bluuebunny/crossref_metadata_2025_split huggingface dataset:
The effects of empathy on salesperson effectiveness
Authors: Dawson Lyndon E. , Soper Barlow , Pettijohn Charles E. 
Published: July 2007

AbstractEmpathy is often described as a trait possessed by successful salespeople. Empirical studies that have uncovered a positive relationship between empathy and sales have failed, however, to use empathy measurement techniques deemed appropriate in counseling‐ psychotherapy, the field where most research pertaining to the empathic construct has been conducted. The research reported in this article examines the relationship between a salesperson's empathy and sales performance by using one of the most clinically acceptable empathy measurement instruments: The Barrett‐Lennard Relationship Inventory. The empathy levels of salespersons were determined by new‐car customers. Sales representatives' empathy ratings were then compared with their sales performance. The results of the research contradict the a priori assumption that empathy is positively related to sales performance.
The effect of consumers' emotional reactions on behavioral intention: The moderating role of personal relevance and self‐monitoring
Authors: Darley William K. , Lim Jeen‐Su 
Published: July 2007

AbstractThis study examines the moderating effects of personal relevance and self‐monitoring on the relationship between emotional reactions and behavioral intention. The results show that personal relevance and self‐monitoring moderate the emotion‐behavioral intention relationship. The magnitude of the relationship increases significantly when these individual difference variables are incorporated as interaction terms. Theoretical and public policy implications are discussed.
Segmentation and market structure when both consumer and situational characteristics are explanatory
Authors: Ball Dwayne , Lamb Charles , Brodie Roderick 
Published: July 2007

AbstractThis article addresses the problem of exploring data for useful segments (and subsequently, market structure) in markets in which demand is a function of both consumer and situational characteristics. Current exploratory segmentation methods use either persons or situations as the unit of analysis, but not both. Yet choice and needs are frequently an unknown function of both personal characteristics and situational characteristics. Under these conditions of unknown strength of sources of influence, it may be advantageous to explore data. To allow the fruitful use of data exploration, we propose the use of a unit of analysis we call the person‐in‐situation, sampling of these units from their population, segmentation of these units with respect to choices, and the post‐hoc exploration of such segments for regularities in individual and situational characteristics.
How advertising slogans can prime evaluations of brand extensions
Authors: Boush David M. 
Published: July 2007

AbstractDifferent versions of a brand slogan were presented to each of three treatment groups before they evaluated six potential extensions of a fictitious brand. One slogan primed “nutrition,” one primed “spiciness,” and the third primed “high quality” as product attributes. All other product and brand information was held constant. The slogans had a significant effect both on the perceived similarity and on the evaluations of potential brand extensions. The results suggest that there is considerable flexibility in the category of products that a brand represents. Advertising slogans can play an important role in supporting or undermining a brand extension strategy by drawing attention to attributes that the new product either has in common with existing products or that conflict with existing products. © 1993 John Wiley & Sons, Inc.
Service attributes: Expectations and judgments
Authors: Bridges Eileen 
Published: July 2007

AbstractConsumers' expectations regarding a product or service they would select for a particular usage situation may determine a reference point that impacts how they judge products or services they plan to use in that situation. We hypothesize that perceptual judgment of an attribute that is less important to a consumer's choice decision is more heavily influenced by the reference point than is judgment of an attribute that is more important to the choice. We support our hypothesis with experimental results in a service industry application. Further, we estimate a model and use the obtained parameter values to predict judgment of the service for a holdout usage situation. © 1993 John Wiley & Sons, Inc.
Continuous measurement of self‐report of emotional response
Authors: Stayman Douglas M. , Aaker David A. 
Published: July 2007

AbstractThere has been substantial recent interest in measurement of emotional responses to advertising. One of the promising methods recently introduced has been the continuous measurement of specific feelings through a “warmth monitor” introduced by Aaker, Stayman, and Hagerty (1986). This article reports research extending the work of Aaker, Stayman, and Hagerty (1986) in two ways. First, it tests whether the warmth monitor method distinguishes feelings from the global reactions that are more commonly measured with continuous self‐report measures. Second, it tests the extension of the method to a general emotion monitor that measures feelings other than warmth. Support is found for discrimination between feelings and overall liking and for the validity of a humor, but possibly not irritation, monitor. © 1993 John Wiley & Sons, Inc.
The role of affect in consumers' temporal judgments
Authors: Hornik Jacob 
Published: July 2007

AbstractThe role of time and mood as consumer behavior constructs has seen increasing independent attention over the past several years. Two studies on the impact of transient affective states on consumers' temporal judgments are reported. In accordance with the research hypotheses, both studies demonstrated strong mood effects on subject's time perception and orientation. The findings were validated across two different mood‐inducing manipulations and supported the general theoretical foundation of the mediating roles of affective states on consumers' temporal judgments. © 1993 John Wiley & Sons, Inc.
An empirical investigation of the role of involvement with a gendered product
Authors: Gainer Brenda 
Published: July 2007

AbstractThis article examines the role of involvement as an intermediate step between sex or feminine gender identity, and the frequency of arts attendance. A series of hypotheses concerning the significance of the relationships among the above constructs was developed, and data were collected from a sample of arts‐goers with which to estimate a path model. The results of the analysis showed that sex and feminine gender identity do not affect attendance directly, but rather indirectly through the involvement construct. Moreover, while feminine gender identity has a direct effect on involvement with the arts, sex affects involvement indirectly as a result of childhood experience. © 1993 John Wiley & Sons, Inc.
An empirical evaluation of the kapferer‐laurent consumer involvement profile scale
Authors: Rodgers William C. , Schneider Kenneth C. 
Published: July 2007

AbstractThe Consumer Involvement Profile (CIP) is tested across several samples of U.S. consumers. With one exception, the authors were able to successfully replicate the factor structure of the CIP, thereby concluding that the scale is a useful measure of several antecedents of involvement. However, two factors purporting to measure interest versus pleasure regularly merged into a single factor. The authors conclude that interest and pleasure cannot be distinguished from one another in the current applications. © 1993 John Wiley & Sons, Inc.
An extension of the congruence hypothesis: The effects of real products, branching format, similarity, and involvement
Authors: Cooper‐Martin Elizabeth 
Published: July 2007

AbstractThe congruence hypothesis predicts that consumers process information in the form presented. To test this hypothesis, this study examined how consumers adapt their choice processes to choice problems that varied on product class involvement, similarity among alternatives, and information format. To extend previous tests of the congruence hypothesis, the choice stimuli were sets of real, physically present products (instead of verbal descriptions). The stimuli varied on factors other than information format and included a new information format, branching, used by retailers. Thirty‐six female consumers made six choices in a laboratory setting and provided concurrent verbal protocols. Analysis of the protocols supported the congruence hypothesis's predictions for each factor. The results suggest that product class involvement does not affect choice process structure, that similarity encourages attention to similar alternatives, and that information format strongly affects choice processes. © 1993 John Wiley & Sons, Inc.
Beauty and the beholder: The pursuit of beauty through commodities
Authors: Vacker Barry , Key Wayne R. 
Published: July 2007

AbstractThe issue of pursuing beauty through commodities purchased in the marketplace is an issue of enormous complexity. The psychological effects of beauty representations in marketing communications and beauty objects as commodities can be profound and wide ranging in a culture. This article examines typical interpretations of beauty from a philosophical context and suggests that different philosophies of what comprises beauty often yield different psychological and cultural effects. This article offers a preliminary framework for understanding the function of beauty in the market, the physical appearance phenomenon, concern with unnatural perfection, the preoccupation‐with‐youth culture, and the decontextualization of beauty. © 1993 John Wiley & Sons, Inc.
Rebate usage: A motivational perspective
Authors: Tat Peter K. 
Published: July 2007

AbstractThis study investigates the motivational factors in consumer rebate usage. Three motivational factors were identified and tested: price consciousness, perceived time and efforts associated with rebate redemption, and perceived satisfactions from using rebates to obtain the savings. The variables were operationalized by Likert‐type statements. Validity and reliability were assessed and found to be acceptable. Moreover, the three factors were found to be useful in predicting consumers' decisions to redeem rebates. Managerial implications and recommendations for future research are offered. © 1994 John Wiley & Sons, Inc.
Innovativeness in product usage: A comparison of early adopters and early majority
Authors: Ram S. , Jung Hyung‐Shik 
Published: July 2007

AbstractA field study was conducted to examine if time of adoption (i.e., purchase innovativeness) was systematically related with use innovativeness, product involvement, and extent of product usage. The results showed that early adopters had significantly higher use innovativeness and product involvement as compared to the early majority. Although usage variety was higher for early adopters, no significant differences were found in usage frequency between the two groups. Use innovativeness and involvement mediated the relationship between purchase innovativeness and usage variety. © 1994 John Wiley & Sons, Inc.
Toward a predictive model of the consumer inference process: The role of expertise
Authors: Lee Dong Hwan , Olshavsky Richard W. 
Published: July 2007

AbstractAn information processing model is proposed for understanding and predicting cognitive behaviors underlying the generation of an inference. J. R. Anderson's theory of cognitive skill learning serves as the basis for the conceptual model. Specific predictions are generated concerning the impact of different levels of prior knowledge on the occurrence of inference and on the types of inference processes. An effort is made to demonstrate how the theory can be developed into a formal, predictive model in the form of a computer simulation model. Finally, some suggestions for future research directions are discussed. © 1994 John Wiley & Sons, Inc.
Returning young adults: Implications for marketers
Authors: Burnett John , Smart Denise 
Published: July 2007

AbstractThis article examines a growing phenomenon termed returning young adults or RYAs. It looks at currently held beliefs about the group, examines characteristics of a matched sample of RYAs and persons not living at home, and discusses implications about the viability of the RYA group as a segment of interest to marketers. © 1994 John Wiley & Sons, Inc.
Recycling as a marketing problem: A framework for strategy development
Authors: Shrum L. J. , Lowrey Tina M. , McCarty John A. 
Published: July 2007

AbstractThis article provides a framework for integrating past recycling research by conceptualizing recycling compliance as a marketing problem. Within a social marketing framework, recycling behavior is considered the product, and the marketing problem is to sell recycling to the consumers or public. Recycling research is then categorized as consumer research (research on characteristics of the recycler), pricing research (research on the costs to the consumer, including implicit or less tangible costs), distribution research (research on modes of participation for the recycler), and promotional research (research on intervention strategies such as raffles and contests, personal selling techniques such as block leader programs, and persuasive communications). Using this framework, we provide an integration of a vast amount of recycling research, and also suggest how this research can be used to design actionable strategies for the development of community recycling programs. © 1994 John Wiley & Sons, Inc.
Deciphering dyads: Concepts, methods, and controversies in relational research
Authors: Anderson Wilton Thomas 
Published: July 2007

AbstractData source issues in dyadic research routinely revolve around the same persistent controversies: insiders versus outsiders, subjectivity versus objectivity, self‐report versus observation, one partner versus two, first‐order versus second‐order data analysis. Yet much of the controversy in dyadic research would be eliminated if analysts would specify a priori whether the conceptual or theoretical rationale for the research is (a) to decipher the personal, subjective, or idiographic experience of individuals in dyads (individual properties), or (b) to decipher objective, generalizable patterns of personality and lifestyle interaction that characterize dyadic relationships (relationship properties). © 1994 John Wiley & Sons, Inc.
The role of affective and cognitive decision‐making processes during questionnaire completion
Authors: Helgeson James G. , Ursic Michael L. 
Published: July 2007

AbstractThe use of affective and cognitive decision‐making processes during questionnaire completion is examined through protocol analysis. Characteristics of the questionnaire, such as length and extremity of the scale anchor cues, resulted in more affective processing. Respondent‐related variables, such as product familiarity, attitude toward survey research, and sex, had little influence on decision making. Finally, affective decision making influenced the outcomes of the questionnaire response analysis by being associated with more within‐item variance, less decision time, and lower ratings. The implications of the results to applied and theoretical research are discussed. © 1994 John Wiley & Sons, Inc.
A process model of the effects of price promotions on brand image
Authors: Hunt Kenneth A. , Keaveney Susan M. 
Published: July 2007

AbstractThis article introduces a model to explain the process by which consumer satisfaction or dissatisfaction with price promotions can influence brand image. Specifically, the model explores conditions under which consumers experience satisfaction or dissatisfaction with price promotions, predicts ways that consumers might engage in various levels of attributional processing about price promotion satisfaction or dissatisfaction, and examines how consumer attributions of price promotion satisfaction or dissatisfaction influence brand image. Managerial implications and directions for future research are also offered. © 1994 John Wiley & Sons, Inc.
Uncertainty orientation: Expalaining diffeerences in purchase involvement and external search
Authors: Smith J. Brock , Bristor Julia M. 
Published: July 2007

AbstractThis study incorporates uncertainty orientation, an individual difference variable concerned with cognitive response to uncertainty, and purchase involvement in a multiple indicator model of consumer external search activity. The model is tested using partial least squares in two contexts: for durable purchase decisions. Purchase involvement was found to be a multidimensional construct and only the experienced purchaserisk dimension was captured in the measurement models. For durables, uncertainty‐oriented consumers experienced greater purchase risk and engaged in greater external seach than certainty‐oriented consumers. For nondurables, uncertainty‐oriented consumers experienced lower purchase risk than certainty‐oriented consumers. Although the results are modest, they suggest that uncertainty orientation might be fruitfully examined in other applied contexts. © 1994 John Wiley & Sons, Inc.
Attribute need fulfillment in product usage satisfaction
Authors: Oliver Richard L. 
Published: July 2007

AbstractA deprivation model analog of the effect of first‐level (attribute‐specific) and second‐level (product‐related) need fulfillment on satisfaction with a pharmaceutical information publication was tested under actual usage conditions. A sample of 156 pharmacists participated in a three‐phase study where information needs and current need fulfillment were measured in phase 1. Product usage over a one‐month interval followed in phase 2. In the final phase of the study, attribute performance, first‐ and second‐level need fulfillment, and satisfaction with the product were measured. Analysis suggested that first‐level need fulfillment was positively related to attribute performance, negatively related to the degree to which the need was previously fulfilled, and unrelated to level of overall need. Product‐level need fulfillment was a function of attribute‐level fulfillment, and satisfaction was related to product‐level fulfillment and attribute performance. A test for curvilinear trend in the fulfillment‐satisfaction association was significant, suggesting that diminishing increments to satisfaction occur in the region of overfulfillment. Some improvement in the parameters occurred when this was incorporated in the model. Implications of the findings are discussed. © 1995 John Wiley & Sons, Inc.
Exploratory comparisons of alternative memory measures for brand name
Authors: Duke Charles R. 
Published: July 2007

AbstractTwo experiments examined memory measures other than recall for use in advertising evaluations. In one experiment, an Ebbinghaus Savings Test was used as an indirect test to recover delayed memory for ad information when free recall was at floor levels. In a second experiment, a direct measure (recognition) and an indirect measure (word fragment completion) were compared in delayed tests. Processing levels affected recognition scores significantly, but no such effects were noted for word fragment completion. These results suggest that alternative awareness measures can provide important marketing research information. © 1995 John Wiley & Sons, Inc.
A theory of reasoned action perspective of voting behavior: Model and empirical test
Authors: Singh Kulwant , Leong Siew Meng , Tan Chin Tiong , Wong Kwei Cheong 
Published: July 2007

AbstractA model based on the theory of reasoned action was developed to analyze voting behavior. Based on an empirical test in Singapore, the proposed model was found to be generally effective in predicting the intentions of voters. Attitudes toward the candidate and political party contributed more to explaining variation in voting intention than interpersonal and mass media subjective‐norm components. Direct measures of affect served to better account for voting intention variation than componentially derived measures, although they did not completely mediate the latter's effect. Implications of the findings are discussed and suggestions for future research furnished © 1995 John Wiley & Sons, Inc.
Classical conditioning of unattended stimuli
Authors: Tom Gail 
Published: July 2007

AbstractRecently, marketing has increasingly recognized the potential application of classical conditioning principles. However, the design of marketing studies involving classical conditioning create focused attention upon the conditioned stimulus; whereas in the realistic marketing environment the conditioned stimulus seldom receives focused attention and most likely receives attenuated attention. Using a classical conditioning paradigm, the present study investigated the use of positive and negative unconditioned stimuli in the formation of affect for attended and unattended conditioned stimuli. The results indicated that the use of positive unconditioned stimuli can establish the formation of affect for both the attended and unattended conditioned stimuli. However, classical conditioning was not demonstrated when the unconditioned stimuli were negative. © 1995 John Wiley & Sons, Inc.
A personal construct analysis of adaptive selling and sales experience
Authors: Gengler Charles E. , Howard Daniel J. , Zolner Kyle 
Published: July 2007

AbstractCustomer orientation is a key to successful marketing strategies. In personal selling, customer orientation has been shown to be related to the quality of the customer‐salesperson relationship (Saxe & Weitz, 1978). Adaptive selling (Weitz, Sujan, & Sujan, 1986) is a theoretical perspective that suggests sales performance is related to salespeople's ability to shift their customer orientation, by adapting their behavior to different customers in different situations. This article presents personal construct theory (Kelly, 1955) as a framework for understanding how sales personnel perceive and adapt to customers. An interview technique known as laddering (Gutman, 1982; Hinkle, 1965) is used to elicit these constructs from sales personnel. Results of the interviews are compared across levels of sales experience. Consistent with the Sujan, Sujan, and Bettman (1988) findings relating sales effectiveness and breadth of knowledge structures, we find that the number of years of sales experience is related to the breadth of constructs obtained from the laddering interviews. © 1995 John Wiley & Sons, Inc.
Advertising's impact on children as a function of viewing purpose
Authors: Van Evra Judith P. 
Published: July 2007

AbstractChildren's purpose for watching specific commercials affects the impact of the advertising. Viewing commercials for information, either factual or affective, and perceived relevance, as well as attention, are important conditions for behavioral effect. These factors interact with developmental, gender, racial, and cultural variables, to contribute to a differential impact of advertising on these subgroups. © 1995 John Wiley & Sons, Inc.