Showing papers in "International Journal of Research in Marketing in 1997"

TL;DR: In this paper, the authors examined the linkages between trust in a salesperson, trust in the store, and repeat purchase intention, and found that for those with an interpersonal relationship, trust and commitment to the salesperson are directly linked with purchase intention as well as indirectly through store attitude.

TL;DR: In this paper, a large scale loyalty program is evaluated in terms of its ability to change normal repeat-purchase patterns by generating "excess loyalty" for brands in the program.

TL;DR: This paper used the perspective of interpersonal relationship theory to critically examine, reposition, and extend the notion of brand loyalty, finding that not all loyalty relationships are alike, in strength or in character.

TL;DR: The authors examined the over-time behavior of brand loyalty for a large set of brands drawn from 21 consumer packaged goods categories using the brand-loyalty operationalization of Colombo and Morrison (1989).

TL;DR: In this paper, the effects of store characteristics on customers' mood, on their satisfaction, and on their purchasing behavior are investigated in two furniture stores differing with regard to their atmosphere, i.e. their condition, information rate and layout.

TL;DR: In this article, the authors focus on how different stages in the service delivery process can be profiled in terms of three axiological value dimensions and how each stage relates to an overall satisfaction judgement.

TL;DR: In this paper, the critical issue of defining the appropriate unit of analysis in cross-cultural research and proposing a new definition is examined and three alternative research designs for crosscultural studies based on this definition are discussed.

TL;DR: A review of the research on retail marketing can be found in this article, where a reorientation of the role of retailers away from the prevailing focus on distribution toward an emphasis on integrated communications and the management of customer relationships is discussed.

TL;DR: In this article, the authors investigated the factors that relate to the deviations of brand's actual loyalty levels from theoretical norms in packaged goods markets and found that on average, brands that cater to some market niche, are bought in higher quantities, have lower prices, promote to a lesser extent, and have shallower price-cuts and enjoy higher than expected loyalty levels.

TL;DR: The authors found that when consumers were re-interviewed, on average only about 50% gave the same attitudinal yes or no response as before, implying that attitude beliefs are often not very firmly held.

TL;DR: In this paper, a definition of provoactive appeals as they are currently used in advertising, especially in the clothing and fashion industry, is presented, and the effects of provocative appeals are measured through a preliminary empirical investigation which shows that provocation may be a valid strategy to attract attention, but may affect negatively the attitude toward the brand.

TL;DR: In this article, the effectiveness of different defense strategies when faced with a new product introduction by a competitor was evaluated using a sample of in cumbents across a wide range of industries, and the authors found that faster reactions to the new entrant have a positive impact on the perceived success of the defense strategy.

TL;DR: This paper argued that despite the marketing academy's declared quest for "relevance" through providing clues to better marketing practice, perhaps it is in the academy's own interest to continue to perpetuate this particular marketing myth, arguing that if this is so, then the marketing management discourse is in danger of being trapped in the aspic of its own prejudices.

TL;DR: In this paper, the role of benefit saliency, the readiness with which particular benefits are brought to mind by consumers in relation to a given product category, has been examined in common time-pressured conditions.

TL;DR: This article investigated the impact of children's affective reactions elicited by TV ads on two essential indicators of advertising effectiveness: the attitude toward the ad (Aad) and post exposure brand attitude (Abp).

TL;DR: Adoption, support from inside the company, communication and knowledge about MDSS are crucial, and involvement of the user, sophistication, adaptability of the system and the possibility of direct interaction with the system are important.

TL;DR: In this article, the authors examine a phenomenon which has been observed in the grocery channel recently, called "guarantee of margins", which is a clause inserted in the contract between the manufacturer and the retailer that ensures a certain profit margin for the retailer irrespective of the retail price he/she is charging.

TL;DR: In this article, the authors test hypotheses grounded in accessibility theory: a concept or object may be available from memory but may be accessible only under certain conditions, and the findings provide support for the first, second, and fourth hypotheses, but only partial support for a third hypothesis.

TL;DR: In this article, a new target selection strategy that simultaneously takes both characteristics into account by using different mailings offereng the same product to different targets is presented, which increases the net returns of a fund raising campaign.

TL;DR: In this article, the relative appropriateness of alternative model specifications that differ in constraints is discussed. And the authors compare different possible hierarchies against each other and against recently developed non-hierarchical specifications and discuss how the alternative specifications accommodate asymmetry in competition.

TL;DR: In this paper, the authors propose a choice model that treats a household's string of purchases as the unit of analysis, in contrast with conventional models of individual purchases, and demonstrate via simulation of a price promotion how the separation of the effects of state dependence from unobserved heterogeneity enables them to correctly evaluate the profitability of a promotion by explicitly taking into account the multi-period effects of promotions resulting from state dependence.

TL;DR: An approach for modeling the evolution of preference segments over multiple time periods, using panel survey data that are easy to collect on a large scale from different regional markets and countries where scanner panel data are limited or unavailable is discussed.

TL;DR: This article found that more subjects mentioned beneficial and imagery attributes underlying their preference judgement, in contrast to Lefkoff-Hagius and Mason's hypothesis that more consumers mention characteristic attributes as underlying their similarity judgement.

TL;DR: In this article, the authors examined the purchasing behavior of large multinational corporations from four countries who purchase foreign exchange contracts from the major banks and highlighted similarities to the patterns of buying behavior observed in consumer markets.

TL;DR: In this paper, the Swedish case demonstrates that advanced consumer behaviour is not as closely related to growth in private incomes as is usually believed, as the same consumers can be seen drinking champagne and buying things second-hand.

TL;DR: In this article, a perceptual mapping technique for the analysis of two-way two-mode frequency data is presented: probability matrix decomposition (PMD) is compared, both theoretically and empirically, to two alternative techniques: latent class analysis by the binomial model and correspondence analysis.

TL;DR: In this article, the authors review recent economic, demographic and cultural trends in Spain and discuss changes in consumer buying behaviour and in the macromarketing environment, and conclude by presenting a number of challenges for marketers over the next decade.