bluuebunny/crossref_metadata_2025 huggingface dataset:
Cidade em extensão
Authors: Silva Joana Mello de Carvalho e , Castro Ana Claudia Veiga de
Published: November 2018

O curso de extensão universitária Caminhos urbanos: arquitetura, cidade e educação patrimonial em São Paulo reconstrói a história da capital paulista a partir da articulação de três dimensões intrínsecas ao espaço urbano: a de artefato, a de campo de forças e a de representação. Sua proposta é a de refletir sobre como lógicas distintas vêm atuando em São Paulo por meio de diversos agentes, procurando-se identificar os estratos de tempo e as escalas espaciais que a têm constituído. Dessa forma, parte-se do campo da arquitetura e do urbanismo, mas se recorre ao aporte de outras disciplinas, como as ciências sociais, a literatura, a fotografia, o cinema, as artes visuais, e a escuta das falas de seus habitantes em geral. Sua intenção é a de desnaturalizar representações recorrentes desta metrópole moderna, contribuindo, assim, para a formação de cidadãos mais ativos nas disputas políticas e simbólicas que perpassam a construção da cidade e sua história e, portanto, mais capazes de agir no seu desenvolvimento e na sua preservação. Por isso, seu público-alvo são professores da rede pública de ensino e técnicos de serviços públicos vinculados à cultura e à educação.
E se anche il codice fosse un messaggio? La storia del codice ha senso solo se il codice non ne è il protagonista
Authors: Caroni Pio
Published: November 2018

Questo saggio conclude ricerche sulla storia della codificazione del diritto, che l’autore ha iniziato mezzo secolo fa. Se aveva finora concesso molto (e forse troppo) spazio alla elaborazione storica di concetti e quindi alla definizione dello ‘statuto ontologico’ del codice, qui ne prescinde quasi totalmente. Ma si interroga in compenso sul destino concreto affrontato dai codici quando, oramai diritto vigente, entrano nella società, alla quale erano destinati, e tentano di disciplinarla. Vede perciò nel codice un messaggio, il cui valore (rispettivamente significato) non viene anticipato dal legislatore, ma via via appurato dal destinatario, in questo caso dalla società. E per essa (la precisazione non è superflua) da chi emergeva, quindi la dominava, ossia da chi era in grado di imporre proprie scelte di natura giuridica, sociale, economica, politica, rispettivamente di sintonizzare l’astratto codice sulle proprie personali frequenze. Mentre finora la ricerca era come stregata dalla storia dell’elaborazione/formazione del codice, questo diverso approccio sposta l’obiettivo sul dopo-codice, tenta cioè di descrivere in quale realtà si imbatte il codice una volta arrivato a destinazione e cosa nasce concretamente da questo incontro-scontro. E lo fa non per screditare quanto già si fece, ma per scoprirne (e descriverne) ora la parabola completa, grazie ad uno sguardo binario, rispettoso tanto dell’ottica del mittente, quanto di quella del destinatario. A chi interroga siffattamente il passato, molte ricerch non interessano più, massime quelle che gli autori hanno finora svolto muovendo esclusivamente dal testo sanzionato dal codice. Gli sembrano virtuali, immaginarie, frammentarie, una traccia sempre più smunta, che poi si perde nella sabbia. Ma in compenso, forte del suo sguardo binario, riesce magari a dissodare qualche incolto. A spiegare diversamente il rapporto istaurato fra codici regolari e irregolari, a ragionare in modo meno preconcetto sulla nozione di recezione/trapianto, oppure a rendersi conto che – a dispetto di quanto tuttora molti sostengono – ogni codice modifica inevitabilmente, tanto o poco, il quadro della realtà giuridica.
O Congresso de Viena, o tráfico de escravos e as consequências para Portugal e Brasil
Authors: Alamino Felipe Nicolau Pimentel
Published: November 2018

O presente artigo busca trazer uma perspectiva acerca da influência do Congresso de Viena sobre os Tratados bilaterais entre Portugal e o Reino Unido da Grã-Bretanha e Irlanda com relação ao tráfico de escravos, dos anos de 1815 e de 1817. Procura, também, traçar as consequências do Concerto Europeu com relação ao Brasil, no tocante à escravidão, cujos ecos podem ser encontrados no Tratado anglo-brasileiro de 1826.
Almir Sater
Authors: Sales Max Junior
Published: November 2018

No Brasil, os primeiros discos gravados no segmento da música instrumental de viola são da década de 1960. Neste segmento, músicos e pesquisadores reconhecem algumas inovações inauguradas pela produção do músico Almir Sater. Tomando como referência a audição crítica de discos instrumentais de outros violeiros, buscamos neste artigo tecer algumas considerações sobre o tratamento dado à instrumentação da composição “Luzeiro”, registrada no ano de 1985 em seu disco intitulado Instrumental. Ao término deste trabalho, verificou-se a grande relevância que esse aspecto representa para essa gravação da composição.
User perspective on receiving adaptive equipment after stroke: A mixed-methods study
Authors: Boland Pauline , Levack William M. M. , Graham Fiona P. , Perry Meredith A.
Published: November 2018

Background.

Adaptive equipment (AE) is frequently provided during stroke rehabilitation by occupational therapists.

Purpose.

This study aimed to identify the AE that people typically use after a stroke and the outcomes achieved as a result, and to explore people’s experiences obtaining and using AE, to inform both practice and policy in this field.

Method.

A mixed-methods study, involving a postal questionnaire and interviews, used descriptive statistics and grounded theory to analyze the quantitative and qualitative data, respectively.

Findings.

Questionnaire data ( n = 258) revealed mobility AE was issued most frequently, with increased safety as the primary reported outcome. Interview data ( n = 15) indicated relationships with health professionals and the hospital environment shaped early AE selection and use. Once home, making sense of AE and community participation were more influential.

Implications.

Therapeutic relationships and reflection time are critical to maximize AE use after stroke. Policy and related funding for AE need to prioritize community participation.
Motivation, Cognition, Learning—Basic Factors in Consumer Behavior
Authors: Bayton James A.
Published: November 2018

This is a comprehensive application of contemporary psychological theories to the analysis of consumer behavior. Although modern marketing is drawing heavily upon psychology, there is a tendency for the emphasis to become somewhat “one-sided,” as observed in the stress on motivation research. The danger is that concentration upon only one aspect of behavior will obscure other important psychological dimensions necessary to understanding the behavior of consumers.
Trading Stamps as an Incentive in Mail Surveys
Authors: Brennan Robert D.
Published: November 2018

The results of three experiments indicate that small incentives do not increase the per cent of mail returns significantly and that the additional cost does not warrant them. However, such a procedure may merit consideration if maximal information on residence and income are desired.
The Supermarket Battle for Store Loyalty
Authors: Tate Russell S.
Published: November 2018

To what extent are shoppers loyal to a single store? What are the factors that make for store loyalty? What is the key to increasing sales volume as competition between supermarkets in a trading area becomes more intense?

In this article, the author discusses the results of several recent studies of consumer shopping behavior, and describes the characteristics and relative importance of “loyal” and “disloyal” shoppers. He also suggests some courses of action that the supermarket operator can undertake to improve customer loyalty.
The Challenge of the Underdeveloped National Market
Authors: Robinson Richard D.
Published: November 2018

This study of American business reaction to the national markets of Asia, Africa, and Latin America reveals considerable insensitivity to these markets.

The author shows the need for information about appropriateness of product design, the nature of product impact, and the degree of political vulnerability of a product. He demonstrates how a firm might ultimately imperil its entire market position.
Financial Assistance for Graduate Students in Marketing
Authors: Cole Robert H.
Published: November 2018

For the first time, graduate students in marketing have available a summarized picture of the financial assistance available during 1962–1963 at leading business schools throughout the country.

The fact that 68 institutions furnished detailed information for this first survey of financial aid points up the importance of providing this service for people interested in graduate work in the marketing field.
Correlates of Automobile Shopping Behavior
Authors: Evans Franklin B.
Published: November 2018

The kinds of shopping behavior exhibited by automobile purchasers have implications for both advertising and selling strategy. This article illustrates a methodology for studying shopping deportment and suggests possible hypotheses about the importance of this kind of analysis.
The Acceleration Effect in Forecasting Industrial Shipments
Authors: Kuehn Alfred A. , Day Ralph L.
Published: November 2018

The level of consumption of many industrial products is closely related to the general level of industrial activity. Yet forecasts of industrial activity are generally more accurate than forecasts of factory shipments for a particular industry.

A method is presented for deriving better forecasts of manufacturers' sales from projections of general industrial activity by systematic analysis of inventory behavior at all levels of distribution.
What about Reader Service Cards?
Authors: Crissy W. J. E. , Marple Gary A.
Published: November 2018

Is the reader service card an effective aid to marketing effort? Advertisers, advertising agencies, inquiry users, and publishers have different views regarding this question.

This article presents those views, as well as some evidence on effectiveness.
A Low-Cost Method for Identifying TV Audiences
Authors: Roslow Laurence , Roslow Sydney
Published: November 2018

The high costs of television make it increasingly important that TV commercials appear on programs which reach the right prospects for the advertised products and for isolating program audiences in large numbers for subsequent analysis of characteristics.

The authors believe that a method now exists. Their article describes a method to expand the sample, without expanding cost unduly, and without affecting reliability of data obtained.
Relating Company Markets to SIC
Authors: Henderson H. Russell
Published: November 2018

Even where marketing statistics are available by 4-digit Standard Industrial Classification, their usefulness as an indicator of market potential is limited until the relationship beween a special company market and the SIC has been clearly defined.

A useful approach to the problem of defining this relationship is to begin with the product, as shown in this article.
What Models in Marketing?
Authors: Lazer William
Published: November 2018

This is a 5-point rejoinder to the previous article, pp. 70–73.
How to Evaluate Field Sales Promotion
Authors: Margolis Milton J.
Published: November 2018

Of the many weapons in the modern marketer's arsenal, sales promotion methods often are used blindly.

This article diagnoses this situation, and includes a standard evaluation form for use in appraising field promotions.
The Consumer Speaks
Authors: Peckham James O.
Published: November 2018

Is Mrs. Consumer a satisfied grocery store customer? Can she get the specific brands, sizes, and colors she wants? What does she do when the brand, size, or color is out of stock—does she accept a substitute, or defer purchase until the next shopping trip?

This article—based on a survey by the A. C. Nielsen Company, the results of which were presented at the 1962 annual meeting of the Grocery Manufacturers of America—discusses the potential loss of business to manufacturers and retail stores brought about by out-of-stock at the store level.
Marketing in South Africa
Authors: Wales Hugh G. , Winklé F. F. , Bak C.
Published: November 2018

The misconceptions about the economic, political, and social situations in Africa are numerous and complex. Among the developing and mature nations of Africa such as South Africa there are a number of diverse elements which range from the most primitive conditions to the modern technologies of the space age.

Within this framework, this article briefly describes the marketing structure of the Republic of South Africa and the potentialities which exist for knowledgable executives in international and domestic trade.
Concentration by Salesmen on Congenial Prospects
Authors: Gadel M. S.
Published: November 2018

Prospects easy to approach and who provide the most pleasant company are not necessarily those most likely to purchase.

A method is described here for determining whether salesmen are spending disproportionate effort on the approachable prospects.
A Realistic Division of Downtown Retailing
Authors: Wagner Louis C.
Published: November 2018

Is the presently designated central business district retailing area of cities too narrowly defined?

Yes, says the author of this article. He advances the concepts of the central business district “core” and “frame.” His analysis of downtown retailing might lead to more realistic divisions of downtown versus suburban retailing facilities.
Dynamics of New Product Campaigns
Authors: Mills Harlan D.
Published: November 2018

Introducing a new consumer product on a nationwide basis is much like playing a game of stud poker.

Consumer reactions early in the campaign, when sufficiently well understood, can provide vital clues in accelerating or cutting off product promotion as required for maximum impact to corporate objectives.
Passport for Marketing Overseas
Authors: Eppert Ray R.
Published: November 2018

Ray Eppert, a recognized expert in the field of international marketing, contends that it is mandatory for U.S. marketing management to become internationally minded at all levels, or else face complete failure even at home.

Originally titled “Passport for World Leadership,” the basic precepts in this article come from the Charles Coolidge Parlin Memorial Lecture given by Mr. Eppert at the American Marketing Association meeting in Philadelphia in May, 1964.
The Marketing Manager's Dilemma
Authors: Alexander Ralph S.
Published: November 2018

To research or not to research. That is a question that often plagues the marketing manager. Should he spend money on marketing research to get more facts so that a given operating decision may be sounder? Or should he save the money and make the decision without the added information a research would supply, thereby accepting an increased risk of decision error?

Professor Alexander suggests a systematic approach to the twin problems of deciding when marketing research is worth while, and of making it a more useful tool in the kit of the marketing manager.
Riesman Revisited
Authors: Kassarjian Harold H.
Published: November 2018

Marketing practitioners and authors of textbooks on marketing are paying increasing attention to behavioral science materials, such as Riesman's conceptualizations of social character.

This article is a brief presentation of the Riesman thesis, and of the misinterpretations of that thesis made by some people in marketing.
Marketing Organization in Arab Socialism
Authors: Preston Lee E.
Published: November 2018

The original plan for Arab Socialism in the United Arab Republic (Egypt) left the bulk of marketing activities in private hands and anticipated considerable market competition among state-owned production units. It now appears that central control and public activity in marketing will be substantially increased. This article was prepared prior to the Middle East War of June, 1967.
Consumer Self-Concept, Symbolism and Market Behavior: A Theoretical Approach
Authors: Grubb Edward L. , Grathwohl Harrison L.
Published: November 2018

What is the relationship between the psychological characteristics of a consumer and his purchase behavior? In this paper the authors briefly review pertinent research and lay theoretical foundations for a model of consumer behavior based upon an individual's self-concept and the symbolic value of the goods he buys.
Marketing's Changing Social Relationships
Authors: Lazer William
Published: November 2018

What are marketing's boundaries in a highly automated, industrialized society? What are marketing's social responsibilities today? These and other important questions are raised by the author. He contends that in an economy of abundance, marketing is more than a technology of the firm, and that marketing responsibilities extend beyond the profit realm. Marketing is viewed as an institution of social control instrumental in reorienting a culture from a producers’ to a consumers’ culture. Appraisal of the many complex issues raised in this article requires a broader conception of marketing than commonly used.
Multinational Product Planning: Strategic Alternatives
Authors: Keegan Warren J.
Published: November 2018

Formulating an explicit product strategy for international expansion is one of the major untapped opportunities facing headquarters executives of multinational companies. This article identifies strategic alternatives and shows how to select the most effective strategy given any particular product-company-market mix.
Utilizing Consumer Expectational Data to Allocate Promotional Efforts
Authors: Murray J. Alex
Published: November 2018

The author describes a dynamic, time - related approach to allocating promotional efforts to selected markets. Consumer Expectational Data are used to segment the market more efficiently and to optimize the company's overall marketing program, particularly the impact of its promotional strategy.
Price Variations for Soft Goods in Discount and Department Stores
Authors: Dardis Rachel , Skow Louise
Published: November 2018

Lower prices are often cited as a major factor in the growth of discount stores. For soft goods, however, well-known brand names are few and price quality comparisons difficult to make. Thus, lower prices may reflect lower quality merchandise rather than the existence of actual price “discounts.” This article reports an investigation into the feasibility of comparison shopping for soft goods and the degree to which price differentials exist between discount and department stores.
Standardized Global Advertising, a Call as Yet Unanswered
Authors: Ryans John K. , Donnelly James H.
Published: November 2018

A number of advertising spokesmen have strongly recommended a truly “international” approach to advertising for firms operating outside the United States. This article describes how U.S. international advertising managers value this approach and how extensively they have employed it in their companies' advertising.
Can Marketing Theory be Developed through the Study of Social Institutions?
Authors: Martinelli Patrick A.
Published: November 2018

This article suggests two important considerations and a perspective necessary to build a general theory of marketing. The perspective suggested is based on the realization that marketing is a social institution encompassing a particular set of behavior patterns directed toward meeting human consumption needs.
The Use of Nonmetric Multidimensional Scaling in Marketing Analysis
Authors: Neidell Lester A.
Published: November 2018

The innovative features of nonmetric multidimensional scaling are discussed in this article. These techniques are now being applied in the study of a variety of marketing problems. Emphasis is on understanding the theoretical and practical differences between these techniques and other scaling devices. An example of use is given and the implications for strategic marketing decisions are discussed.
Of Alphabets, Acronyms and Corporate Identity
Authors: Feldman Laurence P.
Published: November 2018

Merger and diversification are causing a growing number of firms to change their long-established corporate names to abbreviated, initialized forms. This article discusses the potentially adverse impact of this type of name change on the firm's overall marketing effort and suggests alternative approaches.
Buyer Behavior and Related Technological Advances
Authors: Howard John A.
Published: November 2018

The author offers his views regarding consumer behavior research, the progress in this field, and the impact of developments on market researchers, marketing executives, company presidents, public policy makers, and basic researchers. In the author's opinion, the integration of these developments represents a major breakthrough in marketing with important implications for the 1970s.
Leased Departments as a Major Force in the Growth of Discount Store Retailing
Authors: Davidson William R. , Doody Alton F. , Lowry James R.
Published: November 2018

Little attention has been given to the unusual strategic significance of leased departments in the early development and maturation of discount retail organizations. In this article, the authors analyze the reasons for the unprecedented reliance upon leased departments, examine the origin and growth characteristics of leased department companies, and evaluate the future prospects for leased departments in discount companies.
Fear: The Potential of an Appeal Neglected by Marketing
Authors: Ray Michael L. , Wilkie William L.
Published: November 2018

Considerable social psychology and communications research show that intelligent use of fear messages can have favorable effects on attitude change and action. Yet the unique persuasive possibilities offered by the fear appeal have been neglected by marketing. This is in sharp contrast to the creative pursuit of positive advertising appeals. This article presents a marketing-oriented discussion and summary of research on the fear appeal.
A Profile of Urban In-home Shoppers
Authors: Gillett Peter L.
Published: November 2018

Who are in-home shoppers? Are they convenience oriented? Do they find store shopping particularly difficult or unpleasant ? Are they likely to be “locked in” at home? This article suggests some answers to these questions. Marketers are becoming increasingly interested in identifying the in-home shopper and her attitudes and motivations toward telephone and mail-order shopping because of the increasing share of general merchandise retail sales accounted for by telephone and mailorder selling.
Other Dimensions Involved in Shopping Center Preference
Authors: Cox William E. , Cooke Ernest F.
Published: November 2018

What determines customer preference for shopping centers? How important is driving time? A study of driving times for shoppers in seven shopping centers in Cleveland, Ohio is reported and compared with the findings of an earlier study published in the JOURNAL OF MARKETING.
Marketing Management and the Computer: An Overview of Conflict and Contrast
Authors: Kegerreis Robert J.
Published: November 2018

A few marketing groups are engaged in sophisticated computer applications; others are at an elementary stage and in conflict with computer service departments. Most firms operate marketing information systems which lag behind computer techniques. An overview of the situation is offered with organizational recommendations.
The Multivariate Revolution in Marketing Research
Authors: Sheth Jagdish N.
Published: November 2018

Can the current multivariate methods revolution in marketing research be explained? What is the role of computer technology in the rapid diffusion of multivariate methods? This article defines multivariate analysis and discusses the reasons for the probable continuing increase in its use in marketing research.
A Critical Evaluation of “The Problem of Self-concept in Store Image Studies”
Authors: Dolich Ira J. , Shilling Ned
Published: November 2018

The specific issue discussed in this article is the response bias produced by self-concept and status perceptions during in-store interviews. The authors are also concerned with pitfalls in research development, implementation, and interpretation of data.
The Morphology of Theory and the General Theory of Marketing
Authors: Hunt Shelby D.
Published: November 2018

The author explores the nature of theoretical and nontheoretical structures and then evaluates the theoretical structure advanced in a previous Journal of Marketing article.
People who Claim to be Opinion Leaders: Identifying their Characteristics by Self-report
Authors: Corey Lawrence G.
Published: November 2018

Opinion leaders are “trusted and informed people who exist in virtually all primary groups.” Because they are “models” of opinion, they can be major influencers on a marketing effort through word-of-mouth communication to circles of relatives, friends, and acquaintances.

Are opinion leaders aware of and able to report their own personal influence? This article presents data which indicate they are. People were identified as opinion leaders by their responses to a simple self-report item in a variety of questionnaires. As a group, opinion leaders displayed the major characteristics ascribed to them in the literature.
The Influence of Package Copy Claims on Consumer Product Evaluations
Authors: Dean Michael L. , Engel James F. , Talarzyk W. Wayne
Published: November 2018

“New” and “improved” package copy claims have been used extensively in the marketplace in attempts to revitalize existing products. The authors discuss the findings of a recent study which question this strategy. They suggest that these terms may have outlived their promotional usefulness in many situations.
A Generic Concept of Marketing
Authors: Kotler Philip
Published: November 2018

The proposal that marketing is relevant to all organizations having customer groups was advanced in the January, 1969 issue of this journal. It is now stated that the original broadening proposal should be broadened still further to include the transactions between an organization and all of its publics. The author sees marketing as the disciplined task of creating and offering values to others for the purpose of achieving a desired response. The generic view of marketing is defined by a set of four axioms and leads to new marketing typologies and views of the tasks of marketing management.
Retailers’ Reactions to Interest Limitation Laws—Additional Evidence
Authors: Sauter Richard F. , Walker Orville C.
Published: November 2018

Research findings supplementing those discussed in “Regulating the Price of Consumer Credit” in the October, 1971 issue of the JOURNAL OF MARKETING, are presented in this article. The authors examine alternative reactions of retailers faced with legal restrictions on interest rates or service charges on consumer credit.
Surrogate Indicators and Deception in Advertising
Authors: Cohen Dorothy
Published: November 2018

The FTC is showing concern with deceptive advertising of a subjective nature. The author discusses recent cases in which the potential for deception has been found to exist when an advertiser used visual and verbal cues to imply that a product possessed certain features which, in reality, it did not. Guidelines which apply concepts from the behavioral sciences are suggested for regulating implied and subjective advertising claims.
The Socially Conscious Consumer
Authors: Anderson W. Thomas , Cunningham William H.
Published: November 2018

Who are the socially conscious consumers? This article typologically classifies socially conscious consumers and evaluates the relative sensitivity of demographic and sociopsychological variables in discriminating degree of social consciousness.
Reported Cognitive Dissonance and Anxiety: Some Additional Findings
Authors: Hawkins Del I.
Published: November 2018

The author questions recent research suggesting that direct measures of cognitive dissonance actually measure chronic anxiety. He proposes that the tendency to experience dissonance may be a personality variable that is a specific form of chronic anxiety.
Social and Environmental Considerations in New Product Development
Authors: Varble Dale L.
Published: November 2018

Changing environmental conditions require a more complete evaluation of new product ideas. New product analysis should include environmental and societal factors, as well as the traditional economic factors of profitability, sales volume, and product line compatibility.
Intermarket Patronage: A Psychographic Study of Consumer Outshoppers
Authors: Reynolds Fred D. , Darden William R.
Published: November 2018

Why do some consumers forego the convenience of hometown shopping? Who are these outshoppers? The psychographic profile of women who frequently outshop is examined in this article. Implications are presented for managers and researchers concerned with consumer outshopping.
Societal Issues in the Marketing Curriculum: An Optimistic Assessment
Authors: Kangun Norman
Published: November 2018

This article reports a survey on the extent to which societal issues are covered in marketing curricula. An analysis of the data indicated that cautious optimism is warranted regarding marketing educators’ involvement in socioenvironmental issues.
Does Advertising Lower Consumer Prices?
Authors: Steiner Robert L.
Published: November 2018

Critics of advertising maintain that advertising raises consumer prices by increasing manufacturers’ selling prices in several ways. Not only must the cost of the promotion be added to the product's cost, but by limiting entry, advertising leads to concentration and oligopolistic pricing. This article contends that even if these assertions are valid, advertising lowers consumer prices. A theory of the relationship between advertising and prices is presented and is illustrated by data from the marketing experience of the toy industry.
The Major Tasks of Marketing Management
Authors: Kotler Philip
Published: November 2018

Marketers engage in a variety of tasks which are not carefully distinguished in the literature but which are radically different in the problems they pose. Eight different marketing tasks can be distinguished, each arising out of a unique state of demand. Depending upon whether demand is negative, nonexistent, latent, irregular, faltering, full, overfull, or unwholesome, the marketer finds himself facing a unique challenge to his craft and his concepts.
A Model of Industrial Buyer Behavior
Authors: Sheth Jagdish N.
Published: November 2018

Although industrial market research has generated large data banks on organizational buyers, very little from the existing data seems helpful to management. What is needed before more data is collected is a realistic conceptualization and understanding of the process of industrial buying decisions. This article integrates existing knowledge into a descriptive model to aid in industrial market research.
Comments on the Hamelman-Mazze Model for Product Abandonment Decisions
Authors: Armstrong Gary M.
Published: November 2018

There is a real need for sound, operational models which provide for improved product line evaluation and decision making. This article critically examines one such model, which was presented in the April 1972 issue of the JOURNAL OF MARKETING.
Strategies for Introducing Marketing into Nonprofit Organizations
Authors: Kotler Philip
Published: November 2018

Marketing is a topic of growing interest to nonprofit organization managers as their organizations confront new, complex marketplace problems. These institution heads are taking their first, tentative steps toward marketing, often confusing it with its advertising and selling sub-functions. Nonprofit institutions can introduce marketing in a number of ways, such as appointing a marketing committee or task force, hiring an advertising agency or marketing research firm, hiring a marketing consultant, or appointing a marketing director or marketing vice president.
Information Seekers and Information Systems: A Policy Perspective
Authors: Thorelli Hans B. , Engledow Jack L.
Published: November 2018

Consumer information systems in general, and independent consumer information programs in particular, are seen as indispensable elements of consumer policy, both private and public. In open market democracies, information has inherent merit relative to consumer protection by direct regulation. Policy conclusions are based on large-scale research concisely summarized.
The Impact of Advertising on the Price of Consumer Products
Authors: Farris Paul W. , Albion Mark S.
Published: November 2018

This article examines one of the most controversial issues in marketing, “Does advertising increase prices?” It reviews arguments and empirical research published on both sides and concludes that an approach which distinguishes factory from consumer prices, and relative from absolute prices, can reconcile much of what has been considered conflicting evidence on this question.
Interviewer Costs Associated with the use of Random Digit Dialing in Large Area Samples
Authors: Lyons William , Durant Robert F.
Published: November 2018

This study focuses upon the amount of extra interviewer expense incurred by using a Random Digit Dialing as opposed to a directory-based sample selection method in large area residential surveys. A formula is developed for estimating this extra cost given the expected parameters of a future survey.
The Sales Manager's Bases of Social Power and Influence upon the Sales Force
Authors: Busch Paul
Published: November 2018

The relationships between the sales manager's social power bases and the salesperson's satisfaction with supervision, role clarity, and propensity to leave the organization are empirically analyzed. In addition, the influence of the salesperson's sex, age, and time on the job upon the sales manager-salesperson power relationship is explored.
The Impact of Inflation Accounting on Marketing Decisions
Authors: Webster Frederick E. , Largay James A. , Stickney Clyde P.
Published: November 2018

Persistent inflation in the American economy has led accounting rule makers to require large firms to report the effects of inflation on certain of their financial statement data. At present, these adjusted data are to be presented as supplementary disclosures under Statement of Financial Accounting Standards No. 33, “Financial Reporting and Changing Prices.” One major result will be significant changes in cost estimates and asset valuations. The changes in financial accounting requirements are likely to be reflected almost immediately in managerial accounting procedures, with specific implications for marketing decisions in such areas as new product introduction, pricing strategy, and the valuation of individual customers and market segments. The authors describe the new accounting data briefly and, using examples, illustrate the implications for marketing managers.
Segmentation Strategies for New National Brands
Authors: Blattberg Robert C. , Buesing Thomas , Sen Subrata K.
Published: November 2018

The authors examine the issue of determining the market segments to which a new national brand should be targeted. The usual recommendation is that the new brand should be targeted toward those segments that exhibit considerable brand switching. However, a new national brand should also attempt to attract segments that are loyal to existing national brands as well as segments that primarily purchase private labels. These implications follow from an explicit consideration of the changes in pricing and distribution patterns which occur when a new national brand is introduced. The results are illustrated with a set of diary panel data for facial tissue.
Commentary on “Judgment Based Marketing Decision Models”
Authors: Little John D. C. , Lodish Leonard M.
Published: November 2018

Chakravarti, Mitchell, and Staelin (CMS) draw a number of conclusions about judgment based models that agree with our field experience. However, we question whether their experiments form an adequate basis for ascribing negative effects to decision calculus models. A key part of the laboratory task is to estimate five model parameters, given between six and 18 observations of a share-advertising time series and no further market information. By contrast, in our field experience a major advantage of decision calculus models is that managers base their calibrations on multiple information sources and detailed knowledge of market and consumer behavior.
The Product Life Cycle: Analysis and Applications Issues
Authors: Day George S.
Published: November 2018

Each of the articles in this special section makes a distinctive contribution to the long-standing controversy over the managerial value of the product life cycle concept. This overview is designed to put these articles into a broader perspective by analyzing the major issues of identification, forecasting, and strategy formulation encountered in any meaningful application of the product life cycle.
Shortening of the PLC—AN Empirical Test
Authors: Qualls William , Olshavsky Richard W. , Michaels Ronald E.
Published: November 2018

Analysis of changes in the length of the introductory and growth stages of the product life cycle of 37 household appliances over a 50-year period provides the first empirical evidence for the commonly held assumption that the cycle's length is decreasing.
The Bass New Product Growth Model: A Sensitivity Analysis for a High Technology Product
Authors: Tigert Douglas , Farivar Behrooz
Published: November 2018

This paper assesses the performance of the Bass New Product Growth Model in forecasting quarterly and annual sales of optical scanning equipment for supermarkets in the U.S. The model is run with both constrained and unconstrained estimates of market potential.
Consumer Satisfaction with Michigan's Container Deposit Law—An Ecological Perspective
Authors: Crosby Lawrence A. , Taylor James R.
Published: November 2018

Consumer reaction to the Michigan container law is considered influential to the adoption of similar laws at the state and national levels. A survey of consumers investigates their satisfaction with the law, likes and dislikes about the recycling system, and reaction to retailer activities in adapting to the law. Implications for the expansion of the container recycling concept are discussed.
Unfairness in Advertising Revisited
Authors: Cohen Dorothy
Published: November 2018

The 1980 FTC Amendments Act prohibits the Commission from using “unfairness” as the basis for promulgating trade regulation rules on advertising until 1982, at which time it will be decided whether or not unfairness should be fully reinstated in the FTC statute. To provide insight into the relevant issues, this paper examines the challenges and defenses to the unfairness doctrine and its significance to marketers and public policy makers.
Information Response Models: An Integrated Approach
Authors: Smith Robert E. , Swinyard William R.
Published: November 2018

This article reviews the development of advertising response theories including the hierarchy of effects and low involvement learning models. By combining concepts from several areas, a new “integrated information response model” is proposed that appears to be in close accord with existing evidence.
Credit Scoring Systems: A Critical Analysis
Authors: Capon Noel
Published: November 2018

The currently fashionable credit scoring systems are described and subjected to critical analysis. Public policy issues concerning the use of these systems are discussed.
A Checklist of Questions for Firms considering a Vertical Territorial Distribution Plan
Authors: Sands Saul , Posch Robert J.
Published: November 2018

A firm contemplating a vertical territorial distribution system may be leaving itself open to litigation. Use of this checklist can help the marketer and his/her attorney develop a distribution plan with greater confidence that it will satisfy the law.
A Clarification and Extension of Operant Conditioning Principles in Marketing
Authors: Peter J. Paul , Nord Walter R.
Published: November 2018

Operant conditioning as presented by Skinner and in a behavior modification perspective is clarified and extended by comparison with behavioral learning theory, which is found to be a misinterpretation of operant conditioning and which offers recommendations for marketing practice that are unsupported by operant principles or the BMP. Consideration of these issues leads to several extensions of operant conditioning and the BMP in marketing.
Negative Word-of-Mouth by Dissatisfied Consumers: A Pilot Study
Authors: Richins Marsha L.
Published: November 2018

While marketing scholars have emphasized the importance of customer satisfaction, few studies have examined in detail consumers’ responses to dissatisfaction. This study examines correlates of one possible response—telling others about the dissatisfaction—and identifies variables that distinguish this response from others. Variables investigated include the nature of the dissatisfaction, perceptions of blame for the dissatisfaction, and perceptions of retailer responsiveness. Marketing management and consumer behavior research implications are discussed.
Advertising Substantiation and Advertiser Response: A Content Analysis of Magazine Advertisements
Authors: Healey John S. , Kassarjian Harold H.
Published: November 2018

Advertising substantiation has been a source of considerable agitation to advertisers and agencies for the past decade. This study investigated what changes occurred in print advertisements following the inception of the FTC program. The results indicate that the number of attribute claims may have decreased somewhat and the types of evidence supporting claims have changed, but that the level of informativeness in magazine ads has not.
Unit Pricing Ten Years Later: A Replication
Authors: Aaker David A. , Ford Gary T.
Published: November 2018

A replication of the 1970 Safeway unit pricing study found substantial differences having both substantive and methodological implications.
Diagnosing the Experience Curve
Authors: Day George S. , Montgomery David B.
Published: November 2018

Few strategy concepts are more likely to give misleading insights than the experience curve. As a result there is considerable disenchantment with the simplistic market share prescriptions that marked the early applications. Nonetheless, the experience curve remains an extremely useful organizing framework when scale, technology and learning effects are influential forces in the environment. This article reviews the measurement and interpretation problems that have to be overcome before the experience curve can be productively applied. Conclusions provide rewarding topics for further research.
Business Definition and Performance
Authors: Frazier Gary L. , Howell Roy D.
Published: November 2018

This paper evaluates the impact of variations in business definition within an industry. The manner in which organizations are defined is linked to the existence of strategic groups. Data collected across strategic groups of wholesalers in the medical supply and equipment channel are used to illustrate that the nature of the firms’ business definition is related to (1) the mean level of the firms’ income statement variables and performance criteria and (2) the significance of strategic and operational variables in explaining firm performance.
A Market Selection Model for Multiple End-Use Products
Authors: Zoltners Andris A. , Dodson Joe A.
Published: November 2018

The future of a business depends on the future of the markets it serves. To ensure its future viability, a business offering a multiple end-use product or service must assess the ability of each of its current or prospective markets to contribute to the goals and objectives of the business. A structured approach to market selection and evaluation is presented that can aid in the planning required to allocate limited resources among multiple end-use markets.
Market Segmentation and Positioning in Specialized Industrial Markets
Authors: Doyle Peter , Saunders John
Published: November 2018

Many companies in basic industries are shifting to speciality products in an effort to boost growth and profits. But such moves require often unfamiliar marketing skills, especially in segmentation and positioning. The market literature is surprisingly devoid of practical examples of segmentation and positioning techniques applied to industrial markets. This article presents such a model and illustrates it in detail for a company diversifying into speciality chemicals. Implications for other industrial companies are discussed.
Japanese Marketing: Towards a Better Understanding
Authors: Lazer William , Murata Shoji , Kosaka Hiroshi
Published: November 2018

Japanese companies are recognized as world class marketers. Yet, sources of information in English about the development of Japanese marketing and marketing management decisions, strategies, and operations are relatively sparse. This article, the result of Japanese/American collaboration based on the deliberations of a Japanese study team, is designed to help fill this gap. Four main topics are addressed: Stages in the growth of the marketing discipline, the nature of government/marketing relationships, marketing decisions and strategies, and selected practices. Fundamental sociocultural concepts underlying Japanese marketing approaches are discussed, and care is taken to highlight conceptual and operational differences from American marketing.
Marketing Literature Review
Authors: Speck Paul S.
Published: November 2018

This section is based on a selection of article abstracts from a comprehensive business literature data base. Marketing-related abstracts from over 125 journals (both academic and trade) are reviewed by JM staff. Descriptors for each entry are assigned by JM staff. Each issue of this section represents three months of entries into the data base. JM wishes to thank Data Courier Inc for use of the ABI/INFORM business data base.

Each entry has an identifying number. Cross-references appear immediately under each subject heading.

Requests for specific articles should be directed to the specific publication named or to Data Courier Inc (800/626-2823). Abstracts of the articles are contained in the ABI/INFORM data base which is available through many on-line search vendors.
The Index of Consumer Sentiment toward Marketing
Authors: Gaski John F. , Etzel Michael J.
Published: November 2018

There have been a number of published measures of generalized consumer attitudes, perhaps the most familiar being the Index of Consumer Sentiment of the University of Michigan's Survey Research Center. What this article proposes is an “index of consumer sentiment toward marketing,” which is intended to be a validated, longitudinal, aggregate measure of national consumer sentiment toward marketing practice, to be reported at regular intervals to the marketing and consumer research communities. The article describes the measure and measurement procedure and provides validation evidence. Since this study also involved replication of prior research on this issue, information on the recent evolution of consumer sentiment toward marketing is presented.
Recent Developments in FTC Policy on Deception
Authors: Ford Gary T. , Calfee John E.
Published: November 2018

This article discusses the FTC's 1983 policy statement on the meaning of deception. It places the statement in historical context and discusses the relations between the statement and other FTC documents, including the 1980 policy statement on unfairness and recent FTC opinions in consumer protection cases. Considerable attention is given to the specific elements of deception, the concrete meaning of those elements, and likely implications for future policy and for the role of consumer research.
Gray Markets and the Legal Status of Parallel Importation
Authors: Duhan Dale F. , Sheffet Mary Jane
Published: November 2018

The authors describe how and why gray marketing occurs in the context of legal and illegal (shadow) marketing activities. The regulatory and judicial decisions relating to gray marketing activities are reviewed and the implications of an upcoming Supreme Court ruling on gray marketing are discussed. Finally, some suggestions are offered to trademark owners who face gray market competition.