bluuebunny/crossref_metadata_2025 huggingface dataset:
Perivascular Adipocytes Store Norepinephrine by Vesicular Transport
Authors: Ahmad Maleeha F. , Ferland David , Ayala-Lopez Nadia , Contreras G. Andres , Darios Emma , Thompson Janice , Ismail Alexander , Thelen Kyan , Moeser Adam J. , Burnett Robert , Anantharam Arun , Watts Stephanie W.
Published: December 2018

Objective—

Perivascular adipose tissue (PVAT) contains an independent adrenergic system that can take up, metabolize, release, and potentially synthesize the vasoactive catecholamine norepinephrine. Norepinephrine has been detected in PVAT, but the mechanism of its protection within this tissue is unknown. Here, we investigate whether PVAT adipocytes can store norepinephrine using VMAT (vesicular monoamine transporter).

Approach and Results—

High-performance liquid chromatography identified norepinephrine in normal male Sprague Dawley rat aortic, superior mesenteric artery, and mesenteric resistance vessel PVATs, and retroperitoneal fat. Real-time polymerase chain reaction revealed VMAT1 and VMAT2 mRNA expression in the adipocytes and stromal vascular fraction of mesenteric resistance vessel PVAT. Immunofluorescence demonstrated the presence of VMAT1 and VMAT2, and the colocalization of VMAT2 with norepinephrine, in the cytoplasm of adipocytes in mesenteric resistance vessel PVAT. A protocol was developed to capture real-time uptake of Mini 202—a functional and fluorescent VMAT probe—in live rat PVAT adipocytes. Mini 202 was taken up by freshly isolated and differentiated adipocytes from mesenteric resistance vessel PVAT and adipocytes from thoracic aortic and superior mesenteric artery PVATs. In adipocytes freshly isolated from mesenteric resistance vessel PVAT, addition of rose bengal (VMAT inhibitor), nisoxetine (norepinephrine transporter inhibitor), or corticosterone (organic cation 3 transporter inhibitor) significantly reduced Mini 202 signal. Immunofluorescence supports that neither VMAT1 nor VMAT2 is present in retroperitoneal adipocytes, suggesting that PVAT adipocytes may be unique in storing norepinephrine.

Conclusions—

This study supports a novel function of PVAT adipocytes in storing amines in a VMAT-dependent manner. It provides a foundation for future studies exploring the purpose and mechanisms of norepinephrine storage by PVAT in normal physiology and obesity-related hypertension.
TCF7L2 (Transcription Factor 7-Like 2) Regulation of GATA6 (GATA-Binding Protein 6)-Dependent and -Independent Vascular Smooth Muscle Cell Plasticity and Intimal Hyperplasia
Authors: Srivastava Roshni , Rolyan Harshvardhan , Xie Yi , Li Na , Bhat Neha , Hong Lingjuan , Esteghamat Fatemehsadat , Adeniran Adebowale , Geirsson Arnar , Zhang Jiasheng , Ge Guanghao , Nobrega Marcelo , Martin Kathleen A. , Mani Arya
Published: December 2018

Objective—

TCF7L2 (transcription factor 7-like 2) is a Wnt-regulated transcription factor that maintains stemness and promotes proliferation in embryonic tissues and adult stem cells. Mice with a coronary artery disease–linked mutation in Wnt-coreceptor LRP6 (LDL receptor-related protein 6) exhibit vascular smooth muscle cell dedifferentiation and obstructive coronary artery disease, which are paradoxically associated with reduced TCF7L2 expression. We conducted a comprehensive study to explore the role of TCF7L2 in vascular smooth muscle cell differentiation and protection against intimal hyperplasia.

Approach and Results—

Using multiple mouse models, we demonstrate here that TCF7L2 promotes differentiation and inhibits proliferation of vascular smooth muscle cells. TCF7L2 accomplishes these effects by stabilization of GATA6 (GATA-binding protein 6) and upregulation of SM-MHC (smooth muscle cell myosin heavy chain) and cell cycle inhibitors. Accordingly, TCF7L2 haploinsufficient mice exhibited increased susceptibility to injury-induced hyperplasia, while mice overexpressing TCF7L2 were protected against injury-induced intimal hyperplasia compared with wild-type littermates. Consequently, the overexpression of TCF7L2 in LRP6 mutant mice rescued the injury-induced intimal hyperplasia.

Conclusions—

Our novel findings imply cell type-specific functional role of TCF7L2 and provide critical insight into mechanisms underlying the pathogenesis of intimal hyperplasia.
CD36 Enhances Vascular Smooth Muscle Cell Proliferation and Development of Neointimal Hyperplasia
Authors: Yue Hong , Febbraio Maria , Klenotic Philip A. , Kennedy David J. , Wu Yueheng , Chen Shaoxian , Gohara Amira F. , Li Oliver , Belcher Adam , Kuang Bin , McIntyre Thomas M. , Silverstein Roy L. , Li Wei
Published: December 2018

Objective—

Dysregulated proliferation of vascular smooth muscle cells (VSMC) plays an essential role in neointimal hyperplasia. CD36 functions critically in atherogenesis and thrombosis. We hypothesize that CD36 regulates VSMC proliferation and contributes to the development of obstructive vascular diseases.

Approach and Results—

We found by immunofluorescent staining that CD36 was highly expressed in human vessels with obstructive diseases. Using guidewire-induced carotid artery injury and shear stress–induced intima thickening models, we compared neointimal hyperplasia in
Apoe
−/−
,
Cd36
−/−
/Apoe
−/−
, and CD36 specifically deleted in VSMC (VSMC

cd36

−/−
) mice. CD36 deficiency, either global or VSMC-specific, dramatically reduced injury-induced neointimal thickening. Correspondingly, carotid artery blood flow was significantly increased in
Cd36
−/−
/Apoe
−/−
compared with
Apoe
−/−
mice. In cultured VSMCs from thoracic aorta of wild-type and
Cd36
−/−
mice, we found that loss of CD36 significantly decreased serum-stimulated proliferation and increased cell populations in S phase, suggesting that CD36 is necessary for VSMC S/G2-M-phase transition. Treatment of VSMCs with a TSR (thrombospondin type 1 repeat) peptide significantly increased wild-type, but not
Cd36
−/−
VSMC proliferation. TSR or serum treatment significantly increased cyclin A expression in wild-type, but not in
Cd36
−/−
VSMCs. STAT3 (signal transducer and activator of transcription), which reportedly enhances both VSMC differentiation and maturation, was higher in
Cd36
−/−
VSMCs. CD36 deficiency significantly decreased expression of Col1A1 (type 1 collagen A1 chain) and TGF-β1 (transforming growth factor beta 1), and increased expression of contractile proteins, including calponin 1 and smooth muscle α actin, and dramatically increased cell contraction.

Conclusions—

CD36 promotes VSMC proliferation via upregulation of cyclin A expression that contributes to the development of neointimal hyperplasia, collagen deposition, and obstructive vascular diseases.
Replays of spatial memories suppress topological fluctuations in cognitive map
Authors: Babichev Andrey , Morozov Dmitriy , Dabaghian Yuri
Published: December 2018

The spiking activity of the hippocampal place cells plays a key role in producing and sustaining an internalized representation of the ambient space—a cognitive map. These cells do not only exhibit location-specific spiking during navigation, but also may rapidly replay the navigated routs through endogenous dynamics of the hippocampal network. Physiologically, such reactivations are viewed as manifestations of “memory replays” that help to learn new information and to consolidate previously acquired memories by reinforcing synapses in the parahippocampal networks. Below we propose a computational model of these processes that allows assessing the effect of replays on acquiring a robust topological map of the environment and demonstrate that replays may play a key role in stabilizing the hippocampal representation of space.
The taxonomic impediment of unrecognised flight polymorphism in Notonectidae (Hemiptera:Heteroptera)
Authors: YOUNG EUAN C.
Published: December 2018

Foundation revisions of four genera within the Notonectidae (Hemiptera: Heteroptera: Nepomorpha) were reviewed to determine how the existence of previously unrecognised polymorphism of the wings or flight musculature might have led to confusion in the description of species. Specimens of the flightless morph may appear very different from flight capable ones. They are generally less pigmented and may be both smaller and less robust. In species descriptions the flightless morph can usually be readily diagnosed through the reduced pigmentation of the mesoscutellum. Flight-muscle and wing polymorphisms were found to be common in these genera. In Notonecta only one of the possible flying or flightless morphs was described in 51 of 60 species (85%), in Anisops in 64 of 80 species (80%), in Buenoa 26 of 35 species (74%), and in Enithares 11 of 33 species (33%). A greater recognition of the existence of flight polymorphism in this family can lead to more robust species descriptions and selection of type specimens. Within the four genera considered here alternative morphs are yet to be described in many species.
A new mayfly species of Caenis from headwater of Zijin Hill (Nanjing, Eastern China) (Ephemeroptera: Caenidae)
Authors: JIA YAN-YAN , QIN JIA-ZHANG , JU MIN , ZHOU CHANG-FA
Published: December 2018

In the headwaters of several small streams of Zijin hill (Nanjing City) we found a new species of the genus Caenis. Herein this species is illustrated and described as Caenis pycnacantha sp. nov. Its main diagnostic characters include: in nymphs, it has “normal” body shape, each femur has a dark brown subapical marking, and the maxillary palpi have relatively long apical segments. In adults, the forceps have dense setae on the surface and four large spines at the apex and the antennae have a slightly expanded base of the flagellum.
Squalius janae, a new species of fish from the Adriatic Sea basin in Slovenia (Actinopterygii: Cyprinidae)
Authors: BOGUTSKAYA NINA G. , ZUPANČIČ PRIMOŽ
Published: December 2018

Squalius janae, sp. nov., is described from the upper Dragonja River system in the Adriatic Sea basin in Slovenia. The new species is distinguished from other members of the S. cephalus species group by a combination of the following characters: a long head, head length, 29−32% SL, always markedly exceeding body depth; a pointed conical snout; a slightly subterminal mouth, with a clearly projecting upper jaw; a long straight mouth cleft; lower-jaw length 39−45% HL, always greater than caudal-peduncle depth; a large eye, its diameter 19−25% HL; a large triangular 5 th infraorbital; a marked discontinuity between the dorsal profile of the head and body; usually 44−47 total lateral-line scales; usually 9½ branched anal-fin rays; usually 44 total vertebrae (24+20 and 25+19); a strong silvery tint in colouration; scales easily lost; iris, pectoral, pelvic and anal-fin pigmentation with yellow shades; flank scales margined by a few black pigment dots along their free margin and intense pigments on scale pockets, forming vertically elongate black spots.
Xantholinini from the Australian and Oriental Regions. New genus, new species and new records (Coleoptera, Staphylinidae). 208° contribution to the knowledge of the Staphylinidae
Authors: BORDONI ARNALDO
Published: December 2018

Bathyllia plumbea n. gen., n. sp. and Enervia elongata n. sp., from Australia, Eachamia bismarckiana n. sp. from Bismarck Island, Thyreocephalus balianus n. sp. and Metolinus balianus n. sp. from Bali are described, and distributional data are presented.
Synopsis of the genus Colobothea Lepeletier & Audinet-Serville in Bolivia, with descriptions of two new species and new country records (Coleoptera, Cerambycidae)
Authors: MONNÉ MIGUEL A. , MONNÉ MARCELA L.
Published: December 2018

A synopsis of the Bolivian species of Colobothea Lepeletier & Audinet-Servile is presented. Two new species are described: C. berkovi Monné & Monné, sp. nov. and C. wappesi Monné & Monné, sp. nov. New distributional data are given for C. naevigera Bates, 1865, C. hirtipes (Degeer, 1775), C. appendiculata Aurivillius, 1902, C. assimilis Aurivillius, 1902, C. plagiata Aurivillius, 1902, and C. pictilis Bates, 1865. All the species are illustrated. A key to the Bolivian species is provided.
New and little known predatory katydids from Mascarene islands (Ensifera: Meconematinae and Hexacentrinae)
Authors: HUGEL SYLVAIN
Published: December 2018

The predatory katydids of Mauritius, Rodrigues, and Réunion islands are examined. One new Hexacentrinae genus and species, and three new Phisidini species (Meconematinae) are described from Mauritius: Nepheliphila raptor n. g. n. sp., Brachyphisis nattecantor n. sp., Paradecolya expectata n. sp. and Paradecolya briseferi n. sp. The only Phisidini from Rodrigues Brachyphisis spinifera (Butler, 1876) is transferred to Rodriguesiophisis n. gen., n. comb. and the male is described for the first time. Descriptions of the two Phisidini from La Réunion Brachyphisis viettei Chopard, 1957 and Paradecolya inexpectata (Chopard, 1957) are given. The male of B. viettei is described for the first time. The song of all these species but P. briseferi n. sp. is described for the first time. In addition to these endemic species, the widespread Xiphidiopsis lita Hebard, 1922 occurs on all three Mascarene islands.
Remarks on the species of the genus Teratura Redtenbacher, 1891 (Orthoptera: Meconematinae) from China
Authors: QIU MING , SHI FU-MING
Published: December 2018

A key to the species of the genus Teratura Redtenbacher from China is presented. Two new species are described: T. flexispatha sp. nov., T. thrinaca sp. nov.. The type specimens are kept in the Museum of Hebei University.
Two new Gammarus species (Crustacea, Amphipoda) from warm springs in the south-east pre-alpine area of the Zagros, Iran: habitats with physiological challenges
Authors: ZAMANPOORE MEHRDAD , GRABOWSKI MICHAL , POECKL MANFRED , SCHIEMER FRIEDRICH
Published: December 2018

Despite the prospering results emerging from some recent works on Iranian amphipod fauna, continental waters in the south-east edges of the Zagros Mountain ranges had not been investigated for gammarids before. This paper introduces two new epigean species, G. shirazinus and G. loeffleri, distributed in many running waters of four catchment areas in a broad region in the south of Iran. The most important ecological features of the habitats of these species in comparison with previously studied gammarids are higher water temperature and salinity, and lower dissolved oxygen in their habitats, coinciding with decreasing elevation. A comparison of the ultra-structure of the cuticle of the head capsule by scanning electron microscopy between these two new species, and some other species is given. A detailed species description is provided. In addition, the geographical and ecological range of the new species is discussed.
Syringophilid mites (Acari: Syringophilidae) of Kazakhstan
Authors: SKORACKI MACIEJ , BOCHKOV ANDRE V.
Published: December 2018

Fifteen syringophilid species of eight genera (Acari: Syringophilidae) were recorded from birds in Kazakhstan. Among them, 3 species and 1 genus are new for science: Corvitorotroglus alpha gen. nov. and sp. nov. from Corvus frugilegus (Corvidae), Charadriphilus ralli sp. nov. from Rallus aquaticus (Rallidae), and Syringophiloidus klimovi sp. nov. from Carduelis chloris (Fringillidae). Twelve species and five genera are new for Kazakhstan; new hosts were recorded for eight syringophilid species.
80 years of research on planarians (Platyhelminthes, Tricladida) from Sardinia, Italy: an annotated checklist
Authors: STOCCHINO GIACINTA ANGELA
Published: December 2018

An annotated checklist is presented of the triclad fauna of the island of Sardinia, Italy, including an update of their geographic distribution and new records for several species. All three families of European freshwater planarians are represented on the island, viz. Dugesiidae (3 genera, 9 species), Planariidae (3 genera, 2 species), and Dendrocoelidae (1 genus, 3 species), inhabiting surface and subterranean waters. Besides freshwater species, over the last decades also land planarians (Geoplanidae) have been recorded.
From Illiberal Democracy to Military Authoritarianism: Intra-Elite Struggle and Mass-Based Conflict in Deeply Polarized Thailand
Authors: Kongkirati Prajak
Published: December 2018

Thailand fits the pattern of pernicious polarized politics identified in this volume, where a previously excluded group successfully gains political power through the ballot box, governs unilaterally to pursue radical reforms, and produces a backlash from the traditional power elites. In Thailand, elite conflict has been a major part of the story, but this article argues that political polarization there cannot be merely understood as “elite-driven”: conflict among the elites and the masses, and the interaction between them, produced polarized and unstable politics. Violent struggle is caused by class structure and regional, urban-rural disparities; elite struggle activates the existing social cleavages; and ideological framing deepens the polarization. While the Yellow Shirts and traditional elites want to restore and uphold the “Thai-style democracy” with royal nationalism, the Red Shirts espouse the “populist democracy” of strong elected government with popular nationalism and egalitarian social order.
Polarization in South Africa: Toward Democratic Deepening or Democratic Decay?
Authors: Southall Roger
Published: December 2018

Under apartheid, white oppression of the black majority was extreme, and South Africa became one of the most highly polarized countries in the world. Confronted by a counter-movement headed by the African National Congress (ANC), the ruling National Party (NP) was eventually pressured into a negotiation process that resulted in the adoption of a democratic constitution. This article outlines how democratization defused polarization, but was to be hollowed out by the ANC’s construction of a “party-state,” politicizing democratic institutions and widening social inequalities. This is stoking political tensions, which, despite societal interdependence, are provoking fears of renewed polarization along class and racial lines.
The Political Nature of Ideological Polarization: The Case of Hungary
Authors: Vegetti Federico
Published: December 2018

Polarization in Hungary is one of the most severe cases in Europe. It is predominantly elite-driven, and determined mostly by the antagonistic confrontation between the parties. Left and Right blocs oppose each other in a struggle where the loser is completely denied any influence on policymaking. The two blocs endorse opposing views on socio-cultural policies, but this division emerged as a consequence of the rhetoric and coalitional choices of parties, more than from the societal divisions that they ostensibly represent. Moreover, while the perceived ideological distance between party blocs is wide, the actual programmatic differences in the parties’ economic and social policy stances are modest. This article draws on a broad range of sources to describe the process of polarization in Hungary after the fall of communism. I discuss how a polarizing style of political competition can lead to a politically divided society and, over the long run, to democratic erosion.
Dynamics of Polarization in the Greek Case
Authors: Andreadis Ioannis , Stavrakakis Yannis
Published: December 2018

This article focuses on the dynamics of polarization emerging within Greek political culture in the postauthoritarian setting. Following a brief historical framing, we trace Left–Right polarization between the two major parties of the period: Panhellenic Socialist Movement (PASOK) and New Democracy (ND). The party-based polarization of PASOK/ND was arguably the main axis of political antagonism in Greece from the 1970s until the end of the 2000s. By 2009, polarization had ebbed due to an ideological convergence of the two parties toward the center, but the onset of the 2009 economic crisis dislocated the established two-party system and facilitated the emergence of a new political landscape comprising many new political actors, most notably the Coalition of the Radical Left, SYRIZA. Using a predominantly quantitative methodology, we focus on a set of dimensions of polarization brought forward or re-activated within the context of economic crisis.
Turkey: The Slippery Slope from Reformist to Revolutionary Polarization and Democratic Breakdown
Authors: Somer Murat
Published: December 2018

Under the Justice and Development Party AKP and Recep Tayyip Erdoğan, Turkey has become one of the most polarized countries in the world, and has undergone a significant democratic breakdown. This article explains how polarization and democratic breakdown happened, arguing that it was based on the built-in, perverse dynamics of an “authoritarian spiral of polarizing-cum-transformative politics.” Furthermore, I identify ten causal mechanisms that have produced pernicious polarization and democratic erosion. Turkey’s transformation since 2002 is an example of the broader phenomenon of democratic erosion under new elites and dominant groups. The causes and consequences of pernicious polarization are analyzed in terms of four subperiods: 2002–2006, 2007, 2008–2013, and 2014–present. In the end, what began as a potentially reformist politics of polarization-cum-transformation morphed into an autocratic-revolutionary one. During this process, polarization and AKP policies; the politicization of formative rifts that had been a divisive undercurrent since nation-state formation; structural transformations; and the opposition’s organizational, programmatic, and personal shortcomings fed and reinforced each other.
3D truss structures with coreless 3D filament winding technology
Authors: Minsch Niklas , Müller Matthias , Gereke Thomas , Nocke Andreas , Cherif Chokri
Published: December 2018

A coreless manufacturing process for generic 3D rigid frame topologies will be introduced in this paper. The aim is to extend the field of filament winding from mainly 2D-shells and some exceptional cases of 3D rigid frames. This manufacturing process employs a coreless translation cross-winding method in order to continuously deposit a roving around deflection points in space. On this basis, a design methodology is being created and deductively verified by designing a beam for a three-point bending load case. The composite beam is designed on a macro level simulation approach to match the stiffness of a reference aluminum profile, which is commonly employed as structural component for robotic gripper systems in automotive assemblies. The performance of the beams is subsequently compared by three-point bending experiments. This demonstrates that the composite beam offers equivalent stiffness and strength properties with a weight-reduction potential of nearly 50% for bending loads.
Marketing Research Practices and Problems in Japan
Authors: Hirata Junji , Fukushima Akira , Omuro Tsukuru , Shiosaki Masao , Takeda Katsuaki
Published: December 2018

The rebuilding of Japan's productive facilities following World War II, is widely recognized. Less well known, though, is the role which “modern” marketing methods have played in this development. A case in point is marketing research.

Five Japanese marketing researchers relate the progress already made in the application of marketing research in Japan, and several limitations encountered.
The Military Research-and-Development Market
Authors: Weidenbaum Murray L.
Published: December 2018

The research-and-development activities performed for the U.S. military establishment constitute one of the major growth markets of the American economy. The level of military R&D during 1960—$2½ billion—was about double the amount devoted to the purpose as recently as 1955. This research is also an important indicator of the direction of future military production requirements.

This article indicates the nature of the market and some probable future trends.
Role Stress among Industrial Buyers: An Integrative Model
Authors: Michaels Ronald E. , Day Ralph L. , Joachimsthaler Erich A.
Published: December 2018

Research perspectives from role theory are examined with a large sample of purchasing professionals in an effort to increase understanding of industrial buyer behavior and the buying environment. An integrative model of the antecedents and consequences of role stress fits the data well. The results suggest that an awareness of the nature and influence of role stress in the buying context can be of value to marketing professionals, especially sales representatives and marketing/product managers.
A Theoretical Model of Consumer Negotiated Pricing: An Orientation Perspective
Authors: Evans Kenneth R. , Beltramini Richard F.
Published: December 2018

The authors advance a theoretical model of consumer negotiated pricing, using an orientation perspective. An overview of traditional participant interchange (transaction bound) negotiation research is provided, and a theoretical framework of pretransaction conditions that contribute to orienting consumers prior to participant interchange is developed. Finally, several managerial, public policy, and research implications derived from the orientation perspective are discussed.
The Price Bundling of Services: A Normative Framework
Authors: Guiltinan Joseph P.
Published: December 2018

As product lines have broadened in many industries (particularly service industries), the use of mixed price bundling has increased. In mixed price bundling, a firm offers its customers the choice of buying one or more products/services individually or of buying a “bundle” of two or more products or services at a special discount. The author presents a normative framework for selecting appropriate types of services for different mixed-bundling discount forms. The framework extends the economic theory of bundling (which historically has been applied to tie-in sales) to permit explicit consideration of different types of complementarity relationships and strategic marketing objectives.
Marketing Literature Review
Authors: Speck Paul S.
Published: December 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.
On the Value of Reflections on the Values in “The Distorted Mirror”
Authors: Pollay Richard W.
Published: December 2018

Responding to Holbrook's questioning of “what's unfair” in “The Distorted Mirror,” the author extends the discussion of advertising's cultural impact on values. He examines the validity of the model Holbrook assumes to be implicit and provides a more explicit statement of the essential argument. He accepts some but refutes many aspects of the critique and suggests a research agenda.
Marketing and Exchange
Authors: Houston Franklin S. , Gassenheimer Jule B.
Published: December 2018

Exchange has been widely accepted as the core concept in marketing, yet the topic has received limited attention by researchers in the marketing discipline. The authors discuss exchange theory and tie it more closely to the basic underpinnings of marketing.
Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems
Authors: Anderson Erin , Oliver Richard L.
Published: December 2018

Forms of control systems used in salesforce evaluation and based on the monitoring of outcomes or of behaviors are described, contrasted, and evaluated in terms of emerging theories in economics, organization theory, and cognitive psychology. Generally, the principles of behavior control as opposed to outcome control are found to be consistent with these theoretical perspectives with exceptions as noted, though studies of descriptive trends suggest that outcome control remains useful as a sales management philosophy. The authors conclude with a set of propositions intended to stimulate research on the managerial and behavioral consequences of the two control philosophies.
Falling Back on Numbers: When Preference for Numerical Product Information Increases after a Personal Control Threat
Authors: Lembregts Christophe , Pandelaere Mario
Published: December 2018

Despite the ubiquity of numerical information in consumers’ lives, prior research has provided limited insights to marketers about when numerical information exerts greater impact on decisions. This study offers evidence that judgments involving numerical information can be affected by consumers’ sense of personal control over the environment. A numerical attribute’s format communicates the extent to which the magnitude of a benefit is predictable (Study 1a), such that people who experience a control threat and want to see their external environment as predictable (Study 1b) rely on point value (vs. range) information as a general signal that the environment is predictable (Study 2). A personal control threat changes consumers’ preferences as a function of whether the numerical information appears as a point value or a range (Studies 3–4). This heightened focus on format may lessen the impact of a product benefit’s predicted magnitude, if a lower magnitude is specified in a more precise format (Study 5). Study 6 provides first evidence that the interactive effect of personal control levels and numerical formats can affect consequential choices.
Do Blacks Pay More?
Authors: Sexton Donald E.
Published: December 2018

Do blacks pay more for grocery store products? Are they victims of price discrimination? Panel data are used to examine various brands of three products purchased in stores of various affiliations.
Industrial Buyers’ Decision-Making Styles
Authors: Wilson David T.
Published: December 2018

This study identified three decision-making styles of industrial buyers and found that an individual's need for certainty appears to be an important influence upon choice under conditions of uncertainty.
Measuring Price Thresholds by Psychophysics and Latitudes of Acceptance
Authors: Monroe Kent B.
Published: December 2018

This article reports the adaptation of an experimental technique for establishing response scales for product classes. Experimental results further validate the price-limit hypothesis first confirmed in Europe. Implications for demand estimation, new product pricing, and product line pricing are discussed.
Market Segmentation through Numerical Taxonomy
Authors: Lessig V. Parker , Tollefson John O.
Published: December 2018

This article proposes a procedure for identifying customers likely to respond similarly to marketing stimuli. Its findings are in general agreement with our proposed market segmentation methodology and provide evidence in support of relationships between consumer characteristics and buying behavior.
Effects of Distraction and Commitment on the Persuasiveness of Television Advertising
Authors: Bither Stewart W.
Published: December 2018

Television commercials differing in levels of distraction were presented to subjects who varied in their degree of commitment to competing products. Results lend only limited support to the prediction that distraction would increase yielding among subjects committed to competing products. An alternative explanation of the process, based upon distraction interference with learning, is rejected.
Perceived Instrumentality and Value Importance as Determinants of Attitudes
Authors: Sheth Jagdish N. , Talarzyk W. Wayne
Published: December 2018

This study investigates whether value importance or perceived instrumentality is more dominant in determining affect (attitude) toward a brand. The results indicate that perceived instrumentality contributes more toward determining affect than does value importance. In fact, the latter tends to suppress this contribution if included in the analysis.
The Socioeconomic Structure of an Urban Area
Authors: Kernan Jerome B. , Bruce Grady D.
Published: December 2018

A clustering algorithm is used to create relatively homogeneous configurations of census tracts. Resultant clusters have geographic and socioeconomic dimensions and are useful for behavioral analyses and managerial research.
Consumer Expectations, Product Performance, and Perceived Product Quality
Authors: Olshavsky Richard W. , Miller John A.
Published: December 2018

This study experimentally investigated the effects on product ratings of both overstatement and understatement of product quality. Results support common marketing practice in that overstatement resulted in more favorable ratings and understatement resulted in less favorable ratings.
Dimensions of Opinion Leadership
Authors: Myers James H. , Robertson Thomas S.
Published: December 2018

Opinion leadership has been studied intensively but rather narrowly in most studies to date. An attempt is made here to broaden the scope of coverage in order to learn about many dimensions or aspects of this phenomenon as it applies to a single population at a particular point in time.
Power Measurement in the Distribution Channel
Authors: El-Ansary Adel I. , Stern Louis W.
Published: December 2018

The measurement of power is a prerequisite for the analysis of the distribution channel as a behavioral system. This article presents a model for power measurement and the results of a first attempt to empirically measure power relationships within a specific channel of distribution.
Configuration Synthesis in Multidimensional Scaling
Authors: Green Paul E. , Rao Vithala R.
Published: December 2018

This article illustrates how separate data sets or scaling solutions can be synthesized to develop “master” configurations that summarize communalities among separate solutions. The procedure is illustrated in the context of bakery-type food items.
An Entropy Model of Brand Purchase Behavior
Authors: Herniter Jerome D.
Published: December 2018

A probabilistic model of consumer purchase behavior for frequently purchased, low cost items is presented. The concept of maximum entropy is used to specify the model. The only empirical data required are market shares; all other brand selection statistics, such as repeat and switch rates, are derived quantities.
Resistance to Persuasion: Inoculation Theory in a Marketing Context
Authors: Szybillo George J. , Heslin Richard
Published: December 2018

Inoculation techniques from social psychological theory were applied to a controversial issue in a marketing context. Experimental factors were type of defense, time interval between defense and attack, and credibility of the attacker. In general, predictions from inoculation theory were confirmed: all defenses conferred resistance to attack; the refutational defense was superior to the direct supporfive defense.
Planning and Estimation in Advertising
Authors: Doyle Peter , Fenwick Ian
Published: December 2018

Modern management science techniques are applied to the advertising problems of a large multiple retailer. The appropriate methodology evolves from a careful consideration of the firms marketing strategy, the market environment, and the nature of the demand for its services.
Sales Territory Alignment to Maximize Profit
Authors: Lodish Leonard M.
Published: December 2018

A mathematical programming model and heuristic solution procedure are developed to realign sales territories. Unique model aspects are: (1) the objective function is the anticipated profit generated by the sales force; (2) the interrelated problem of account specific call frequency determination is simultaneously considered; (3) travel time is considered, including combining calls on accounts into trips.
Cross-Sectional, Time-Series Issues in the Analysis of Marketing Decision Variables
Authors: Moriarty Mark
Published: December 2018

A variance components cross-sectional, time-series model is presented for use in the analysis of marketing decision variables. Empirical results suggest that the model's disaggregative form offers advantages for policy formulation particularly where regional fluctuations in market share are significant.
Cognitive Algebra in Multi-Attribute Attitude Models
Authors: Bettman James R. , Capon Noel , Lutz Richard J.
Published: December 2018

Research on multi-attribute attitude models has relied on correlational methods. An analysis of variance paradigm applied to individual level data supports the multiplicative assumption of multi-attribute models. A single-attribute form of the Fishbein model is found to be superior to a similar version of the “adequacy-importance” model.
Time and Accuracy Measures for Alternative Multidimensional Scaling Data Collection Methods
Authors: Henry Walter A. , Stumpf Robert V.
Published: December 2018

The impact of stimulus set size and data collection methods on response accuracy and response time were investigated in an empirical study. Anchor Point collection techniques proved superior in reducing respondent time with no sacrifice in accuracy.
An Experiment in Price Generalization and Discrimination
Authors: Nyström Harry , Tamsons Hans , Thams Robert
Published: December 2018

An experimental field test of a psychological model of buyer reaction to pricing shows strong support for a number of price hypotheses relating degree and kind of price information to price evaluations. For instance, overall price image of the store, uncertainty in judging price, and knowledge of recent price change are shown to influence buyer evaluation of price for the experimental item.
The Development of a Scale to Measure Consumer Discontent
Authors: Lundstrom William J. , Lamont Lawrence M.
Published: December 2018

This report concerns the procedures used and results obtained in the development of an attitude scale to measure consumer discontent. Using consumer attitudes and the related consumerism literature as a point of departure, the writers define consumer discontent and develop a scale to measure the construct. The research results suggest that marketing and market-related constructs are potentially scalable properties that can meet rigorous reliability and validity criteria.
Integer Programming Models for Sales Territory Alignment to Maximize Profit
Authors: Zoltners Andris A.
Published: December 2018

A recent article described a mathematical programming model and heuristic solution procedure to realign sales territories. This report presents two linear integer programming models for sales territory alignment to maximize profit. Emphasis is placed on the development of models which are easy to implement.
White and Black Consumer Sales Response to Black Models
Authors: Solomon Paul J. , Bush Ronald F. , Hair Joseph F.
Published: December 2018

An experiment was conducted to examine consumer response to black models displayed in promotional material. The study extends prior research on the effects of black models by determining (1) the sales response of white consumers in the Deep South to black models and (2) the sales response of black consumers to black models.
Assigning Salesmen to Accounts to Maximize Profit
Authors: Lodish Leonard M.
Published: December 2018

A mathematical programming model and linear programming solution procedure are developed to assign salesmen to accounts and simultaneously to determine appropriate time allocations to the accounts. The model is useful for sales situations in which geographic locations of accounts are close and the interaction of the salesman with the account is relatively important in the marketing mix. An implementation example is discussed.
A Multistage Decision Model for Salesforce Management
Authors: Beswick Charles A. , Cravens David W.
Published: December 2018

Salesforce decisions consist of a series of interrelated processes including (1) determining the role of personal selling in the organization, (2) allocating selling effort to customers, geographic areas, or products, (3) setting salesforce size, (4) designing sales territories, and (5) managing the salesforce.

Efforts to develop quantitative models for these decision areas have been hindered by the complex interactions among the areas. Attempts to isolate these decision areas for model simplification have resulted in considerable suboptimization. A multistage decision model is presented which treats the salesforce decision areas as an aggregate decision process consisting of a series of interrelated stages.

Model decisions are based on a response function which relates sales in a control unit to the many determinants of performance including potential, workload, company effort, salesman quality and experience, and prior sales history. The use of an extremely fast dynamic programming algorithm for the allocation of selling time to control units is demonstrated and the interaction between model and manager is emphasized. Model output indicates the optimum salesforce size and provides a basis for designing sales territories. Use of the model in forecasting and performance evaluation also is discussed.

The model is general in that it can be applied to most companies employing a field salesforce. The results of a promising application are presented. Reaction of sales management in the test firm indicates that model output is very useful in identifying problem areas, evaluating salesmen, and modifying territorial design to achieve the optimal allocation of selling effort.
Exploring Territorial Differences in the Relationship between Marketing Variables
Authors: Wittink Dick R.
Published: December 2018

The parameters of a market share response function are estimated by using time series data separately for several sales territories. In a second stage an attempt is made to explain territorial differences in parameter estimates. It appears that for the brand studied advertising may serve to increase the price sensitivity.
Nonverbal Communication in Marketing: Toward a Communicational Analysis
Authors: Bonoma Thomas V. , Felder Leonard C.
Published: December 2018

The authors selectively overview and review the current “state of art” in the measurement of and theorizing about nonverbal components of interactive behavior. A major function of nonverbal indicators for marketing application is seen to be the “triangulation” or validation effect, whereby unobtrusive and difficult to “manage” nonverbal behaviors can be used as a check on the validity of more easily distorted verbal measures of consumption behavior. Three major types of nonverbal behavior study are identified; the psychological or cognitive approach is cited as being of greatest potential applicability for incorporation into marketing analyses. A summary of findings generated from this psychological approach is presented as a practical guide to marketers’ observations of nonverbal interaction components. Additionally, the most advanced of the psychological nonverbal observation schemes is integrated with a theoretically compatible verbal process analysis tool to provide a first step toward “communicational analysis” in marketing, the integrated study of verbal and nonverbal interactional components for marketing prediction.
The Effects of Price, Store Image, and Product and Respondent Characteristics on Perceptions of Quality
Authors: Wheatley John J. , Chiu John S. Y.
Published: December 2018

Perceived quality appears to be associated consistently with high prestige stores, high prices, and physical attributes of products such as color. Consumer income and educational level also affect perceptions of quality. These consumer demographic characteristics interact with each other and with the marketing mix in a complex manner.
Cross-Shopping and Retail Growth
Authors: Cort Stanton G. , Dominguez Luis V.
Published: December 2018

In contrast to a currently held assumption, cross-shopping is shown to produce incremental business for a retail firm. The conditions under which such cross-shopping occurs are specified. The results of a study of a specialty store chain's growth problem demonstrate that these conditions can be measured by use of accepted research techniques. The strategic implications of the results are discussed.
Structural Equation Models in Experimental Research
Authors: Bagozzi Richard P.
Published: December 2018

A general model is derived and illustrated for the analysis of field and laboratory experimental data. The model explicitly provides for the determination of the magnitude and significance of experimental effects and can be used in a diagnostic sense in the interpretation and design of experiments. Comparisons are made with the analysis of variance technique where applicable.
The Cognitive Algebra of the Parametric Marginal Desirability Model: A Research Note
Authors: McElwee John F. , Parsons Leonard J.
Published: December 2018

An asymmetric multiplying cognitive algebra is implied theoretically by the parametric marginal desirability model. When given a PMD task, a substantial percentage of consumers do employ the predicted cognitive algebra.
“Women's Lib-ers” versus Independent Women: A Study of Preferences for Women's Roles in Advertisements
Authors: Duker Jacob M. , Tucker Lewis R.
Published: December 2018

Young college women who are “independent” and who express profeminist attitudes are shown not to react significantly differently to women's roles in advertisements from women who are not “independent” and do not express profeminist attitudes, or from an intermediate group called “neutrals.” Some implications for advertisers are discussed.
Effects of Price and Advertising in Test-Market Experiments
Authors: Eskin Gerald J. , Baron Penny H.
Published: December 2018

The effects of price and advertising expenditures on new-product sales are examined across four test-market experiments. All experiments involved two levels of advertising expenditure tested across cities and two or three price levels tested across stores within city. Mean sales results over a 24–week period are reported for each treatment combination. Analysis of variance results are interpreted as supporting a negative price main effect, a positive advertising main effect, a negative price-advertising interaction, and significant but variable time effects. Assessments of these results in terms of design adequacy and their implications for alternative theoretical explanations are offered.
Advertising-Selling Interactions: An Attribution Theory Experiment
Authors: Swinyard William R. , Ray Michael L.
Published: December 2018

Two common assumptions about advertising-selling interactions are challenged by a field experiment. The generality of “advertising paves the way for selling” is questioned by results showing selling-before-advertising to be more effective than advertising-before-selling. “Salesmen are born not made” is questioned because the easily learned “labeling” technique markedly increased selling effectiveness and its interaction with advertising.
Identifying Successful Industrial Salesmen by Personality and Personal Characteristics
Authors: Lamont Lawrence M. , Lundstrom William J.
Published: December 2018

Despite continuing research effort, little success has been achieved in the use of personality and personal characteristics to predict the performance of salesmen. From an empirical study, a set of personality variables and personal characteristics that appear to have value in the selection of industrial salesmen are identified. A synthesis of theoretical and empirical research appropriate to the selection problem is reported, and some suggestions are made to guide future research in industrial selling.
The Unsold Prospect: Dyadic and Attitudinal Determinants
Authors: Riordan Edward A. , Oliver Richard L. , Donnelly James H.
Published: December 2018

The influence of attitudinal similarities on the dyadic interaction of salesmen and their prospects was examined with particular attention to the unsold prospect. Unsold prospects differed significantly from salesmen and sold prospects on all variables, and perceived role congruence was found to be the major discriminator of unsold prospects.