bluuebunny/crossref_metadata_2025 huggingface dataset:
Factors Associated With the Improved Survival of Head and Neck Neuroblastomas Compared to Other Body Sites
Authors: Kaufmann Matthew R. , Camilon P. Ryan , Janz Tyler A. , Levi Jessica R.
Published: December 2018

Objective:

To examine pediatric neuroblastoma survival and management in the head and neck compared to other body sites.

Study Design:

Retrospective analysis of a large population database.

Methods:

Patients in the Surveillance, Epidemiology, and End Results (SEER) database with neuroblastoma, NOS; ganglioneuroblastoma; or olfactory neuroblastoma diagnosed from birth to 18 years between 1973 and 2014 were included. These patients were classified into 1 of 3 categories based on primary tumor site: head and neck, adrenal, and “other.”

Results:

Four thousand five hundred neuroblastoma cases were identified. One hundred seventy-five (3.9%) occurred in the head and neck, 1,934 (43.0%) occurred in the adrenal gland, and 2,391 (53.1%) occurred in “other” sites. The mean age at diagnosis was 4.21 years in the head and neck, 2.23 years in the adrenal gland, and 2.47 years in the “other” cohorts ( P < .001). Two- and 5-year disease-specific survival rates were 89% and 84% in the head and neck versus 77% and 65% in the adrenal and 84% and 77% in the “other” cohorts ( P < .001). The risk of disease-specific death (DSD) was higher in the adrenal cohort (adjusted hazard ratio [aHR] = 2.85; 95% CI, 1.54-5.27) compared to the head and neck cohort. Patients treated with surgery only had the lowest risk of DSD (aHR = 0.22; 95% CI, 0.13-0.35) compared to all other studied treatments.

Conclusion:

Our results demonstrate that primary neuroblastoma of the head and neck has a better prognosis than primary neuroblastoma of the adrenal gland.
Cultural Values, Social Status, and Chinese American Immigrant Parents’ Emotional Expressivity
Authors: Chen Stephen H. , Zhou Qing
Published: December 2018

Cultural values and social status are two salient factors in the psychological experiences of immigrant families, and both have been associated with immigrant parents’ patterns of emotional expression in previous studies. The present study examined how endorsement of cultural values (collectivism and conformity) and social status were uniquely associated with immigrant parents’ emotional expressivity in the family. First-generation Chinese American immigrant parents ( N = 239, 80% mothers; M = 41.31 years old) of elementary-age children reported on their endorsement of values of collectivism and conformity, their patterns of emotional expressivity in the family context, and their family income and education levels. Path analyses indicated unique positive associations between family income and all domains of parents’ emotional expressivity and negative associations between family income and parents’ endorsement of collectivism and conformity. Parents’ endorsement of collectivism was negatively associated with negative-dominant expressivity. We discuss implications of our findings for theories of culture and emotion, as well as for future intersectional approaches with Asian American populations.
Mutually Adaptive Effects of Interpersonal Communication
Authors: Reynolds Fred D. , Darden William R.
Published: December 2018

By adding a new dimension, information seeking, to the traditional way of measuring opinion leadership, this article suggests an additional conceptualization of interpersonal communication and influence.
Alternative Multidimensional Scaling Methods for Large Stimulus Sets
Authors: Rao Vithala R. , Katz Ralph
Published: December 2018

Seven data collection methods available for scaling large stimulus sets are evaluated via simulation under three scaling approaches, using data from a known configuration. Pick or order methods produced better recoveries than subjective methods, and grouping followed by sequential merging was superior to other grouping methods.
The Effect of Ecologically Relevant Information on Detergent Sales
Authors: Henion Karl E.
Published: December 2018

Shares of market for brands of detergent were changed in the predicted direction by informing consumers of phosphate content. Results indicated a relative loss for brands high in phosphate and a gain for those lower in phosphate.
Use of Input/Output Concepts in Sales Forecasting
Authors: Ranard Elliot D.
Published: December 2018

This article presents a case study of how input/output concepts can assist in forecasting industry growth and product markets by using aggregate economic analysis. The effect of different economic forecasts on the growth of industrial markets is also indicated.
An Evaluation of the Application of Minimum Chi-Square Procedures to Stochastic Models of Brand Choice
Authors: Blattberg Robert C. , Sen Subrata K.
Published: December 2018

This paper investigates the small sample properties of minimum chi-square estimates of the parameters of stochastic brand choice models. It also describes and evaluates a statistical test which is appropriate for discriminating between two stochastic brand choice models when one is a constrained version of the other.
Correlates of Persuasibility: The Crest Case
Authors: Shuchman Abe , Riesz Peter C.
Published: December 2018

Linear discriminant analysis was utilized in achieving substantially better than chance predictions of adopters of Crest toothpaste following the endorsement of the American Dental Association. Adoption was more closely associated with the basic socioeconomic variables of education, occupation, and income and a composite measure of socioeconomic status than with purchasing measures previously found to be of importance.
Supplier Selection in an International Environment—An Experimental Study
Authors: Håkansson Håkan , Wootz Björn
Published: December 2018

This experiment indicates the important influence of the location of the supplier when the industrial purchaser selects a supplier. The results also indicate, contrary to interview studies, that price is a more important decision variable than quality.
The Vector Model of Preferences: An Alternative to the Fishbein Model
Authors: Ahtola Olli T.
Published: December 2018

This article proposes and tests a new model of preferences. Based on certain assumptions in the Fishbein model unacceptable to the author a new model is developed which does not rely on these assumptions.
A Market Share Theorem
Authors: Bell David E. , Keeney Ralph L. , Little John D. C.
Published: December 2018

Many marketing models use variants of the relationship: Market share equals marketing effort divided by total marketing effort. Replacing marketing effort with its resulting “attraction,” the relationship is derived from the assumptions: (1) attraction is nonnegative, (2) equal attractions imply equal shares, and (3) a seller's share is affected the same if the attraction of any other seller increases a fixed amount.
The Effectiveness of Various Modes of Sales Behavior in Different Markets
Authors: Pasold Peter W.
Published: December 2018

Theoretical categories of behavior and environment developed by Ackoff and by Emery and Trist are adapted to create a model predicting the most effective mode of salesman's behavior in various markets. The model is operationalized and supported by tests on three brands in the hosiery industry.
Comparing the Box-Jenkins Approach with the Exponentially Smoothed Forecasting Model Application to Hawaii Tourists
Authors: Geurts Michael D. , Ibrahim I. B.
Published: December 2018

This article compares the forecasting accuracy of two forecasting techniques: (1) Box-Jenkins, and (2) exponential smoothing. The comparison is made using the tourist to Hawaii time series. An analysis of both techniques is included.
Family Purchase Decision Making and the Process of Adjustment
Authors: Cox Eli P.
Published: December 2018

Research from social psychology, sociology, and marketing suggests the importance of the process of adjustment in family purchase decision making. Further empirical support is provided by a cross-sectional study, which also indicates the superiority of family life cycle over length of marriage as an independent variable.
The Collection of Sensitive Information Using a Two-Stage, Randomized Response Model
Authors: Reinmuth James E. , Geurts Michael D.
Published: December 2018

This article extends the randomized response sampling design to find the intensity of positive action on a sensitive topic among those who have taken a positive action. Sampling properties of the ratio estimate are explored and the model is used to estimate the intensity of shoplifting among shoplifters in a Honolulu shopping center.
Evaluating Aggregated Predictions from Models of Consumer Choice Behavior
Authors: Ryans Adrian B.
Published: December 2018

Some approaches to evaluating the predictive validity of models of consumer choice behavior are developed for the situation in which predictions are made from one sample of consumers and are validated on the basis of a second sample of consumers. This situation is becoming more common in marketing.
Econometric Measurement of the Duration of Advertising Effect on Sales
Authors: Clarke Darral G.
Published: December 2018

A survey of the econometric literature is undertaken to determine the duration of cumulative advertising effect on sales. The surveyed studies yield conflicting estimates of the duration interval. The data interval is shown to have a powerful influence on the implied duration of advertising effect. The evidence leads to the conclusion that the cumulative effect of advertising on sales lasts for only months rather than years.
An Evaluation of the Effectiveness of Drop-Off Questionnaire Delivery
Authors: Lovelock Christopher H. , Stiff Ronald , Cullwick David , Kaufman Ira M.
Published: December 2018

Personal delivery (and collection) of self-administered questionnaires is evaluated in comparison with alternative methods of obtaining information from respondents. For lengthy questionnaires, personal delivery by lightly trained survey takers appears to yield higher response rates than mail surveys at competitive costs; it also provides for more precisely controlled samples and clearer identification of the nature of nonresponse bias. This method is particularly appropriate for conducting detailed surveys of consumer attitudes and behavior patterns in an era of rapidly rising postage costs.
Halo Effects in Multiattribute Attitude Models: An Appraisal of Some Unresolved Issues
Authors: Beckwith Neil E. , Lehmann Donald R.
Published: December 2018

The authors discuss the issues raised by Johansson, MacLachlan, and Yalch concerning halo effects in multiattribute models. It appears that halo effects can provide an upward bias upon the explanative power of individual–level multiattribute attitude models using subjective beliefs indicated by respondents.
Psychographics: Some Additional Findings
Authors: Kinnear Thomas C. , Taylor James R.
Published: December 2018

In a recent JMR article. Wells undertook a critical review of psychographics. The writers present additional product-related psychographic findings. They also provide evidence on the question of relationship and structural reliability.
Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research
Authors: Walker Orville C. , Churchill Gilbert A. , Ford Neil M.
Published: December 2018

This position paper argues that current knowledge of the determinants of motivation and performance in industrial selling is woefully inadequate. As a first step toward improving this situation, the authors offer a conceptual model which identifies a set of individual, interpersonal, organizational, and environmental variables that may influence a salesman's motivation and job performance. The model incorporates many constructs and research findings from industrial psychology and other disciplines, but its primary purpose is to provide a conceptual framework and some specific hypotheses to help guide future empirical research in sales management.
Making Marketing Research Accountable
Authors: Gandz Jeffrey , Whipple Thomas W.
Published: December 2018

Analysis of the potential payoffs from a proposed research project, during a time of tight budgetary constraints, proved helpful in obtaining the required funds and improved the quality of the research itself.
Time Horizon Effects on Product Evaluation Strategies
Authors: Wright Peter , Weitz Barton
Published: December 2018

Women's time horizons in evaluating product concepts (birth control devices) were varied experimentally. The variations produced changes in the linearity and complexity of the evaluation strategies used, and in the emphasis given to specific factors. Loss-averse and fairly complex evaluation strategies were used by women who made leisurely purchase intent judgments when consumption seemed imminent. Those who made hasty judgments were somewhat more loss-averse and used simpler evaluation strategies. Those who thought consumption was a distant event used simple evaluation strategies that were not loss-averse. The implications of these findings for modeling consumer choice strategies and for predicting choices on the basis of concept-evaluation studies are discussed.
Age Differences in Information Processing: A Perspective on the Aged Consumer
Authors: Phillips Lynn W. , Sternthal Brian
Published: December 2018

Literature pertaining to the effects of age differences indicates that elderly individuals and younger adults process information differently. Age differences result in a complex set of changes in individuals’ sources of information, ability to learn, and susceptibility to social influence. The implications of these changes are discussed in terms of marketing practice, theory, and methodology.
Relation of Brand Choice to Purchase Frequency
Authors: Shoemaker Robert W. , Staelin Richard , Kadane Joseph B. , Shoaf F. Robert
Published: December 2018

Several estimation procedures are outlined for testing the common assumption that the distributions of purchase probabilities for a brand are independent of product class purchase frequency. Empirical data for 15 brands in three product classes were used for testing. The results indicate an important departure from independence for many brands. A frequency dependent Dirichlet distribution is proposed and appears to provide an improved description of how purchase probabilities are related to product class purchase frequency.
Test-Retest Correlations and the Reliability of Copy Testing
Authors: Silk Alvin J.
Published: December 2018

Test-retest correlations often are reported as measures of the reliability of copy testing procedures with little or no attention to the conditions under which such an interpretation is meaningful. Some checks are suggested for assessing the consistency of test-retest data with certain requirements which should be met if a test-retest correlation is to serve as reliability index. Ambiguities and shortcomings of many available reliability estimates are discussed.
A Framework for the Comparison of Marketing Models: A Delphi Study
Authors: Larréché Jean-Claude , Montgomery David B.
Published: December 2018

A Delphi procedure is used to develop and calibrate dimensions of marketing models which may be expected to relate to the likelihood that a marketing model will be accepted by marketing managers. The resulting framework, calibrated with 10 reference models over four Delphi iterations, is used to analyze four additional models.
Bayesian Analysis for the Evaluation of Marketing Research Expenditures: A Reassessment
Authors: Assmus Gert
Published: December 2018

Several authors have suggested evaluation of marketing research information by Bayesian analysis. This suggestion is based on two assumptions: (1) the marketing manager is able to supply valid inputs for the analysis and (2) the essence of the evaluation problem can be captured in the Bayesian analysis framework. This note is a review of recent studies into behavioral decisionmaking that challenge these two assumptions.
Consumer Socialization: A Theoretical and Empirical Analysis
Authors: Moschis George P. , Churchill Gilbert A.
Published: December 2018

The results of a large-scale study of adolescent consumer socialization are presented. A general conceptual framework of socialization is outlined to serve as a blueprint for discussing variables and hypotheses in the specific context of consumer socialization. The authors then examine the development of several consumption-related skills as a function of variables derived from sociological and developmental theories of socialization.
An Empirical Comparison of Two Telephone Sample Designs
Authors: Groves Robert M.
Published: December 2018

The clustered telephone sample design described by Waksberg is compared with a design randomly generating four digit numbers within working prefixes. The clustered sample is found to increase the proportion of working household numbers selected from about 22% to over 55%, but sampling errors and design effects of the two sample designs show some loss of precision in the clustered design. A cost-variance model is constructed which provides estimates of desirable cluster sizes given varying amounts of intracluster homogeneity.
The Validity of Haire's Shopping List Projective Technique
Authors: Anderson James C.
Published: December 2018

The effect of list valence on evaluative descriptions of a stimulus woman elicited from Haire's shopping list projective technique was investigated. The rated impressions of a stimulus woman using a given test product were dependent on the list within which the product appeared. Because of this test product by list interaction, Haire's projective technique may not be a valid procedure for determining perceived user attributes associated with a particular product.
A Field Test of the Relationship between Cognitive Dissonance and State Anxiety
Authors: Menasco Michael B. , Hawkins Del I.
Published: December 2018

An ex post facto field study investigated state anxiety as a measure of the magnitude of postpurchase dissonance. Purchase conditions which should produce varying levels of postpurchase dissonance were found to have a predicted effect on a validated measure of state anxiety. Implications for aspects of marketing strategy and application to the study of consumer behavior are highlighted.
Unobservable Variables in Structural Equation Models with an Application in Industrial Selling
Authors: Aaker David A. , Bagozzi Richard P.
Published: December 2018

Structural equation models which include unobservable variables permit theoretical constructs to be represented by multiple indicators. The use and evaluation of such models are illustrated in an industrial salesforce study.
Improving Prediction in Conjoint Measurement
Authors: Pekelman Dov , Sen Subrata K.
Published: December 2018

Conjoint measurement generally is used to assess utilities for a few discrete attribute levels. An important practical application of such utility assessments is the prediction of the overall value of alternative new product concepts. If these product concepts are defined as combinations of attribute levels other than the original discrete levels presented to the respondents, linear interpolation commonly is used to predict utilities for the new attribute levels. However, linear interpolation may lead to poor predictions and the consequent choice of the wrong new product to introduce in the market. Therefore, the authors present an alternative to linear interpolation: the estimation of a utility function. An analytical procedure and some numerical results are provided to indicate the superiority of the utility function approach for the prediction of attribute utilities. The market share implications of improved utility prediction are discussed.
Adding Explanatory Variables to a Consumer Purchase Behavior Model: An Exploratory Study
Authors: Jones J. Morgan , Zufryden Fred S.
Published: December 2018

A new stochastic choice model is proposed which can incorporate any number of explanatory variables. The model combines logit regression, heterogeneity, and product class purchase incidence concepts. The authors describe an exploratory study of the model, in which it is found to fit a certain situation very well.
A Regression Model for Market Segmentation Studies
Authors: Wildt Albert R. , Mccann John M.
Published: December 2018

A model is developed for incorporating the long-standing marketing research effort of explaining variation in observed consumption behavior into the more recent notion that such behavior has an inherent component of randomness. The model recognizes that consumption behavior on any given occasion will fluctuate around some mean consumption level and that this mean consumption level will vary across the population in a systematic manner which is related to the characteristics of the consuming unit. However, it is not assumed that the relationship is exact, but that it contains an element of randomness. The properties of the model are examined and it is compared with ordinary least squares models of the same phenomenon.
A Controlled Field Study of Corrective Advertising Using Multiple Exposures and a Commercial Medium
Authors: Mizerski Richard W. , Allison Neil K. , Calvert Stephen
Published: December 2018

An “on-air” radio test was made of the Listerine corrective advertising remedy. The method applied is an improvement on previously used approaches in terms of “natural” exposure, multiple exposure to the corrective commercial, and a separation of experimental treatments from the dependent measures. In contrast to the results of previous studies, the corrective commercial is found to be effective in lowering target beliefs, yet precise enough to have no significant effect on any other dependent variables.
Ehrenberg's Negative Binomial Model Applied to Grocery Store Trips
Authors: Frisbie Gil A.
Published: December 2018

Ehrenberg's negative binomial distribution model is applied to a new facet of consumer behavior, the frequency of household filler trips to food stores. Goodness-of-fit tests and intertemporal predictions are assessed. The overall verdict is that the model serves as a good representation of the trips to grocery stores.
Using Canonical Correlation to Construct Product Spaces for Objects with Known Feature Structures
Authors: Holbrook Morris B. , Moore William L.
Published: December 2018

Given a set of attribute ratings of objects with known feature structures, one can construct product spaces by use of various compositional methods. Factor and discriminant analyses are two such well-known compositional approaches. A third, comparatively neglected, procedure involves the use of objects-, features-, or interactions-based canonical correlation analysis (CCA). These three CCA methods are compared and then illustrated by an application to data based on judgmental ratings of sweater designs. The comparative results of the three types of canonical correlation suggest the potential usefulness of CCA methods in deriving spatial representations to explore the nature of attribute judgments, particularly if one wishes to construct product spaces at the individual level of analysis or desires clarification of the judgmental effects of feature interactions.
Applying the Jackknife Statistic in Testing and Interpreting Canonical Weights, Loadings, and Cross-Loadings
Authors: Wildt Albert R. , Lambert Zarrel V. , Durand Richard M.
Published: December 2018

In conventional canonical analysis, canonical parameters such as weights and loadings, which typically are not tested individually for statistical significance, are commonly used for interpreting the contributions of particular predictor and criterion variables to interset relationships. As an alternative to the traditional use of arbitrary cutoff values for such interpretations, the generalized jackknife statistic may be used to give estimated standard errors for canonical parameters, thereby enabling these parameters to be tested for statistical significance. The authors (a) address major scaling considerations encountered in jackknifing canonical parameters, (b) report experience in using the jackknife statistic to test the significance of canonical weights, loadings, and cross-loadings, (c) explore effects of different omitted subgroup sizes and subsamples, and (d) review advantages and limitations of jackknifing canonical parameters.
Structural Reliability and Stability of Nonmetric Conjoint Analysis
Authors: Malhotra Naresh K.
Published: December 2018

Structural reliability and stability of nonmetric conjoint analysis are examined under conditions of severe structural perturbation and substantial variation in the number of stimulus profiles. The individual-level part worth functions are jackknifed. The jackknifed parameters, derived relative importance weights, and standard errors of estimated parameters are examined across the different treatment conditions. The results indicate that conjoint analysis is a fairly robust procedure for assessing an individual's preferences.
Overcoming a No-Reputation Liability through Documentation and Advertising Regulation
Authors: Labarbera Priscilla A.
Published: December 2018

The author investigates the effectiveness of selected credibility enhancement devices in increasing the intent to purchase a brand which has a unique attribute, but is advertised by a firm with no reputation in the specific product category. The credibility enhancers tested are documentation of advertising claims, advertising self-regulation, and government regulation. Findings of the study demonstrate that implementation of these credibility enhancers can be valuable in bolstering a firm's influence and overcoming a no-reputation liability.
The Use of Extrinsic Cues to Facilitate Product Adoption
Authors: Bearden William O. , Shimp Terence A.
Published: December 2018

Two field experiments were conducted to explore the effects of varying levels of product warranty, manufacturer reputation, and price on consumers’ risk perceptions and affective responses to new product concepts. Data were collected from a consumer panel in a new product concept test format for a tire product and for a computerized exercise device. Results from structural equation analyses reveal the important role of warranties and other extrinsic cues in reducing consumers’ risk perceptions and enhancing their affective responses to innovative product concepts.
The Measurement of Consumption: A Comparison of Surveys and Diaries
Authors: Stanton John L. , Tucci Louis A.
Published: December 2018

The authors link consumers’ consumption behavior as reported by a 24-hour recall method and two-day diaries for 39 different food groups. Both frequency of ingestion and average serving size are compared across both methods. The study is based on the current U.S. Department of Agriculture Nationwide Food Consumption Survey, spring quarter, including 7945 individuals. The data suggest that the 24-hour recall measurements did not differ significantly from the two-day diaries.
A Note on Accounting for Sources of Variation in Perceptual Maps
Authors: Dillon William R. , Frederick Donald G. , Tangpanichdee Vanchai
Published: December 2018

Recently interest has centered on extending decompositional methods for modeling consumer preferences to include group-level effects. The motivation for this effort is the general belief that respondent background characteristics and situation variables frequently interact with product attributes in jointly influencing preferences over a set of multiattribute alternatives. In much the same way, respondent and situation factors can interact with product attribute perceptions in perceptual mapping applications to influence the respondent's ratings of the brands. The authors describe how respondent background characteristics and situation variables can be accounted for as sources of variation which can potentially influence the reduced space configuration of brands. Essentially the approach can be viewed as chaining multivariate analysis of variance and standard perceptual mapping techniques. Two illustrative examples are provided. In one example the results show that the uncovered spatial configuration of brands was influenced not only by the perceptual differences between the brands, but also by a respondent-related factor.
A Modified Model of Power in the Marketing Channel
Authors: Lusch Robert F. , Brown James R.
Published: December 2018

A modified model for examining power and its sources in marketing channels is developed and tested. The results of testing this model indicate that its predictive ability is no better than that of previous approaches. Some unexpected results obtained in this and other studies are discussed in the context of an overall framework of power sources and their consequences in marketing channels.
The Impact of Inferential Beliefs on Product Evaluations
Authors: Huber Joel , McCann John
Published: December 2018

Though most observers acknowledge that consumers make inferences among product attributes, the influence of such inferences on product evaluation is much less clear. Study respondents evaluated products for which information on one of two attributes was systematically omitted. A general model is built to estimate the directional effect of inferences on product evaluation. The effect of inferences to a missing attribute is statistically significant and in the expected direction. In one case, the marginal value of the remaining attribute (price) reverses in sign because of an inference. Thus, inferences are theoretically important and a potentially troublesome issue in the modeling and measurement of consumer choice processes.
Monetary Incentives versus Promised Contribution to Charity: New Evidence on Mail Survey Response
Authors: Furse David H. , Stewart David W.
Published: December 2018

The relative efficacy of two types of incentives for producing responses to a mail survey was investigated. Personal cash payments of varying amounts enclosed with the questionnaire were compared with promises of a contribution to a charity of the respondent's choice and with a no-incentive control. Contrary to a previous research finding reported in the literature, the charity incentive did not produce a significantly greater return rate than was obtained with the no-incentive control. Personal cash incentives produced a significantly greater response rate than either the no-incentive control condition or the charity-incentive condition. Results of the study are interpreted as consistent with a cognitive dissonance theory of mail questionnaire response.
Respondent Selection in a Telephone Survey: A Comparison of Three Techniques
Authors: Czaja Ronald , Blair Johnny , Sebestik Jutta P.
Published: December 2018

Random selection of eligible persons within households typically is done by procedures developed by Kish or by Troldahl-Carter-Bryant. These procedures require different tasks from respondent and interviewer. The differences have been thought to affect cooperation rates and/or respondent/household characteristics. The authors examine the Kish procedure and two versions of the Troldahl-Carter-Bryant procedure and conclude that Kish and one version of Troldahl-Carter-Bryant are the preferred methods.
Confirmatory Factor Analysis via Noniterative Estimation: A Fast, Inexpensive Method
Authors: Bentler P. M.
Published: December 2018

A new method of estimating the parameters of confirmatory and exploratory factor analytic models is developed. It is based on generalized least squares estimation that is conditioned on a zero residual estimate of part of the model covariance matrix. The estimates can be obtained from explicit matrix formulas that include solutions to linear equations under linear equality and inequality constraints, and thus the method is noniterative and inexpensive to implement. Examples are provided, and extensions to general structural equation models are discussed.
Some Methods for Respecifying Measurement Models to Obtain Unidimensional Construct Measurement
Authors: Anderson James C. , Gerbing David W.
Published: December 2018

Lack of unidimensionality in structural equation models most often represents misspecification. The authors review the necessary conditions for unidimensional measurement of constructs. Two methods which assist the researcher in measurement model respecification, multiple-groups analysis and similarity coefficients, are presented and an example illustrating the use of these methods is given.
Some Common Pitfalls in Causal Analysis of Categorical Data
Authors: Magidson Jay
Published: December 2018

Examples of some common pitfalls in the analysis of categorical data are discussed in the context of causal interpretation of the results. Though no statistical technique can replace theory, the author shows that log-linear modeling and chi square automatic interaction detection can provide researchers with powerful tools for gaining valuable causal insights into their data. Examples include the biasing effects of omitted variables, omitted interactions, improper contrast coding, and misspecification of the structure of an hypothesized interaction.
A Simple Bayesian Procedure for Estimation in a Conjoint Model
Authors: Cattin Philippe , Gelfand Alan E. , Danes Jeffrey
Published: December 2018

The authors propose a simple Bayesian approach which combines self-explicated data with conjoint data for estimating individual-level conjoint models. Analytical results show that, with typical conjoint data, improvement may be expected over the estimation and prediction results obtained with ordinary least squares (OLS). The expected improvement in prediction is confirmed by pilot empirical results.
Uniqueness Issues in the Decompositional Modeling of Multiattribute Overall Evaluations: An Information Integration Perspective
Authors: Lynch John G.
Published: December 2018

The author reviews how methods developed within the information integration paradigm can be used to study consumers’ overall evaluations of choice alternatives. Methods are presented for determining the adequacy of several common model forms used to represent overall evaluations: adding, multiplying, and multilinear. Often, more than one integration model can be reconciled with the data by altering one's assumptions about the subjective values of the independent variables and about the relationship between private, unobservable overall evaluations and the overt numerical ratings that index them. Also, different integration models lead to parameter estimates (e.g., part worths) of varying levels of uniqueness and interattribute comparability. Emphasis is given to pinpointing the sorts of evidence and experimental designs that enable one to distinguish empirically among alternative model forms and psychological interpretations of the data—and, conversely, to what interpretations cannot be distinguished empirically—given only overall evaluations of a set of choice alternatives that vary along two or more attribute dimensions. Finally, the methods described are compared with model diagnosis procedures more commonly used in marketing and consumer research, including compositional correlational techniques and decompositional methods of conjoint measurement.
A Sociopsychological Explanation for Why Marketing Channel Members Relinquish Control
Authors: Anand Punam , Stern Louis W.
Published: December 2018

The authors examine the conditions that encourage channel members to relinquish control willingly and purposefully to others. They use an attribution theory perspective to predict when channel members, particularly franchisees, will relinquish control in spite of having legal latitude to retain it.
Assessing the Impact of Country of Origin on Product Evaluations: A New Methodological Perspective
Authors: Johansson Johny K. , Douglas Susan P. , Nonaka Ikujiro
Published: December 2018

A new methodological approach for examining the impact of country of origin on product evaluations is proposed. It takes the form of a multiattribute attitudinal model analyzed by means of a system of simultaneous equations. This approach makes possible examination of the impact of other attributes as well as country of origin on evaluations, and takes into consideration the effect of familiarity and knowledge about the product class. Differences between respondents of two different national origins are also investigated because previous research indicates differences in country stereotyping by nationality.
Some Unexplored Supervisory Behaviors and Their Influence on Salespeople's Role Clarity, Specific Self- Esteem, Job Satisfaction, and Motivation
Authors: Kohli Ajay K.
Published: December 2018

The author investigates the influence of four unexplored supervisory behaviors on salespeople: arbitrary and punitive behavior, contingent approving behavior, upward-influencing behavior, and achievement-oriented behavior. One or more of these behaviors are found to have a significant impact on salespeople's role clarity, specific self-esteem, job satisfaction, and motivation to work. Certain findings are counterintuitive and suggest interesting directions for further research.
Market Share Specification, Estimation, and Validation: Toward Reconciling Seemingly Divergent Views
Authors: Naert Philippe A. , Weverbergh Marcel
Published: December 2018

In the May 1984 issue of JMR three articles describe replications and extensions of work reported by Naert and Weverbergh in the May 1981 issue of JMR. They address various problems of market share specification, estimation, and especially validation. A rough comparison of the research findings seems to indicate that no general conclusions can be drawn. However, several of the differences in findings can be explained. Providing these explanations is the main purpose of this article.
Effectiveness of Multiple Request Strategies: A Synthesis of Research Results
Authors: Fern Edward F. , Monroe Kent B. , Avila Ramon A.
Published: December 2018

Foot in the door and door in the face have been cited frequently as effective strategies for gaining compliance with behavioral requests. However, research efforts to confirm these two phenomena have produced mixed results. After deriving predictions about how the favorability of available information influences compliance, the authors report a synthesis of research results for both paradigms. Combined effect sizes across research results for several moderating variables are compiled. Implications for theoretical, empirical, and practical application of the syntheses are discussed.
Analyzing Marketing Research Data with Incomplete Information on the Dependent Variable
Authors: Malhotra Naresh K.
Published: December 2018

The author presents the general EM algorithm for analyzing incomplete data. As a specific application of the EM algorithm, a model is proposed for analyzing incomplete data in an important class of problems in marketing research. A simple estimation procedure also is developed. The model is investigated through Monté Carlo studies as well as empirically with encouraging results. Some of the advantages and limitations of the approach are discussed.
Resource Allocation Behavior in Conventional Channels
Authors: Anderson Erin , Lodish Leonard M. , Weitz Barton A.
Published: December 2018

This exploratory study assesses the impact of variables associated with a financial portfolio model (marginal returns, growth, synergy, and uncertainty) and characteristics of the channel relationship (power, organizational climate, and communications) on the selling time allocated by 71 independent sales agencies to the principals they represent. The results indicate that the time allocated to principals is consistent with a normative microeconomic model; however, aspects of the channel relationship, particularly communications, participation, and feedback, also influence resource allocations.
A Probabilistic Choice Model for Market Segmentation and Elasticity Structure
Authors: Kamakura Wagner A. , Russell Gary J.
Published: December 2018

Marketing scholars commonly characterize market structure by studying the patterns of substitution implied by brand switching. Though the approach is useful, it typically ignores the destabilizing role of marketing variables (e.g., price) in switching behavior. The authors propose a flexible choice model that partitions the market into consumer segments differing in both brand preference and price sensitivity. The result is a unified description of market structure that links the pattern of brand switching to the magnitudes of own- and cross-price elasticities. The approach is applied in a study of competition between national brands and private labels in one product category.
Confirmatory Analysis of Aggregate Hierarchical Market Structures: Inferences from Brand-Switching Behavior
Authors: Kumar Ajith , Sashi C. M.
Published: December 2018

A probabilistic model is developed for testing hypothesized hierarchical market structures at the aggregate level using brand-switching data. Each hypothesized structure is represented by a directed graph and its parameters are estimated by using log-linear modeling techniques. As an illustration, the method is applied to data on soft drinks.
The Role of Experience in Information use and Decision Making by Marketing Managers
Authors: Perkins W. Steven , Rao Ram C.
Published: December 2018

The authors report the results of a study on the use of information and decision making by practicing marketing managers. They examine the effect of managerial experience and decision programmability on managers’ information use and decisions. The results indicate that experience is an important determinant of managers’ behavior for relatively unprogrammed decisions. Moreover, the effects of experience are manifested in the evaluation and use of “soft” information, amount of information used, and the decisions themselves. The authors conclude that in studying the effects of experience on managerial decisions, one must examine the steps leading to a decision; they find that experience affects the prior step in which information is acquired. To the extent experience is a proxy for expertise, the article affords insights into the key ingredients in training and modeling expert managers.
Evaluating the Measurement Validity of Lifestyle Typologies with Qualitative Measures and Multiplicative Factoring
Authors: Lastovicka John L. , Murry John P. , Joachimsthaler Erich A.
Published: December 2018

The validity of two lifestyle typologies, SRI's Values and Lifestyles system and the Lastovicka et al. Drinking-Driving typology, are examined empirically. Each typology is measured by three methods. One measurement method, characterized as “quantitative,” consists of statistical modeling of responses to Likert-type items collected in structured interviews. The two other measurement methods, characterized as “qualitative,” are judgmental codings of data collected from a schedule of open-ended and projective tasks conducted in face-to-face, in-home interviews. Two well-known methods, Campbell and Fiske's multimethod-multitrait approach and the analysis of covariance structures (LISREL) approach, are used to examine the convergent and discriminant validity of the lifestyle typologies. In addition, Browne's class of direct product factor models is introduced and applied. In contrast to the well-known LISREL approach, direct product models assume the effects of method factors on trait factors are multiplicative instead of additive.
A Meta-Analysis of Applications of Diffusion Models
Authors: Sultan Fareena , Farley John U. , Lehmann Donald R.
Published: December 2018

A meta-analysis of 213 applications of diffusion models from 15 articles relates model parameters to the nature of the innovation, the country under study, model specification, and estimation procedure. The effect of use of the same data by several researchers is examined, as are weighting schemes for improving efficiency of the meta-analysis. A Bayesian scheme is used to combine results from the metaanalysis with new data for estimation of parameters in a new situation.
Estimating Purchase Regularity with Two Interpurchase Times
Authors: Wheat Rita D. , Morrison Donald G.
Published: December 2018

Determining how regularly purchases occur is an elemental step in modeling and interpreting several aspects of purchase behavior. Methods that calculate regularity at the individual level lack power when the number of observations is small and are confounded by nonstationary behavior when the number of observations is large. The authors present a summary statistic to calculate purchase regularity across consumers, using at a minimum only two interpurchase times per customer.
On the Formation and Relationship of Ad and Brand Attitudes: An Experimental and Causal Analysis
Authors: Miniard Paul W. , Bhatla Sunil , Rose Randall L.
Published: December 2018

The unique influence of attitude toward the ad on brand attitude often has been viewed as simply reflecting the impact of peripheral persuasion. The authors’ research challenges such a conception. Ad attitude is shown to have a significant influence on brand attitude even in the absence of peripheral persuasion. The feasibility and usefulness of decomposing ad attitude into evaluations of particular ad elements also are explored.
An Approach to Marketing Data Analysis: The Forced Classification Procedure of Dual Scaling
Authors: Nishisato Shizuhiko , Gaul Wolfgang
Published: December 2018

The forced classification procedure of dual scaling is presented as an alternative to the standard application of dual scaling for marketing data analysis. A numerical example from marketing research is used to illustrate some features of forced classification as a possible method for market segmentation and data analysis in general.
Boundary Value Models for the Combination of Forecasts
Authors: Moriarty Mark M.
Published: December 2018

The combination of forecasts model (which is usually expressed as a linear combination of individual forecasting models) has received increasing attention in the literature. The principal advantage of forecast combination models is that they yield lower forecast errors than their individual constituent models under appropriate conditions. Two conditions of particular importance are (1) the relative accuracy of the individual forecasting models and (2) the correlations among the models’ disturbance terms. For marketing forecasting the author demonstrates that a variety of boundary value models for the forecast combination represent reasonable model alternatives to an optimal model when it is difficult to judge the relative accuracy and disturbance term intercorrelations of the individual forecasting models.
Sculptre: A New Methodology for Deriving and Analyzing Hierarchical Product-Market Structures from Panel Data
Authors: Ramaswamy Venkatram , Desarbo Wayne S.
Published: December 2018

The authors propose a new methodology for deriving hierarchical product-market structures from disaggregate purchase data. A hierarchical product-market tree is estimated from scanner panel purchase data in a maximum likelihood framework. The derived product-market representation portrays both products and market segments as terminal nodes in a hierarchical tree where the “closer” a product is to a particular segment, the higher its revealed preference for that product. The hierarchical representation of products and segments as well as the composition of the market segments are derived simultaneously. An empirical application examines the descriptive and predictive validity of the methodology.
Multiple Correspondence Analysis of Multiple Choice Experiment Data
Authors: Kaciak Eugene , Louviere Jordan
Published: December 2018

The authors discuss the relationship between discrete choice conjoint experiments and multiple correspondence analysis. Conjoint choice experiments are viewed as incomplete contingency tables and prepared for multiple correspondence analysis together with other individual differences measures of strategic interest. The authors also discuss problems related to weighting variables for multiple correspondence analysis, particularly as they pertain to the interpretation of the solutions. The use of multiple correspondence analysis of conjoint choice problems is illustrated in an application to vacation destination travel choices by a convenience sample of consumers.