theory, an economic model of defensive marketing strategy is developed for complaint management. Though many firms strive to reduce the number of customer complaints about their products, this objective is found to be questionable. Instead, analysis suggests complaints from dissatisfied customers should be maximized subject to certain cost restrictions. The authors also show that defensive marketing (e.g., complaint management) can lower the total marketing expenditure by substantially reducing the cost of offensive marketing (e.g., advertising). The savings in offensive marketing are often high enough to offset the additional costs associated with compensating complaining customers, even if compensation exceeds the product's profit margin.
Picture-Word Consistency and the Elaborative Processing of Advertisements
Authors: Houston Michael J. , Childers Terry L. , Heckler Susan E.
Published: December 2018

Many advertisers believe the pictorial and verbal components of an ad should convey the same meaning. Based on theoretical and empirical evidence from a variety of areas, three experiments were conducted that show superior recall for ads in which the picture and copy convey discrepant information about product attributes when the picture and brand name are linked interactively. An elaborative processing explanation for the effect is supported by the finding that this superiority diminishes if consumers have less opportunity to process the ad and form associative linkages in memory.
Comparing Interpoint Distances in Correspondence Analysis: A Clarification
Authors: Carroll J. Douglas , Green Paul E. , Schaffer Catherine M.
Published: December 2018

In a recent JMR article, the authors described and illustrated a correspondence analysis scaling that permitted both within-set and between-set squared distance comparisons. This note clarifies the relationship between the proposed scaling and another scaling (popular among the “French school” of data analysts) in which the diagonal matrix of singular values is applied to both X and Y coordinates. Using a data set from Greenacre, the authors examine conceptual and empirical contrasts among three alternative scalings.
Shaping the Route to Attitude Change: Central versus Peripheral Processing through Comparative versus Noncomparative Advertising
Authors: Dröge Cornelia
Published: December 2018

A two-group LISREL model was used to test the hypothesis that comparative ads tend to be processed centrally whereas noncomparative ads tend to be processed peripherally. Results show that AAd is a significant predictor of AB only in the noncomparative case, whereas AB-conation consistency is higher for comparative ads.
The Effect of New Product Features on Brand Choice
Authors: Nowlis Stephen M. , Simonson Itamar
Published: December 2018

Companies often introduce new product features to differentiate their brands and gain a competitive advantage. The authors investigate factors that moderate the impact of a new feature on brand choice. Building on two principles, multiattribute diminishing sensitivity and performance uncertainty, they propose that the characteristics of the products to which new features are added are important determinants of the impact of these features on sales and market share. Specifically, in six studies, they show that a new feature adds greater value and increases the choice share of a brand more when the brand (1) has relatively inferior existing features, (2) is associated with lower (perceived) quality, (3) has a higher price, and (4) is both high-priced and high-quality. The results also suggest that the addition of a new feature reduces buyers’ price sensitivity for low-quality, but not for high-quality, brands and that multiattribute diminishing sensitivity is a more important moderator of the effect of new features than performance uncertainty. The authors discuss the theoretical and practical implications of the findings.