bluuebunny/crossref_metadata_2025 huggingface dataset:
An Empirical Investigation of Institutional and Industrial Purchasing
Structure
Authors: Laios Lambros , Xideas Evangelos
Published: July 2002

Investigates whether institutional and industrial organizations buying
capital items exhibit different patterns of structural configuration
across the purchasing cycle. Measures the structure of the purchasing
function by three composite parameters especially developed for this
research. These parameters express aspects of articulation, depth of
analysis and decentralization respectively, and are measured for each of
four purchasing cycle phases. Using regression analysis on data from
certain Greek organizations, aims to investigate the differences in the
purchasing structure arising from capital items purchases of
institutions and industrial organizations respectively. This can help
industrial marketeers to adapt their strategies to institutions′
purchasing patterns.
Customer Satisfaction during the Service Delivery Process
Authors: Danaher Peter J. , Mattsson Jan
Published: July 2002

Prior studies of how service quality evolves during the service delivery
process have used aggregate case data in retrospect or have not obtained
objective measures of the actual dimensions of the service encounter on
an individual basis. Reports on a study of an actual hotel service
delivery process partitioned into five distinct service encounters;
check‐in, the room, the restaurant, the breakfast and check‐out. The aim
was to investigate how quality factors were related to their respective
encounters and how cumulative satisfaction levels impact on each other
and over time. Average satisfaction levels for each of the five
encounters were found to be significantly different. Moreover, there was
a clear trend in the cumulative satisfaction results. Check‐in resulted
in high satisfaction, the room was not so satisfying and the restaurant
rated the worst. Satisfaction scores rose after the breakfast experience
and rose again after check‐out. A factor analysis of all the questions,
for a hypothesized five‐factor solution, explained 78 per cent of the
variation. All the first four encounters loaded highly and collectively
on four distinct factors. The fifth factor largely comprised correct
check‐in booking and a correct bill on check‐out. Finally, a logistic
regression model was used to rank the importance of the quality factors
on their respective encounters. This information can be used to assist
with the quality improvement of each encounter.
What Should Time Be?
Authors: Davies Gary
Published: July 2002

The current paradigm of time in the marketing literature is one where
time is linear, quantifiable and predominantly chronological in nature.
This is merely one construct of one aspect of time and a construct that
is largely specific to a western, industrialized society. The
associated theory of time allocation assumes individuals seek to
compress time‐consuming activities. Time compression and the speeding‐up
of activities are a current feature of both consumer and industrial
marketing. Discusses other constructs of time, drawn from the fields of
sociology, psychology and anthropology. Time is two concepts, duration
and succession. Time can be cyclical rather than linear and is seen as
such within concepts such as the product life cycle. It can also be
episodic, as in the celebration of events. Questions whether time is
ever truly linear, as our perception of duration varies with the content
of the activities that fill that duration. This suggests an alternative
to time compression, to fill empty time so as to make duration appear
faster. Discusses the limitations of current theory and concepts.
Suggests a relativistic approach of describing or scoping time‐consuming
activities as an alternative towards developing a more universal
understanding of time allocation. Argues that progress is needed in the
area to meet the needs of a society where time in general and leisure
time in particular are ever more significant.
Advertising Uses and Gratifications
Authors: O′Donohoe Stephanie
Published: July 2002

Outlines uses and gratifications theory and its limited advertising
applications to date. Presents findings from a qualitative study which
identifies many marketing and non‐marketing uses of advertising by young
Scottish adults. Argues that this supports a view of audiences as
active, selective and sophisticated consumers of advertising. Suggests
that the active, reward‐seeking consumer of advertising challenges
traditional models of advertising effectiveness and requires a
reorientation of the advertising‐planning process.
Learning through strategic alliances
Authors: Osland Gregory E. , Yaprak Attila
Published: July 2002

Intensified competitive, technological, and market pressures have
made organizational learning a critical imperative in global strategy
effectiveness. Firms can learn through experience and from three
processes that involve other firms: imitation, grafting, and synergism.
Interpartner learning has become critical, since experiential learning
is insufficient for most firms. Responds to calls for a broadened role
of marketing and synthesizes and extends research from organization
behaviour and strategic management to the field of marketing to fuel
further academic inquiry. Based on an extension of Chandler′s
strategy‐structure‐performance paradigm, develops propositions on how
the environment, organizational culture, strategy, and structure can
affect a company′s use of interpartner learning and its effectiveness in
learning through strategic alliances. Provides several managerial
implications to help improve marketers′ abilities to compete effectively
in today′s dynamic, global business environment.
Evaluating alternative segmentation strategies in standard
industrial markets
Authors: Rao Chatrathi P. , Wang Zhengyuan
Published: July 2002

Examines alternate segmentation strategies in the standard
industrial products market. Using data obtained from 164 Indian
industrial buyers, provides several empirical tests of a widely held
belief that traditional segmentation approaches may serve as effective
surrogate measures for distinct benefit segments. Results suggest that
the link between traditional and benefit segmentation approaches are far
weaker than might be expected. There is no strong empirical evidence
supporting the proposition that benefit segments derived from cluster
analysis are dependent on sales volume, industry type, characteristics
of purchasing agents, and other potential correlates of benefit
segments. The findings have implications for both academics and
practitioners in industrial marketing.
Brand equity: the halo effect measure
Authors: Leuthesser Lance , Kohli Chiranjeev S. , Harich Katrin R.
Published: July 2002

The halo effect is a systematic bias in attribute ratings resulting
from raters′ tendency to rely on global affect rather than carefully
discriminating among conceptually distinct and potentially independent
brand attributes. Traditionally, researchers have regarded the halo
effect as a source of measurement error to be avoided. Discusses how
halo measurement can serve as a useful indicator of brand equity. Uses
consumer rating data in three categories of commonly purchased household
products to demonstrate the approach.
Export stimulation
Authors: Leonidou Leonidas C.
Published: July 2002

Investigates empirically the perceptions of non‐exporters regarding
factors stimulating export initiation. Draws on research based on a
representative sample of 112 Cyprus‐based manufacturers. Reveals that
stimuli relating to the fulfilment of the firm′s traditional objectives
exhibited the highest motivating impact, followed by factors aiming at
minimizing domestic market‐related risks. These findings generally
contrast with the results of previous research on export stimulation.
Analysis of perceptions on stimulating factors according to certain
organizational determinants showed the firm′s size to have the greatest
discriminating effect, followed by the type of goods produced and
exposure to export activities; the age of the firm had no
differentiating role whatsoever. Finally, classification of the stimuli
according to internal/external and proactive/reactive taxonomies
demonstrated that factors of an internal and proactive nature provided
the strongest stimulating impact, denoting a positive predisposition
towards exporting.
Tobacco advertising and children′s smoking: a review of the
evidence
Authors: Hastings Gerard B. , Aitken Philip P.
Published: July 2002

There has been a long debate about whether there is a link between
tobacco advertising and children′s smoking. Reviews the evidence for
such a link drawing on a wide range of academic research that has
adopted three approaches to the problem: studies of consumer response;
studies using econometric methods; and studies of the impact of
advertising bans. Preaches the conclusion that, within the inevitable
confines of social science research, it is no longer tenable to deny
that cigarette advertising does influence children′s smoking.
SERVQUAL: review, critique, research agenda
Authors: Buttle Francis
Published: July 2002

Since its launch in 1985, SERVQUAL has become a widely adopted technology for measuring and managing service quality. Recently, a number of theoretical and operational concerns have been raised concerning SERVQUAL. Reviews these concerns and proposes a research agenda.
A review of changes in the UK construction industry
Authors: Yisa Silas B. , Ndekugri Issaka , Ambrose Brian
Published: July 2002

The external, social, economic and political environments determine the opportunities for work and thereby potential profit. Clients’ needs and attitudes, like the external environment itself, are never static and therefore organizations need to adapt and respond to these fluctuations. Situated between the external and internal environment of an organization and operating at the boundary of the organization is the marketing function. There are many changes occurring in the UK construction industry: a levelling of the trade cycle; methods of placing contracts; increased emphasis on quality, experience and innovations; and increasing competition among firms; clients’ buying behaviour due to changes in the clients’ organization; and developments in technology. Evaluates the role of marketing in seeking to regulate the construction organizations’ relationships with changes within the industry and the external environment.
Market entry modes and channels of distribution in the UK machine tool industry
Authors: Wheeler Colin , Jones Marian , Young Stephen
Published: July 2002

Explores explanations for the continuance of agents or distributors and sales subsidiaries as international market entry and development modes and channels of distribution in the machine tool industry in the UK, and for entry mode evolution. Data were collected by in‐depth interviews with machine tool importers, interpreted qualitatively and related to conventional theoretical approaches. Results reveal, on the one hand, the progression of agents and distributors through acquisition to create foreign‐owned sales subsidiaries, and, on the other, regression back to the agency form. They also reveal a long‐standing persistence of a single channel of distribution.
The adoption of information technology in customer service
Authors: Domegan Christine T.
Published: July 2002

Many leading firms across Europe are harnessing information technology to cultivate customer service as a valuable asset to achieve strategic superiority. The key findings of this IT/customer service adoption study emphasize three main points. First information technology acts as an enabling tool in achieving customer service advantages in three ways: clerical effectiveness/automation; operational efficiency; and/or information generation and strategic effectiveness or transformation. Second, customer service is being nurtured as a valuable asset in differentiating products in one or more of four forms: distribution, transaction, relationship and/or strategic. Third, there is a direct positive correlation between the exploitation of IT in customer service and the degree of information orientation. The conclusion presents a model of this adoption process of IT in customer service. These findings reflect “leading” business practice in the use of IT in customer service.
Advertising client‐agency relationships
Authors: West Douglas C. , Paliwoda Stanley J.
Published: July 2002

Focuses on the client’s relationship with its advertising agency to examine advertising client‐agency roles in campaign planning. Seeks to establish who buys, and to verify the role of the campaign process from a decision‐making perspective. Begins with a review of the relevant literature and then outlines a survey of 900 companies undertaken by the authors. Gives some recommendations based on the survey results.
The odd couple: marketing and Maggie
Authors: Scammell Margaret
Published: July 2002

Margaret Thatcher enjoys an international reputation as a conviction politician. In her latter years as Prime Minister, and ever more since her resignation she has come to symbolize “principled politics” in contrast both to her own successor and her political opponents, who are perceived more ambiguously, bowing to public opinion and/or party pressure. Yet, in her early years as leader, it was Mrs Thatcher who was criticized as a “packaged politician”. Argues that she entrenched political marketing in modern British politics and her campaigns provided the model which her opponents have now followed. Set within a historical context, Examines the uses, successes and failures of marketing under Thatcher and argues that she managed to reconcile the superficially contradictory couplet of marketing and political conviction.
The power of perceived service quality in international marketing channels
Authors: de Ruyter Ko , Wetzels Martin , Lemmink Jos
Published: July 2002

States that providing quality customer service is increasingly regarded as an important basis for establishing and maintaining solid and long‐term relationships between manufacturers and distributors in marketing channels. Discusses the results of a research project which was undertaken to study the relationship between perceived service quality, supplier power bases and perceived relationship strength in international marketing channels. Finds that two dimensions can be used for characterizing perceived service quality in international marketing channels: service elements controlled by intermediary personnel; and service elements controlled by management. Moreover reveals that perceived service quality is an important determinant of perceived relationship strength, in contrast to coercive power bases such as offering rewards or undertaking punitive action. Concludes that, particularly in long channel structures, perceived service quality forms an important marketing channel instrument for relationship marketing.
Process‐oriented measurement of service quality
Authors: Stauss Bernd , Weinlich Bernhard
Published: July 2002

Presents the current state of the methodological discussion on the measurement of perceived service quality. Describes two approaches ‐ attribute‐based methods and the sequential incident technique (SIT). Outlines the concept and basic assumptions of SIT describes an empirical SIT study applied to measure the quality of perception of guests in club resort. Suggests that the SIT is a valuable complement to the traditional mix of quality measurement methods. Discusses a number of limitations of this method and sets out some managerial implications.
INTQUAL ‐ an internal measure of service quality and the link between service quality and business performance
Authors: Caruana Albert , Pitt Leyland
Published: July 2002

Looks at the importance of the service sector to national economies with interest for practitioners and academics. Posits that management has to determine what actions it needs to undertake to ensure it delivers service quality.
Temerarious directions for marketing
Authors: O’Shaughnessy John
Published: July 2002

Marketing eschatology judges marketing’s sins of omission and commission and describes the future state where “good” triumphs over that which led us to error. Begins by presenting the argument that the future will reject methodological exclusivism involving the two rival claims of methodological monism to the effect that there is just one method for all the sciences and the rival claim that the study of human beings requires a methodology of its own, distinct from that of the natural sciences. Methodological exclusivism should be replaced with methodological pluralism which will be objective pluralism and not a matter of “anything goes”. Continues by arguing that marketing, in drawing theories from the behavioural sciences, has paid insufficient attention to the questions and problems to be addressed resulting in illicit grafts with dysfunctional consequences. Marketing in the future will avoid such errors. The third part discusses the status of the principles of marketing and shows how such principles will be justified in the future, other than by disavowing all such principles, unless they are the result of formal empirical inquiry. Finally, discusses marketing’s traditional vain obsession with mechanistic approaches and the belief in the universality of universal “laws” and why the future will eschew such beliefs.
Markets of a single customer: exploiting conceptual developments in market segmentation
Authors: Kara Ali , Kaynak Erdener
Published: July 2002

Market segmentation has always had a very important place in the marketing literature. Besides being one of the ways of operationalizing the marketing concept, market segmentation provides effective guidelines for firms’ marketing strategy development and resource allocation among their diverse product markets. As market segmentation simultaneously addresses the roles of both marketers and customers, the segmentation concept has captured the attention of many scholars and practitioners alike in the field. Accordingly, within the last few years, a number of new developments have emerged in market segmentation. Although different terms or concepts may have been used by different researchers, the basic idea behind these developments has been to create more effective and efficient ways of reaching individual consumers in order to satisfy their unique needs and wants. Examines and conceptualizes the recent advancements in market segmentation and development studies and globally explores their managerial implications for marketing practitioners and researchers alike for orderly decision‐making purposes.
Approaches to small firm marketing
Authors: Siu Wai‐sum , Kirby David A.
Published: July 2002

Though academic research into the marketing/ entrepreneurship interface is of only relatively recent origin, it would seem that the basic principles of marketing appear to be equally valuable to both large and small firms. This article provides a critical review of the research into the role and process of marketing in small firms and attempts to classify the existing studies. In so doing, it identifies four approaches, namely the stages/growth model; the management styles model; the marketing as a management function model and the contingency model. From this, it concludes that in order to advance the theory of small business marketing a theoretical framework integrating the contingency approach and the process model appears to hold the greatest potential.
An empirical examination of the role of “closeness” in industrial buyer‐seller relationships
Authors: Nielson Charles C.
Published: July 2002

Managers of marketing relationships are advised to get “close” to the customer. Some theoretical models of industrial buyer‐seller relationships incorporate notions such as “closeness” and “intimacy”. What does it mean to have a close relationship? Is closeness essential to success in partnering? What is the payoff? This study attempts to address these questions. A concept of “closeness” is defined and tested empirically. A closeness construct is developed and tested for discriminant and convergent validity. The construct is then incorporated into a structural model of successful industrial buyer‐seller relationships and tested for pragmatic validity. The overall model and hypotheses are tested for statistical significance using LISREL VII. The results of the study indicate that the concept of closeness is indeed an important element in the partnering process. The managerial and research implications of these findings are discussed.
“Postmodern” versus “long‐standing” cultural narratives in consumer behavior: an empirical study of NetGirl online
Authors: Gould Stephen J. , Lerman Dawn B.
Published: July 2002

In recent research, two views of the possible postmodern consumer have emerged. One view, advanced by Firat and Venkatesh, postulates that the consumer has increased expressive flexibility and is therefore liberated from prior ideologically‐created restraints. A second view, provided by Thompson and Hirschman and based on an empirical study of bodily‐related consumption, is less sanguine and argues that “long‐standing cultural narratives” continue to inhibit the consumer. To further consider these two contrasting perspectives, this paper analyses downloaded, discussion texts which express the emic views of consumers who participate in NetGirl, a gender and relationship‐oriented, online forum. The results provide some evidence supportive of both perspectives, i.e. the Net is more a mental, “hyperreal” and therefore more flexible phenomenon than the body, yet it also manifests the long‐standing need of people to tangibilize online phenomena in “real” terms. Implications are drawn which reflect this finding, as well as the idea that online cyber‐narratives and offline, real life narratives tend to mirror and be inscribed in each other.
What makes commercial Web pages popular?
Authors: Dholakia Utpal M. , Rego Lopo L.
Published: July 2002

There are two main objectives of the paper. First, in a systematic and statistically rigorous manner, we attempt to descriptively document the types and nature of marketing information on commercial home‐pages, with a view to identifying the major objectives of contemporary commercial Web sites that pre‐dominate the Web. Using Resnik and Stern’s “information content” paradigm, we evaluate the informativeness of commercial home pages. Second, we attempt to empirically examine various important factors of commercial home‐pages that lead to increased visits, or hit‐rates. The identification of hit‐rate determinants is likely to be of great value, both to Web page designers and to the many small and large firms seeking to establish their presence on the Web.
A study of marketing departments in Australasian universities
Authors: Danaher Peter J. , Starr Richard G.
Published: July 2002

In this article we present the results of a survey of marketing departments in Australasia. The department head completed the questionnaire, which covered the areas of class sizes, course taught, staff research interests and research productivity. We find that university marketing departments have experienced fast growth in student enrolments in the past year, and they expect overall enrolments to grow by about 15 percent over the next five years. Research interests among staff span a broad range of topics, and research productivity appears to compare favourably with the rates seen in similar disciplines in US universities.
Export performance: success determinants for New Zealand manufacturing exporters
Authors: Thirkell Peter C. , Dau Ramadhani
Published: July 2002

A large and representative sample of New Zealand manufacturing exporters is used to empirically test and validate the model of export performance proposed by Aaby and Slater. A 20‐item additive export performance scale, based on both objective and subjective measures, is formulated and found to be reliable and normally distributed. A set of independent variables proposed by Aaby and Slater is operationalised, along with an additional marketing orientation construct based on a ten item scale. A firm size control measure is also utilised. A factor analysis of the independent variable set identifies an interpretable sub‐set of independent measures. Using a multiple regression model, six of seven independent variables are found to have a significant effect on export performance as the dependent variable, and in the hypothesised direction. Implications of the findings for exporters are discussed.
Differences in “cultural values” and theireffects on responses to marketing stimuli
Authors: Chun‐Tung Lowe Anthony , Corkindale David R.
Published: July 2002

This is an exploratory cross‐cultural study. It attempts to measure the differences in cultural values between Australians and Chinese from the People’s Republic of China. This study also seeks to show how the differences in responses by these two groups of people to some marketing stimuli are likely to be associated with the differences in cultural values. This study indicates that there are differences in cultural values and attitudes/ perceptions towards various marketing stimuli between Australians and the Chinese from PRC. Furthermore, the results indicate that the cultural values which influence attitudes and perceptions towards the marketing stimuli are more complex than just the differences in cultural values. One cannot assume that the same set of values will influence two different groups of consumers’ responses for the same marketing stimuli.
Exchange relationships in consumer markets?
Authors: Pels Jaqueline
Published: July 2002

Discusses the validity of classifying transaction and relationship exchanges (and marketing theories) according to whether the selling firm is operating in consumer or industrial markets. It is only recently that relationship marketing, and thus the exchange relationship paradigm, has started to become an alternative approach to consumer markets. Aims at understanding if the work of the Industrial Marketing and Purchasing (IMP) can be applied to end‐user consumer markets. There is a series of reasons behind this decision; however, the most relevant one is trying to bring a very extensive body of theoretical work within the realm of consumer marketing. First, lists the interaction and network approach assumptions (to be associated with the concept of exchange relationships), next, analyzes and reformulates these assumptions and finally, suggests that the interaction and network approach can be applied to consumer markets, showing that both transaction and relationship exchanges may co‐exist in all markets, regardless of the product/service sold or client/ market served.
Reducing the complexity order of the algorithms for magnetic field nonlinear problems
Authors: Munteanu Irina , Ciobotaru Catalin , Ioan Daniel
Published: July 2002

The numerical solution of electromagnetic field nonlinear problems requires successive building and solving of linear systems of equations. This is the most time–consuming part, especially for large problems. Both fast linear solvers and efficient nonlinear iterative algorithms, are critical for the overall efficiency of the nonlinear electromagnetic field solver. This paper presents an analysis of a variety of techniques that can be efficiently used to reduce the solution time of nonlinear magnetic field equations in large finite element method (FEM) problems.
Field‐weakening in high‐performance PMSM drives
Authors: Zordan M. , Vas P. , Rashed M. , Ng C.H. , Bolognani S. , Zigliotto M.
Published: July 2002

The comparative analysis of field‐weakening (FW) in vector controlled and DTC permanent magnet synchronous motor drives is performed. The results of simulations and a comprehensive set of experiments are also given. The possibility of unstable operation in the high‐speed region using DTC is emphasised. The present paper also highlights some important differences between DTC and vector drives in FW, such as quickness of torque response, torque/flux/current ripple content and implementation aspects. For this purpose two types of DTC drives are implemented, a classical DTC and also a DTC scheme with torque ripple reduction.
System modeling with fuzzy plug‐ins
Authors: Pedrycz Witold , Vukovich George
Published: July 2002

In this study, we introduce and discuss a concept of fuzzy plug‐ins and investigate their role in system modeling. Fuzzy plug‐ins are rule‐based constructs augmenting a given global model (arising in the form of some regression relationship, neural network, etc.) in the sense that they compensate for the mapping errors produced by the global model. The proposed design method develops around information granules of error defined in the output space and the induced fuzzy relations expressed in the space of input variables. The construction of the linguistic granules is carried out with the aid of context‐based fuzzy clustering – a generalized version of the well‐known FCM algorithm that is well‐suited to the design of fuzzy sets and relations being used as a blueprint of the plug‐ins. An overall modeling architecture combining the global model with its plug‐ins is discussed in detail and a complete design procedure is provided. Finally, some illustrative numerical examples are shown as well.
Computer‐mediated communication use by the deaf and hard‐of‐hearing
Authors: Bishop J.M. , Taylor L. , Froy F.
Published: July 2002

Discusses the potential of computer‐mediated communication to reduce the social isolation experienced by many deaf and hard‐of‐hearing individuals. Communication presents significant problems for this group of people, some of which can be bridged by communicating via the Internet or e‐mail. deaf Internet users were surveyed by use of a questionnaire. Their opinions, summarised in this paper, emphasise the significance of computer‐mediated communication for the deaf; namely that interaction can be both less stressful and faster, thereby reducing the isolation many feel due to the physical constraints imposed by their deafness.
New numerical study of Adomian method applied to a diffusion model
Authors: Ngarhasta N. , Some B. , Abbaoui K. , Cherruault Y.
Published: July 2002

We prove in this paper the convergence of Adomian method applied to linear or non‐linear diffusion equations. The results show that the convergence of this method is not influenced by the choice of the linear inversible operator L in the equation to be solved. Furthermore we give some particular examples about a new canonical form where the initial value u0 of Adomian series is chosen in some special form which verifies the initial and boundary conditions. Then Adomian series converges to exact solution or all approximated (truncated series) solutions verify these conditions.
An investigation into the different forms of lac resin using FT‐IR and diffuse reflectance spectroscopy
Authors: Sarkar P.C. , Kumar K.K.
Published: July 2002

Studies different forms of lac resin, viz. sticklac, seedlac and shellac by FT‐IR spectroscopy. Also compares the FT‐IR and DRIFT spectra of lac obtained from different host trees in an attempt to explain the differences in their physico‐chemical properties. Concludes that all lacs are a structurally similar class of compounds but differ in physico‐chemical behaviour due to minor compositional differences, especially with reference to hydroxylic content, long chain fatty acid content and unsaturation.
Contributory factors affecting arrest in domestic and non‐domestic assaults
Authors: Eigenberg Helen M. , Scarborough Kathryn E. , Kappeler Victor E.
Published: July 2002

Provides empirical evidence for the first time to suggest that police officers are less apt to arrest in domestic violence cases when directly comparing officers’ responses in domestic and non‐domestic assaults. Uses a sample of 92,000 police reports in a small midwestern police department of the USA. Supports the premise of disparate treatment for domestic assaults. Finds that injuries were equally likely in domestic and non‐domestic assaults; that the impact of weapons is limited. Calls for further research to clarify these issues, e.g., to re‐examine officers’definitions of injuries and weapons. Supports findings that officers are more apt to arrest when a victim requests this.
Product search in e‐shopping: a review and research propositions
Authors: Rowley Jennifer
Published: July 2002

The first stage in the consumer buying process is generally recognised to be that of the information search. This stage is recognised to be an important phase during which promotional messages should reach the intending consumer. Like many other stages of the buying process information seeking becomes more structured and constrained in the e‐shopping environment. In particular, the ability to collect product information and make comparisons between the different product offerings from different providers, possibly across national and currency boundaries, is often viewed as one of the main competitive challenges of e‐shopping. This article first visits models of the consumer buying process. It then explores the two approaches to information seeking, browsing and directed searching, and then proceeds to identify the tools that support these approaches. The complexity of variety in these tools is explored, in order to set the scene for understanding the complexity of the options with which the shopper is confronted.
Navigating the primordial soup: charting the lived worlds of the migrant consumer
Authors: Chung Ed
Published: July 2002

Examines two important streams of migrant consumer research, specifically the contributions made by the study of cultural values and migrant acculturation. Noting the inadequacies of focusing on just one single perspective, reports an interpretative research conducted with ethnic Chinese migrant consumers. Emergent themes are extracted to illustrate the lived worlds of migrant consumers as they negotiate their way in a new society.
Regional market segments of China: opportunities and barriers in a big emerging market
Authors: Cui Geng , Liu Qiming
Published: July 2002

As one of the big emerging markets, China’s enormous population and rapid increase in consumer spending have attracted many multinational corporations (MNCs). Meanwhile, the misconception of China as a homogeneous market often leads to difficulties in assessing market demand and enacting effective strategies. Examines the diversity among Chinese consumers across seven regional markets. Data from a national survey suggest that consumers from various regions are significantly different from one another in terms of purchasing power, attitudes, lifestyles, media use, and consumption patterns. MNCs need to take a cautionary approach when expanding into the inland regions, and must adapt to the local market conditions and devise sustainable strategies.
A multi‐method investigation of consumer motivations in impulse buying behavior
Authors: Hausman Angela
Published: July 2002

This study used both qualitative and quantitative data to test hypotheses related to consumers’ motivations to engage in impulse buying. A grounded theory approach was used to develop hypotheses from in‐depth interviews. These hypotheses were tested by the collection and analysis of survey data. Data support the theory that impulse buying is a common method of product selection, in part, because the shopping act and impulsive product selection provide hedonic rewards. Further information‐processing overload confounds product selection, reinforcing the rewards to be obtained from alternative section heuristics, like impulse buying.
Family structure and influence in family decision making
Authors: Lee Christina K.C. , Beatty Sharon E.
Published: July 2002

Reports on a study which examines the effect of family structure in the family decision‐making process. In particular, it seeks to determine if sex‐role orientation and the wives’ occupational status make a difference in the amount of influence adolescents and their parents have in family purchase decisions. This study uses an observational approach to measure the amount of influence displayed by all members of the family in the purchase decision. Observational data is derived from videotaped recordings of family interactions during a simulated decision‐making situation. The results reported here support the comparative resource contribution theory; mothers who contribute to the provision of their families have significant influence. Further, the amount of influence exerted by adolescents is found to be dependent on their families’ sex‐role orientation and their mothers’ occupational status.
Why Traditional Measures of Earnings Performance May Lead to Failed
Strategic Marketing Decisions
Authors: Tucker James J. , Tucci Louis A.
Published: July 2002

As a result of intense competition, many companies have changed their
fundamental marketing strategy from one of diversification of products
and services to a well‐focussed, concentrated effort on “core” products,
services and markets. Examines the reasons why it has become
increasingly difficult to identify and evaluate core earnings
performance. Also examines the ominous implications of this problem for
strategic marketing decisions which require an accurate assessment of
core earnings performance. Describes a number of situations in which the
use of unchallenged or unadjusted earnings figures could result in
flawed or failed marketing strategies. Finally, provides insight
regarding a number of issues related to earnings and cash flow to
increase marketers′ ability to evaluate core earnings performance and
thus avoid the marketing problems described.
Conceptualizing Guilt in the Consumer Decision‐making Process
Authors: Burnett Melissa S. , Lunsford Dale A.
Published: July 2002

Consumer purchase decisions can be influenced by many emotions, including guilt. Guilt which enters into the consumer purchase decision is identified as “consumer guilt” and may provide opportunities for marketers to influence the consumer decision process. A negative emotion which results from a consumer decision that violates one′s values or norms, explores the consumer guilt construct in a series of focus groups. The groups were composed of subjects representing various age, religious affiliation, occupation, and income groups. Four types of consumer guilt were identified: financial; health; moral; and financial responsibility. Consumer guilt is further classified in terms of anticipatory and reactive states, occurring in both decisions to purchase as well as not to purchase, and as it relates to focus on oneself or others.
Sensitive Groups and Social Issues
Authors: Macchiette Bart , Roy Abhijit
Published: July 2002

Marketers have become increasingly culpable for their role in societal
problems which affect a myriad of sensitive groups. The publicity
engendered from this relationship has translated into a new arena of
competition, largely based on perceptions of corporate social
responsibility. An ethically‐based, strategic framework for analyzing
social issues and sensitive groups is critical to the development of
relationship marketing in the 1990s.
The relationship between effective counseling and effective selling
behaviors
Authors: Pettijohn Charles E. , Pettijohn Linda S. , Taylor Albert J.
Published: July 2002

Increasingly, attempts to improve the relative status of
salespeople are being undertaken by both practitioners and academicians.
These attempts have included changes in the ways in which sales
personnel are described and changes in the salesperson′s job description
and training. Frequently, sales representatives are referred to as sales
consultants, sales advisors, and sales counselors; and their job
descriptions have been changed to emphasize the consulting, advising,
and counseling roles. The research question addressed examines whether
effective counseling behavior is related positively and significantly to
effective sales performance. Counseling behaviors of 113 automobile
sales representatives were measured and their relationship to sales
performance assessed. The results indicate that sales performance is
positively and significantly related to the sales representative′s
congruity, but unrelated to other measures of counseling behavior.
Assessing competitive edge: exposition and illustration of a
diagnostic tool
Authors: Yavas Ugur , Eroglu Dogan
Published: July 2002

Describes a method to analyze competitive standing of a product,
brand or made‐in label vis‐à‐vis its competitors.
Presents the results of an illustrative case study and discusses their
implications.
Understanding brand equity for successful brand extension
Authors: Pitta Dennis A. , Prevel Katsanis Lea
Published: July 2002

The turbulent 1990s typified by increased product development and
marketing costs as well as increasing international competition,
focussed marketing managers on cost‐saving tactics to increase
competitiveness. One of the most important effects was to make brand
extensions more compelling and frequent. While leveraging the brand
equity of a successful brand promises to make introduction of a new
entry less costly, success depends on the underlying brand knowledge and
image among consumers. Explores the consumer dimensions of brand equity,
the benefits and dangers of brand extension, and culminates in a series
of implications and recommendations for successful brand extensions.
Developing a customer orientation
Authors: Nwankwo Sonny
Published: July 2002

Customer orientation is a fine ideal. Making it a reality is
difficult for many organizations. Provides a framework to guide
management through the process of building a customer‐driven philosophy.
It is hoped that by means of such a framework it will be possible to
evaluate an organization′s customer orientation profile, and to provide
the basis for a comparison of interorganizational approaches.
Market mavens′ purchase decision evaluative criteria: implications
for brand and store promotion efforts
Authors: Williams Terrell G. , Slama Mark E.
Published: July 2002

The market maven is looked to by others for a wide variety of
product, price, brand, and shopping information. The market maven scale
and questions regarding the importance of various evaluative criteria
applied when selecting brands and stores for a variety of consumer
products was administered to 306 couples with husbands and wives
responding independently. Demographic data suggested that mavens
identified were similar to those found in other studies. Although the
relationship varied by product and criterion, mavens generally ascribed
more importance to evaluative criteria than did nonmavens. Mavenism was
found to relate to the importance placed on brand and retail store
evaluative criteria differently for men and women. Mavenism among women
was associated with greater concern for both brand and store evaluative
criteria while mavenism among men was generally associated with a
greater emphasis on brand evaluative criteria.
Retail credit usage and relationship marketing
Authors: Paden Nita L.
Published: July 2002

Takes an initial look at ways consumers use credit and how differences in credit usage by store type may be used to develop relationship building marketing programs. Retailers are recognizing the importance of developing and maintaining long‐term relationships with customers. Using credit usage information is one way of identifying consumers’ purchasing behavior. Illustrates how differences in retail credit usage could be used to individualize marketing efforts by retailers. Also suggests how these efforts will benefit retailers in terms of creating loyal customers.
The Internet for the rest of us: marketing on the World Wide Web
Authors: Ainscough Thomas L.
Published: July 2002

Examines the World Wide Web (WWW) ‐ a relatively new Internet service based on hypermedia, as a marketing tool, illustrating the issues raised with case examples. Explains how information can be accessed and disseminated via the WWW using a typology developed by the authors. An analysis of current usage patterns indicates that several underutilized elements of the typology may provide a competitive advantage to companies which adopt them.
Using promotional messages to manage the effects of brand and self‐image on brand evaluations
Authors: Graeff Timothy R.
Published: July 2002

Argues that the degree of congruence (similarity) between a brand’s image and a consumer’s self‐image (self‐concept) can have significant effects on consumers’ brand evaluations and purchase intentions. Results from this research suggest that marketers can manage the effects of brand and self‐image on consumers’ brand evaluations. The effects of brand image can be magnified by using promotional messages that encourage consumers to think about their own self‐image while evaluating a brand. Results also suggest that consumers who have self‐images similar to a brand’s image are more persuaded by advertisements encouraging them to think about their own self‐image, whereas consumers who have self‐images different from a brand’s image are more persuaded by advertisements encouraging them to think about only functional product quality.
Database marketing and organizational learning theory: toward a research agenda
Authors: Bell DeTienne Kristen , Thompson Jeffery A.
Published: July 2002

Observes that, despite the prevalent use of customer databases, very little academic research has examined the practice. Discusses the plethora of research opportunities in database marketing. First, defines database marketing, and second, promotes organizational learning theory as a useful tool by which database marketing research can advance. Finally reviews prior research, and presents research questions related to the design, maintenance and applications of customer databases.
The marketing learning identity
Authors: Cunnington Bert
Published: July 2002

Suggests that changes in the environment have required changes in the marketing concept. Shows that these changes have been in fact evolutionary rather than revolutionary ‐ making explicit aspects of the concept which were previously implicit. Provides an outline of the most recent concept, the metastrategic concept, and shows its relationship to the learning organization and organizational identity. Sets out a series of injunctions for those who seek to implement the new concept and create a marketing learning identity for their own organization.
Branding consumer goods: insights from theory and practice
Authors: Kohli Chiranjeev
Published: July 2002

Branding may be one of the most important decisions made by marketing managers. Since it is done somewhat sporadically, there are no strict guidelines provided by the companies to assist the managers in this task. Academic research also has not helped. While there is a tremendous amount of descriptive and normative research on the topic, it is somewhat fragmented in nature. Synthesizes findings from descriptive and normative studies on branding in the literature, and also from related fields. Integrates these with their own practical insight to recommend a step‐by‐step approach to building brand names.
Targeting the mature market: opportunities and challenges
Authors: Moschis George P. , Lee Euehun , Mathur Anil
Published: July 2002

Points out that the aging population has captured the attention of marketers, but that many companies are still uncertain as to whether they should, or how they should, go about marketing to the mature market. Highlights some of the key issues marketers are confronted with and discusses reasons for implementation of certain strategies. Concludes that, for marketing strategies to be effective, they should take into consideration the heterogeneity of the mature market and the specific product or service being marketed. Uses the results of recent studies to illustrate how such target product‐specific strategies can be developed.