bluuebunny/crossref_metadata_2025 huggingface dataset:
Perceptions of Interfirm Power and its use within a Franchise Channel of Distribution
Authors: Frazier Gary L. , Summers John O.
Published: December 2018

Data from a field study of the automobile distribution channel are used to examine how dealers’ perceptions of their manufacturers’ power are related to the latter's use of coercive and noncoercive influence strategies. Dealers’ reports about their manufacturers’ reliance on the various influence strategies also are related to dealers’ attitudes toward their manufacturers and the dealers’ own use of selected influence strategies.
Assessment of the Psychometric Properties of an Opinion Leadership Scale
Authors: Childers Terry L.
Published: December 2018

Continued interest in diffusion theory and product innovation research necessitates the sound measurement of such constructs as opinion leadership. The author assesses the psychometric properties of the King and Summers self-designating scale of opinion leadership and proposes a modified scale of opinion leadership. The revised scale is found to have higher internal consistency reliability and better nomological and known-groups validity.
Two-Sided versus One-Sided Appeals: A Cognitive Perspective on Argumentation, Source Derogation, and the Effect of Disconfirming Trial on Belief Change
Authors: Kamins Michael A. , Assael Henry
Published: December 2018

The authors consider the effects of exposure to various advertising appeal types (differing in sidedness) on cognitive response and belief change in the context of inoculation and correspondence theory. In one experiment, subjects were exposed to either a one-sided, two-sided refutational, or two-sided nonrefutational appeal and the degree of cognitive activity incurred was measured. Results are partially supportive of both inoculation and correspondence theory, as two-sided appeals produced significantly less counterargumentation and source derogation than the one-sided appeal. In addition, the refutational appeal led to significantly more support argumentation than the one-sided appeal. However, exposure to either two-sided appeal did not differentially affect cognitions. In a second experiment, a disconfirming product trial experience was introduced as an “attack” condition to observe the effects on belief change given exposure to one of the advertising appeals used before. For all attributes, exposure to the one-sided appeal resulted in the greatest degree of belief change. Dominance for the predictions of inoculation over those of correspondence theory is not evident as belief change did not differ significantly between subjects exposed to either two-sided appeal. Finally, a measure of the change in purchase intent has only (nonsignificant) directional support.
Constructing MDS Joint Spaces from Binary Choice Data: A Multidimensional Unfolding Threshold Model for Marketing Research
Authors: Desarbo Wayne S. , Hoffman Donna L.
Published: December 2018

The authors present a new multidimensional unfolding methodology that can analyze various types of individual choice data. The model represents choice data, defined by dichotomous variables that indicate whether a particular brand was chosen or not, in terms of a joint space of consumers and brands. Explicit treatment of marketing and subject background variables is allowed through optional model reparameterizations of consumers and brands. Together with the joint space representation of both consumers and brands, these optional reparameterizations can provide information on appropriate market segmentation bases and respective product positioning strategies. The authors apply this spatial choice model to data on consumer (intended) choices for 12 residential communications devices and demonstrate how the results can be used for optimal positioning decisions.
A Stochastic First Purchase Diffusion Model: A Counting Process Approach
Authors: Böker Fred
Published: December 2018

The diffusion rate of a first purchase diffusion model is interpreted as the intensity function of a counting process. Parameter estimation procedures are considered and some generalizations of the basic model are discussed.
The Competitive Implications of Relevant-Set/Response Analysis
Authors: Hauser John R. , Wernerfelt Birger
Published: December 2018

Consumers choose from a relevant set of brands. Advertising encourages consumers to consider a brand as relevant. Price and other variables influence consumer choice among relevant brands. The authors examine how the explicit consideration of competitive response affects managerial recommendations and explore the interaction between price and advertising decisions. They consider cases in which managers do and in which they do not anticipate competitive actions.
The Effects of Brand Positioning Strategies on Consumers’ Brand and Category Perceptions: Some Insights from Schema Research
Authors: Sujan Mita , Bettman James R.
Published: December 2018

Results of four studies demonstrate that perceptions of how different a brand is from other brands in the product category affect perceptions of the brand's position within the category. Specifically, perceptions that a brand is strongly discrepant result in a subtyped (or niche) position, whereas perceptions that a brand is moderately discrepant result in a differentiated position within the general category. Perceptions of discrepancy are affected both by the extent of discrepancy on an attribute and whether the discrepant information is concentrated in a single ad for the brand or dispersed across multiple ads for the product. The effects associated with a subtyped position, in comparison with a differentiated position, are identified (study 1) and are found to increase with time (study 2). The subtyped versus differentiated distinction for a strongly versus moderately discrepant brand is validated with a sorting task (study 3). This distinction is shown to hold in the context of multiple discrepant brands that differ in their extent of discrepancy (study 4). Implications of the findings for a theoretical understanding of subtyping versus differentiation and for the application of positioning strategies in the marketplace are discussed.
Determination of Adopter Categories by Using Innovation Diffusion Models
Authors: Mahajan Vijay , Muller Eitan , Srivastava Rajendra K.
Published: December 2018

Using the analytical logic underlying the classical adopter categorization approach proposed by Rogers, the authors suggest that adopter categories for a product innovation can also be developed by using other well-established diffusion models such as the Bass model. With data on 11 consumer durable products, they compare adopter categories generated by the classical approach and the Bass diffusion model, respectively. An application examining the diffusion of personal computers is documented to illustrate the usefulness of the adopter categorization based on the Bass diffusion model in studying differences among adopter categories.
Adaptive Selling: Conceptualization, Measurement, and Nomological Validity
Authors: Spiro Rosann L. , Weitz Barton A.
Published: December 2018

A 16-item scale is developed to measure the degree to which salespeople practice adaptive selling—the degree to which they alter their sales presentation across and during customer interactions in response to the perceived nature of the sales situation. This paper-and-pencil scale assesses self-reports of five facets of adaptive selling: (1) recognition that different sales approaches are needed for different customers, (2) confidence in ability to use a variety of approaches, (3) confidence in ability to alter approach during an interaction, (4) collection of information to facilitate adaptation, and (5) actual use of different approaches. The reliability of the scale is .85. Support for the nomological validity of the scale is found by failure to disconfirm relationships with an antecedent (intrinsic motivation), several general personality measures of interpersonal flexibility (self-monitoring, empathy, locus of control, and androgyny), and a consequence (self-reported performance).
A Price Expectations Model of Customer Brand Choice
Authors: Kalwani Manohar U. , Yim Chi Kin , Rinne Heikki J. , Sugita Yoshi
Published: December 2018

The authors develop, calibrate, and test a disaggregate model of customer brand choice with customers’ price expectations as the mediating construct. They use a two-stage modeling procedure. The first stage is the determination of how expected prices are formed. In the second stage, brand choice is assumed to depend on the brand's retail price and whether or not that price compares favorably with the brand's expected price. The authors also test the hypothesis of symmetry in customer response to positive deviations (“losses”) and negative deviations (“gains”) of the retail price from the expected price. Analysis of scanner-panel data in the coffee market reveals that the brand choice model in which customers are assumed to respond to retail prices by comparing them with the corresponding expected prices provides a significantly better fit than a traditional brand choice model. Consistent with prospect theory, customers are found to react more strongly to price losses than to price gains. Results from the calibration of the expected price model indicate that expected price is not only dependent on past prices, but is also affected by the frequency with which a brand is promoted, economic conditions, customer characteristics, and the type of store shopped.
The Influence of Nonattended Material on the Processing of Advertising Claims
Authors: Janiszewski Chris
Published: December 2018

Hemispheric processing theory suggests that adding information to support verbal claims in an advertisement may influence the subconscious processing of the claims. Experiment 1 shows nonattended pictorial and verbal advertisements can compete for subconscious resources needed to process an attended verbal message and thus influence the comprehension and memory of the message. Experiment 2 shows similar patterns of interference result when brand claims are accompanied by a product illustration or verbal headline. In each experiment, interference is shown to be a function of the form of the material accompanying the verbal message and its placement in relation to the message. Implications for the design and layout of marketing communications are discussed.
Adaptive Designs for Likert-Type Data: An Approach for Implementing Marketing Surveys
Authors: Singh Jagdip , Howell Roy D. , Rhoads Gary K.
Published: December 2018

The authors discuss a method for implementing marketing surveys in which the questionnaire is “adapted” to the individual respondent. This approach (referred to as “adaptive design”) enables the researcher to pose to the respondent only those scale items (usually a subset of the entire scale) that provide useful “information” about his or her attitude. Such adaptive designs are based on a measurement theory, the Latent Trait Theory (LTT), which has been developed largely in the areas of education and psychology. However, much previous research has focused on adaptive designs that are based on binary LTT models. The authors take the first step in examining adaptive designs for Likert-type data within a marketing context. Initially they discuss and evaluate the graded-response LTT model that utilizes all of the information in Likert-type items. Then, using a simulation study, they apply the graded LTT model to implement an adaptive design for the measurement of consumer discontent. The results of the simulation suggest that an adaptive design based on the graded-response LTT performs reasonably well on several criteria. Furthermore, the findings support theoretical predictions that adaptive designs for Likert-type data can achieve measurement efficiency and precision with a substantially smaller item pool. Implications of adaptive designs for marketing researchers and practitioners, and of LTT in general, are discussed.
The Influence of Message Framing and Issue Involvement
Authors: Maheswaran Durairaj , Meyers-Levy Joan
Published: December 2018

Studies examining message framing effects on persuasion have produced mixed results. Some studies show positively framed messages, which specify attributes or benefits gained by using a product, to be more persuasive than negatively framed messages, which specify attributes or benefits lost by not using a product. Reverse outcomes have been obtained in other studies. The authors explore a theoretical explanation for such findings by investigating whether differences in the degree to which people engage in detailed message processing account for the mixed results. The findings support the view that positively framed messages may be more persuasive when there is little emphasis on detailed processing, but negatively framed messages may be more persuasive when detailed processing is emphasized.
A Split Hazard Model for Analyzing the Diffusion of Innovations
Authors: Sinha Rajiv K. , Chandrashekaran Murali
Published: December 2018

The authors propose and calibrate a “split hazard” model that allows simultaneous modeling of observed heterogeneity with respect to both probability and timing of eventual adoption. Model validation with data for the diffusion of automatic teller machines (ATM) across 3689 banks demonstrates the robustness of the model framework to conceptual and distributional assumptions.
An Empirical Comparison of Ratings-Based and Choice-Based Conjoint Models
Authors: Elrod Terry , Louviere Jordan J. , Davey Krishnakumar S.
Published: December 2018

The authors compare two approaches to conjoint analysis in terms of their ability to predict shares in a holdout choice task. The traditional approach is represented by three models fit to individual-level ratings of full profiles, whereas the other approach is represented by four multinomial logit models fit to choice shares for sets of full profiles. Both approaches predict holdout shares well, with neither the ratings-based nor the choice-based approach dominant, though some models predict better than others. Particularly promising is a new aggregate model that captures departures from independence of irrelevant alternatives (IIA).
The Effect of the Focus of Comparison on Consumer Preferences
Authors: Dhar Ravi , Simonson Itamar
Published: December 2018

The authors propose that the attractiveness and choice probability of an alternative can be enhanced by making it the focus of a comparison (the focal option) with a competing alternative. This proposition is supported in choice problems involving alternatives about which consumers have information in memory (e.g., frozen yogurt and fruit salad). The focal option was manipulated by asking respondents how much more or less attractive one of the two (e.g., fruit salad) was. When descriptions of alternatives’ features were provided rather than retrieved from memory, a manipulation of the focal option had a weaker and less consistent effect on preferences. Think-aloud protocols were used to gain insights into the effect of changing the focal option on decision processes. The implications of the results for marketers’ communications strategies are discussed.
Electronic Information Systems for Consumers: An Evaluation of Computer-Assisted Formats in Multiple Decision Environments
Authors: Widing Robert E. , Talarzyk W. Wayne
Published: December 2018

The performance of three formats in three choice sets was studied. In choice sets with negatively correlated attributes, the computer-assisted LINEAR format led to superior decisions in comparison with a computer-assisted CUTOFF format and a simple RAN DOM-order format. Decision quality, however, was high and the same across the formats in a choice set with non-negatively correlated attributes. The LINEAR format was highly regarded by subjects, resulted in timely decisions, and is recommended on the basis of its performance in the study.
A Bayesian Approach to Estimating Household Parameters
Authors: Rossi Peter E. , Allenby Greg M.
Published: December 2018

The authors present a Bayesian approach to the estimation of household parameters. Applied to the standard logit model, the procedure produces household-level estimates of all model parameters, enabling researchers to identify differences in household reaction to all variables in the marketing mix. Simulated data are used to study the small-sample performance of the estimator. The estimator can be easily implemented with standard algorithms used to maximize likelihood functions. In application to tuna scanner panel data, strong evidence of heterogeneity in price, display, and feature response (slope) parameters is detected. Approaches that fail to take into account slope heterogeneity are shown to underestimate the value of feature advertising and in-store displays in this dataset. In addition, the household price sensitivity estimates are strongly related to coupon usage and demonstrate how the estimates can be used to implement a targeted household drop.
Meta-Analysis with Heteroscedastic Effects
Authors: Chandrashekaran Murali , Walker Beth A.
Published: December 2018

To enhance the utility of meta-analysis as an integrative tool for marketing research, heteroscedastic MLE (HMLE), a maximum-likelihood-based estimation procedure, is proposed as a method that overcomes heteroscedasticity, a problem known to impair OLS estimates and threaten the validity of meta-analytic findings. The results of a Monté Carlo simulation experiment reveal that, under a wide range of heteroscedastic conditions, HMLE is more efficient and powerful than OLS and achieves these performance advantages without inflating type I error. Further, the relative performance of HMLE increases as heteroscedasticity becomes more severe. An empirical analysis of a meta-analytic dataset in marketing confirmed and extended these findings by illustrating how the enhanced efficiency and power of HMLE improve the ability to detect moderator variables and by demonstrating how the theoretical generalizations emerging from a meta-analysis are affected by the choice of the analytic procedure.
The Effects of Advertising on Brand Switching and Repeat Purchasing
Authors: Deighton John , Henderson Caroline M. , Neslin Scott A.
Published: December 2018

The authors examine switching and repeat purchase effects of advertising in mature, frequently purchased product categories. They draw on consumer behavior theories of framing and usage dominance to formulate a logit choice model for measuring these effects. They estimate the model using single-source scanner data. Their results suggest that advertising induces brand switching but does not affect the repeat purchase rates of consumers who have just purchased the brand, a result consistent with usage dominance rather than framing. They find the switching influence to be largely confined between the current and previous purchase occasions. They illustrate the magnitude of this effect and explore potential profitability.
Modeling Hierarchical Conjoint Processes with Integrated Choice Experiments
Authors: Oppewal Harmen , Louviere Jordan J. , Timmermans Harry J.P.
Published: December 2018

The authors propose and illustrate an extension of the method of Hierarchical Information Integration (HII). HII allows one to handle large numbers of attributes in conjoint tasks by designing subexperiments that include subsets of attributes. It assumes that individuals can use general attributes or decision constructs to summarize their impressions of these subsets, which could be clusters of detailed, managerially relevant attributes. The proposed extension involves the design of sub-experiments that include attributes plus summary evaluations of remaining constructs. Advantages are that subexperiments can be analyzed separately but also jointly to estimate one overall preference or choice model; a more flexible and easy task is obtained; and one can test the assumed hierarchical decision structure. The authors illustrate the approach with an application that models consumer choice of shopping center. In this application, results partially support the hierarchical structure and predictive validity. Finally, the authors discuss implications for further research.
On Using Demographic Variables to Determine Segment Membership in Logit Mixture Models
Authors: Gupta Sachin , Chintagunta Pradeep K.
Published: December 2018

The authors propose an extension of the logit-mixture model that defines prior segment membership probabilities as functions of concomitant (demographic) variables. Using this approach it is possible to describe how membership in each of the segments, segments being characterized by a specific profile of brand preferences and marketing variable sensitivities, is related to household demographic characteristics. An empirical application of the methodology is provided using A.C. Nielsen scanner panel data on catsup. The authors provide a comparison with the results obtained using the extant methodology in estimation and validation samples of households.
Mastering the Mix: Do Advertising, Promotion, and Sales Force Activities Lead to Differentiation?
Authors: Boulding William , Lee Eunkyu , Staelin Richard
Published: December 2018

The authors consider the effects of three marketing communication activities on nonproduct based differentiation. Specifically, they examine whether advertising, sales force, and promotion activities increase a firm's ability to differentiate and thus shield itself from future price competition. They suggest that own-price elasticity represents a measure of differentiation and examine the effects of marketing communication activities on own-price elasticities for a large number of consumer (durable and nondurable) businesses. They make a series of predictions about future differentiation outcomes based on the likely uniqueness of the communication message. The obtained results are compatible with their basic premise that, by providing unique and positive messages, a firm can insulate itself from future price competition, as witnessed by less negative future price elasticities. Conversely, results indicate that nonunique messages can decrease future differentiation, for example, price promotions for firms that price above the industry average lead to more negative future price elasticities.
To Extend or Not to Extend: Success Determinants of Line Extensions
Authors: Reddy Srinivas K. , Holak Susan L , Bhat Subodh
Published: December 2018

The authors study the determinants of line extension success using data on 75 line extensions of 34 cigarette brands over a 20-year period to investigate the relative effects of brand, extension, and firm characteristics on the incremental market share of brand line extensions. The econometric model also captures the extent of cannibalization of parent brand sales that may have occurred due to the line extension's introduction. The authors also explore the role of a brand's symbolic value as a factor in line extension success. Results indicate that parent brand strength and its symbolic value, early entry timing, a firm's size, and distinctive marketing competencies, as well as the advertising support allocated to line extensions, contribute positively to the success of line extensions. Their findings suggest that, in this industry, cannibalization effects of line extension activity may have been limited and line extensions into earlier subcategories actually may have helped the parent brand. Even with cannibalization, the incremental sales generated by the extension seem to be reason enough to make a line extension strategy viable.
Determinants of Store-Level Price Elasticity
Authors: Hoch Stephen J. , Kim Byung-Do , Montgomery Alan L. , Rossi Peter E.
Published: December 2018

Using weekly scanner data representing 18 product categories, the authors estimated store-specific price elasticities for a chain of 83 supermarkets. They related these price sensitivities to a comprehensive set of demographic and competitor variables that described the trading areas of each of the stores. Despite the inability of previous research to find much of a relationship between consumer characteristics and price sensitivity, 11 demographic and competitive variables explain on average 67% of the variation in price response. Moreover, the authors found that the consumer demographic variables are much more influential than competitive variables. Their findings open the possibility for more effective everyday and promotional pricing strategies that exploit store-level differences in price sensitivity.
Determinants of Competitor Response Time to a New Product Introduction
Authors: Bowman Douglas , Gatignon Hubert
Published: December 2018

This research studies a neglected dimension of competitive defensive strategy—the speed of a competitor's reaction to the introduction of a new product. Building on the literature in organizational and strategic management, the authors investigate how the strategic pressures facing a firm and its organizational characteristics influence the speed with which it is willing and able to respond. A model that considers the ordered nature of the dependent measure is specified and estimated using PIMS data on industrial and consumer product manufacturers. Market growth, the market share of the reacting firm, the typical new product development time and the frequency of product changes in the industry, and the market share of the threatening firm appear to be significant determinants of reaction time.
Capturing Geographically Localized Misspecification Error in Retail Store Choice Models
Authors: Rust Roland T. , Donthu Naveen
Published: December 2018

No retail store choice model, no matter how many relevant variables it might include, can realistically expect to model all the variation in store choice. There are always some variables that are left out, because they are difficult to measure, they have not yet been conceptualized in theory, or their estimated parameter stability suffers when an excessive number of predictors are included. Because these omitted variables can be correlated with geographic location, model misspecification error may itself be correlated with location. Estimating the geographically localized misspecification errors therefore suggests itself as a method for estimating (and predicting) the effects of these omitted variables. The authors show that spatial nonstationarity of the model parameters may also be expressed as an instance of omitted variables and therefore be addressed using their method. They show, using both a simulation study and an empirical natural experiment, that estimating the geographically localized misspecification error can appreciably reduce prediction error, even when the predictor model is reasonably well specified.
The Effects of Advertised and Observed Quality on Expectations about New Product Quality
Authors: Kopalle Praveen K. , Lehmann Donald R.
Published: December 2018

The authors describe a model of the effects of advertised and observed quality on consumer expectations about new product quality. They test the model using data from two computer-controlled shopping experiments. In both studies, quadratic and gamma specifications for the effect of advertising claim discrepancy on expectation change fit better than a linear model. Furthermore, the adaptive expectations framework describes the updating of consumer expectations when the consumer observes the quality of the new product. In this setting, the observed quality is more influential than the advertised quality in changing expectations, and “good news” is discounted, whereas “bad news” is more readily accepted.
A Segmentation Model for the Targeted Marketing of Consumer Durables
Authors: Bayus Barry L. , Mehta Raj
Published: December 2018

The authors use finite mixture distribution theory to develop a segmentation model for targeting potential consumer durable buyers. The model enables them to identify simultaneously durable replacer segments on the basis of household characteristics and product ages and determine which of the household characteristics are significant predictors of segment membership. Using household data for five home appliances, the authors present an empirical application of the model. They also discuss managerial implications and uses of this approach.
The Determinants of Japanese New Product Successes
Authors: Song X. Michael , Parry Mark E.
Published: December 2018

The authors report the results from a three-year study of new product development practices in Japanese firms. They develop a causal model of factors correlated with new product success. They test the model using data collected on 788 new products developed and commercialized by Japanese firms in the past four years. The “best practices” identified in this study suggest that Japanese new product success is positively influenced by the level of cross-functional integration and information sharing, the firm's marketing and technical resources and skills, the proficiency of the new product development activities undertaken, and the nature of market conditions. Cross-functional integration and product competitive advantage are two key determinants of new product success. The authors also discuss managerial and research implications.
An Anatomy of a Decision-Support System for Developing and Launching Line Extensions
Authors: Cohen Morris A. , Eliashberg Jehoshua , Ho Teck H.
Published: December 2018

For most firms producing fast-moving consumer packaged goods, line extension is central to their new product development (NPD) strategy. The authors present a decision-support system for managing the NPD process in this industry, which explicitly evaluates the financial prospects of new line extension concepts. The system developed is based on an in-depth analysis of 51 new product projects launched over a three-year period at a major food manufacturer. It embodies historical knowledge about the productivity of the firm's NPD process and captures some key research and development resource inputs that can affect this productivity. It also provides shipment forecasts at various stages of the NPD process and thus can be used at new product project review gates to evaluate line extension concepts systematically. Finally, the system also can be used to improve the practice of the NPD process by enabling its users to take a product line perspective, using incremental sales evaluation, and by facilitating cross-functional and inter-project learning. Although the system has been developed specifically for a packaged food company environment, its underlying design principles are generic and applicable to a wide range of industries.
The Long-Term Impact of Promotion and Advertising on Consumer Brand Choice
Authors: Mela Carl F. , Gupta Sunil , Lehmann Donald R.
Published: December 2018

The authors examine the long-term effects of promotion and advertising on consumers’ brand choice behavior. They use 8 1/4 years of panel data for a frequently purchased packaged good to address two questions: (1) Do consumers’ responses to marketing mix variables, such as price, change over a long period of time? (2) If yes, are these changes associated with changes in manufacturers’ advertising and retailers’ promotional policies? Using these results, the authors draw implications for manufacturers’ pricing, advertising, and promotion policies. The authors use a two-stage approach, which permits them to assess the medium-term (quarterly) effects of advertising and promotion as well as their long-term (i.e., over an infinite horizon) effects. Their results are consistent with the hypotheses that consumers become more price and promotion sensitive over time because of reduced advertising and increased promotions.
Deliberate Product Definition: Customizing the Product Definition Process
Authors: Kalyanaram G. , Krishnan V.
Published: December 2018

The process of product definition, during which a firm establishes the product specifications, has a vital influence on the success of a product but has attracted little attention from researchers. Conventional wisdom stipulates that a firm should finalize its specifications early in the product development process. However, in industries facing rapid technological change, stiff competition, and uncertain customer needs, specifications set too early could become outdated by the time of market launch, thereby decreasing the product's benefits to the customer. The authors discuss an alternative approach, in which a firm delays commitment to product specifications and finalizes them just in time for the market launch after careful deliberation, thereby benefiting from the evolution of core technologies and customer preferences. Because such an approach introduces new managerial challenges, it would be appropriate only under certain circumstances. The authors develop a simple model of the product definition process that offers insights about how a firm should customize the process to suit its needs. They capture these insights as a managerial framework and illustrate them with industry examples involving the development process for laser printers and network test kits.
An Empirical Analysis of Umbrella Branding
Authors: Erdem Tülin
Published: December 2018

In this article, the author studies the processes by which consumers’ quality perceptions of a brand in a product category are affected by their experience with the same brand in a different category. The model proposed and estimated explicitly incorporates some of the basic consumer behavior premises of signaling theory of umbrella branding (Montgomery and Wernerfelt 1992; Wernerfelt 1988). The author provides a framework to analyze the impact of marketing mix strategies in one product category on quality perceptions, consumer perceived risk, and consumer choice behavior in a different category. The model is estimated on panel data for two oral hygiene products, toothpaste and toothbrushes, in which a subset of brands share the same brand name across the two product categories. The results show strong support for the consumer premises of the signaling theory of umbrella branding.
When is it Worthwhile Targeting the Majority Instead of the Innovators in a New Product Launch?
Authors: Mahajan Vijay , Muller Eitan
Published: December 2018

Despite the relatively small number of Innovators in a potential market for a new product, they are often the main target of a firm's marketing efforts. Because the Innovators tend to influence the remaining potential adopters, that is, the Majority, firms tend to allocate more marketing efforts and resources toward the Innovators than toward the Majority. Using a two-stage game model with a diffusion effect, the authors analytically investigate whether this is always an optimal strategy. They identify several market and competitive conditions in which it might be optimal for firms to target the Majority rather than the Innovators. The managerial implications of these conditions for new product launch are discussed.
Emotional Trade-Off Difficulty and Choice
Authors: Luce Mary Frances , Payne John W. , Bettman James R.
Published: December 2018

In this article, the authors explore whether choice patterns are sensitive to the potential of relevant trade-offs to elicit negative emotion. Across three experiments, decision makers increasingly use a choice strategy that maximizes quality at the expense of some currency (usually price) when the quality attribute is rated as more inherently emotion-laden (Experiment 1) or involves losses rather than gains (Experiments 2 and 3). These emotional trade-off difficulty effects on choice are obtained even after controlling for effects that are attributable to subjects’ relative importance weights for the quality versus currency attributes. A fourth experiment validates that tasks requiring losses (versus gains) on quality attributes are assessed as particularly emotion-laden by naïve subjects. Overall, it appears that coping with potentially emotion-laden choice trade-offs is one factor influencing consumer choice strategies. Thus, emotional trade-off difficulty is a factor that marketers should consider when attempting to predict and explain consumer choice patterns. These conclusions are consistent with recent research that argues that avoiding or otherwise coping with negative emotion is an important goal that guides decision behavior (e.g., Larrick 1993; Luce, Bettman, and Payne 1997; Simonson 1992).
The Distribution of Survey Contact and Participation in the United States: Constructing a Survey-Based Estimate
Authors: Bickart Barbara , Schmittlein David
Published: December 2018

In this article, the authors show how survey responses to the question “How often have you participated in a survey in the past [specified time period]?” can be used to construct a meaningful estimate of average survey contact and response rates in the population at large, as well as of the distribution of survey responses in the population. That is, the authors show how the nonresponse bias associated with asking people about their prior survey participation can be removed. They propose and validate a simple yet powerful statistical model of survey contact across the U.S. population and of survey response among those contacted. The authors find that survey contact and participation rates are lower than previously assumed and that a small percentage of the population is completing the majority of surveys.
Significant differences in patients with a complete insufficiency of the great versus small saphenous vein
Authors: Pochec Katarzyna , Mühlberger Dominic , Hummel Thomas , Stücker Markus , Reich-Schupke Stefanie
Published: December 2018

Objectives

Most studies on diagnostics and therapy of saphenous veins focus on great saphenous vein or sum up great and small saphenous vein. This study compares patients with an insufficiency of the great saphenous vein versus small saphenous vein.

Methods

Prospective study including 50 patients with untreated insufficiency of the great saphenous vein or small saphenous vein, respectively. Patients got a standardised phlebological examination and filled a vein-specific life quality questionnaire (SQOR-V).

Results

Great saphenous vein patients were significantly younger (p = 0.001), had more visible varicose veins (p < 0.001), a higher Venous Clinical Severity Score (p = 0.002) and had more symptoms, especially at midday (p = 0.0030) and evening (p = 0.078). They had significantly more concerns about worsening of their varicose veins (p = 0.009) and a vein disease in family members (p = 0.005).

Conclusion

Great saphenous vein patients have more and sooner symptoms than small saphenous vein patients. This study discusses if the difference in symptoms is related to the difference in tributaries and a therapy of the tributaries is able to reduce the symptoms.
Concepts in geomorphology: An alternative view – a response to Gregory and Lewin (2015)
Authors: Petch Jim , Haines-Young Roy
Published: December 2018

The term ‘concept’ as normally used by geomorphologists refers to defined ideas in the corpus of knowledge, World 3 of Popper. However, psychologists and philosophers regard them as parts of mental processes that take place in memory, World 2. A World 3 perspective demands clarity and definition of ideas, whereas a World 2 perspective is about fluidity and power of association with other ideas. In memory, concepts act as mnemonics. Taking a World 2 perspective has implications for research and teaching. It helps us to understand the use of concepts in the development of ideas, through imagination and conjecture, as well as matters of problem selection and mode of argument. Testability, though not an intrinsic aspect of concepts, is also intimately bound up with conceptualisation of problems and method. These notions of concepts have implications for research and teaching since they affect how we understand and practice geomorphology as a knowledge domain and how we address the mental skills of memory, imagination and creativity.
Psychological Distress and Attachment Insecurity of Stalked Mothers
Authors: Wolf Nele Marie , Løkkegaard Sille Schandorph , Elklit Ask
Published: December 2018

There is a lack of research about intimate partner stalking when victim and stalker have children together. The aim of the current study was to provide knowledge about the mental health status and attachment patterns of mothers stalked by the father of one or more of their children. One hundred ninety six Danish women, recruited via a closed social network for stalked mothers, completed an anonymous online questionnaire concerning their experiences of violence during and after the relationship with the stalker, relationship characteristics, attachment patterns, and psychological distress. Results indicated high exposure to psychological maltreatment during the victim–stalker relationship, harassing and violent stalking behaviors after relationship termination, and high levels of functional disabilities, PTSD (posttraumatic stress disorder), other trauma-related, affective, and somatization symptoms. Furthermore, the women retrospectively reported an increase in attachment insecurity from the time before their relationship with the stalker to the time of study participation (after they experienced relationship violence and/or stalking). Stalking behaviors uniquely contributed to the explanation of the mothers’ psychological distress above the effects of relationship violence. Moreover, attachment insecurity appeared to be the strongest predictor of psychological distress. Having children together with their stalker captures women in an ongoing situation of threat and interpersonal traumatization that differs from other forms of stalking in many respects. The present study is the first drawing attention to the experiences and suffering of stalked mothers, a particularly vulnerable group of stalking victims.
Minority Stress and Experience of Sexual Violence Among Men Who Have Sex With Men in Hanoi, Vietnam: Results From a Cross-Sectional Study
Authors: Hershow Rebecca B. , Miller William C. , Giang Le Minh , Sripaipan Teerada , Bhadra Madhura , Nguyen Sang Minh , Vu Viet Duc , Bui Quynh , Ha Tran Viet , Go Vivian F.
Published: December 2018

Men who have sex with men (MSM) are highly vulnerable to sexual violence, a known driver of HIV infection. Homosexuality stigma may be a unique risk factor for sexual violence among MSM. In this study, we examine the relationship between homosexuality stigma measures and sexual violence in the last 12 months using a minority stress framework. MSM were recruited using convenience and snowball sampling. Participants completed an interviewer-administered survey and provided blood samples for HIV testing. Bivariable associations were tested between self-reported experience of sexual violence in the last 12 months and homosexuality stigma measures using odds ratios (ORs) produced by Cochran–Mantel–Haenszel Statistics. A logistic regression model for each type of minority stress was built to conduct the multivariable analyses with independent covariates. Of 202 MSM, 29 (14.4%) participants reported experiencing sexual violence in the last 12 months. About one fourth of participants reported experiencing high enacted (55/202; 27.2%), perceived (52/202; 25.7%), and internalized (60/202; 29.7%) homosexuality stigma. In bivariable and multivariable analyses, enacted homosexuality stigma was the only variable consistently associated with experience of sexual violence in the last 12 months (aOR: 3.5; 95% confidence interval [CI]: [1.5, 8.4]). Sexual violence and homosexuality stigma are highly prevalent among MSM in Hanoi, Vietnam. MSM-targeted HIV prevention interventions in Vietnam should incorporate violence prevention and homosexuality stigma reduction activities. Longitudinal studies are needed to understand how homosexuality stigma influences sexual violence and other HIV risk behaviors among MSM.
Extended Breastfeeding in Poland: Knowledge of Health Care Providers and Attitudes on Breastfeeding Beyond Infancy
Authors: Baranowska Barbara , Malinowska Marta , Stanaszek Ewelina , Sys Dorota , Bączek Grażyna , Doroszewska Antonina , Tataj-Puzyna Urszula , Rabijewski Michał
Published: December 2018

Background:

Extended breastfeeding is rare in Poland, and lack of acceptance and understanding is often evident in public opinion. The ability to provide reliable information about breastfeeding beyond infancy depends on health professionals’ levels of knowledge and attitudes. They are considered by most parents in Poland to be authorities in the field of child nutrition.

Research aims:

To determine (1) the level of knowledge and the attitudes of Polish health professionals towards extended breastfeeding; (2) the relationship between personal breastfeeding experience and attitudes towards extended breastfeeding; and (3) the relationship between knowledge about breastfeeding beyond twelve months and attitudes towards breastfeeding beyond infancy.

Methods:

A one-group prospective, cross-sectional, self-report style survey was used. The convenience sample ( N = 495) comprised gynaecologists, neonatologists and midwives. Data were collected via an online questionnaire and the results were analyzed with the use of descriptive statistics, a chi-square independence test, Fisher’s exact test, post-hoc testing, and two-part tables using SPSS.

Results:

Most of the respondents (76.7%; n = 384) had a low level of knowledge about the benefits of breastfeeding beyond twelve months and even emphasized that this nutritional choice could have negative impacts. There was a positive correlation ( F = 105.847; p = < .01) between levels of knowledge and respondents’ attitudes towards breastfeeding beyond infancy. Attitudes were also influenced by the length of time respondents had breastfed.

Conclusion:

Healthcare providers have an insufficient level of knowledge about extended breastfeeding and need further education in this area.
Key Articles and Guidelines in the Management of Heart Failure: 2018 Update
Authors: Jackevicius Cynthia A. , Page Robert L. , Buckley Leo F. , Jennings Douglas L. , Nappi Jean M. , Smith Andrew J.
Published: December 2018

Heart failure is one of the leading causes of hospitalizations in the United States, with >1 million admissions yearly and a 25% risk of readmissions within 1 month. In order to assist clinicians, we provide an update of the heart failure bibliography that was published in Pharmacotherapy in 2008, which followed the original bibliography published in 2004. A significant number of clinical trials and observational studies have been conducted since the early 1980s to guide management of heart failure patients. Major advances have occurred in the past 10 years, and our understanding of the diagnosis, prevention, and management of heart failure has evolved substantially during this time period. Specific areas of this review include heart failure risk factors, management of comorbid conditions, acute heart failure management, chronic heart failure management, advanced heart failure, device therapy, lifestyle modification, and medication and therapy management, including medication adherence. Key consensus guidelines and statements are also included. This bibliography of key heart failure papers aims to provide clinicians and their trainees with a valuable clinical reference resource and teaching tool that may be used to optimize the care of patients with heart failure.