bluuebunny/crossref_metadata_2025 huggingface dataset:
The Modifiability of Implicit Attitudes to Carbon Footprint and Its Implications for Carbon Choice
Authors: Beattie Geoffrey , McGuire Laura
Published: November 2018

We tested whether selected film clips can be used to change implicit as well as explicit attitudes to carbon footprint to promote low carbon choice. We found that carbon choice could be influenced by film, with clips with a strong emotional content being particularly effective. There was also a significant change in both explicit and implicit attitudes to low carbon for those with weaker initial pro-low carbon attitudes. In the case of both explicit feelings of warmth and implicit attitudes to low carbon, significant changes were observed 6 weeks later compared with baseline, but no significant differences were found for explicit measure of attitudinal preference. The fact that implicit attitudes to carbon footprint can be changed experimentally could be significant because implicit rather than explicit attitudes underlie the more routine and automatic aspects of everyday consumer behavior. We discuss the broader implications of this research for future climate change campaigns.
When is biography fiction? Life writing, epistemophilia, and the limits of genre in contemporary Kenyan writing
Authors: Krishnan Madhu
Published: November 2018

In On the Postcolony, Achille Mbembe opens with the assertion that “[s]peaking rationally about Africa is not something that has ever come naturally”. In this article, I use Mbembe’s remarks as my starting point, using his observations around the place — or lack thereof — of “Africa” within a larger philosophical matrix predicated on Enlightenment-derived notions of knowledge, and applying it to three examples of auto/biographical life writing recently published by Kenyan authors: Billy Kahora’s The True Story of David Munyakei; Kwani Trust’s fifth issue of its flagship Kwani? journal, published under the auspices of the Concerned Kenyan Writers group; and Binyavanga Wainaina’s viral 2014 blog post, “I Am a Homosexual, Mum”, fashioned as a “lost chapter” from his 2011 memoir, One Day I Will Write About This Place. Through their manipulation of the forms and conventions of biographical writing and biofiction, I argue, these three texts challenge the precepts of reason and rationality which have accompanied the reception of African (here, Kenyan) writing within the field of the global literary marketplace, with significant implications for the larger place of the African continent within a global imaginary.
Mass Merchandising and the Agricultural Producer
Authors: Collins Norman R. , Jamison John A.
Published: November 2018

This article presents a brief survey of the structure of today's food market. The authors indicate where change is taking place, and point to some adjustments that may be warranted.

The dynamic merchandising techniques which characterize the business of food distribution, particularly at the retail level, are having repercussions throughout the marketing structure. The income of the agricultural producer is becoming continually more sensitive to the profit determinants of the retailer. Strengthened lines of communication from top to bottom are a requisite for profit maximization at all levels. The specifications of retail demand provide strong impetus for closer coordination between producers and marketing firms. Established marketing institutions in direct contact with the producer are obliged to make a critical appraisal of their organization and services in view of the changing nature of retailer demand.
The Marketing Structure of Venezuela
Authors: Boyd Harper W. , Clewett Richard M. , Westfall Ralph L.
Published: November 2018

Venezuela has become the sixth largest market for United States exports. This article points out some of the important characteristics of the Venezuelan market, and the problems that U. S. firms encounter in selling there. The discussion centers on the marketing structure and its influence on the further economic development of Venezuela.
Is it True What Williams Says about Motivation Research?
Authors: Ferber Robert , Wiebe G. D.
Published: November 2018

Motivation research, for all of its excesses, has added some new insights and some fresh ideas to the field of marketing and opinion research. There is no justifiable reason for attempting to drum this new-member out of the fraternity. Market research and opinion research is still young and less than perfect; and the author points out that there is plenty of room for mutual exchange and improvement.
The New Responsibilities of Marketing Management
Authors: McLean John G.
Published: November 2018

Changing economic conditions are calling for a new order of things in marketing management. In addition to their traditional responsibility for handling the selling job, marketing managers today must assume responsibility for: (a) planning marketing strategy; (b) hard-headed, realistic analysis of the business facts about marketing operations; (c) introducing and speeding the adoption of bold innovations in distribution processes; and (d) manning the front lines of defense in our efforts to maintain the private-enterprise system in the United States.

The handling of these multiple-management responsibilities calls for well balanced application of the skills of an artist and the skills of a scientist. The marketing manager must, therefore, provide for the development of both types of talent in his organization, and must establish organizational and procedural arrangements which will permit each group to play its proper role in the management function.
Weighting Procedures in Probability-Type Samples
Authors: Platten John H.
Published: November 2018

This article examines critically the various problems of weighting probability-type samples, paying particular attention to those instances when no call-backs are made in the field. Deficiencies in the nights-at-home weighting procedure are analyzed, and alternative suggestions for minimizing many of the complexities of card weighting are presented. Much of the material is documented by extracts from a 30,000-interview national study during which technical experiments were tried.
Social Glasses and Spending Behavior
Authors: Martineau Pierre
Published: November 2018

While income has generally been the most widely used behavioral indicator in marketing, social-class membership provides a richer dimension of meaning. The individual's consumption patterns actually symbolize his class position, a more significant determinant of his buying behavior than just income.

There is a social-class system operative in metropolitan markets which can be isolated and described. The kinds of things a person will or will not buy are strongly related to his class membership, and also whether he is mobile or stable. Likewise the individual's store loyalties and his spend-save aspirations will in considerable part be class related.
Evaluating Advertising Appeals through Sales Results
Authors: Merriman James F.
Published: November 2018

While many advertisers rely wholly on their agencies for copy research, the case history reported here covers a joint client-agency project. The time span was quite long. It was decided to use the important criteria of sales, and to take practically a whole year to determine, in carefully matched test markets, the relative importance of several themes.
Dress-Buying Behavior of Consumers
Authors: Jacobi John E. , Walters S. George
Published: November 2018

The objectives of this study were to explore the nature of consumer dress-buying behavior, and to develop hypotheses for future research. Three hypotheses are described: the narrowing process; the symbol-acceptance concept; and the critical-attribute phase.
Service Charge or Interest Charge?
Authors: Cole Robert H.
Published: November 2018

This article deals with the question of whether a service charge on revolving credit and installment transactions is to be considered an interest charge and thus subject to the usury laws. Question also is raised as to the influence on all other types of credit operations if it is determined that a finance charge on the sale of goods falls in the same category as an interest charge on the lending of money.
Sampling in Marketing Research
Authors: Semon Thomas T. , Cohen Reuben , Richmond Samuel B. , Stock J. Stevens
Published: November 2018

This condensation was prepared especially for the journal of marketing from the report of the same title published as No. 3 of the Marketing Research Techniques Series by the American Marketing Association. It is a survey of problems and practices in sampling for marketing research.

The report is part of the program of the Marketing Research Techniques Committee created in 1955 under Everett R. Smith, Chairman, to provide discussion and clarification of current marketing-research methods.
Problems of Resale Price Maintenance
Authors: Lee Stewart Munro
Published: November 2018

Is the decision of manufacturers to sell products under resale price maintenance (“Fair Trade”) a wise marketing decision? Some of the significant decisions of a selected group of manufacturers concerning fair trade are presented here.
The True Role of the Marketing Executive
Authors: Houser T. V.
Published: November 2018

This article is based on a Charles Coolidge Parlin Memorial Lecture given under the auspices of the Philadelphia Chapter of the American Marketing Association on May 27, 1958. On that same occasion Professor Reavis Cox of the Wharton School of Finance and Commerce of the University of Pennsylvania also gave a Parlin Lecture on “Consumer Convenience and the Retail Structure of Cities”; and an adaptation of his presentation appears in this same issue of the journal of marketing, pp. 355–362.

A remarkably broad role for the marketing activity and the marketing executive in modern business is outlined in this article by Mr. Houser.

It is his thesis that the task of the marketing executive cannot successfully be limited to marketing methods alone. Instead, his knowledge of the market and methods must play a major part in areas of the business which traditionally have not been considered a part of his responsibility.

The author also points out that increased responsibilities of the marketing executive will result in increased business effectiveness.
The Use of Marketing Data in Courts of Law
Authors: Barksdale Hiram C.
Published: November 2018

The increasing use of marketing data as legal evidence seems certain. And recent court decisions mean that everyone interested in marketing, advertising, and survey research should be familiar with the use of marketing data in courts of law.

This article reviews pertinent features of the American legal system. It also describes some of the unusual problems in collecting and presenting marketing data to courts and administrative agencies. Standards for survey-research evidence are also explained.
Why Continued Advertising is Necessary: A New Explanation
Authors: Carrick Paul M.
Published: November 2018

Continued advertising seems to be a well-established marketing principle. But why should it be necessary?

The answer lies in recognition of one characteristic of the decision-making process under conditions of uncertainty. Individuals deal with uncertainty by means of extensive simplifications of reality; this may result in a high social cost.

Continued advertising is necessary because of a simplification consumers make to facilitate brand selection. This means that many interrelationships between advertising, sales, and consumer behavior can be better understood.
Factors Influencing the Demand for New Automobiles
Authors: De Janosi Peter E.
Published: November 2018

What family characteristics are related to the purchase of a new car?

Eight variables were analyzed that can be expected to have an important role in the purchase decision. Through statistical techniques it was possible to test simultaneously the relationship of these factors to new-car purchases by families.

Substantially more information was culled from the data by the chosen statistical technique than would have been possible through other methods. And several unexpected relationships were discovered.
The Question of the “Regression” Fallacy
Authors: Bass Frank M.
Published: November 2018

In a previous article, Frank M. Bass presented data to show that drug-store expenses and gross margins at the extreme positions in an array at a particular point in time tended to move toward the center with the passage of time.

This same phenomenon had been measured many years ago in other types of retail stores by Horace Secrist, who concluded that the phenomenon indicated mediocrity in the stores. It has been alleged that this same conclusion was implied by the present author in the drug-store study. In this brief article he denies the allegation.
A Clarification of the Regression Concept
Authors: Myers James H.
Published: November 2018

Apparently there are some basic misunderstandings of the concept of regression. This article attempts a reconciliation of divergent viewpoints, and also explains the statistical theory underlying this phenomenon.
Diagnosis and Prevention of the Regression Fallacies
Authors: Roberts Harry V.
Published: November 2018

The regression phenomenon may seen simple to some technicians. Yet failure to grasp the underlying idea or to connect it to specific problems has led to frequent misinterpretation of data—the so-called “regression fallacy.”

Actually, while there is only one regression phenomenon, there are two distinguishable regression fallacies. This article explains the regression phenomenon and shows how the two fallacies can be identified and avoided.
A New Profession to Aid Management
Authors: Harper Marion
Published: November 2018

How are decisions made? Why are many executives paralyzed by indecision? Where are today's research generalists?

The following article describes an ambitious undertaking that might contribute greatly to the training of people who can identify and shape the building blocks of major decisions.
Organizing Industrial Sales for Profit
Authors: Allen Heber E.
Published: November 2018

This article points out some objectives, and pitfalls to be avoided in the “hazardous journey” of getting an industrial product to market, Note the role of the salesman in seeking out profitable opportunities that require technical development.
How Important is the Chain Store Buying Committee?
Authors: Gordon Howard L.
Published: November 2018

Up until the mid-1940s it was the large food manufacturer who practically dictated to the food store operator what products he stocked on store shelves. Today, after a marketing revolution, it is the chain store operator who wields the power to decide if and when a manufacturer will obtain successful product distribution and sales.

In this article the author examines the extent of the supermarket chains' power and its impact on the manufacturers' efforts to introduce new products and keep established products on the supermarket shelves.
Selective Response Factors in Tourist Surveys
Authors: Peters William S.
Published: November 2018

Investigators need to consider the underlying probability mechanisms that produce tourist samples selected by conventional procedures. Some procedures exclude certain segments of the tourist “population” altogether, and generate a quite unequal representation of other population elements.

An experiment conducted with a mail-return survey confirms the view that substantial biases are produced through self-selection.
Launching Your Product in Belgium
Authors: Stridsberg Albert B.
Published: November 2018

Belgium is often talked about in marketing circles as the “test-market of the Six,” useful as a bridgehead into the Common Market.

The purpose of this article is to counsel prudence. The lesson Belgium holds for European marketing lies in the likelihood of bringing to light sectors that require more care and more emphasis than in the United States, or that may not even exist in the United States.
French Retailing and the Common Market
Authors: Dunn S. Watson
Published: November 2018

Will the European Common Market be a success or a failure? Will the European Common Market countries really become one market by 1970, as planned?

This article examines the key role played by the retailer, a figure generally overlooked by the experts. The focus is on one important ECM country, France.
Reinterviews by Telephone
Authors: Schmiedeskamp Jay W.
Published: November 2018

The debate continues over the relative merits of interviewing by telephone. This article reports an attempt by the University of Michigan's Survey Research Center to evaluate the effectiveness of telephone surveys for gathering information about consumer attitudes, financial optimism, and plans to buy.

The Center conducted two surveys using the telephone to reinterview respondents to its regular economic surveys. The author weighs the pros and cons of the method.
The Changing Consumer Market: 1935–1959
Authors: Alexis Marcus
Published: November 2018

What will the consumer markets of the 1960s be like?

The author indicates the changes which took place between 1935 and 1959, and shows how forces now at work will influence marketing patterns for some time to come.
Factorial Design–Aid to Management
Authors: Uhl Kenneth P.
Published: November 2018

Factorial design is a tool that is particularly useful to the marketing manager.

Since most of the elements that influence the profitability of a product cannot be physically isolated and controlled, the influence of the many variables must be studied at one time. This can best be accomplished by the use of factorial design.
Seven Principles in Image Formation
Authors: Nelson Bardin H.
Published: November 2018

Advertising must have impact, but may miss the goal of stimulating demand because of a failure to create a favorable image.

This article describes psychological and sociological influences affecting image formation. It shows how a limited number of principles may be utilized in creating an image.
Lawful Discrimination in Marketing
Authors: Buggie Frederick D.
Published: November 2018

This article represents the “positive view” of price discrimination—offenses and defenses against the Robinson-Patman Act.

It provides guideposts for the businessman who wants to implement a marketing program in accordance with sound business judgment, rather than by default out of vague apprehension of a vague law.
The Role of Models in Marketing
Authors: Lazer William
Published: November 2018

This article explains the usefulness of models for marketing.

The methods of classifying marketing models and the relationships between models, systems, hypotheses and theory in marketing are also shown.
Psychological Factors in Predicting Product Choice
Authors: Westfall Ralph
Published: November 2018

Although many research studies have identified different product images, very few have identified the consumer personalities attracted to different product images. The author of the present study attempts to find consumer personality differences among owners of convertible, compact, and standard cars.
Market-Power Problems of Agricultural Producers
Authors: Dubov Irving
Published: November 2018

What are the real bases of the bargaining power problem in agricultural markets? Is antitrust action an effective remedy? Can cooperative marketing improve farmers’ bargaining positions? What is the impact of federal price-support programs on bargaining power in farm-product markets?

This article gives you the answers to these questions.
A Rapid Method to Detect Differences in Interviewer Performance
Authors: Ferber Robert , Namias Jean
Published: November 2018

This article shows how a simple graphic fool can assist supervisors to compare very quickly the performance of interviewers, and to discover if any retraining or replacement is necessary to insure improvement in response.

The statistical device described is the binomial probability paper.
Marketing under Attack
Authors: Manischewitz D. Beryl , Stuart John A.
Published: November 2018

Year by year, almost day by day, the flow of criticism reflecting upon the value of marketing concepts appears to be intensifying.

The question is — what posture should “Organized Marketing” properly assume in the situation? The authors offer a program under which both the intellectual and activist elements of marketing may work to solve their problems.
Suppliers, Retailers, and Shelf Space
Authors: Cairns James P.
Published: November 2018

There are a number of ways of looking at the functions of the retailer … and the author of this article would like to regard him as a seller of space to suppliers. This is a helpful approach in analyzing the relationship between the manufacturers of consumer goods, particularly of the convenience type, and the retailers of these goods.
Automobiles by the Pound
Authors: Holloway Robert J. , Hempel Donald J.
Published: November 2018

Although you may never purchase an automobile on a per pound basis, you will be intrigued with the relationship between weight and price described in this article.
Pricing to Gain Wholesalers’ Selling Support
Authors: Warshaw Martin R.
Published: November 2018

Can a manufacturer do anything to increase the selling effort expended by his wholesalers? Is greater emphasis on direct sale the only way to gain greater promotional activity at wholesale levels?

The author shows that the manufacturer through his pricing policies may exert an important influence on wholesaler willingness and ability to sell.
Watch for those Unseen Variables
Authors: Thumin Frederick J.
Published: November 2018

There are a number of subtle but important variables which frequently go uncontrolled in marketing surveys. The present study clearly illustrates that when such “unseen” variables are neglected, research findings may be influenced in a manner which is difficult, or even impossible, to predict.
Realism in Pricing Analyses
Authors: Wentz Theodore E.
Published: November 2018

Many business firms use formulas based on fully allocated unit cost to determine the selling prices for their products.

But is it wise to rely on costs alone? What is the proper role of costs in pricing decisions?

By use of an example of a toy manufacturer and of a company producing abrasive grains, at least two significant generalizations are developed.
Patterns of Media-audience Accumulation
Authors: Keller Paul
Published: November 2018

Are there predictable patterns of media-audience accumulations over time? Do they differ from one medium to the next, or between types of activity within a given medium?

The author explores some of the facts, makes some inferences, and indicates how to broaden the current body of knowledge in this important area.
What is a Market?
Authors: Sissors Jack Z.
Published: November 2018

Markets are people. But what kind of people?

Traditional demographic methods of classifying people into markets have lost much of their ability to discriminate prospects from non-prospects or poor from good prospects.

This article brings many of the traditional as well as newer methods of market definitions together into a conceptual whole.
Are Consumer Grades Needed?
Authors: Morse Richard L. D.
Published: November 2018

Are consumer grades justified? If so, what types?

The author builds his case at several levels. Do his arguments indicate the need for any type of action, either by business or by government?
Would you Want your Daughter to Marry a Marketing Man?
Authors: Farmer Richard N.
Published: November 2018

The author of this article is not angry. But he is deadly serious in questioning the significance of much of modern marketing.

He believes that many aspects of the field of marketing are both irrelevant and unethical. Is he right or wrong?
Marketing Management Concepts Yesterday and Today
Authors: La Londe Bernard J. , Morrison Edward J.
Published: November 2018

In this historical note we find a direct application of Frederick W. Taylor's scientific management concepts to early sales management, scientific marketing management, and modem marketing management.

The authors of this article review the applications of scientific management to marketing during the period from approximately World War I to the depression of the early 1930s, and they show how the first large-scale application of management concepts came about.
Standard Classification of Consumer Characteristics
Authors: Weilbacher William M.
Published: November 2018

Here is an opportunity to find out about the history and also the potential benefits of standardized classifications of respondents in consumer surveys.
The Merchandising Decision under Uncertainty
Authors: Riter Charles B.
Published: November 2018

Retailing institutions have become enormous, complex operations. One result has been an increasing tendency to turn toward quantitative techniques and models as a means of helping the merchant solve many of the problems that arise.

This article shows how the Bayesian model can be applied to merchandising.
A Fond Farewell to the “Journal of Marketing”
Authors: Britt Steuart Henderson
Published: November 2018

Last July the Editor of the Journal of Marketing submitted his resignation, to become effective at the end of 1966.

This is his message of appreciation to the scores of marketing executives and marketing professors who have worked with him in the development of the publication.
Consumer Protection Via Increased Information
Authors: Stern Louis L.
Published: November 2018

Will “truth-in-packaging” lead to “truth-in-advertising”? Will “full disclosure” blossom without legislative nourishment? Are demands for consumer protection a political sham?

The author discusses the trend of present consumer-protection efforts and takes a controversial position.
Marketing and the Controversy over Conglomerate Mergers
Authors: Narver John C.
Published: November 2018

Conglomerate mergers are the most prevalent and the most controversial of the three types of mergers—horizontal, vertical, and conglomerate. The controversy stems in part from the marketing possibilities inherent in some conglomerate mergers, but it also stems, unfortunately, from basic misconceptions of the meaning of these mergers. The present article, based on an analysis of conglomerate mergers in the history of the 1950 Amendment to Section 7 of the Clayton Act, indicates the nature and origin of the disagreement on the meaning. The author presents criteria for determining when a merger is, in part or whole, a conglomerate merger.
The Promise of Simulation in Marketing
Authors: Weitz Harold
Published: November 2018

In recognition of simulation's potential, the author was invited to speak at a meeting of the American Marketing Association on the role of simulation in marketing. For that talk an intensive survey was made of the published literature. This article presents some of the results of the survey.
Are Your Messages Getting Through?
Authors: Beckman M. Dale
Published: November 2018

What happens to an advertising or sales message after it has been received by the consumer? Findings from a number of studies are reviewed in this article to show that sales messages have a considerable chance of being blocked, modified, or of having no direct motivating effect. Some significant elements of the communication process and forces operating to block mass media messages are explained.
Obtaining Maximum Volume from New Gasoline Outlets
Authors: Winer Leon
Published: November 2018

Where should a gasoline marketer build new stations? In markets where his brand is well represented, or in markets where he has a small share of the stations?

The conclusions in this study will surprise many marketers, and may well be applicable to products and services other than gasoline.
Improving the Physical Layout of Merchandise in Warehouses
Authors: Ballou Ronald H.
Published: November 2018

Do you want to know how to reduce substantially the materials-handling costs in warehouses?

This article—involving a linear-programing model — provides useful guidelines for more optimal arrangements of merchandise in typical warehouses, both in the reserve and the assembly sections.
Household Research in the Urban Core
Authors: Sternlieb George
Published: November 2018

The preceding article illustrates the increased need and interest in marketing research applications in the urban core. Because of the physical characteristics of housing in these areas, as well as demographic factors, specialized approaches are required. This article focuses on problems and approaches in developing probability samples and in securing interviewers, as well as some of the factors to be considered in developing questionnaires. Difficulties in interviewing non-white and ethnic minorities are examined in some detail.
The General Theory of Marketing
Authors: Bartels Robert
Published: November 2018

The explosion of knowledge has made most students of marketing specialists. If these specialties have consistency, they should fit into a more general theory of marketing. The structure of such a theory is proposed in this article.
The Perceived Importance of the Elements of Strategy
Authors: Udell Jon G.
Published: November 2018

The economic theory of competitive behavior emphasizes pricing and places relatively little emphasis on product, promotion, and distribution. However, the marketing executives of manufacturing corporations have a very different perception of the relative importance of the various facets of marketing strategy.

In this article, the author summarizes a study of the marketing strategies of 485 successful products. In addition, he suggests a theoretical approach for determining the relative importance of product efforts and sales efforts in the marketing programs of manufacturing companies.
Marketing Organization in British Manufacturing Firms
Authors: Carson David
Published: November 2018

British manufacturers have lagged behind the United States in developing unified marketing organizations. This has occurred largely as a result of unique social and political circumstances and economic problems so vividly exemplified by the devaluation of the pound last November. Nevertheless, many developments have taken place since 1961, especially among firms considered to be market leaders. Many of these moves were reactions against the inroad of foreign (particularly American) competitors in the United Kingdom. Although British firms have made some adaptations in organizational form, they have essentially followed American directions and patterns, once again demonstrating the universality of the marketing concept.
A Look at the Farm-retail Price Spread
Authors: Hammond Jerome W. , Anthony Willis E. , Christiansen Martin K.
Published: November 2018

The widening farm-retail price spread has been of great concern to housewives, farmers, and government agencies. Very often marketing has been identified as the reason for this gap. However, there appear to be other factors, often disregarded, which have been brought to the surface by the National Commission on Food Marketing. This article was developed primarily from material in the technical reports of the Commission; it examines various factors with the aim of aiding the understanding of this subject.
Hidden Investments in Marketing Decisions
Authors: Fox Matthew C.
Published: November 2018

Frequently implicit in marketing decisions are investments, far removed from marketing data, that turn up in sections of the financial reports. They can have troublesome effects on decision making, not only in the marketing activity but also in other areas. Thus, while marketing management is kept unaware of some ramifications of its earlier decisions, other departments may be treating outgrowths of marketing policy without ever understanding the roots of the problems they encounter. In this article hidden investments in inventory resulting from marketing decisions are described, their causes are analyzed, and their effects are traced.
Unit Volume as a Goal for Pricing
Authors: Lynn Robert A.
Published: November 2018

Most product pricing systems are based on profit objectives, and high unit volume is seen as a by-product or as a sign that the short-run profit goal has not been met. The author argues that in some cases unit volume is and should be the planning objective that shapes the price decision. When high unit volume is accepted as a goal for pricing, the exact price can be structured to attain it even in the face of uncertain response on the part of competitors. Non-predatory low prices that seek unit volume may be misunderstood by public policy makers, and such prices merit fuller understanding.
Shoppers' Movements outside Their Local Retail Area
Authors: Herrmann Robert O. , Beik Leland L.
Published: November 2018

What types of shoppers are most loyal to their local retail area? What types are most likely to travel long distances in order to shop in other areas? What do these out-of-town shoppers buy? This analysis of out-of-town shopping by the residents of a small Pennsylvania city investigates the relationship between shoppers' personal characteristics and attitudes toward local market conditions and their movements outside their local retail area.
Styles in Fashion and Marketing Scholarship: A Cautionary Note
Authors: Lockley Lawrence C.
Published: November 2018

In commenting on two articles on fashion which appeared in the July issue of the JOURNAL OF MARKETING, the author identifies some generally neglected early writings on fashion and considers the serious problems arising out of the lack of availability of early contributions to marketing literature. He indicates that the advancement of scholarship results from building on previously completed research. It is, therefore, important that today's scholars capitalize on our rich heritage of marketing literature.
Marketing Food in Developing Nations—Second Phase of the War on Hunger
Authors: Kriesberg Martin
Published: November 2018

The war on hunger in the developing nations is currently entering a new phase in which marketing and distribution are the critical elements. The problem has been to increase the food production capabilities of these countries. However, through a combination of U.S. aid, self-help programs, and technological advances, accelerated grain production is now possible in countries heretofore having food deficits.

This article elaborates on these points and specifies some of the actions necessary to facilitate the modernization of food marketing in the developing nations. The author also indicates potential areas of opportunity for marketers considering operations in these countries.
Word-of-mouth Communication by the Innovator
Authors: Engel James F. , Kegerreis Robert J. , Blackwell Roger D.
Published: November 2018

It is frequently claimed that “your best salesman is a satisfied customer.” Therefore, the innovator or first user of a new product or service can be a valuable asset to a firm. Do innovators in fact communicate their experiences to others? If so, why? These and other questions are the subject of this report of the communication experiences of first users of an automotive diagnostic service.
Why Not Create Opinion Leaders for New Product Introductions?
Authors: Mancuso Joseph R.
Published: November 2018

The purpose of this article is to improve the understanding of the process of introducing new products or services and to suggest a technique and conceptual framework designed to increase the likelihood of new product success. The technique described deals with the “creation” of opinion leaders.
A New Form of Marketing Myopia: Rejoinder to Professor Luck
Authors: Kotler Philip , Levy Sidney J.
Published: November 2018

The authors offer a rejoinder to Professor D. J. Luck's comments regarding their article and present additional commentary supporting their position that marketing's role in society should be expanded.
Viewer Miscomprehension of Televised Communication—A Comment
Authors: Ford Gary T. , Yalch Richard
Published: November 2018

This paper is a consideration of what the authors believe to be the most important question associated with the Jacoby/Hoyer miscomprehension study: Is the approximately 30% miscomprehension rate found likely to be a normative indicator one can expect for televised communication, or is it a biased estimate?
On Miscomprehending Televised Communication: A Rejoinder
Authors: Jacoby Jacob , Hoyer Wayne D.
Published: November 2018

The preceding commentaries offer interesting perspectives. As might be expected, we agree with some of the points raised but disagree with many others. Given the editor's request for a short and tight rejoinder, we only address points of disagreement. Our comments generally follow the order in which these points were raised.
Person-Situation: Segmentation's Missing Link
Authors: Dickson Peter R.
Published: November 2018

Has usage situation been overlooked in market segmentation? A general framework is offered which positions situation and person within situation as theoretically legitimate and potentially useful bases for segmenting demand and targeting marketing strategy.
A Structural Equation Investigation of the Pay Satisfaction-Valence Relationship among Salespeople
Authors: Churchill Gilbert A. , Pecotich Anthony
Published: November 2018

This study investigates the relationship between salespeople's level of pay, satisfaction with pay, and valence for more pay using structural equation models with unobserved variables. The results suggest that (1) greater satisfaction with pay is associated with lower valences attached to it, (2) those who are most highly paid are most dissatisfied with their pay level, and (3) there is no direct relationship between an individual's income level and the person's valence for more pay.
Classifying Services to Gain Strategic Marketing Insights
Authors: Lovelock Christopher H.
Published: November 2018

The diversity of the service sector makes it difficult to come up with managerially useful generalizations concerning marketing practice in service organizations. This article argues for a focus on specific categories of services and proposes five schemes for classifying services in ways that transcend narrow industry boundaries. In each instance insights are offered into how the nature of the service might affect the marketing task.
General Theories and the Fundamental Explananda of Marketing
Authors: Hunt Shelby D.
Published: November 2018

Is a general theory of marketing possible? If so, what would it look like? This article (1) briefly examines the nature of theory in marketing, (2) explores the characteristics of general theories in the philosophy of science, (3) proposes what a general theory of marketing would attempt to explain and predict, (4) delineates the structure of general theories, both in and of marketing, and (5) evaluates the status of general theories in/of marketing.
Is Marketing Defaulting Its Responsibilities?
Authors: Bartels Robert
Published: November 2018

Can marketing fulfill the broad opportunities available to it and the demands made upon it, while concentrating on a limited scope of its domain? As a discipline, it has been repeatedly redefined between the contending poles of theory and practice, specialization and generalization, established interests and global expectations. A review of its present status offers a challenge to scholars and practioners alike.
Is Science Marketing?
Authors: Peter J. Paul , Olson Jerry C.
Published: November 2018

Science is analyzed as a special case of marketing—the marketing of ideas in the form of substantive and methodological theories. The marketing mix, target markets, and marketing objectives are developed for the scientific arena, and a formal analysis of a relativistic/constructionist view of science is used to support the approach. This view is contrasted with the positivistic/empiricist perspective of science currently dominant in marketing and other social sciences. Recommendations are offered for improved methods of developing knowledge.
An Inductive Model of Industrial Supplier Choice Processes
Authors: Vyas Niren , Woodside Arch G.
Published: November 2018

Decision systems analysis, participant observation, and document analysis were used to collect data on the activities, decisions, and interactions of persons involved in 18 plant purchasing agreements (PPAs) in six industrial firms. PPAs are statements of intention to buy (and sell) a quantity of a specified production or nonproduction material within a given time period, usually a year or more. A descriptive, composite model of activities, decisions, and interactions is presented. Differences and similarities across the 18 PPAs investigated in the study are reviewed. Implications for theory development and for marketing management are offered.
Measuring the Congruence of Market Areas
Authors: Huff David L. , Rust Roland T.
Published: November 2018

Methods are proposed for assessing the boundary coincidence of two market areas that share the same distribution point. These methods may be used to test whether market areas vary in different dimensions such as products, days, or time periods. Four measures of market area size and overlap are presented, along with a statistical method for decomposing market boundary differences. The measures are illustrated using an example.
Industrial Buyer Image of the Saleswoman
Authors: Swan John E. , Rink David R. , Kiser G. E. , Martin Warren S.
Published: November 2018

This study investigates the perception by purchasing agents of industrial salesmen and saleswomen on attributes that are important in determining buyer acceptance of the salesperson. Purchasing agents rated salesmen and saleswomen differently, but without discriminating against saleswomen.
Environmental Management: Revising the Marketing Perspective
Authors: Zeithaml Carl P. , Zeithaml Valarie A.
Published: November 2018

Environmental management argues that marketing strategies can be implemented to change the context in which the organization operates, both in terms of constraints on the marketing function and limits on the organization as a whole. The current movement toward innovative, entrepreneurial management—a return to the roots of American enterprise—captures the essence of this perspective. The absence or, at a minimum, the understatement of this perspective within the marketing literature limits the contribution of marketing to the management of organization-environment relationships. The paper reviews the development of environmental management in allied disciplines, offers a typology of strategies, discusses implementation issues, and presents implications of the perspective for marketing theory.
Forecasting Acceptance of New Industrial Products with Judgment Modeling
Authors: Scott Jerome E. , Keiser Stephen K.
Published: November 2018

This paper presents an operational method for estimating quantitatively market acceptance of new industrial products, including estimates of variations in likely market response as a function of price, product attributes, and environmental factors. Results from two studies on solar energy systems demonstrate excellent reliability and validity under field conditions.
Marketing and Machiavellianism
Authors: Hunt Shelby D. , Chonko Lawrence B.
Published: November 2018

Critics often attack marketing as being manipulative and unethical, or “Machiavellian” in nature. Are these critics correct? Is marketing Machiavellian? This article presents the results of a research project designed to explore this question, using a sample of over 1,000 marketers.
Understanding the Bases of Parental Concern and Reaction to Children's Food Advertising
Authors: Grossbart Sanford L. , Crosby Lawrence A.
Published: November 2018

While the possibility of a federal ban on children's food advertising has been eliminated, the possibility of private actions by concerned parents remains a potent threat. Marketers can use socialization theory to understand the roots of parental concern, assess its strategic importance, and formulate appropriate responses. Hypothesized socialization tendencies are found in survey data linking parents' concerns with their child-rearing and nutritional attitudes, child interaction behaviors, mediating responses, and demographics. Marketing strategies are recommended that focus on these socialization tendencies.
Residual Income Analysis: A Method of Inventory Investment Allocation and Evaluation
Authors: Levy Michael , Ingene Charles A.
Published: November 2018

A residual income analysis (RIA) approach for planning and evaluating the efficacy of merchandising decisions is developed in this paper. This approach is an improvement on the familiar and popular gross margin return on investment (GMROI) criterion, since it rectifies the weaknesses while retaining the strengths inherent in the latter. The applications of RIA for allocating funds and for evaluating merchandising decisions are discussed and illustrated.
Purchasing Agents' Perceptions of Industrial Buying Center Influence: A Situational Approach
Authors: Jackson Donald W. , Keith Janet E. , Burdick Richard K.
Published: November 2018

Industrial purchasing decisions typically are influenced by several organizational members referred to as the buying center. Although there has been some research into the center's composition and its relative influence, little is known of how the relative influence of participants changes across purchases of different products, buy classes, and procurement decisions. Findings from this study indicate that the relative influence of buying center members is constant across different buy classes, but changes across product types and decision types.
The Organization of Marketing Activities: A Contingency Theory of Structure and Performance
Authors: Ruekert Robert W. , Walker Orville C. , Roering Kenneth J.
Published: November 2018

Previous analysis of marketing organization has focused on the coordination of marketing activities and on organizational forms used to accomplish this, while ignoring the organization of marketing tasks at the work unit level. This article develops a contingency approach to the structure and performance of marketing activities at the work unit level, as well as higher levels within organizations, by blending the theoretical implications of traditional organization theory and transaction cost economics. Four propositions are developed to explain the effectiveness, efficiency, and adaptiveness of various marketing organizational structures. In addition, four basic structures of marketing organization are also explored.
Product Elimination Decision Making: Does Formality Matter?
Authors: Avlonitis George J.
Published: November 2018

This research presents (a) a methodological framework for examining formality as an ingredient of a company's product elimination process, and (b) some exploratory findings showing the manner in which formality varies across different organizational settings, and its effects upon the content and managerial effectiveness of the product elimination process.
The Distraction Hypothesis and Radio Advertising
Authors: Nelson James E. , Duncan Calvin P. , Frontczak Nancy T.
Published: November 2018

This study investigates the effects of distraction in a radio commercial on cognitive response and message acceptance. Results from an experiment involving 157 male consumers describe the relative effects of distraction, message discrepancy, and message involvement on subject feelings, beliefs, intentions to buy, and recall. Results fail to support the distraction hypothesis.
Selected Socioeconomic and Demographic Characteristics Associated with Purchasing Involvement
Authors: Slama Mark E. , Tashchian Armen
Published: November 2018

This research develops a Likert-type scale to measure final consumers' involvement with the purchasing activity. The scale is employed to test hypotheses concerning relationships between market characteristics and purchasing involvement. Purchasing involvement is found to be related to sex, education, income, and stage of the family life cycle.