bluuebunny/crossref_metadata_2025 huggingface dataset:
Metatheory and Metamethodology in Marketing: A Lakatosian Reconstruction
Authors: Leong Siew Meng
Published: November 2018

The Lakatosian sophisticated methodological falsification framework is introduced, compared with other philosophies of science, and applied to reconstruct marketing science. From this the location and intensity of extant theoretical conflicts are pinpointed and explained, marketing's scientific status evaluated, and implications for research methodology in the discipline discussed.
Labor Productivity in Retailing: What do we know and how do we know It?
Authors: Ingene Charles A.
Published: November 2018

This article is a response to the comments of Hughes and Serpkenci (1985) on Ingene (1982) . The measurement model used in the 1982 article is discussed, with reference to Hughes/Serpkenci's comments, and a perspective is provided on the use of ratio variables. In light of the preceding, some of the variable/hypothesis relations are reconceptualized and redefined. Two statistical techniques are then used to estimate the determinants of labor productivity, and substantial support is found for the hypotheses. Accordingly, there is no reason to doubt the validity of the substantive interpretations contained in this and the original article.
Classifying Products Strategically
Authors: Murphy Patrick E. , Enis Ben M.
Published: November 2018

This article proposes an integrated product classification scheme. It is argued that, in view of the 1985 definition of marketing, one classification for all products—goods, services, and ideas—is sufficient. This classification adds “preference” products to the conventional convenience, shopping, and specialty categories. These categories are defined in terms of the effort and risk dimensions of price—as perceived by both organizational and ultimate consumers.
Product Diversity and Firm Performance: An Empirical Investigation
Authors: Varadarajan P. “Rajan”
Published: November 2018

This study employs categorical measures of broad spectrum diversity (BSD) and mean narrow spectrum diversity (MNSD) to classify firms into broad diversification strategy groups. The BSD and MNSD measures of firm diversity are based on SIC data pertaining to each firm's scope of activities at the two- and four-digit levels. The 10 largest firms in each of the 24 largest industries of the U.S. constitute the sample for this study. Performance differences between diversification strategy groups are examined in reference to their long-term return on equity, return on total capital, sales growth rate, and earnings per share growth rate.
Consumer Perceptions of Price, Quality, and Value: A Means-End Model and Synthesis of Evidence
Authors: Zeithaml Valarie A.
Published: November 2018

Evidence from past research and insights from an exploratory investigation are combined in a conceptual model that defines and relates price, perceived quality, and perceived value. Propositions about the concepts and their relationships are presented, then supported with evidence from the literature. Discussion centers on directions for research and implications for managing price, quality, and value.
Valuing Market Strategies
Authors: Day George , Fahey Liam
Published: November 2018

The search for shareholder value is changing the way marketing decisions are made. No longer will traditional payback or short-run ROI criteria be sufficient to evaluate investment proposals. Value-based planning methods incorporate the factors used by shareholders, including the cash flow and risk consequences of decisions. This broader perspective also shifts the focus from selecting discrete projects to funding strategies. If marketers are to influence the strategy dialogue persuasively within these new groundrules, they first must understand how and why this new yardstick is being used. They must also be sensitive to the susceptibility of these methods to distorted inputs and the dangers in applying them to new ventures. The risk of misleading signals is high. There is still no substitute for insightful thinking about the fundamentals of competitive advantage, which is where economic value is created.
Medieval Allegory: Roots of Advertising Strategy for the Mass Market
Authors: Stern Barbara B.
Published: November 2018

The author examines the medieval literary tradition of allegory and relates it to contemporary advertising. Allegory is characterized by the use of metaphor, personification, and moral conflict. This tradition is the basis of advertisements that use fear to convey didactic instruction to mass audiences. The author describes the use of allegory in advertising strategy in terms of message appeal, product benefits, target audience, and media design. Five areas for future research are suggested: content analysis of allegorical advertisements, cross-cultural implications, fear and guilt appeals, taxonomy of personifications as presenters, and effects of metaphors and symbols on advertising recall and comprehension.
Meta-Analyses of Attitudes toward Advertising by Professionals
Authors: Hite Robert E. , Fraser Cynthia
Published: November 2018

Two meta-analyses of attitudes toward advertising by professionals are presented, which allow formulation of generalizations from 10 years’ research spanning the time since the relaxation of professional advertising restrictions first was discussed and subsequently implemented. Results suggest that differences in attitudes across professions may be attributable to the importance, heterogeneity, and assess-ability of quality levels; that exposure to professional advertising produces attitude changes in favor of increased advertising by professionals; and that consumers are more favorably disposed toward such advertising than are professionals.
Commercial Use of Conjoint Analysis: An Update
Authors: Wittink Dick R. , Cattin Philippe
Published: November 2018

The authors report results of a survey conducted to update a previous one on the commercial use of conjoint analysis. They document an extensive number of applications and show systematic changes in their characteristics consistent with research results reported in the literature. Issues relevant to the options available to analysts involved in the conduct of conjoint analysis are identified and discussed.
The Consumer Durable Replacement Buyer
Authors: Bayus Barry L.
Published: November 2018

A study was conducted to develop a better understanding of the timing of consumer durable good replacement purchases. The demographic characteristics, attitudes and perceptions, and search behavior of consumers who replace a product during the early and late parts of its lifetime were examined. Results based on univariate and multivariate analyses of replacement buyers of new automobiles indicate that “early” replacement buyers are more concerned with styling and image and less concerned with costs than “late” replacement buyers. Further, early replacers have higher income, but lower levels of educational achievement and occupational status, than late replacers. Late replacers engage in more search activity. Findings also suggest that marketing efforts have differential effects on the replacement buyer segments.
The Use of Influence Strategies in Interfirm Relationships in Industrial Product Channels
Authors: Frazier Gary L. , Rody Raymond C.
Published: November 2018

The authors seek to extend theory and empirical findings on interfirm influence strategies by examining their use in channel relationships between suppliers and distributors of industrial products. Research hypotheses are developed, centering on the reciprocal use of noncoercive and coercive influence strategies by the supplier and the distributor in the channel dyad and on the interrelationships of these strategies with the interfirm power, latent conflict, manifest conflict, and conflict resolution constructs. Data from a national survey of industrial distributors are used in testing the research hypotheses, which are generally supported by the empirical results.
Consumer Perceptions of Promotional Activity
Authors: Krishna Aradhna , Currim Imran S. , Shoemaker Robert W.
Published: November 2018

Several models of consumer response to promotions suggest that a current decision on brand and purchase quantity depends on the expected time until the next price reduction and the expected size of future reductions. In spite of the importance of expected deal frequency and expected deal price to a consumer's decision, relatively little empirical work has been reported on those topics. The authors investigate several aspects of consumer perceptions of deal frequency and deal prices. First, a conceptual model is presented to describe how consumers develop and use those perceptions. Second, results of an extensive survey are used to estimate the degree of consumer knowledge about deal frequency and deal prices. Third, hypotheses about which types of consumers have better knowledge of promotions are tested. Results from the survey indicate that many consumers are reasonably accurate about deal frequency and sale price. In addition, recall on deal frequency and sale price is higher for consumers with larger family sizes and those who read weekly fliers for items on sale, devote a higher percentage of product class purchases to the brand, and purchase the package size more frequently. It is lower for older buyers.
A Framework for Promoting Cooperation
Authors: Wiener Joshua Lyle , Doescher Tabitha A.
Published: November 2018

Marketing scholars such as Kotler and Rothschild emphasize that, because “you can't sell brotherhood like soap,” there is a need for research that will generate and test social marketing strategies. By drawing on social dilemma theory, the authors identify the barriers to prosocial behavior and the means for overcoming those barriers. Both general propositions and specific marketing strategies are discussed.
Cross-National Analysis of Diffusion of Consumer Durable Goods in Pacific Rim Countries
Authors: Takada Hirokazu , Jain Dipak
Published: November 2018

The Bass new product growth model is used for cross-national analysis of diffusion processes of durable goods in four major Pacific Rim countries. The estimated coefficients are used to test the hypotheses on country-specific effects and on lead- and lag-time effects on the diffusion rates of consumer durable goods in the Pacific Rim countries. On the basis of the empirical findings, managerial implications are derived and discussed to provide insights into the relationships between diffusion processes and country-specific characteristics. These insights may serve as guidelines in formulating effective marketing strategies for introducing new products into Pacific Rim markets.
Marketing in an Information-Intensive Environment: Strategic Implications of Knowledge as an Asset
Authors: Glazer Rashi
Published: November 2018

The author presents a framework for thinking about the impact of information and information technology on marketing. The focus is on the concept of “information” or “knowledge” as both an asset to be managed and a variable to be researched. After developing a particular operationalization of the value of information in marketing contexts, which can be used to describe firms in terms of their relative levels of “information intensity,” the author presents a series of propositions examining the consequences of increasing information intensity for some key components of firm strategy and organizational structure. The concepts discussed are illustrated with a description of the transaction-based information systems that are being implemented in a variety of firms in pursuit of competitive advantage.
Segmenting Markets with Conjoint Analysis
Authors: Green Paul E. , Krieger Abba M.
Published: November 2018

Conjoint analysis is a useful measurement method for implementing market segmentation and product positioning. The authors describe how recently developed optimal product design models provide a way to test the effectiveness of a selected class of market targeting strategies. They first propose a conceptual framework for describing segmentation in the context of conjoint analysis input data. Then they apply that framework to an illustrative case study entailing physicians’ preferences for a newly developed prescription drug. They conclude with a discussion of the limitations of the proposed method.
Enhancing and Measuring Consumers’ Motivation, Opportunity, and Ability to Process Brand Information from Ads
Authors: Maclnnis Deborah J. , Moorman Christine , Jaworski Bernard J.
Published: November 2018

Considerable research suggests that advertising executional cues can influence communication effectiveness. Related research indicates that communication effectiveness is in part driven by consumers’ motivation, opportunity, and ability (MOA) to process brand information from an ad. However, little research has explicitly linked executional cues to communication effectiveness via their impact on MOA and levels of processing. The authors present a framework that explicitly provides such a linkage. The framework highlights the mediational role of MOA in the relationships among executional cues and communication outcomes. It also provides a theoretical account that links apparently disparate cues to their common effects on motivation, opportunity, or ability. The framework is complemented by a critical review of current measures of MOA and proposed measures based on the review. Research issues raised by the framework and the proposed measures are discussed.
Implicit Price Bundling of Retail Products: A Multiproduct Approach to Maximizing Store Profitability
Authors: Mulhern Francis J. , Leone Robert P.
Published: November 2018

The presence of demand interrelationships among substitute and complementary goods in retail stores was demonstrated by Mulhern in 1989 and was extended by Walters in 1991. Retail pricing strategies should incorporate such demand interdependencies to maximize store profitability. The authors review multiple-product pricing and develop a theoretical framework for retail pricing and promotion policies based on the implicit price bundling of related products. They empirically calibrate how the regular and deal prices of individual brands influence the sales of substitute and complementary items. More important, they demonstrate how retailers can maximize profitability by exploiting the interdependencies in demand that are present among retail products.
Conceptualizing, Measuring, and Managing Customer-Based Brand Equity
Authors: Keller Kevin Lane
Published: November 2018

The author presents a conceptual model of brand equity from the perspective of the individual consumer. Customer-based brand equity is defined as the differential effect of brand knowledge on consumer response to the marketing of the brand. A brand is said to have positive (negative) customer-based brand equity when consumers react more (less) favorably to an element of the marketing mix for the brand than they do to the same marketing mix element when it is attributed to a fictitiously named or unnamed version of the product or service. Brand knowledge is conceptualized according to an associative network memory model in terms of two components, brand awareness and brand image (i.e., a set of brand associations). Customer-based brand equity occurs when the consumer is familiar with the brand and holds some favorable, strong, and unique brand associations in memory. Issues in building, measuring, and managing customer-based brand equity are discussed, as well as areas for future research.
Control Combinations in Marketing: Conceptual Framework and Empirical Evidence
Authors: Jaworski Bernard J. , Stathakopoulos Vlasis , Krishnan H. Shanker
Published: November 2018

The topic of management control systems has received limited attention in the marketing literature. Though previous research has tended to view each organizational control in isolation, the authors argue that research should examine the simultaneous use of multiple controls. On the basis of previous work, a conceptual framework for combinations of controls is constructed with associated research hypotheses. Four alternative combinations or “systems” of controls are identified: (1) a traditional bureaucratic management control system with a primary emphasis on formal controls, (2) a clan system with a primary emphasis on informal controls, (3) a low control system, and (4) a high control system. The findings indicate that SBU characteristics and task complexity variables predict the type of system that is likely to be emphasized. In turn, the results indicate that the high control system is associated with highest job satisfaction followed sequentially by the clan, bureaucratic, and low control systems. The high control system also produced the lowest levels of person-role conflict and ambiguity. No significant relationship is found between the four systems and job performance. Study limitations and directions for future research are discussed.
Factors Affecting Trust in Market Research Relationships
Authors: Moorman Christine , Deshpandé Rohit , Zaltman Gerald
Published: November 2018

Building on previous work suggesting that trust is critical in facilitating exchange relationships, the authors describe a comprehensive theory of trust in market research relationships. This theory focuses on the factors that determine users’ trust in their researchers, including individual, interpersonal, organizational, interorganizational/interdepartmental, and project factors. The theory is tested in a sample of 779 users. Results indicate that the interpersonal factors are the most predictive of trust. Among these factors, perceived researcher integrity, willingness to reduce research uncertainty, confidentiality, expertise, tactfulness, sincerity, congeniality, and timeliness are most strongly associated with trust. Among the remaining factors, the formalization of the user's organization, the culture of the researcher's department or organization, the research organization's or department's power, and the extent to which the research is customized also affect trust. These findings generally do not change across different types of dyadic relationships.
A Cross-National Comparative Study of New Product Development Processes: Japan and the United States
Authors: Song X. Michael , Parry Mark E.
Published: November 2018

Drawing on the marketing and management literatures, the authors identify strategic, tactical, and environmental factors that influence the commercial success of new products. They test the resulting conceptual model using data collected on 788 Japanese and 612 American new product development projects. The results provide insights into the antecedents and correlates of new product success and failure in both Japanese and U.S. firms, as well as into successful and unsuccessful management practices.
The Realms of Scientific Meaning Framework for Constructing Theoretically Meaningful Nominal Definitions of Marketing Concepts
Authors: Teas R. Kenneth , Palan Kay M.
Published: November 2018

Nominal definitions of concepts specified in marketing theories are vulnerable to problems involving conceptual ambiguity and vagueness when they are defined using natural language systems. The authors present a framework that researchers can use to assess the theoretical meaningfulness of conceptual definitions and to improve theoretical meaningfulness using the specification of formal language systems. Although the framework is applicable to any conceptual definition, the authors use several consumer expectations and related concepts to demonstrate the contribution of this framework to the improvement of conceptual definitions and to the process of theory formalization.
Guidelines for Selecting or Modifying Logos
Authors: Henderson Pamela W. , Cote Joseph A.
Published: November 2018

The authors develop guidelines to assist managers in selecting or modifying logos to achieve their corporate image goals. An empirical analysis of 195 logos, calibrated on 13 design characteristics, identified logos that meet high-recognition, low-investment, and high-image communication objectives. High-recognition logos (accurate recognition created by high investment) should be very natural, very harmonious, and moderately elaborate. Low-investment logos (false sense of knowing and positive affect) should be less natural and very harmonious. High image logos (professional look and strong positive image) must be moderately elaborate and natural. The authors illustrate the guidelines with real logos.
Forces Impinging on Long-Term Business-to-Business Relationships in the United States: An Historical Perspective
Authors: Keep William W. , Hollander Stanley C. , Dickinson Roger
Published: November 2018

The authors examine the histories of four business-to-business relationships in the United States: advertising agencies and clients, textile agents and mills, the Pullman Car Company and railroads, and independent department stores and their resident buying offices. The authors’ goals are to gain perspective on how marketing relationships evolve over time and identify those factors that foster closer relationships and those that attenuate relationships. The results show that economic growth, information asymmetry partially prompted by geographic dispersion, entry barriers in one or both industries, dependence asymmetry, and economies of scale are important environmental forces that impinge on relationship development in all four cases.
Marketing Researcher Ethical Sensitivity: Conceptualization, Measurement, and Exploratory Investigation
Authors: Sparks John R. , Hunt Shelby D.
Published: November 2018

Theoretical models of marketing ethics propose that people first must perceive the presence of an ethical issue before the process of ethical decision making can begin. Through the concept of ethical sensitivity, the authors explore why some marketing researchers and not others recognize and ascribe importance to the ethical content in their decision situations. The authors examine two rival definitions of ethical sensitivity and develop a measurement procedure capable of discriminating between them. The procedure then is tested on two populations (marketing students and marketing research practitioners), and several determinants of ethical sensitivity are investigated. Results indicate that the two definitions of ethical sensitivity are empirically equivalent. Furthermore, results show that the ethical sensitivity of marketing researchers is a positive function of organizational socialization and perspective taking, but a negative function of relativism and formal training in ethics.
Information Control and Influence in Emergent Buying Centers
Authors: Dawes Philip L. , Lee Don Y. , Dowling Grahame R.
Published: November 2018

The authors focus on emergent buying center networks in firms that recently have purchased an expensive, complex, technological product. The authors examine how a person's information control and influence vary within such networks. The purpose of this study is to assess the relative contribution of information control, individual attributes, and organization structure variables on influence. The authors find that factors related to the person are the most important in explaining a buying center member's influence for this type of purchasing decision. Although less important, the variables of information control, decentralization, and formalization also affect influence. Overall, the authors find strong empirical support for their model.
Striking a Balance in Boundary-Spanning Positions: An Investigation of Some Unconventional Influences of Role Stressors and Job Characteristics on Job Outcomes of Salespeople
Authors: Singh Jagdip
Published: November 2018

Most previous studies have focused on the linear effects of role stressors and job characteristics on salespersons’ behavioral (e.g., performance) and psychological (e.g., satisfaction) job outcomes. Drawing on the theoretical frameworks of Yerkes-Dodson law, activation theory, and overstimulation hypothesis, the author examines some unconventional hypotheses of curvilinear and interactional influences of role stressors (i.e., role conflict, ambiguity, and overload) and job characteristics (i.e., autonomy, feedback, task variety, and participation) on five key job outcomes of salespeople. Using data from salespeople across a range of small and large firms, the author finds that curvilinear and/or interactional influences are supported for job tension, turnover intentions, and performance but not for job satisfaction or organizational commitment. The findings specifically indicate support for the overstimulation hypothesis because the dysfunctional effects of role ambiguity tend to be amplified when autonomy, feedback, and task variety are increased. In addition, the results yield evidence of buffering effects because the adverse consequences of role conflict and overload appear to be buffered by task variety and feedback. Overall, the study highlights the inherent trade-offs for sales managers attempting to design jobs with positive job characteristics for salespersons facing high levels of role stressors. The author discusses the implications for theory and practice.
The Impact of Market Knowledge Competence on New Product Advantage: Conceptualization and Empirical Examination
Authors: Li Tiger , Calantone Roger J.
Published: November 2018

Although the role of market knowledge competence in enhancing new product advantage is assumed widely in the literature, empirical studies are lacking because of an absence of the concept definition. In this study, the authors conceptualize market knowledge competence as the processes that generate and integrate market knowledge. The authors test the conceptual model using data collected from the software industry. The findings show that each of the three processes of market knowledge competence exerts a positive influence on new product advantage. The results also reveal a positive association between new product advantage and product market performance. The findings regarding the antecedents indicate that the perceived importance of market knowledge by top management has the largest impact on the processes of market knowledge competence.
The Roles of Price, Performance, and Expectations in Determining Satisfaction in Service Exchanges
Authors: Voss Glenn B. , Parasuraman A. , Grewal Dhruv
Published: November 2018

In this article, the authors examine the roles that price, performance, and expectations play in determining satisfaction in a discrete service exchange. The authors maintain that the price fluctuations common to the many service industries that implement demand-oriented pricing, combined with the inherent heterogeneity of service performance, likely result in price–performance combinations that vary widely. Furthermore, the authors propose that the level of price–performance consistency in a service exchange moderates the relationship between performance expectations and subsequent performance and satisfaction judgments. When price and performance are consistent, expectations have an assimilation effect on performance and satisfaction judgments; when price and performance are inconsistent, expectations have no effect on performance and satisfaction judgments. To examine these issues, the authors develop a contingency model that they estimate using data from a multimedia experimental design. The results generally support the contingency framework and provide empirical support for normative guidelines that call for creating realistic performance expectations and offering money-back service guarantees.
Consumer Generalization of Nutrient Content Claims in Advertising
Authors: Andrews J. Craig , Netemeyer Richard G. , Burton Scot
Published: November 2018

Although considerable research exists on consumer processing of nutrition labeling and package claims, less is known about consumer interpretation of nutrient content claims in advertising. This is important because product advertising often provides a significant first step for consumers in learning new nutrition information. Yet, unlike package claims, Nutrition Facts Panels are often not available for consumers during the processing of such advertising claims. Therefore, the authors examine the following research questions: (1) Do consumers misinterpret (i.e., overgeneralize) common nutrient content claims in advertising? If so, under what conditions does this occur? and (2) Can various types of disclosure statements remedy this problem? To address these questions, the authors interview a total of 365 primary food shoppers in three geographically dispersed malls in the United States in a between-subjects experiment. Misleading generalizations, beyond those of control ad claims, are found for general and specific nutrient content claims. Ad disclosure type, ad claim type, and nutrition knowledge all separately influence nutrient content and disease risk measures. Evaluative disclosures reduce misleading generalizations to a greater extent than do absolute or relative disclosures. The authors offer implications for public policy and food marketers.
Explorations of National Culture and Word-of-Mouth Referral Behavior in the Purchase of Industrial Services in the United States and Japan
Authors: Money R. Bruce , Gilly Mary C. , Graham John L.
Published: November 2018

In this study, the authors examine how national culture affects referral behavior for industrial services such as advertising, banking, and accounting. The authors collected data using interviews with managers of small- and medium-sized companies in the United States and Japan. The results show that national culture has a strong effect on the number of referral sources consulted and that Japanese companies use more than comparable American companies do.
Effects of Trait Competitiveness and Perceived Intraorganizational Competition on Salesperson Goal Setting and Performance
Authors: Brown Steven P. , Cron William L. , Slocum John W.
Published: November 2018

The authors assess the effects of trait competitiveness and competitive psychological climate on self-set goal levels and sales performance. The results indicate an interaction between trait competitiveness and competitive psychological climate, such that (1) salespeople who are high in trait competitiveness set higher goals when they perceive the organizational climate as competitive and (2) salespeople who are low in trait competitiveness set relatively low goals, regardless of their perceptions of competition in the organizational climate. Results also indicate that a self-set goal level is related strongly to performance and that self-efficacy has strong direct and indirect effects on sales performance. The authors also discuss implications for theory and practice.
Models of Man as Defined by Marketing Research
Authors: Kover Arthur J.
Published: November 2018

Is there a common marketing model of man? Implicitly very probably, but how adequate the model is can be another question.
A Study of Selected Opinion Measurement Techniques
Authors: Kassarjian Harold H. , Nakanishi Masao
Published: November 2018

This study compares seven marketing research methods for selecting a brand name. All methods indicate an adequate, high test-retest reliability. Inter-method correlations indicate that six of the seven methods generate nearly identical results, affirming an assumption often made but seldom tested.
Exploring Interaction in a Marketing Situation
Authors: Albaum Gerald
Published: November 2018

This exploratory study of the relationship between sales success of selected gasoline service stations and certain interaction characteristics of their personnel shows the importance of interaction in marketing.
Computer Uses in Marketing Research: A Proposal
Authors: Montgomery David B.
Published: November 2018

The need for a clearinghouse on computer applications in marketing research is developed and a solution proposed. A possible format for such a forum in JMR is outlined.
A Rejoinder
Authors: Bass Frank M. , Lonsdale Ronald T.
Published: November 2018

In this rejoinder to Professor Stasch, the authors defend their approach.
Family Branding and Consumer Brand Choice
Authors: Fry Joseph N.
Published: November 2018

Generalized preferences, inferred from a positive association in household purchasing behavior for a family brand across product categories, are operative for a wide variety of family brands and product categories. The degree of generalized preference for a family brand across specified product categories seems to be related positively to the similarity of brand competition and object brand price levels for those products.
An Interpersonal Orientation to the Study of Consumer Behavior
Authors: Cohen Joel B.
Published: November 2018

An integrated framework for studying interpersonal aspects of consumer decision making is presented. The article describes a scale for measuring a person's interpersonal orientations. A study is reported that examines relationships between these traits and product and media choices.
Role of Product-Related Conversations in the Diffusion of a New Product
Authors: Arndt Johan
Published: November 2018

This article reports an experiment designed to investigate the short-term sales effects of product-related conversations. The results show that exposure to favorable comments aids acceptance of a new product, while unfavorable comments hinder it.
A Huge Marketing Research Task—Birth Control
Authors: Simon Julian L
Published: November 2018

Increasing the amount of family planning in less-developed countries is crucial to their economic development and is basically a marketing job. Much important marketing research has been done in this area; its history is described here. But much more needs to be done.
A Comparison of American and British Repeat-Buying Habits
Authors: Ehrenberg A. S. C. , Goodhardt G. J.
Published: November 2018

American and British repeat-buying habits are the same.
Accuracy of Estimating Markets for Industrial Products by Size of Consuming Industries
Authors: Piersol Robert J.
Published: November 2018

A common method of estimating size of geographic markets for industrial products is based on distributing the national markets by the size of the consuming SIC industry groups in each area. In this article, geographic market estimates obtained by this SIC-estimating method are compared with actual market data, and an accuracy analysis of the estimates is presented.
Divided Attention and Television Commercials: An Experimental Study
Authors: Venkatesan M. , Haaland Gordon A.
Published: November 2018

To test the distraction hypothesis of Festinger and Maccoby, an experiment was conducted in which subjects were shown a videotape containing a television commercial. They were visually or behaviorally distracted during the exposure. The results show that visual and behavioral distractions interfered with recall of the brand name and product type.
A Model of the Distribution of Branded Personal Products in Jamaica
Authors: Farley John U. , Leavitt Harold J.
Published: November 2018

A five equation model of the Jamaican distribution structure is fitted to data on four branded personal products. Decision rules appear oriented toward sales for retailers, wholesalers, importers, and manufacturers, and some policy implications for stimulating the structure are suggested. Problems associated with procedures for fitting sets of equations and examples of the effects of multi-collinearity on simultaneous equation estimation are discussed.
A Theory of Market Segmentation
Authors: Claycamp Henry J. , Massy William F.
Published: November 2018

In this article a normative theory of market segmentation is developed that takes account of major implementation problems. The theory is presented as a multistage mathematical model of the full range of segmentation possibilities from the perfectly discriminating monopolist to the mass marketer. The theory's major implications for the philosophy and application of the market segmentation strategy are discussed in detail.
Effects of Attitudinal and Situational Factors on Reported Choice Behavior
Authors: Sandell Rolf Gunnar
Published: November 2018

General and operational definitions of attitude imply assumptions that choice behavior is independent of situational factors. It is suggested that the attitude concept be redefined and choice behavior be studied as a function of the choice situation. The experiment in this article demonstrates the S-R inventory approach.
A Comparison of the Entropy Model and the Hendry Model
Authors: Herniter Jerome D.
Published: November 2018

EDITOR'S NOTE: The following article represents the opinion of the author on how the Entropy model and the Hendry model compare. His comments on the Hendry model are not based on complete information, as complete information was not made available to him. His comments and conclusions are in no way intended and should not be construed as his or the Journal of Marketing Research's recommendation on the value, application, use, or disuse of either model.
An Experimental Investigation of Attitude Change and Choice of a New Brand
Authors: Ginter James L.
Published: November 2018

This study investigates the relationships among attitude change, advertising exposure, and choice of a new brand on an individual basis. Results indicate that although attitudes change both before and after choice of the new brand, the post-choice attitude change is greater in magnitude and correlated more highly with choice.
Product Priorities within a Multiple-Product Marketing Organization
Authors: Turner Ronald E.
Published: November 2018

Management's difficulties in allocating marketing funds in multiple-product companies are explored via a normative analysis. Data obtained from such a company during one year of operations confirm the expected directions of product-priority influence between product managers, salesmen, and other managerial roles.
Word-of-Mouth Processes in the Diffusion of a Major Technological Innovation
Authors: Czepiel John A.
Published: November 2018

This article presents a microanalytic study of the use of word-of-mouth among decision makers in competitive firms in the diffusion of a major technological innovation. Results indicate that an active, functioning informal communications network linked the firms and was in active use in the diffusion process.
Attribution Theory and Advertiser Credibility
Authors: Settle Robert B. , Golden Linda L.
Published: November 2018

Consumer confidence in advertising claims and their expectancy of product value were experimentally measured under two conditions for five product ads. As suggested by attribution theory, when superiority was disclaimed for some product characteristics, confidence increased and value expectation equaled that obtained when all were claimed superior.
Multidimensional Assessment of Interoceptive Awareness: Psychometric Properties of the Portuguese Version
Authors: Machorrinho Joana , Veiga Guida , Fernandes Jorge , Mehling Wolf , Marmeleira José
Published: November 2018

Interoceptive awareness involves several mind–body dimensions and can be evaluated by self-report with the Multidimensional Assessment of Interoceptive Awareness (MAIA), which has been translated and validated in several countries and is being used in research and clinical contexts. This study systematically translated the MAIA with six additional items using a focus group and evaluated its psychometric properties in a respondent sample of 204 Portuguese university students (52% females; M = 21.3, SD = 3.9 years). Based on exploratory factor analysis, we refined the tool into a 33-item version and tested it in a separate sample ( n = 286; 63% females; M = 21.3, SD = 4.7 years). We then conducted confirmatory factor analysis and examined test–retest reliability and convergent and discriminant validity. We confirmed an acceptable model fit for this Portuguese version (MAIA-P) with 33 items and seven scales; it showed good construct validity and acceptable temporal reliability, The MAIA-P appears to be valuable for assessing self-reported interoceptive awareness in Portuguese healthy adults.
The Relationship Between Narcissism and Taking Charge: The Role of Energy at Work and Hierarchical Level
Authors: Zhou Kong , Liu Wenxing , Li Mingze , Cheng Zhihui , Hu Xiaofei
Published: November 2018

Drawing on the framework of human energy in organizations, this study proposed a moderated mediation model between narcissism and taking charge, as well as the role of energy at work and the employee’s hierarchy within organizations. A sample of 312 employees at one Chinese manufacturing company suggested that employees with narcissistic personality are more apt to exhibit taking charge at work via their energy at work. In addition, the results also indicated that employees’ hierarchical level within organization reinforced the indirect effect of energy at work between narcissism and taking charge. These findings have important implications for narcissism research and managerial practices.
Quality indicators for Palliative Day Services: A modified Delphi study
Authors: McCorry Noleen K , O’Connor Sean , Leemans Kathleen , Coast Joanna , Donnelly Michael , Finucane Anne , Jones Louise , Kernohan W. George , Perkins Paul , Dempster Martin
Published: November 2018

Background:

The goal of Palliative Day Services is to provide holistic care that contributes to the quality of life of people with life-threatening illness and their families. Quality indicators provide a means by which to describe, monitor and evaluate the quality of Palliative Day Services provision and act as a starting point for quality improvement. However, currently, there are no published quality indicators for Palliative Day Services.

Aim:

To develop and provide the first set of quality indicators that describe and evaluate the quality of Palliative Day Services.

Design and setting:

A modified Delphi technique was used to combine best available research evidence derived from a systematic scoping review with multidisciplinary expert appraisal of the appropriateness and feasibility of candidate indicators. The resulting indicators were compiled into ‘toolkit’ and tested in five UK Palliative Day Service settings.

Results:

A panel of experts independently reviewed evidence summaries for 182 candidate indicators and provided ratings on appropriateness, followed by a panel discussion and further independent ratings of appropriateness, feasibility and necessity. This exercise resulted in the identification of 30 indicators which were used in practice testing. The final indicator set comprised 7 structural indicators, 21 process indicators and 2 outcome indicators.

Conclusion:

The indicators fulfil a previously unmet need among Palliative Day Service providers by delivering an appropriate and feasible means to assess, review, and communicate the quality of care, and to identify areas for quality improvement.
Metabolomics predicts the pharmacological profile of new psychoactive substances
Authors: Olesti Eulàlia , De Toma Ilario , Ramaekers Johannes G , Brunt Tibor M , Carbó Marcel·lí , Fernández-Avilés Cristina , Robledo Patricia , Farré Magí , Dierssen Mara , Pozo Óscar J , de la Torre Rafael
Published: November 2018

Background:

The unprecedented proliferation of new psychoactive substances (NPS) threatens public health and challenges drug policy. Information on NPS pharmacology and toxicity is, in most cases, unavailable or very limited and, given the large number of new compounds released on the market each year, their timely evaluation by current standards is certainly challenging.

Aims:

We present here a metabolomics-targeted approach to predict the pharmacological profile of NPS.

Methods:

We have created a machine learning algorithm employing the quantification of monoamine neurotransmitters and steroid hormones in rats to predict the similarity of new drugs to classical ones of abuse (MDMA (3,4-methyl enedioxy methamphetamine), methamphetamine, cocaine, heroin and Δ9-tetrahydrocannabinol).

Results:

We have characterized each classical drug of abuse and two examples of NPS (mephedrone and JWH-018) following alterations observed in the targeted metabolome profile (monoamine neurotransmitters and steroid hormones) in different brain areas, plasma and urine at 1 h and 4 h post drug/vehicle administration. As proof of concept, our model successfully predicted the pharmacological profile of a synthetic cannabinoid (JWH-018) as a cannabinoid-like drug and synthetic cathinone (mephedrone) as a MDMA-like psychostimulant.

Conclusion:

Our approach allows a fast NPS pharmacological classification which will benefit both drug risk evaluation policies and public health.
The Arterial Anatomy of the Lateral Ligament Complex of the Ankle: A Cadaveric Study
Authors: Gosselin Michelle M. , Haynes Jacob A. , McCormick Jeremy J. , Johnson Jeffery E. , Klein Sandra E.
Published: November 2018

Background:

Ankle sprains are the most common musculoskeletal injury in the United States. Chronic lateral ankle instability can ultimately require operative intervention to decrease pain and restore stability to the ankle joint. There are no anatomic studies investigating the vascular supply to the lateral ankle ligamentous complex.

Purpose:

To define the vascular anatomy of the lateral ligament complex of the ankle.

Study Design:

Descriptive laboratory study.

Methods:

Thirty pairs of cadaveric specimens (60 total legs) were amputated below the knee. India ink, followed by Ward blue latex, was injected into the peroneal, anterior tibial, and posterior tibial arteries to identify the vascular supply of the lateral ligaments of the ankle. Chemical debridement was performed with 8.0% sodium hypochlorite to remove the soft tissues, leaving casts of the vascular anatomy intact. The vascular supply to the lateral ligament complex was then evaluated and recorded.

Results:

The vascular supply to the lateral ankle ligaments was characterized in 56 specimens: 52 (92.9%) had arterial supply with an origin from the perforating anterior branch of the peroneal artery; 51 (91.1%), from the posterior branch of the peroneal artery; 29 (51.8%), from the lateral tarsal branch of the dorsalis pedis; and 12 (21.4%), from the posterior tibial artery. The anterior branch of the peroneal artery was the dominant vascular supply in 39 specimens (69.6%).

Conclusion:

There are 4 separate sources of extraosseous blood supply to the lateral ligaments of the ankle. In all specimens, the anterior talofibular ligament was supplied by the anterior branch of the peroneal artery and/or the lateral tarsal artery of the dorsalis pedis, while the posterior talofibular ligament was supplied by the posterior branch of the peroneal artery and/or the posterior tibial artery. The calcaneofibular ligament received variable contributions from the anterior and posterior branches of the peroneal artery, with few specimens receiving a contribution from the lateral tarsal or posterior tibial arteries.

Clinical Relevance:

Understanding the vascular anatomy of the lateral ligament complex is beneficial when considering surgical management and may provide insight into factors that lead to chronic instability.
Family Member Death and Subjective Life Expectancy Among Black and White Older Adults
Authors: Donnelly Rachel , Umberson Debra , Pudrovska Tetyana
Published: November 2018

Objective: To examine whether exposure to family member deaths throughout the life course is associated with subjective life expectancy—a person’s assessment of their own mortality risk—at age 65, with attention to differences by race. Method: We analyzed 11 waves of data from a study of men and women above age 50 (Health and Retirement Study; n = 13,973). Results: Experiencing the deaths of multiple family members before the respondent is 50 years old is negatively associated with subjective life expectancy at age 65. Discussion: Understanding the life-course predictors of older adults’ subjective life expectancy is particularly important because survival expectations influence long-term planning, health, and longevity. Moreover, Black Americans are exposed to more family member deaths earlier in their life compared with White Americans, with implications for long-term health and well-being.