Showing papers in "Journal of Business Research in 1991"
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TL;DR: In this article, the authors present a theory developed to explain why consumers make the choices they do, including the choice to buy or not buy (or to use or not use) cigarettes and the choice of one type of cigarette over another.
3,502 citations
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TL;DR: In this article, a study was conducted to explore how two decision situations affected subjects' product knowledge, end-goals, and means-end relationships that were activated for greeting cards.
347 citations
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TL;DR: The empirical results support the hypothesis that the stability of ranking information decreases with decreasing rank for a ranking of 4 alternatives, and indicate the best strategy to combine the ranks is to include rank-specific scale and other bias parameters.
216 citations
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TL;DR: In this paper, the authors examined temporal changes in post-purchase product satisfaction for a durable goods purchase and investigated the role of disconfirmation in these changes, finding that consumers with high product involvement showed a decline in satisfaction whereas low-involvement consumers' satisfaction increased.
201 citations
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TL;DR: In this article, the authors assess whether environmental conditions interact with strategies as determinants of performance and find that environmental dynamism, complexity, and munificence each moderate the form of strategy-performance relationships.
175 citations
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TL;DR: In this paper, the authors discuss seven issues related to laddering, both in terms of its use as an approach to gathering data and interpreting the output from laddering interviews: direction, number, and strength of linkages, degree of specificity, where in the ladder is the respondent's main focus, which links should be at the top of the ladder, and relation of values to choice behavior.
168 citations
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TL;DR: In this paper, the authors used data from 106 students at two points in time to assess the convergent, discriminant, and criterion-related validity of three of these measures: Zaichkowsky's Personal Involvement Inventory, Laurent and Kapferer's Consumer Involvedment Profile Inventory, and Mittal's Involvements Scale.
161 citations
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TL;DR: The authors examines an emerging elderly age-subcultural segment, referred to as the new-age elderly, who perceive themselves as younger in age and outlook, they feel more self-confident and in control of their lives, and they are less concerned with the accumulation of possessions and more involved in seeking novel experiences, personal challenges, and new adventures.
160 citations
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TL;DR: In this article, the linkage between gift-giving behaviors and personal values was investigated, and two hypotheses assessed were confirmed: individuals in active, social value segments reported higher levels of gift giving, as well as greater exertion of effort in gift selection, than did individuals in passive, nonsocial value segments.
159 citations
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TL;DR: The authors examined subjective and objective forms of underemployment and empirically examined their relationship to job satisfaction using 256 non-academic university employees and found moderate to strong negative relationships with satisfaction while objective measures were unrelated to satisfaction.
156 citations
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TL;DR: The papers in this special issue illustrate some, but by no means all, of the ways that one might go about conducting, modeling, and applying the results of choice experiments.
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TL;DR: An export growth share matrix, which divides firms into four categories based on export percentage and anticipated growth, was developed from an analysis of past literature and an empirical data base as mentioned in this paper, and implications are then developed for each category of firms to help the government encourage exporting and to improve managerial decisions regarding marketing abroad.
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TL;DR: In this paper, the authors examined differences in consumers' means-end chain knowledge structures that are developed during the evaluation of a seller's prior ethical/unethical behavior, and found marked differences between means end chain structures utilized when the ethical situation has personal versus social (nonpersonal) consequences to the subjects.
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TL;DR: In this article, a consumption constellation associated with the stereo-typical "yuppie" role is proposed to formalize this discussion and the properties of consumption constellations are mathematically operationalized, and their interrelationships are discussed.
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TL;DR: In this article, the authors used a sample of 138 salespersons drawn from a variety of companies to explore whether gender and performance do moderate the relationship between job satisfaction and intent to leave.
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TL;DR: In this paper, the authors investigated the relationship between entrepreneurship and societal quality of life by examining both the functional and dysfunctional effects of entrepreneurship on seven major components of societal quality-of-life.
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TL;DR: In this article, a potential explanation for the amount of individual participation and influence in an industrial purchase decision is whether or not the participant expects any personal repercussions to result from the decision outcome.
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TL;DR: In this article, the authors examined gender differences in values of 258 managers (127 women, 131 men) in two separate worlds: work and personal life, suggesting dual situational values that also vary by gender.
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TL;DR: In this paper, the authors argue that attention to redundancy in constructs is important for theoretical, empirical, and pragmatic reasons, and they advocate that redundancy between two or more constructs be evaluated from conceptual and empirical perspectives.
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TL;DR: In this article, the universal or "mother" logit model was applied to predict the likely effects of a number of proposed actions to improve the attractiveness of some shopping centers in the Eindhoven region, The Netherlands.
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TL;DR: A procedure including message elements, consumer benefits and driving force (Meccas), and the use of leverage points developed form the means-end analysis to activate values through advertising is presented.
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TL;DR: In this paper, the meaning of consumer decisions to allocate time (a fixed budget) to activities, decisions that may possibly precede decision to allocate income to goods, is discussed.
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TL;DR: This article used a deterministic model from the attitude literature to empirically examine how attitudes that decision makers within the Canadian federal public sector hold towards various work arrangements relate to behaviors (use of the work arrangements), intended behaviors, and personal preference.
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TL;DR: In this article, a 2-stage procedure for imputing missing values was proposed and empirically demonstrated, where the first stage checks whether nonresponse is systematic or not systematic, and the second stage imputes answers for each individual who does not answer the question using a modified least-squares procedure.
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TL;DR: In this paper, the authors of marketing journal articles dating from 1960 in three prominent marketing journals were analyzed, and the proportion relative to all North American universities, of authors from southern institutions either as the institution of record (employing institution at the time of the most recent publication) or the PhD-granting school was found to be approaching representativeness in the discipline of marketing.
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TL;DR: In this article, the authors examined the effects of established brand prices in a rival advertisement, new brand prices and source credibility on perceived quality of the new brand, and found that when the credibility of the source communicating the brand price was high, established brand price had an effect on perceived qualities of the brand.
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TL;DR: In this paper, the authors quantify the returns, risks, and correlation coefficients of the dollar value of returns on various foreign equity markets with returns on the U.S. market for two periods: before and after the October 19, 1987 stock market crisis.
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TL;DR: In this article, the authors test the idea that consumer-juror and product liability plaintiff characteristics are a major source of "decoupling" pressures, causing departures from due process in favor of social process.