bluuebunny/crossref_metadata_2025 huggingface dataset:
Notes on identity of Cephennomicrus sumatranus (Franz) (Coleoptera, Staphylinidae, Scydmaeninae)
Authors: JAŁOSZYŃSKI PAWEŁ
Published: December 2018

As a result of examination of the holotype of Neseuthia sumatrana Franz, 1984 (subsequently placed in the genus Cephennomicrus), Lathomicrus gen. n. is established for this species (with Lathomicrus sumatranus comb. n. as the type species). The single male paratype included in the type series of N. sumatrana was found to have been misidentified, and is fixed as the holotype of a newly described C. fesumatranus sp. n. from Babahrot, Sumatra (Indonesia). Diagnostic characters including the aedeagi of both treated species are illustrated. A key to the Old World genera of Cephenniini is provided.
An old taxonomic dilemma: the identity of the western south Atlantic lebranche mullet (Teleostei: Perciformes: Mugilidae)
Authors: MENEZES NAÉRCIO A. , DE OLIVEIRA CLÁUDIO , NIRCHIO MAURO
Published: December 2018

The identification of the lebranche mullet in the western south Atlantic has long been problematical. In most recent works either Mugil liza Valenciennes and M. platanus Günther, 1880 or M. liza and M. cephalus Linnaeus, 1758 were recognized from the region and more rarely the occurrence of only one species has been proposed but without sufficient morphological, biochemical or molecular data to allow the designation of the taxonomically appropriate name. Analysis of meristic and morphometric data taken from samples collected from Venezuela to Argentina, clearly indicates that there is only one species of lebranche mullet in the Caribbean Sea region and the Atlantic coast of South America and that Mugil liza is the appropriate name. The comparison of the combined data from all the samples of M. liza with the data taken from one sample of M. cephalus that originated in the Mediterranean, the possible locality from which type specimens were collected (Eschmeyer and Fricke, 2009), revealed significant differences indicating that they are different species. It is also suggested that individuals from the western north Atlantic identified as M. cephalus might represent a population of M. liza in this region.
Anagyrus Howard (Hymenoptera: Encyrtidae) parasitoids of the invasive Delottococcus aberiae (De Lotto) (Hemiptera: Pseudococcidae) from South Africa, with description of two new species
Authors: GUERRIERI EMILIO , CASCONE PASQUALE
Published: December 2018

Delottococcus aberiae is an invasive mealybug native to South Africa that has been accidentally introduced into Spain. A survey of natural enemies in its native area to potentially be used for biological control of this pest resulted in a number of species, among which four belonged to the genus Anagyrus. Following an integrative approach using morphological and molecular data, two species new to science are here described and compared with closely related ones: Anagyrus aberiae sp.n. and Anagyrus antoniae sp.n. A dichotomous key to separate the species of Anagyrus attacking D. aberiae in South Africa is provided. [Zoobank LSID: Anagyrus aberiae Guerrieri sp. nov. (Fig. 1–7): LSID urn:lsid:zoobank.org:pub:8CF8983B-93DC-4ECF-A8FB-CF76E94319B3 Anagyrus antoniae Guerrieri sp. nov. (Fig. 8–12): LSID urn:lsid:zoobank.org:pub:8CF8983B-93DC-4ECF-A8FB-CF76E94319B3]
The bromeliad leaf-scraper tortoise beetle Spaethiella intricata (Boheman, 1850) from Brazil (Coleoptera, Chrysomelidae, Cassidinae), description of immatures and biology
Authors: ALBERTONI FABIANO F. , LEOCÁDIO MICHELE
Published: December 2018

This publication describes the life history and morphology of the immatures of Spaethiella intricata associated with bromeliads. Immature stages were previously unknown for the species. Adults and larvae are bromeliad leaf scrapers. First and fifth instar larvae and pupa of S. intricata are described and illustrated with further discussion upon the epipharynx of some Cassidinae species belonging to few tribes. General observations of the known Hemisphaerotini immatures and adults are compared.
Regarding the taxonomic status of Ophyra Robineau-Desvoidy (Diptera: Muscidae): A molecular approach
Authors: SCHUEHLI GUILHERME SCHNELL E. , DE CARVALHO CLAUDIO JOSÉ BARROS , WIEGMANN BRIAN M.
Published: December 2018

The muscid genus Ophyra has long been the subject of debate over its placement within the family. However, a phylogenetic study has never been conducted that would clarify its systematic position. In the present paper, phylogenetic relationships are examined between Ophyra albuquerquei and related muscid genera. The mitochondrial genes Cytochrome Oxidase I and II and tRNA-Leu were used combined with the nuclear genes CAD and Elongation Factor 1 to compose a matrix with 2989 characters (716 parsimonyinformative). These characters were analyzed under parsimony resulting in a single most parsimonious tree. Contrary to some recent classifications, our molecular data suggest the placement of Ophyra albuquerquei within the Muscinae in a separate position from the azeliine genus Hydrotaea.
New species of Australian Scissurellidae (Mollusca: Gastropoda: Vetigastropoda) with remarks on Australian and Indo-Malayan species
Authors: GEIGER DANIEL L. , JANSEN PATTY
Published: December 2018

Three new species of Scissurellidae from Australia are described: Incisura auriformis n. sp., Scissurella quadrata n. sp., and Sci. spinosa n. sp. They are compared to other species occurring in Australian waters: I. remota (Iredale, 1924) [+ I. vincentiana (Cotton, 1959)], I. rosea (Hedley, 1904), Sci. cyprina Cotton & Godfrey, 1938, Sci. declinans Watson, 1886, Sci. evaensis Bandel, 1998 [+ Maxwellella unispirata Bandel, 1998], Sinezona plicata (Hedley, 1899), Sukashitrochus atkinsoni (Tenison-Woods, 1877), Suk. indonesicus Bandel, 1988 [+ Suk. simplex Bandel, 1998], Suk. pulcher (Petterd, 1884), and Trogloconcha tesselata Kase & Kano, 2002. As under-appreciation of intraspecific variability has resulted in the introduction of synonyms, multiple specimens are illustrated here, along with radulae and distributional maps.
Two new species of Actinote (Lepidoptera, Nymphalidae) from Southeastern Brazil
Authors: FRANCINI RONALDO BASTOS , FREITAS ANDRÉ VICTOR LUCCI , PENZ CARLA
Published: December 2018

Two new species of Actinote (Nymphalidae, Heliconiinae, Acraeini) are described from southeastern Brazil. Actinote eberti sp. nov. occurs in the Serra da Mantiqueira region and resembles members of the Actinote black-yellow mimicry group. Actinote pratensis sp. nov. is found in widely scattered points in the rich-soil central S o Paulo transition between montane and semideciduous atlantic forest, and belongs to the orange-yellow mimicry group.
A new genus and four new species of Isometopinae (Hemiptera: Miridae) from South Africa
Authors: AKINGBOHUNGBE E.
Published: December 2018

Namaquaropus niger gen nov. & sp.nov. is described from South Africa. In addition, two new species of the subgenus Jehania Distant of Isometopus Fieber (I. mirus sp. nov. and I. maculipennis sp. nov.), and Paloniella flavicolor sp. nov. are described. With these, the known species of Isometopinae in South Africa now number sixteen.
Lectotype designations in the New World Gymnetini (Coleoptera: Scarabaeidae: Cetoniinae)
Authors: RATCLIFFE BRETT C.
Published: December 2018

Lectotypes are designated for the following species-group names of New world Gymnetini. Genus Allorrhina Burmeister, 1842: A. baeri Bourgoin, 1911; A. gounellei Bourgoin, 1911; A. nickerli Moser, 1911; A. soror Moser, 1911; and A. tridentata Moser, 1908. Genus Amithao Thomson, 1878: Cotinis cavifrons Burmeister, 1842; Desicasta metallica Janson, 1885; and Cotinis erythropus moreletii Blanchard, 1850. Genus Astroscara Sch rhoff, 1937: G. flavoradiata Moser, 1918. Genus Blaesia Burmeister, 1842: B. subrugosa Moser, 1905. Genus Gymnetis MacLeay, 1819: G. aureotorquata Bourgoin, 1912; G. balzarica Janson, 1880; G. bouvieri Bourgoin, 1912; G. callispila Bates, 1889; G. chanchamayensis Pouillaude, 1913; G. chontalensis Janson, 1875; G. colombiana Pouillaude, 1913; G. coturnix Burmeister, 1842; G. difficilis Burmeister, 1842; G. dysoni Schaum, 1848; G. ecuadoriensis Pouillaude, 1913; Cetonia flava Weber, 1801; G. limbolaniata Pouillaude, 1913; G. mathani Pouillaude, 1913; G. meleagris Burmeister, 1842; G. nigrina Bates, 1886; G. olivina Pouillaude, 1913; Paragymnetis rubrocincta Sch rhoff, 1937; G. poecila Schaum, 1848; G. punctipennis Burmeister, 1842; G. radiicollis Burmeister, 1847; G. ramulosa Bates, 1872; G. salicis Bates, 1889; G. scheini Sch rhoff, 1937; P. burmeisteri Sch rhoff, 1937; G. vandepolli Bates, 1889; G. variabilis Moser, 1921; and G. zikani Moser, 1921. Genus Heterocotinis Mart nez, 1948: G. terminata Gory and Percheron, 1833. Genus Hoplopyga Thomson, 1880: G. aequatorialis Moser, 1918; G. boliviensis Moser, 1918; G. foeda Schaum, 1848; and G. peruana Moser, 1912. Genus Marmarina Kirby, 1827: Cetonia insculpta Kirby, 1819; G. tigrina Gory and Percheron, 1833; and Maculinetis litorea Sch rhoff, 1937. Lectotype designation, label data, and type depository are given for each species. A photograph of the lectotype is provided for most species. Commentary clarifying the status of the type series is given for some species.
Ubiquitous Pokémon Go: Human–Environment Relationships and the Location-Based Augmented Reality Game
Authors: Wang Shaojung Sharon , Hsieh Chih-Ting
Published: December 2018

This study explores the complexity of the connection between Pokémon Go play experience and players’ affection toward their physical surroundings from the environmental psychology and the media entertainment perspectives. The survey results of a stratified sample of 1,088 respondents showed that four dimensions of perceived realism—simulational realism, freedom of choice, integrated presence, and perceptual pervasiveness—positively influenced game enjoyment. Co-presence positively predicted game enjoyment while perceived crowding was negatively related to game enjoyment. Game involvement partially mediated the relationship between co-presence and game enjoyment, and game involvement also mediated the relationship between game enjoyment and place attachment. Theoretical implications on linking human behaviors and their affectional connections to physical places via the virtual gaming world are also discussed.
“Walk Cheerfully Over the Earth”: A Spiritual Profile of Senator Tim Kaine
Authors: McCloskey Liz
Published: December 2018

The following is excerpted from Senator Tim Kaine’s spiritual profile, part of a larger project in collaboration with Senator Chris Coons titled Profiles in Spirit that provides glimpses of the spiritual lives of selected political leaders. In an effort to push back against the relentless negativity that poisons national politics, these profiles focus on the humanity and spiritual depth of individuals who hold public office by tracing spiritual themes threaded through their lives.
The Expulsion of the Italian Community of Greece and the Politics of Resettlement, 1944–52
Authors: Konstantinakou Despina-Georgia
Published: December 2018

At the beginning of the twentieth century, there was a rapid development of Italian communities in Greece, with their members being regarded as integral parts of local societies, especially in the Ionian Islands and the Peloponnese. This changed after the fascist Italian attack against Greece in October 1940 and the subsequent Italian occupation. Members of the Italian community were deemed as de facto enemies, with the Greek authorities deciding to immediately expel them after Greece's liberation. The removal policy, however, would also be extended to the Italians of the Dodecanese after the islands were ceded in 1947. This article will document the Italians' expulsion from Greece after the end of the Second World War by examining the different ways in which mainly the Greek state, but also the authorities in Italy and the Great Allies, handled the Italian community's fate in the unfolding Cold War. At the same time, it will also explore the policy followed and the incentives that led Athens to accept the resettlement of a number of expelled Italians in Greece in 1949.
Forecasting Sales in Underdeveloped Countries
Authors: Copulsky William
Published: December 2018

Sales forecasting in underdeveloped countries is quite different than in countries with more mature economies. The keys to forecasting in developing countries are an understanding (1) of the phases of economic development that these countries pass through; and (2) of the impact that each phase has upon demand for various classes of products.

The author describes how these phases can be identified and how they affect demand.
What is Really Meant by “Specialty” Goods?
Authors: Holton Richard H.
Published: December 2018

It may be helpful to distinguish between specialty goods and other goods, says the author. But what criteria should be applied in identifying the specialty good? This is a reply to the article immediately preceding (pp. 61–64), “On the Nature of Specialty Goods,” by David J. Luck.
People as Products: Analysis of a Complex Marketing Exchange
Authors: Hirschman Elizabeth C.
Published: December 2018

Though the notion of marketing as exchange has proved conceptually robust since its introduction more than 10 years ago, few empirical marketing studies have used exchange as a guiding paradigm. The author examines male- and female-placed personal advertisements as examples of complex, heterogeneous marketing exchange. Several hypotheses about the exchange resources possessed and sought by men and women are tested.
Behavior-Based and Outcome-Based Salesforce Control Systems
Authors: Cravens David W. , Ingram Thomas N. , LaForge Raymond W. , Young Clifford E.
Published: December 2018

The authors develop a conceptual model depicting relationships between salesforce control systems, characteristics, performance, and sales organization effectiveness as a framework for testing the propositions formulated by Anderson and Oliver (1987). The results from a study of 144 diverse sales organizations provide support for the relationship between behavior-based salesforce control systems and specific salesforce characteristics, different salesforce performance dimensions, and sales organization effectiveness. The results imply a limited role for incentive compensation in salesforce control systems. They also suggest the need for a proper blend between field sales management and compensation control and identify important avenues for future research.
Market Share and Customers’ Perceptions of Quality: When Can Firms Grow Their Way to Higher versus Lower Quality?
Authors: Hellofs Linda L. , Jacobson Robert
Published: December 2018

Market share can influence perceived quality through several different mechanisms, including signaling, creating network externalities, and inclusion as an attribute in consumers’ quality functions. The direction of this potential effect is ambiguous. Making use of data on 85 different brands across 28 product categories, the authors explore the effect market share has on consumers’ perceptions of quality and the extent to which category-wide and brand-specific factors moderate this effect.
How Advertising Works: What Do We Really Know?
Authors: Vakratsas Demetrios , Ambler Tim
Published: December 2018

The authors review more than 250 journal articles and books to establish what is and should be known about how advertising affects the consumer—how it works. They first deduce a taxonomy of models, discuss the theoretical principles of each class of models, and summarize their empirical findings. They then synthesize five generalizations about how advertising works and propose directions for further research. Advertising effects are classified into intermediate effects, for example, on consumer beliefs and attitudes, and behavioral effects, which relate to purchasing behavior, for example, on brand choice. The generalizations suggest that there is little support for any hierarchy, in the sense of temporal sequence, of effects. The authors propose that advertising effects should be studied in a space, with affect, cognition, and experience as the three dimensions. Advertising's positioning in this space should be determined by context, which reflects advertising's goal diversity, product category, competition, other aspects of mix, stage of product life cycle, and target market.
Strategic Service Pricing and Yield Management
Authors: Desiraju Ramarao , Shugan Steven M.
Published: December 2018

The authors investigate pricing strategies based on yield management systems (YMS), such as early discounting, overbooking, and limiting early sales, for capacity-constrained services. They find that YMS work best when price-insensitive customers prefer to buy later than price-sensitive consumers. The authors also identify other conditions favoring the use of YMS.
Customer Impulse Purchasing Behavior
Authors: Kollat David T. , Willett Ronald P.
Published: December 2018

In past studies of impulse buying, the customer usually was ignored. This article attempts to explain customer differences in unplanned purchasing behavior. Thus serious questions are raised about the meaning and significance of impulse buying.
Self-Confidence and Persuasion in Car Buying
Authors: Bell Gerald D.
Published: December 2018

Intensive interviews with 234 new car buyers reveal that those with general self-confidence tend to have high specific self-confidence in their car buying ability. These two factors combine to influence consumer use of friends as purchase helpers. Consumers and their purchase helpers form a buying team whose specific self-confidence is curvilinearly related to persuasibility.
Household Correlates of Purchase Price for Grocery Products
Authors: Frank Ronald E. , Green Paul E. , Sieber Harry F.
Published: December 2018

The authors report a study of the correlation between selected household socioeconomic and purchasing characteristics and the average purchase price paid for a grocery product, replicated over each of 44 different food and household items. Though the partial correlations are low, they nonetheless are reasonably consistent across products.
Assessing the Accuracy of Marketing Research
Authors: Mayer Charles S.
Published: December 2018

The accuracy of marketing research results is affected by sampling and nonsampling errors. While the former can be computed objectively using sampling theory, the latter depend on subjective estimates. Such estimates can be facilitated by examining relevant empirical evidence. This article presents a model for integrating the subjective estimates about nonsampling error into estimates of total survey error and demonstrates its use through an example.
A Statistical Evaluation of Transit Promotion
Authors: Blattberg Robert C. , Stivers Samuel R.
Published: December 2018

If advertising by public transportation companies is to be useful, an effective method of advertising evaluation must be available. This paper presents such a method, based on a mathematical modeling approach, and the results of its application to a transit advertising campaign.
Measurement of Multidimensional Brand Loyalty of a Consumer
Authors: Sheth Jagdish N.
Published: December 2018

This paper extends the factor analytic model of brand loyalty to multichotomous data in which a consumer's varying degrees of loyalty to several brands are estimated. The resultant loyalty scores are compared with simple probability measures and also explored in relation to aggregate market shares.
Real and Hypothetical Shop Situations in Market Research
Authors: Gabor André , Granger Clive W. J. , Sowter Anthony P.
Published: December 2018

The hypothetical shop situation method is widely used in market research, but does not seem to have been previously tested by simultaneous observations of purchasing behavior in shops. A project which included such a comparison was carried out by the authors and has led to conclusions concerning the applicability of the method.
Perceived Risk in Mail-Order and Retail Store Buying
Authors: Spence Homer E. , Engel James F. , Blackwell Roger D.
Published: December 2018

This study investigates differences in risk perception between buying by mail and buying from a store and/or salesman. For 20 products studied, consumers perceived more risk in the mail-order situation than in the store/salesman situation. The relationship between perceived risk and selected socioeconomic variables is examined. Implications for further research are explored.
Information Processing Models of Consumer Behavior
Authors: Bettman James R.
Published: December 2018

Using the Newell, Shaw, and Simon postulates for an information processing theory of human problem solving, decision net models were constructed for two individual consumers’ choices of grocery products. The models were tested against actual data, and the resulting predictions were highly accurate.
Market Segmentation: A Strategic Management Tool
Authors: Johnson Richard M.
Published: December 2018

In the past, marketing research has largely been restricted to tactical questions. However, with the advent of new techniques, marketing research can contribute directly to the development of strategic alternatives to current product marketing plans.
Modeling Store Choice Behavior
Authors: Aaker David A. , Jones J. Morgan
Published: December 2018

This article presents a formal test of the linear learning model in the context of store choice behavior, using 15 data sets involving three product classes. The model is used as a vehicle in understanding this aspect of consumer behavior. Ways in which marketing decision makers might use such models are considered.
Television Show Preference: Application of a Choice Model
Authors: Lehmann Donald R.
Published: December 2018

This article examines the effectiveness of a model of preference based on specific product attributes. The model is shown to be substantially more powerful than predictions based on demographics.
The Application of Attitude Immunization Techniques in Marketing
Authors: Bither Stewart W. , Dolich Ira J. , Nell Elaine B.
Published: December 2018

Changes in attitudes about a culturally controversial issue provide a first step toward the application of immunization techniques to marketing. The experimental conditions were immunization, source, and attack treatments and provide an extension of previous psychological experiments on culturally held truisms.
Stability of Appliance Brand Awareness
Authors: Day George S. , Pratt Robert W.
Published: December 2018

This panel study found a great deal of change in appliance brand awareness over six months. Further analysis indicated that spurious sources of change dominated true change. These findings have some important implications for researchers and managers using awareness change to evaluate marketing programs.
Market Measures from Salesmen: A Multidimensional Scaling Approach
Authors: Turner Ronald E.
Published: December 2018

Polling a firm's salesmen for market information has been aided by recent developments in scaling techniques. This study employed multidimensional scaling to obtain useful measures for market analysis. In the process some insights into salesmen's calling behavior were obtained.
Identifying the Convenience-Oriented Consumer
Authors: Anderson W. Thomas
Published: December 2018

Convenience-oriented consumers currently comprise a substantial and growing market about which little is known. Convenience-oriented consumer typologies are identified for patterns of convenience food consumption and use of durable goods.
Multivariate Analysis of Differences in Buyer Decision Time
Authors: Newman Joseph W. , Staelin Richard
Published: December 2018

New data on the duration of the purchase decision process for cars and major household appliances are analyzed using two multivariate techniques (AID and MCA) in combination. The results emphasize the importance and complexity of interactions among variables and highlight the effects of previous experience in buying and using the product.
Stages of Consumer Decision Making
Authors: O'Brien Terrence
Published: December 2018

This article examines the hierarchy of effects description of consumer decision making using cross-lagged correlations, a recently developed technique for establishing causal relations among variables over time. Data are from a five-month panel of housewives reporting on two brands of a convenience food, and results tend to confirm the hierarchy of effects.
The Use of GERT in the Planning and Control of Marketing Research
Authors: Samli A. Coskun , Bellas Carl
Published: December 2018

Graphical Evaluation and Review Technique (GERT) is relatively new; it has not been used extensively to analyze business problems, although it promises to be of value in planning and control of marketing research.
A Laboratory Experiment of Individual Attitude Response to Advertising Exposure
Authors: Winter Frederick W.
Published: December 2018

This study investigates the influence of advertising exposure on individual brand attitude change. Results indicate that past exposures, brand familiarity, and prior attitude are significantly related to attitudinal response.
The Importance of Differential Weights in Multiple Attribute Models of Consumer Attitude
Authors: Beckwith Neil E. , Lehmann Donald R.
Published: December 2018

A multiple attribute model of consumer attitude was used to predict the relative preferences of individuals for various television shows. Differential weights provided only limited benefits, compared to the use of equal weights. This may be because respondents spread their perceptions of alternatives on the more important attributes, correlations between the attributes, or model misspecification.
The RAS Method for Two-Dimensional Forecasts
Authors: Lev Baruch
Published: December 2018

A prediction method for two-dimensional forecasts similar to the RAS method developed for the adjustment of input-output coefficients is presented and applied to real data. In addition, a useful decomposition of the prediction error, based on information theory concepts, is suggested to trace the primary sources of errors.
A Comparison of Linear and Nonlinear Evaluation Process Models
Authors: Pras Bernard , Summers John
Published: December 2018

The findings of a comparative analysis of linear and nonlinear evaluation process models using 3 (number of models) × 3 (levels of number of attributes) × 2 (levels of “acceptability” of alternatives) factorial design are reported. The results suggest nonlinear models may provide important vehicles for understanding consumer preference formation.
Sales Response as a Function of Territorial Potential and Sales Representative Workload
Authors: Lucas Henry C. , Weinberg Charles B. , Clowes Kenneth W.
Published: December 2018

The results of this study of sales response functions in the retail apparel industry indicate that territorial potential and sales representative's workload are important predictors of sales. The findings are used to derive a model to assist management in determining sales force size and evaluating sales performance.
Cultural Values do Correlate with Consumer Behavior
Authors: Henry Walter A.
Published: December 2018

Empirical evidence is provided to support the general theory that culture is a determinant of certain aspects of consumer behavior. Value dimensions developed to study the cultural orientations within American society were found to correlate with the ownership of generic automobile categories.
The Effect of Individual and Situation-Related Factors on Consumer Selection of Judgmental Models
Authors: Park C. Whan
Published: December 2018

The study reported tests the hypotheses that the consumer's use of a specific judgmental model in evaluating a product is a function of prior familiarity and/or product complexity. The results indicate that the two factors influence the respondent's selection of judgmental models.
A Comparative Analysis of the Roles Portrayed by Women in Print Advertisements: 1958, 1970, 1972
Authors: Belkaoui Ahmed , Belkaoui Janice M.
Published: December 2018

A content analysis on the portrayal of women in print advertisements is reported. A comparison with 1970 and 1972 studies suggests that advertisements have not kept up with the times in portraying women in the wide variety of roles they play in today's world.
Does a Change in Customer Loyalty Occur When a New Car Agency is Sold?
Authors: Nordstrom Richard D. , Swan John E.
Published: December 2018

Marketing theorists have assumed that changes in market structure variables could affect consumer loyalty behavior. This report presents supportive evidence from an ex post facto experiment showing that a change in a business’ ownership was related to significantly altered brand and store loyalty patterns.
An Experimental Evaluation of a Proposed Corrective Advertising Remedy
Authors: Mazis Michael B. , Adkinson Janice E.
Published: December 2018

An experimental examination was undertaken of a corrective advertising message which had been ordered by an FTC administrative law judge. Results indicate that the corrective advertisement had a substantial influence on the brand belief it was intended to affect and on a related belief which was not the target of the communication. The effect of including the FTC as the source of the corrective message was studied also.
An Investigation of Perceived Risk at the Brand Level
Authors: Peter J. Paul , Ryan Michael J.
Published: December 2018

Perceived risk is conceptualized in terms of expected negative utility associated with automobile brand preferences. Empirical evidence supports the notion that importance of loss is more useful as a segmentation variable than as a component in a multiplicative model. The findings also Indicate that probability of loss may operate at the handled risk level and importance of loss at the inherent risk level.
The Predictive Aspects of a Joint-Space Theory of Stochastic Choice
Authors: Best Roger J.
Published: December 2018

An empirical study of the relationship between brand choice behavior and the distances between ideal points and brands displayed in joint-space configurations revealed five operative models of choice behavior. Seventy-three of 77 individual models were significant and 57 produced significant predictions of future brand choice behavior.
Predicting Audience Exposure to Spot TV Advertising Schedules
Authors: Headen Robert S. , Klompmaker Jay E. , Teel Jesse E.
Published: December 2018

A probabilistic model is developed that relates advertising schedule variables to the attendant audience exposure pattern. Results of a large-sample test of the model are presented, as well as an example of a practical application.
A Management-Oriented Model for Allocating Sales Effort
Authors: Parasuraman A. , Day Ralph L.
Published: December 2018

A model for sales territory analysis was developed in cooperation with sales executives of a large firm. It models field selling operations in a way which is intuitive to managers though using quantitative methods and computer simulation. It heavily weights judgmental inputs and explicitly models salesman-customer interaction and carryover effects of previous sales efforts.
Validation of Discriminant Analysis in Marketing Research
Authors: Crask Melvin R. , Perreault William D.
Published: December 2018

The validation problems inherent in small-sample discriminant analysis are examined. Two recently developed alternatives to the more traditional methods are explained and illustrated in the context of a salesman-selection problem. Concluding discussion covers the applicability of these approaches to other areas of marketing research in which validation is a problem.
A Method for Developing Tailormade Semantic Differentials for Specific Marketing Content Areas
Authors: Dickson John , Albaum Gerald
Published: December 2018

The authors suggest the need for more thorough testing of tailormade semantic differential instruments before they are used in specific marketing content areas. The results of this study provide evidence that it is possible to develop, as endpoints for semantic differential scales, phrases which show a high degree of reliability and aid in the reduction of concept-scale interaction.
A Factor Interactive Investigation of Mail Survey Response Rates from a Commercial Population
Authors: Pressley Milton M. , Tullar William L.
Published: December 2018

The results of a factorial experiment showed that a 10¢ incentive significantly increased the response rate from the commercial population surveyed by mail. No significant main effects were noted for the other factors tested, questionnaire color and cartoon illustrations included on the questionnaire. No significant interactive effects were found. The results of this investigation, in combination with those of earlier investigations, support the hypothesis that the importance of monetary inducements stems primarily from the psychological impact of receiving money (as opposed to the monetary value itself). Thus the hypothesis can be generalized with greater confidence to commercial populations. However, the results imply that there apparently is a threshold value for increasing response with monetary incentives which is lower for commercial populations (10¢) than it is for general public populations (25¢).
Some Recent Developments in Sample Survey Design
Authors: Frankel Martin R. , Frankel Lester R.
Published: December 2018

Some of the recent developments in sample survey methodology that are relevant to marketing research are reviewed. These innovations, all involving probability sampling, concern (1) methods of minimizing the total survey error, (2) methods of estimating the sampling errors in complex surveys, (3) more efficient methods of sampling from complex frames, (4) the selection of telephone household samples, and (5) methods to protect the privacy of respondents and increase response validity. These innovations are described in terms of actual methods and potential applications.
Mail Survey Response Rate and Bias: The Effect of Home versus Work Address
Authors: Mcginnis Michael A. , Hollon Charles J.
Published: December 2018

A study was undertaken to ascertain whether the response rate and responses of a group of technically trained professional employees differed between those who received the questionnaire at work and those who received it at home. Response rates were found to be independent of address, and the frequency of questionnaire item significance was not significantly different from chance.
Managerial Judgment in Marketing: The Concept of Expertise
Authors: Larréché Jean-Claude , Moinpour Reza
Published: December 2018

Judgment-based estimations often are used in marketing decision making and as inputs to decision calculus models. An evaluation of different approaches to integrating individual judgments is performed in the context of a marketing situation where the “true” values being estimated are known. Experts identified by a simple external measure of expertise are found likely to provide better estimates, followed by groups participating in a Delphi process. Experts identified by self-rated confidence and interpersonal group consensus are not found likely to provide better estimates than the average of the initial judgments of the members of a group.
Nash's Theory of Cooperative Games as a Predictor of the Outcomes of Buyer-Seller Negotiations: An Experiment in Media Purchasing
Authors: Neslin Scott A. , Greenhalgh Leonard
Published: December 2018

The authors report an experimental investigation of the ability of Nash's theory of cooperative games to predict the outcomes of buyer-seller negotiations, using the purchase of media time as an example. Previous theoretical work has identified conflict, power, and influence as central elements of buyer-seller negotiations. Nash's theory provides a framework for understanding conflict resolution. A role-playing experiment tests Nash's theory, while controlling for the potential effects of situational power and negotiator influence. Results support Nash's theory.
A Comparison of Factors Affecting Researcher and Manager Perceptions of Market Research Use
Authors: Deshpande Rohit , Zaltman Gerald
Published: December 2018

Although much study has examined how and why consumers use information in making product choices, little work has been done on the use of market research information in product/service policy decisions. The authors report on the producer side of the market research dyad (market researchers’ perceptions of the use of research) to complement an earlier JMR article on the manager side of the dyad. Findings indicate that although both managers and researchers are very satisfied with the end product, they differ widely on the factors they believe to be most important in making research useful.
Detecting and Explaining Vividness Effects in Attitudinal Judgments
Authors: Kisielius Jolita , Sternthal Brian
Published: December 2018

A common belief among marketing practitioners is that increasing the vividness of a message enhances its persuasiveness. This belief has received support in experimental investigations, but vividness also has been found to undermine persuasion or to have no effect. The authors extend a current view of memory operation to predict when and how vividness will affect persuasion. According to this view, the favorableness of available information determines the persuasive effect of vividness. This assertion is tested and supported in a series of experiments. The findings are discussed in terms of strategies for controlling vividness effects.
The Dirichlet Multinomial Distribution as a Magazine Exposure Model
Authors: Leckenby John D. , Kishi Shizue
Published: December 2018

The authors examine methods by which the Dirichlet multinominal distribution (DMD) can be parameterized in the modeling of magazine media exposure distributions. The performance of alternative methods of parameter estimation of the DMD is compared with that of three other exposure distribution models. Performance is assessed in terms of accuracy of predicted versus observed distributions on 515 tabulated schedules derived from 1979 SMRB data. Results show the DMD is superior in performance to all other models tested, including the popular beta binomial distribution (BBD).
On Simulation Methods for Investigating Structural Modeling
Authors: Acito Franklin , Anderson Ronald D.
Published: December 2018

The recent JMR article and comments by Fornell and Larcker and by Bagozzi on the evaluation of structural models are discussed. A series of simulations demonstrates that the response of the chi square statistic to changes in “theory” and “measurement” does not show the consistent pattern reported by Fornell and Larcker.
Combining Tests of Significance in Test Marketing Research Experiments
Authors: Dutka Solomon
Published: December 2018

One of the most frequently used experimental designs in test marketing research is for evaluating the effects of changes in marketing strategy or choosing between alternative strategies. Generally, several test markets are set up to reflect different marketing environments within which to test the new product or program. The author discusses a way to take advantage of all of the statistical information available from such test market experiments.
An Empirical Investigation of the Information Sources used during the Industrial Buying Process
Authors: Moriarty Rowland T. , Spekman Robert E.
Published: December 2018

It is important for industrial marketers to gain a high degree of synergy among the various elements of their promotional mix. To that end, the authors investigate the sources of information sought by decision participants during the industrial buying process. They also examine those factors that help determine why certain information sources are used during the procurement decision-making process. The results suggest that industrial marketers should consider seriously the use of communications vehicles to supplement the traditional reliance on the industrial salesperson.
A Psychometric Assessment of a Measure of Sales Representatives’ Power Perceptions
Authors: Comer James M.
Published: December 2018

Using Busch's single-item power scales as a point of reference, the author examines the quality of Holzbach's multi-item attributed power index. The Holzbach scale is found to represent an improvement in the measurement of power base utilization in sales manager–sales representative relationships.
Parameter Estimation in Marketing Models in the Presence of Influential Response Data: Robust Regression and Applications
Authors: Mahajan Vijay , Sharma Subhash , Wind Yoram
Published: December 2018

In marketing models, the presence of aberrant response values or outliers in data can distort the parameter estimates or regression coefficients obtained by means of ordinary least squares. The authors demonstrate the potential usefulness of the robust regression analysis in treating influential response values in marketing data.
Ethical Problems of Marketing Researchers
Authors: Hunt Shelby D. , Chonko Lawrence B. , Wilcox James B.
Published: December 2018

Almost all studies on ethics in marketing research have focused on either delineating the responsibilities and obligations of researchers to respondents and clients or exploring whether various groups perceive certain marketing research practices to be ethical or unethical. The authors empirically examine four research questions: What are the major ethical problems of marketing researchers? To what extent do our professional codes of conduct address the major ethical problems of marketing researchers? How extensive are the ethical problems of marketing researchers? How effective are the actions of top management in reducing ethical problems of marketing researchers?
The Validity of Computer-Controlled Magnitude Scaling to Measure Emotional Impact of Stimuli
Authors: Neibecker Bruno
Published: December 2018

A computer-controlled facility is tested which operationalizes magnitude scaling (psychophysics) directly over a CRT screen. The author reports experimental findings comparing magnitude scaling with rating scales as attitude measures of advertisements and erotic pictures. Also, validity and reliability are examined by means of the structural equation approach. On the basis of the level of reliability and the degree of convergent/discriminant validity, magnitude scaling appears to be a valid and reliable alternative to rating scales.
Strategic Choice and Marketing Managers: An Examination of Business-Level Marketing Objectives
Authors: Burke Marian C.
Published: December 2018

The author examines the choice of strategic marketing thrust for business units in multiproduct firms. In a survey, 86 managers in six firms provided their perception of several product/market and organizational context factors thought to influence strategic choice. The variables which best differentiated among business units with build, hold, or pull back strategies were the attractiveness of the market, the business unit's relative competitive strength, the level of entry barriers, and the organization reward system's relative emphasis on short-run business unit performance.
Research Design Effects on the Reliability of Rating Scales: A Meta-Analysis
Authors: Churchill Gilbert A. , Peter J. Paul
Published: December 2018

This meta-analysis investigates the effects of research design on the reliability of rating scale measures used in marketing research. Three sets of independent variables—sampling characteristics, measure characteristics, and measure development processes—are investigated. The overall results suggest that measure characteristics have a major influence on obtained reliability estimates and that sampling characteristics and measure development processes have little impact. These results support measurement theory. The implications for measure development are discussed.
Predicting Choice Shares under Conditions of Brand Interdependence
Authors: Kamakura Wagner A. , Srivastava Rajendra K.
Published: December 2018

The authors discuss some shortcomings of probabilistic choice models which do not capture product interdependencies. When substitutional relationships are present in the marketplace, these models may lead to biased estimates for choice/market shares. A probabilistic choice model which accounts for the interdependence among choice alternatives is proposed. This model uses parsimonious parameterization and relies on parameters which are not related to specific alternatives in the choice set. The model is compared with two other probabilistic choice models in terms of goodness of fit and predictive ability.
Estimation and Testing of a Dynamic Sales Response Model with Data Aggregated over Time: Some Results for the Autoregressive Current Effects Model
Authors: Vanhonacker Wilfried R.
Published: December 2018

Using data aggregated over time, the author investigates the issues surrounding the estimation and testing of a sales response function where the dynamic response elements are confined to the random component of the model. This specification of a response function is elegant and helps circumvent some problems associated with models containing lagged sales terms. The estimation of such a model is theoretically straightforward. The study shows, however, that despite theoretical superiority, some estimators provide bad empirical values for dynamic response parameters; furthermore, the fact that the estimated parameter efficiency often is biased compromises the power of parameter significance tests. The author details the conditions under which the econometric results of such a model are interpretable and powerful, as well as the instances in which they should be evaluated carefully.
Source Magnification: The Role of Multiple Sources in the Processing of Advertising Appeals
Authors: Moore David J. , Reardon Richard
Published: December 2018

Using the information processing approach adopted by Harkins and Petty, the authors find the polarization of thoughts and attitudes in response to strong versus weak arguments to be greater when subjects are exposed to multiple message sources rather than to a single source.
On the Assessment of Unidimensional Measurement: Internal and External Consistency, and Overall Consistency Criteria
Authors: Anderson James C. , Gerbing David W. , Hunter John E.
Published: December 2018

Kumar and Dillon recently presented a conceptual, overall consistency criterion that represents a sufficient condition for consistency. In commenting on their article, the authors (1) clarify the interrelated nature of internal consistency and external consistency, (2) show that the “bogus perfect fit” example is itself “bogus” in that it cannot occur in either theory or practice, (3) underscore that the specific overall consistency criterion formula defined by Kumar and Dillon cannot be applied in practice, whereas the internal consistency and external consistency criteria can, and (4) caution against using within-block factor analyses as recommended by Kumar and Dillon, and instead advocate the use of confirmatory factor analysis with multiple-indicator measurement models for assessing unidimensionality. In an addendum, the authors discuss their position on unidimensionality and its assessment, contrasting it with the Kumar and Dillon position on unidimensionality and consistency.