bluuebunny/crossref_metadata_2025 huggingface dataset:
Two new Stephanostomum-like cercariae (Digenea: Acanthocolpidae) from Nassarius dorsatus and N. olivaceus (Gastropoda: Nassariidae) in Central Queensland, Australia
Authors: BARNETT LEONIE J. , MILLER TERRENCE L. , CRIBB THOMAS H.
Published: December 2018

Two new Stephanostomum-like cercariae, Cercaria capricornia VII and Cercaria capricornia VIII (Digenea: Acanthocolpidae), are described from the nassariid gastropods Nassarius dorsatus and Nassarius olivaceus collected from the intertidal zone in the Capricornia region of Central Queensland, Australia. Morphological analysis of these new cercariae was augmented with DNA sequence data from the large subunit (LSU) ribosomal DNA region to aid in identification. Bayesian inference analysis of the LSU rDNA revealed that these putative acanthocolpid cercariae nested well within a clade containing species of Stephanostomum, which along with morphological data, suggests they are species of Stephanostomum. Comparative analysis of LSU rDNA sequences also indicates that these two cercariae are not S. adlardi, S. bicoronatum, S. tantabiddii or S. cf. uku, all species known from Australian fishes. The secondary structure of the internal transcribed spacer 2 (ITS2) rDNA region was inferred for these two cercariae using minimum free energy modelling algorithms. Both cercarial types displayed a four helix ITS2 secondary structure model and differed from each other by two compensatory base changes (CBCs) and nine hemi-CBCs.
Two new species of eriophyoid mites (Acari: Eriophyoidea) on persimmon, Diospyros kaki Linn. (Ebenaceae), from Shaanxi Province, China
Authors: XIE MAN-CHAO , ZHU MING-SHENG
Published: December 2018

Two new species, Dichopelmus lotus n. sp. (Eriophyidae) and Trimeroptes kakius n. sp. (Diptilomiopidae) infesting persimmon, Diospyros kaki Linn. (Ebenaceae), are described and illustrated. We provide keys to the eriophyoid mites associated with Diospyros spp. in China, and to all species of Dichopelmus and Trimeroptes.
Two new species of phlebotomine sand flies (Diptera: Psychodidae, Phlebotominae) from Quintana Roo, Mexico
Authors: IBÁÑEZ-BERNAL SERGIO , MAY-UC EMIGDIO , REBOLLAR-TELLEZ EDUARDO A.
Published: December 2018

Two new species of phlebotomine sand flies from Quintana Roo, Mexico are described and illustrated following the classification proposal of Galati (2003). Pintomyia (Pifanomyia) itza Ibáñez-Bernal, May-Uc and Rebollar-Tellez sp. nov., is described based on four male specimens, whereas Psathyromyia (Psathyromyia) maya Ibáñez-Bernal, May-Uc and Rebollar-Tellez sp. nov., is described based on seven female specimens. Pintomyia (Pif.) itza clearly belongs to the verrucarum series, and is the only species of this series known to occur outside South America. Psathyromyia (Psa.) maya belongs to the lanei series which was previously known only from Brazil and Paraguay.
A new genus and species of Western Atlantic sea lily in the family Septocrinidae (Echinodermata: Crinoidea: Bourgueticrinida)
Authors: MIRONOV ALEXANDR N. , PAWSON DAVID L.
Published: December 2018

Rouxicrinus vestitus new genus, new species, collected during submersible dives at depths of 421–887 m near Barbados, Colombia and the Bahamas is described, and notes on ecology are included. It is referred to the family Septocrinidae Mironov, 2000, which now comprises three genera, Zeuctocrinus A.M. Clark, 1973, Septocrinus Mironov, 2000, and Rouxicrinus new genus. This new genus differs significantly from both Septocrinus and Zeuctocrinus in having numerous low columnals in the proxistele, which tapers toward the crown, first pinnule arising more proximally, thorns on brachials and pinnulars, and a thick covering of soft tissue on arms and pinnules.
An abelisauroid dinosaur with a non-atrophied manus from the Late Cretaceous Pari Aike Formation of southern Patagonia
Authors: EZCURRA MARTÍN D. , AGNOLIN FEDERICO L. , NOVAS FERNANDO E.
Published: December 2018

We describe the new basal abelisauroid dinosaur Austrocheirus isasii gen. et sp. nov. from the Late Cretaceous Pari Aike Formation of southwestern Patagonia, Argentina. The preserved remains include manual bones, a distal tibia, and some pedal and axial elements. Austrocheirus is differentiated from other basal theropods by the presence of metacarpal III with a dorsoventrally compressed shaft and posteriorly displaced collateral tendon fossae located at the same level of the proximal end of distal condyles, and pedal phalanges with a conspicuous longitudinal crest delimitating the dorsal margin of the distal collateral tendon fossae. A cladistic analysis recovered the new species as more derived than Ceratosaurus and Berberosaurus, but within a polytomy at the base of Abelisauroidea, an assignment supported by two abelisauroid synapomorphies: distal end of tibia with a planar vertical scar for the reception of the ascending process of the astragalus that occupies most of its anterior surface and is medially bounded by the longitudinally oriented facet; and scar for the reception of the ascending process with a median vertical ridge, which imbeds into a crescentic vertical groove on the posterior surface of the ascending process of the astragalus forming an interlocking tibiotarsal articulation. Furthermore, Austrocheirus represents the first known medium-sized Late Cretaceous abelisauroid bearing nonatrophied hands. The evidence provided here suggests that the strong reduction of the forelimb recorded in derived abelisaurids is not directly correlated with their increased body-size, but it seems to be an evolutionary event exclusive to this lineage within Ceratosauria.
Phylogenies without Synapomorphies—A Crisis in Fish Systematics: Time to Show Some Character
Authors: MOOI RANDALL D. , GILL ANTHONY C.
Published: December 2018

We contend that the move away from providing character evidence with phylogenies has diminished fish systematics and systematics in general, and amounts to a crisis. Present practices focus on solutions to matrices rather than on character homology, and rely on algorithms and statistics rather than biology to determine relationships. Optimization procedures in tree-building programs are phenetic and no longer employ homology, the original foundation of cladistics. Evidence for phylogenies is presented in a manner that obscures character conflict and makes meaningful debate difficult. The role of morphological characters has largely been reduced to their optimization and reinterpretation on the revealed “truth” of molecule-based topologies. All of this has resulted in a schism between molecular and morphological phylogeneticists. We examine several examples, focusing on Percomorpha and Gobioidei, to illustrate the shortcomings of recent approaches. We feel that phylogenetics can only move forward by recognizing that molecules are small-scale morphology; molecular data are not substantively different from larger-scale morphological data and should be treated in much the same manner. Careful investigation of homology and transparent presentation of evidence will keep our work and our science relevant. We suggest four measures that need reintroduction to phylogenetic practice in order to bring systematics back to its fundamental principles: (1) examine data quality, character distribution, and evidence; plot characters to identify and examine character conflict, and weigh evidence for homology, (2) explore the nature of character information—data become characters only after they are understood, (3) question assumptions of methods, common practice is not necessarily indicative of the ideal analysis, (4) in particular, question and investigate optimization as a method and what its impact is on character homology and the meaning of synapomorphies; use biology, not algorithms to make homology decisions.
Phylogeny and biogeography of the Enhydris clade (Serpentes: Homalopsidae)
Authors: KARNS DARYL R. , LUKOSCHEK VIMOKSALEHI , OSTERHAGE JENNIFER , MURPHY JOHN C. , VORIS HAROLD K.
Published: December 2018

Previous molecular phylogenetic hypotheses for the Homalopsidae, the Oriental-Australian Rear-fanged Water Snakes indicate that Enhydris, the most speciose genus in the Homalopsidae (22 of 37 species), is polyphyletic and may consist of five separate lineages. We expand on earlier phylogenetic hypotheses using three mitochondrial fragments and one nuclear gene, previously shown to be rapidly evolving in snakes, to determine relationships among six closely related species: Enhydris enhydris, E. subtaeniata, E. chinensis, E. innominata, E. jagorii, and E. longicauda. Four of these species (E. subtaeniata, E. innominata, E. jagorii, and E. longicauda) are restricted to river basins in Indochina, while E. chinensis is found in southern China and E. enhydris is widely distributed from India across Southeast Asia. Our phylogenetic analyses indicate that these species are monophyletic and we recognize this clade as the Enhydris clade sensu stricto for nomenclatural reasons. Our analysis shows that E. chinensis is sister-species to a well-supported clade comprising the remaining species of the Enhydris clade (mean p distance between E. chinensis and other in-group taxa was 13.1%, range: 12.7-13.4%). Enhydris innominata, E. longicauda and E. jagorii also formed a strongly supported clade with very low interspecific p distances (mean 0.28%, range: 0–0.46%). We were unable to resolve relationships between E. enhydris and E. subtaeniata (mean divergence of 9.4%, range: 9.2-9.7%), and between these two species and E. innominata, E. longicauda and E. jagorii. We summarize classical morphological (scalation and coloration) characteristics of these species in the context of the molecular phylogeny. The Enhydris clade comprises a substantial portion of the vertebrate biomass of Southeast Asia and we discuss aspects of its biogeography, morphology and systematics.
New records of the brittle stars Ophiothela venusta and Ophiactis modesta (Echinodermata: Ophiuroidea) from the northern Persian Gulf, with morphological details
Authors: PEYGHAN SOROOR , DOUSTSHENAS BABAK , NABAVI MOHAMMAD BAGHER , ROUNAGH MOHAMMAD TAGHI , LARKI AMIR ASHTARI , STÖHR SABINE
Published: December 2018

During a faunistic survey on two shipwrecks in the northern Persian Gulf, several species of ophiuroid were collected in 2015 and 2016. Ophiactis modesta is reported for the first time in the Persian Gulf and Ophiothela venusta is re-described, because it has likely been misidentified in the past, possibly confused with Ophiopsammium semperi. Both species were epizoic: Ophiothela venusta was found on octocorals, Ophiactis modesta on sponges. Ophiothela venusta is characterized by often bright and striking colour patterns with banded arms and large irregular patches on the disc, varying between combinations of yellow, red, blue, orange, black and grey. Its dorsal disc and arms are covered by rugose granules that vary in size and density. In comparison, O. semperi has a denser cover of smaller granules and a subdued uniform colouration. Ophiactis modesta is a hexamerous, fissiparous species that may be mistaken for Ophiactis savignyi. It can be distinguished by its large round to oval oral papilla and its smaller radial shields.
A new Ovia species (Araneae, Lycosidae) from Singapore, with the transfer of Pardosa alboannulata Yin et al., 1997
Authors: LU TIAN , KOH JOSEPH K. H. , ZHANG ZHI-SHENG , LI SHUQIANG
Published: December 2018

A new species of wolf spiders, Ovia macritchie sp. nov., is discovered in Singapore. It is closely related to O. procurva (Yu & Song, 1988), hitherto the only species of Ovia Sankaran, Malamel & Sebastian, 2017. O. macritchie also resembles Pardosa alboannulata Yin et al., 1997 from China, which is herein transferred to Ovia. All of them share a uniquely hooked terminal apophysis on the male pedipalp. Colour photos, line drawings, SEM photos and detailed descriptions are provided for both the new species O. macritchie and the newly combined species O. alboannulata.
A new species of Aegla Leach, 1820 (Crustacea, Anomura) from the Iguaçu River basin, Brazil
Authors: PÁEZ FERNANDA POLLI , MARÇAL INGRID COSTA , SOUZA-SHIBATTA LENICE , GREGATI RAFAEL AUGUSTO , SOFIA SILVIA HELENA , TEIXEIRA GUSTAVO MONTEIRO
Published: December 2018

A new species of aeglid crab, Aegla okora n. sp., is described. This species was found in the Iguaçu River basin in Paraná state, southern Brazil. Aegla okora n. sp. was discriminated based on morphological and molecular data (mitochondrial COI). Morphologically, the new species differs from congeners of the same river basin by the presence of a trapezoidal areola and the ventromesial border of the ischium having three tubercles, besides other exclusive additional morphological characteristics. Molecular results demonstrated that there is no overlap between the intraspecific distances of Aegla okora n. sp. and the interspecific distance of other species of Aegla added to the analysis, confirming the separation of species and increasing the known diversity of the Iguaçu River basin.
Taxonomic revision of the genus Gephyrellula Strand, 1932 (Arachnida, Araneae, Philodromidae)
Authors: SANTOS FABRICIO H. , RHEIMS CRISTINA A.
Published: December 2018

Spiders of the family Philodromidae are free-living active predators, with laterigrade legs, eyes without tubercles, two tarsal claws and claw tufts. Although very common in zoological collections, their systematics is poorly known, especially in the Neotropics, and their specimens are usually identified only at family level. In this paper, the genus Gephyrellula Strand, 1932 is revised and the type species, G. violacea (Mello-Leitão, 1918) is redescribed and illustrated. Gephyrellula paulistana (Soares, 1943) is considered a junior synonym of G. violacea and thus, the genus becomes monotypic. In addition, the geographical distribution is extended and an updated distribution map is provided.
Scale-Selective Precision for Weather and Climate Forecasting
Authors: Chantry Matthew , Thornes Tobias , Palmer Tim , Düben Peter
Published: December 2018

Attempts to include the vast range of length scales and physical processes at play in Earth’s atmosphere push weather and climate forecasters to build and more efficiently utilize some of the most powerful computers in the world. One possible avenue for increased efficiency is in using less precise numerical representations of numbers. If computing resources saved can be reinvested in other ways (e.g., increased resolution or ensemble size) a reduction in precision can lead to an increase in forecast accuracy. Here we examine reduced numerical precision in the context of ECMWF’s Open Integrated Forecast System (OpenIFS) model. We posit that less numerical precision is required when solving the dynamical equations for shorter length scales while retaining accuracy of the simulation. Transformations into spectral space, as found in spectral models such as OpenIFS, enact a length scale decomposition of the prognostic fields. Utilizing this, we introduce a reduced-precision emulator into the spectral space calculations and optimize the precision necessary to achieve forecasts comparable with double and single precision. On weather forecasting time scales, larger length scales require higher numerical precision than smaller length scales. On decadal time scales, half precision is still sufficient precision for everything except the global mean quantities.
Brazil’s entrepreneurial power in world politics: The role of great powers and regional politics for successful entrepreneurship
Authors: de Sá Guimarães Feliciano , Herminia de Almeida Maria
Published: December 2018

In this paper, we apply the concept of entrepreneurial powers to analyze Brazil’s participation and influence in international crises. Following Ravenhill (this journal issue), we consider three dimensions of entrepreneurship: (a) the intention to convince others according to an actor’s interests; (b) the use of skilful politicians and bureaucracies to persuade partners; and (c) a proactive foreign policy that “sells” its position regarding the issues at stake. We argue that two other factors should be considered for a more encompassing view of entrepreneurial powers. First, the position of the involved great power on the crisis or in its negotiation. Second, that regional politics matter to entrepreneurial powers. We develop our argument using two case studies of success and failure respectively: the 1995 Cenepa War between Peru and Ecuador mediated by Brazil, and the 2010 Iranian nuclear deal sponsored by Brazil and Turkey.
From disaster to development?: The role of the Second World War in shaping Canadian humanitarian aid
Authors: Campbell-Miller Jill
Published: December 2018

War is antithetical to development. Development, for most mainstream observers, means economic growth, or at least stability, and an increasing quality of life for all, and it cannot exist in a state of war. Yet official development assistance (ODA), one of the primary mechanisms by which many governments and civil society organizations attempt to achieve development in impoverished economies, has a history rooted in war. This paper will explore how the Second World War and its aftermath influenced the creation of Canadian ODA and international development NGOs. While Canada's aid history is most commonly associated with the Canadian International Development Agency, examining this earlier period helps contextualize current debates about the securitization of aid and its harmonization with other aspects of Canadian foreign policy. Using the Unitarian Service Committee (USC) Canada as a case study, this paper will also track its transition from a postwar humanitarian relief agency to a mainstream international development NGO. For Canadian ODA and civil society organizations, the Second World War shaped the legacy of the postwar aid regime and created lasting consequences for its operation.
‘They love me, but they don’t understand me’: Family support and stigmatisation of mental health service users in Gujarat, India
Authors: Mahomed Faraaz , Stein Michael Ashley , Chauhan Ajay , Pathare Soumitra
Published: December 2018

Background:

Family life is a near-universal condition and a fundamental human right. It can also have a significant impact on mental health, including recovery from mental health conditions. In India, families play a considerable role, representing a source of social, cultural, religious and, often, financial support. However, families can also play a stigmatising role.

Aim:

To examine the experiences of mental health service users (MHSUs) relating to stigma and support provided by family members and to consider ways in which family support can be improved.

Method:

This is a qualitative study. A total of 17 residential MHSUs at the Ahmedabad Hospital for Mental Health were interviewed. The results were evaluated using thematic content analysis.

Results:

The results revealed that all 17 MHSUs considered their families to be important sources of support, while 14 of the 17 MHSUs also experienced stigma emanating from their families. A total of 11 experienced lack of knowledge, 4 spoke of prejudicial attitudes and 5 mentioned discriminatory behaviours. There were important gender differences in experiences. MHSUs mentioned needs ranging from education and peer support for family members to financial support.

Conclusions:

Families act both as sources of support and stigmatisation. Education needs are considerable, while the need for peer support for families and resources to aid families in supporting people with mental health conditions are also important considerations.
Iowa's Mammoth Chorus
Authors: Samuelson Agnes
Published: December 2018

An inspiring message of statewide co-operation and interest is sounded in this account of Iowa's massive musical performance, in which over six thousand rural children took part.
Philadelphia's Demonstration School
Authors: Gerson Armand J.
Published: December 2018

A much visited school is this! Not only do local teachers drop in to observe the plans that are here operated, but out-of-town teachers likewise call to obtain pointers. The aims and scope of the Logan Demonstration School are interestingly set forth in this article.
The Unit Plan in Operation
Authors: Smith Ross H.
Published: December 2018

For several years past, history in the Highland Park (Michigan) High School has been taught in general conformity with the Morrison unit plan, but with certain modifications here described.
Yakima Backs up its Schools
Authors: Prior Elizabeth A.
Published: December 2018

The fame of Yakima's loyally supported schools—topped off with a Junior College—having crossed the Continent, the editors sought and obtained this interesting article.
The Retailer's Manual of 1869
Authors: Ferber Robert , Hoagland John H. , Lazer William
Published: December 2018

The ideas presented by Samuel Hough Terry in The Retailer's Manual (1869) indicate that he had an extensive understanding of many fundamental marketing concepts. Compare some of these, presented here, with statements in modern books on retailing.
Service Firms’ International Entry-Mode Choice: A Modified Transaction-Cost Analysis Approach
Authors: Erramilli M. Krishna , Rao C. P.
Published: December 2018

Some peculiar characteristics of service firms, such as low capital intensity and the inseparability of production and consumption, have necessitated the modification of the traditional transaction-cost framework used to study entry-mode choice. By relaxing some unduly restrictive assumptions of the conventional transaction-cost analysis (TCA) model, the paper argues that firms prefer to start with full-control modes. It postulates that substantial variation in entry-mode choice occurs when firms that are characterized by low asset specificity relinquish control in response to the rising costs of integration or the diminishing ability to integrate. Several hypotheses on the propensity of service firms to employ shared-control entry modes are developed and tested. The results not only provide insights into entry-mode choice by service firms but also indicate how the transaction-cost framework can be broadened to develop a more comprehensive model for understanding entry-mode choice.
Marketing in the Network Economy
Authors: Achrol Ravi S. , Kotler Philip
Published: December 2018

As the twenty-first century dawns, marketing is poised for revolutionary changes in its organizational context, as well as in its relationship with customers. Driven by a dynamic and knowledge-rich environment, the hierarchical organizations of the twentieth century are disaggregating into a variety of network forms, including internal networks, vertical networks, intermarket networks, and opportunity networks. The role of marketing in each network is changing in profound ways. Marketing increasingly will be responsible for creating and managing new marketing knowledge, education, real-time market information systems, intrafirm integration, conflict resolution, technology forecasting, risk and investment analysis, transfer pricing of tangibles and intangibles, and the coordination of the network's economic and social activities. It will explore new frontiers in multilateral marketing, reshape markets through technology convergence and electronic commerce, organize consumer communities, and aggregate consumer information and demand into saleable business assets. The most radical implication for marketing is the shift from being an agent of the seller to being an agent of the buyer, from being a marketer of goods and services to being a customer consultant and manager of his or her saleable consumption assets.
Pre-Test-Market Models: Validation and Managerial Implications
Authors: Urban Glen L. , Katz Gerald M.
Published: December 2018

The predictive accuracy of a widely used pre-test-market model (ASSESSOR) is analyzed. The standard deviation between pre-test-market and test-market shares is 1.99 share points before adjustments for achieved awareness, distribution, and sampling and 1.12 share points after adjustment. Sixty-three percent of those products tested passed the pre-test screen and 66% of these were subsequently successful in test market. A Bayesian decision analysis model is formulated and a “typical” case shows a positive value of information. Although some conditions are identified under which a test market may be bypassed, in the authors’ opinion both pre-test and test-market procedures should be used in all but exceptional situations.
A Procedure for Measuring and Estimating Consumer Preferences under Uncertainty
Authors: Currim Imran S. , Sarin Rakesh K.
Published: December 2018

The authors describe a procedure for the measurement and estimation of consumer preferences under uncertainty. Measurement aspects of vonNeumann-Morgenstern utility theory are used in conjunction with ordinary least squares estimation to assess attribute importances and consumer utility functions at the individual level. The relative efficacy of these statistically estimated functions and their algebraically derived counterparts which have appeared in the marketing literature are discussed and empirically compared. The authors also illustrate how the measurements can be used to estimate a coefficient of relative risk aversion to segment consumers on the basis of their risk attitudes toward the product category.
Correspondence Analysis: Graphical Representation of Categorical Data in Marketing Research
Authors: Hoffman Donna L. , Franke George R.
Published: December 2018

Correspondence analysis is an exploratory data analysis technique for the graphical display of contingency tables and multivariate categorical data. Its history can be traced back at least 50 years under a variety of names, but it has received little attention in the marketing literature. Correspondence analysis scales the rows and columns of a rectangular data matrix in corresponding units so that each can be displayed graphically in the same low-dimensional space. The authors present the theory behind the method, illustrate its use and interpretation with an example representing soft drink consumption, and discuss its relationship to other approaches that jointly represent the rows and columns of a rectangular data matrix.
Effects of Consumer Expectations on Information Processing in Selling Encounters
Authors: Sujan Mita , Bettman James R. , Sujan Harish
Published: December 2018

The study findings suggest that prior expectations about salespeople affect how consumers process information in a selling situation. When the salesperson is seen as typical, product evaluations are unaffected by the quality of the product arguments cited. Thought listing and recall data provide additional support for the notion that analytical processing of information occurs only when the salesperson is discrepant from expectations.
An Approach to Determining Optimal Locations for New Services
Authors: Ghosh Avijit , Craig C. Samuel
Published: December 2018

Designing a network of service centers involves a tradeoff between the revenue likely to be generated by providing a high level of service and the cost of operating the service network. The authors develop a procedure for determining the location and design strategies for new services using a modified maximal covering location-allocation model. The network optimization procedure relies on direct assessment of consumer sensitivity to distance and nondistance factors through conjoint analysis and simultaneously determines the network size, location of outlets, price, and operating characteristics.
Dealer Perceptions of Manufacturer Power and Influence Strategies in a Developing Country
Authors: Kale Sudhir H.
Published: December 2018

The author reports a field study of dyadic channel relationships in India. Among the findings is that a manufacturer's perceived power is related positively to the frequency of use of relatively high pressure influence strategies by its field representatives. The need to conduct studies across several industries and countries is underscored by the study findings.
A Simultaneous Approach to Market Segmentation and Market Structuring
Authors: Grover Rajiv , Srinivasan V.
Published: December 2018

The authors define a market segment to be a group of consumers homogeneous in terms of the probabilities of choosing the different brands in a product class. Because the vector of choice probabilities is homogeneous within segments and heterogeneous across segments, each segment is characterized by its corresponding group of brands with “large” choice probabilities. The competitive market structure is determined as the possibly overlapping groups of brands corresponding to the different segments. The use of brand choice probabilities as the basis for segmentation leads to market structuring and market segmentation becoming reverse sides of the same analysis. Using panel data, the authors obtain the matrix of cross-classification of brands chosen on two purchase occasions and extract segments by using the maximum likelihood method for estimating latent class models. An application to the instant coffee market indicates that the proposed approach has substantial validity and suggests the presence of submarkets related to product attributes as well as to brand names.
Empirical Evidence Supporting the Use of Multiple Choice Models in Analyzing a Population
Authors: Gensch Dennis H.
Published: December 2018

Standard practice in the application of disaggregate choice models is to assume all members of a (sample) population use the same basic decision process, and thus to employ one disaggregate choice model to analyze an entire population. The author suggests that not all decision makers use the same basic decision process on a given choice and that there are variables by which a sample can be partitioned a priori into segments assumed to be using different choice processes. The use of multiple disaggregate choice models, each model fitting the choice process assumptions of a segment, should improve both the predictive accuracy and the quality of the diagnostic information provided. Empirical information from two separate data sets tends to support strongly the approach of using multiple disaggregate choice models on a given (sample) population.
Individual Differences and Marketing Decision Support System Usage and Satisfaction
Authors: Zinkhan George M. , Joachimsthaler Erich A. , Kinnear Thomas C.
Published: December 2018

Relatively little is known about how managers interact with marketing decision support systems such as a computer simulation. The authors investigate individual difference variables to determine their role in influencing the utilization of and satisfaction with one component of a marketing decision support system. The research vehicle used is a computer simulation model for assisting decision making in retailing. The findings indicate that risk averseness, involvement, cognitive differentiation, and age are important predictors of utilization and satisfaction. Managerial implications of the findings are discussed.
Modeling Marketing Interactions with Application to Salesforce Effectiveness
Authors: Gatignon Hubert , Hanssens Dominique M.
Published: December 2018

The authors propose that a general class of market response models with marketing parameter equations be used for the study of marketing interactions. They inventory alternative model specifications of marketing mix interactions, along with the estimation procedures, and compare two that are relevant in an application to the determinants of U.S. Navy salesforce effectiveness. The authors also illustrate the importance of modeling interactions as a basis for making inferences about marketing mix resource allocation.
Heuristics and Biases in the Intuitive Projection of Retail Sales
Authors: Cox Anthony D. , Summers John O.
Published: December 2018

Retail merchandise buyers are shown to exhibit a nonregressive bias when making sales projections. A quantitative model based on the principle of statistical regression is found to outperform the judgmental sales predictions of experienced buyers. Implications for the appropriate roles of intuitive and model-based decision making in retail merchandise buying are discussed.
Estimating Trait, Method, and Error Variance: Generalizing across 70 Construct Validation Studies
Authors: Cote Joseph A. , Buckley M. Ronald
Published: December 2018

The authors examine the construct validation results of 70 published data sets. The analysis shows that, on average, traits account for less than 50% of the variance in construct measures. These findings raise questions about the application of statistical techniques that assume minimal measurement error or do not properly model systematic measurement error.
Environmental Determinants of Decision-Making Uncertainty in Marketing Channels
Authors: Achrol Ravi S. , Stern Louis W.
Published: December 2018

To function, a marketing channel must have a certain amount of consensus and coordinated decision making among its members. Marketing channel theory has emphasized the “internal” mechanisms of achieving integrated actions. However, channels consist of exchanging organizations that are affected not only by their collective interests, but also by forces “external” to the relationship. Internal coordination mechanisms are likely to be less effective to the extent channel members are faced with uncertainties emanating from external sources. The authors examine the external or environmental factors affecting decision-making uncertainty in channels. The findings indicate that four dimensions—diversity among consumers, dynamism, concentration, and capacity—should be included in future research on the effects of environments on intrachannel variables.
A Structural Equations Analysis of the Impact of Price Promotions on Store Performance
Authors: Walters Rockney G. , Mackenzie Scott B.
Published: December 2018

Guided by past research, conventional wisdom in the retailing area, and microeconomic theory, the authors develop a series of hypotheses about the effects of loss leaders, in-store price specials, and double coupon promotions on overall store sales, profit, and traffic. The resulting system of structural relationships is tested and cross-validated with data from two large supermarkets. The findings indicate that (1) though most of the loss leader promotions had no effect on store profit, those loss leaders that did affect profit did so through their effect on store traffic rather than through their effect on sales of the promoted items, (2) double coupon promotions affected profit by increasing sales of products purchased with a coupon rather than by increasing store traffic, and (3) in-store price specials appear to have had no effect on store profit, sales, or traffic. The results of the study also emphasize the importance of building store traffic to increase retailer profit and of examining the effects of price promotions within the context of a system of relevant equations.
Ethical Behavior and Bureaucratic Structure in Marketing Research Organizations
Authors: Ferrell O. C. , Skinner Steven J.
Published: December 2018

The authors examine the relationship between bureaucratic structure and ethical behavior in research firms, data subcontractor organizations, and corporate research departments. The results suggest that the bureaucratic structure of the organization is related to ethical behavior; the nature of this relationship varies across the three types of research organizations investigated.
An INDSCAL-Based Approach to Multiple Correspondence Analysis
Authors: Carroll J. Douglas , Green Paul E.
Published: December 2018

Current methods of multiple correspondence analysis (MCA) provide configurations that are expressed in terms of principal axes. These solutions are not invariant over rotations. The authors propose an approach to MCA that entails an INDSCAL analysis of normalized Burt matrices (as commonly obtained from MCA). The resulting configuration is uniquely oriented and dimension weights also are obtained for each contributory data set. The method is applied to survey data describing relationships among respondent demographic characteristics and recent car purchases.
Completely Unacceptable Levels in Conjoint Analysis: A Cautionary Note
Authors: Green Paul E. , Krieger Abba M. , Bansal Pradeep
Published: December 2018

An experiment is reported on the extent to which respondents adhere to the implications of choosing the “completely unacceptable” level in hybrid conjoint (and related) applications. The findings indicate that the form of the instructions matters, but that respondents often ignore the implications of previous responses when responding to full-profile options containing unacceptable attribute levels. The authors discuss the impact of this inconsistency on internal predictive validity in both empirical and theoretical terms.
The Impact of Inferences on Product Evaluations: Replication and Extension
Authors: Lim Jeen-Su , Olshavsky Richard W. , Kim John
Published: December 2018

The authors attempted to replicate and extend Huber and McCann's findings about the spontaneous occurrence of inferences between attributes in studies of product evaluations. Those findings provided support for the conclusion that inferential processes can distort the validity of the traditional additive model and results based on commonly used estimation procedures such as conjoint analysis. Using conflicting as well as supportive pairs of product attributes, the authors found no evidence of inferencing between attributes unless inferences were explicitly induced.
Impact of Sales Promotions on when, what, and how Much to Buy
Authors: Gupta Sunil
Published: December 2018

The effectiveness of a sales promotion can be examined by decomposing the sales “bump” during the promotion period into sales increase due to brand switching, purchase time acceleration, and stockpiling. The author proposes a method for such a decomposition whereby brand sales are considered the result of consumer decisions about when, what, and how much to buy. The impact of marketing variables on these three consumer decisions is captured by an Erlang-2 interpurchase time model, a multinomial logit model of brand choice, and a cumulative logit model of purchase quantity. The models are estimated with IRI scanner panel data for regular ground coffee. The results indicate that more than 84% of the sales increase due to promotion comes from brand switching (a very small part of which may be switching between different sizes of the same brand). Purchase acceleration in time accounts for less than 14% of the sales increase, whereas stockpiling due to promotion is a negligible phenomenon accounting for less than 2% of the sales increase.
A Log-Linear Model for Predicting Magazine Audiences
Authors: Danaher Peter J.
Published: December 2018

A log-linear model for predicting magazine exposure distributions is developed and its parameters are estimated by the maximum likelihood technique. The log-linear model is compared empirically with the best-found model for equal-insertion schedules, one of Leckenby and Kishi's Dirichlet multinomial models. For unequal-insertion schedules the log-linear model is compared with the popular Metheringham beta-binomial model. The results show that the log-linear model has significantly smaller prediction errors than either of the other models.
Signal Detection Analysis and Advertising Recognition: An Introduction to Measurement and Interpretation Issues
Authors: Tashchian Armen , White J. Dennis , Pak Sukgoo
Published: December 2018

Recently the theory of signal detection has been introduced as a method for improving ad recognition testing. The authors expand upon this presentation, elaborate the various data collection and analytic approaches available to marketing researchers, and discuss the potential problems associated with each approach.
Reference Effects of Price and Promotion on Brand Choice Behavior
Authors: Lattin James M. , Bucklin Randolph E.
Published: December 2018

When consumers are exposed to pricing and promotional activity by frequently purchased packaged goods, they may develop expectations that are used as points of reference in evaluating future activity. The authors build a model to test for the presence of these reference effects on brand choice behavior. The approach differs from previous research in two ways: (1) the model includes reference effects of promotion in addition to reference effects of price and (2) a threshold model is introduced to capture the formation of the consumer's promotional reference point. The authors calibrate a model of brand choice using IRI scanner panel data on ground coffee. The findings suggest that promotional activity has significant reference effects on consumer response.
Adjusting Stated Intention Measures to Predict Trial Purchase of New Products: A Comparison of Models and Methods
Authors: Jamieson Linda F. , Bass Frank M.
Published: December 2018

Several of the largest marketing research suppliers estimate that 70 to 90% of their clients use purchase intention scales in some form on a regular basis. Though there have been many studies of purchase intention, relatively few researchers have tried to relate purchase intention to actual purchase behavior. Those who have attempted to relate the two often have found substantial variation between stated intention and actual behavior. The authors have collected what they believe is the largest and most comprehensive database on purchase intention and actual purchase behavior for new products yet developed. They use different models in a comparison of predictive accuracy when stated intentions data are adjusted by separate perceptions of products such as willingness to consult others before purchase, affordability, liking, and availability.
Robustness and Small-Sample Properties of the Estimators of Probabilistic Multidimensional Scaling (PROSCAL)
Authors: Büyükkurt B. Kemal , Büyükkurt Meral Demirbag
Published: December 2018

Probabilistic multidimensional scaling (MDS) models, in comparison with the deterministic ones, offer several theoretical advantages that are likely to appeal to marketing researchers. These advantages are based on asymptotic sampling theory assuming that an explicated error distribution holds true. Whether such models are perceived as practical and useful by marketing researchers, however, will depend partially on the robustness and small-sample properties of their estimators. The error underlying the judgments may very well violate the distributional assumptions, and the typical sample size in marketing applications is not likely to meet the asymptotic requirements. The authors examine the robustness and small-sample properties of PROSCAL, a probabilistic MDS algorithm based on a multivariate generalization of Thurstone's pair comparison model. The results of two extensive simulations experimentally manipulating number of subjects, number of stimuli, and type of error distribution and its variance suggest that PROSCAL estimators are robust to violations of the assumption of normality of the error term within the manipulated ranges of the parameter values. Also, goodness of recovery and dimensionality tests are fairly accurate for sample sizes as small as nine.
Client Evaluation Cues: A Comparison of Successful and Unsuccessful Salespeople
Authors: Szymanski David M. , Churchill Gilbert A.
Published: December 2018

Most salespeople attempt to identify likely purchasers of a product by using evaluation cues stored in memory to classify potential customers. The authors investigate how these cues differ for successful and unsuccessful salespeople. They find that successful and unsuccessful salespeople have the same number of cues in memory, and that the two types of representatives distribute importance weights about the same across evaluation cues. Successful and unsuccessful salespeople weight many of the same cues differently, however. The standards they use to describe class members also differ for several cues, with successful salespeople generally using more stringent criteria. The authors discuss the implications of the findings and offer some directions for future research.
Cognitive and Age-Related Differences in the Ability to Use Nutritional Information in a Complex Environment
Authors: Cole Catherine A. , Gaeth Gary J.
Published: December 2018

Results from three experiments indicate how age, cognitive style, and perceptual aid affect consumers’ use of nutritional information. In experiments 1 and 2, age and perceptual aid influence accuracy in a cereal choice task. In experiment 3, perceptual aid interacts with cognitive style, influencing accuracy and decision time. The authors discuss implications for aging theory, consumer education, and public policy.
A Transaction Cost Analysis Model of Channel Integration in International Markets
Authors: Klein Saul , Frazier Gary L. , Roth Victor J.
Published: December 2018

The authors develop a transaction cost analysis model designed to explain the channel integration choices of firms in international markets. In a test with data collected from a group of Canadian export firms, the model receives significant support, suggesting that an important contingency when deciding on channel structure in a foreign country is the ability of the market to limit the opportunistic tendencies of outside intermediaries. When the enforcement of contractual arrangements cannot be relied upon in the market, different degrees of forward integration are feasible alternatives. Other empirical results suggest that the firm may prefer use of intermediaries in a foreign market with high environmental diversity in order to cope with its inherent complexity and maintain flexibility. Channel volume, the use of shared channels, and country destination also are shown to affect the nature of integration in channels in international markets.
Stochastic Models of Interpurchase Time with Time-Dependent Covariates
Authors: Gupta Sunil
Published: December 2018

Consumers’ purchase time decisions are important elements of their buying decision process. Stochastic models of interpurchase time, which have been used extensively in the marketing literature, are parsimonious, easy to estimate, and usually fit and predict the data well. However, there has been a striking omission of marketing variables in these models. Because empirical evidence suggests that marketing variables, such as promotions, can affect consumers’ purchase time decisions, the author presents a methodology for including such variables in these stochastic models. Four commonly used models are discussed: exponential, Erlang-2 (no heterogeneity), and these two models with gamma heterogeneity. Thus one can include duration dependence, heterogeneity, and nonstationarity in the model, and also account for right-censored data. Special care is shown to be needed when covariates, such as marketing variables, vary over time. The models are analytically tractable, which makes their estimation and validation simple and fast. An illustration of the methodology is provided with scanner panel data for coffee. Inclusion of duration dependence, heterogeneity, and marketing variables is shown to improve the model's diagnostics, fit, and predictions.
An Analysis of the Tradeoff between Advertising and Price Discounting
Authors: Sethuraman Raj , Tellis Gerard J.
Published: December 2018

The authors examine an important influence on the price-advertising tradeoff, the ratio of price and advertising elasticities. Their theoretical analysis stresses the centrality of the elasticity ratio and shows how the pass-through ratio, the fraction of loyal consumers who take advantage of price discounts, and the contribution-price ratio are additional factors that influence the price-advertising tradeoff. Empirical analysis of 262 observations from published studies indicates that the price elasticity is “on average” 20 times the advertising elasticity. The elasticity ratio is higher for mature products than for products in the early stage of the life cycle, and for nondurable goods than for durable goods. These findings suggest that price discounting may be more profitable than an advertising increase for nondurable goods and mature products. The ratio is smaller for elasticities estimated from yearly data than for those based on quarterly or monthly data. This finding raises a question about the appropriate level of aggregation for understanding the relative effects of price and advertising.