Showing papers in "Journal of Consumer Marketing in 1996"
TL;DR: This paper found that consumers who have self-images similar to a brand's image were more persuaded by advertisements encouraging them to think about their own self-image, whereas consumers who had selfimages different from a brand’s image are more persuaded by advertisements to think only functional product quality.
Abstract: 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.
384 citations
TL;DR: The authors discusses the relationship between brand origin and the concept of the global brand and highlights potential problems associated with the use of brand origin, draws managerial implications relating to its use, and suggests areas where research is needed.
Abstract: Argues that, although researchers have studied several aspects of brands which may affect consumer purchasing processes, one significant characteristic of many brands ‐ the origin cues that they contain ‐ has received little or no attention. Reviews current research in the country‐of‐origin area related to branding, as well as the work done by other researchers on brand personality and brand image. Distinguishes brand origin from country of origin, and shows how this concept could be valuable in resolving a methodological problem with some country‐of‐origin studies. Surveys ways in which brand origin is used in practice, both implicitly and explicitly, and discusses the relationship between brand origin and the concept of the global brand. Finally, highlights potential problems associated with the use of brand origin, draws managerial implications relating to its use, and suggests areas where research is needed.
371 citations
TL;DR: In this article, the authors examine the impact of the Internet on marketing aspects of businesses and look at its future and how businesses can use its unlimited potential to their advantage, concluding that the Internet has many risks associated with its use, but it has many benefits too.
Abstract: Examines the impact of the Internet on the marketing aspects of businesses today. Looks at its future and how businesses can use its unlimited potential to their advantage. Concludes that the Internet has many risks associated with its use, but it has many benefits too.
279 citations
TL;DR: The authors argued that to move forward donor behavior research needs to look not only at "why" people make donations but also at the process of "how" donations are made, and proposed that valuable lessons may be learnt through consideration of advances made in the field of consumer behavior where researchers have long focussed on decision-making processes as a concept which is central to the understanding of how consumers behave.
Abstract: Notes that changes in the charity environment mean that fundraisers need to increase income from donations. Argues that to move forward donor behavior research needs to look not only at “why” people make donations but also at the process of “how” donations are made. Proposes that valuable lessons may be learnt through consideration of advances made in the field of consumer behavior where researchers have long focussed on decision‐making processes as a concept which is central to the understanding of how consumers behave. Suggests that taking account of the circumstances in which the consumer acts will give insight into donor behavior, which avoids losing sight of the reality of donation occasions.
179 citations
TL;DR: In this article, the World Wide Web (WWW) is used as a marketing tool, illustrating the issues raised with case examples, and how information can be accessed and disseminated via the WWW using a typology developed by the authors.
Abstract: 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.
131 citations
TL;DR: In this paper, an activities, interests, and opinions (AIO) questionnaire from 386 respondents provided data to identify five distinct groups of elderly shoppers and significant differences were found among the five clusters with regard to the perceived importance of various retail attributes which sell over-the-counter drugs: quality of store and personnel, store characteristics, and use of coupons and discounts.
Abstract: The conflicting research on the elderly has led many to question the wisdom of using age alone to segment the market. Psychographics, or lifestyle groupings, has emerged as a more robust technique of identifying distinct categories of the 65 and older market. An activities, interests, and opinions (AIO) questionnaire from 386 respondents provided data to identify five distinct groups of elderly shoppers. Significant differences were found among the five clusters with regard to the perceived importance of various retail attributes which sell over‐the‐counter drugs: quality of store and personnel, store characteristics, and use of coupons and discounts.
106 citations
TL;DR: In this article, the authors investigated the effect of sport image on the consumer response to product endorsement and found that the image of the sport, independent of the athlete, can contribute significantly to the consumer's response to an endorsement.
Abstract: Businesses will spend millions of dollars associating their products with athletes through product endorsements. Finding the “best” athlete to make the endorsement is a crucial decision. Several theoretical perspectives suggest that the sport from which the athlete comes may be an important factor in producing a favorable consumer response. In a study conducted to investigate the effects of the type of sport on endorsement evaluations, results indicated that the image of the sport, independent of the athlete, can contribute significantly to the consumer’s response to an endorsement. The image of the sport can enhance, or detract from, the effects of the personality and appearance of the athlete making the endorsement. These findings suggest the managers should consider the sport, as well as the athlete carefully, when picking a product spokesperson.
81 citations
TL;DR: In this paper, the TIMES model was used to study the relationship between shoppers' resources and their choice of shopping centers, and presented the results of a study of perceived shopping center problems and gave managerial recommendations for targeting consumers who seek one-stop shopping opportunities.
Abstract: One‐stop shopping has been identified as a major goal of many contemporary shoppers in today’s society. One‐stop shopping tends to imply that all of a shopper’s needs can be filled in one step, all at one time, suggesting that the proper assortment in each store is a must, and a desirable mix of stores should be assembled at one convenient location. A recent study conducted for the International Council of Shopping Centers revealed that the concept of one‐stop shopping is also related directly to the match of store hours with shopper schedules. Examines the hours and schedule matching aspect of one‐stop shopping within a framework called the TIMES model, which considers specifically the relation between shoppers’ resources and their choice of shopping centers. Presents the results of a study of perceived shopping‐center problems and gives managerial recommendations for targeting consumers who seek one‐stop shopping opportunities.
73 citations
TL;DR: In this article, the authors compare US and Mexican consumers' perceptions of service quality, and certify the differences between the two cultures, and provide implications for the international marketer, taking into account that, although service quality has had an immense popularity and generated much research in the USA, with limited studies completed on its international dimensions,
Abstract: Taking into account that, although service quality has had an immense popularity and generated much research in the USA, with limited studies completed on its international dimensions, compares US and Mexican consumers’ perceptions of service quality. Ascertains the differences between the two cultures, and provides implications for the international marketer.
70 citations
TL;DR: In this paper, the authors argue that more CEOs and senior executives need to believe in the power of innovation to increase earnings, stock price, employee and customer satisfaction, and global competitiveness.
Abstract: Argues that more CEOs and senior executives need to believe in the power of innovation to increase earnings, stock price, employee and customer satisfaction, and global competitiveness. Highlights innovation as the single most important factor in the future growth of any business venture; innovation is a mindset ‐ a new way to think about business strategies and practice. Suggests that this thinking drives every aspect of a successful, dynamic organization and penetrates every element of business, creating a clear and enduring vision. States that innovative companies are set apart from their competitors and have the potential to fuel future profitable growth and build long‐term investments.
69 citations
TL;DR: In this paper, the successful lead-user technique used in industrial marketing, and its important components are discussed, and a potentially useful analog for consumer products, and boundary spanning consumer product development teams, which are composed of internal cross-functional members and external members selected from suppliers, retailers and consumers.
Abstract: Reviews recent marketing literature which cites the troubling success rates of newly introduced consumer products and recommends integrating consumer input as early as possible, arguing that, specifically, consumers and other external information sources should be part of idea generation and should provide input throughout the rest of the product development process. Discusses several problems which interfere with achieving that integration. Looks at the relevant learning organization literature and relates it to the new product development process. Explores the successful lead‐user technique used in industrial marketing, and describes its important components. Proposes a potentially useful analog for consumer products, and boundary spanning consumer product development teams, which are composed of internal cross‐functional members and external members selected from suppliers, retailers and consumers.
TL;DR: The authors discusses the plethora of research opportunities in database marketing and promotes organizational learning theory as a useful tool by which database marketing research can advance, and reviews prior research, and presents research questions related to the design, maintenance and applications of customer databases.
Abstract: 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.
TL;DR: More CEOs and senior executives need to believe in the power of innovation to increase earnings, stock price, employee and customer satisfaction, and global competitiveness as discussed by the authors, which is the single most important factor in the future growth of any business venture.
Abstract: More CEOs and senior executives need to believe in the power of innovation to increase earnings, stock price, employee and customer satisfaction, and global competitiveness. Innovation is the single most important factor in the future growth of any business venture. Innovation is a mindset ‐ a new way to think about business strategies and practice. This thinking drives every aspect of a successful, dynamic organization and penetrates every element of business, creating a clear and enduring vision. Innovative companies are set apart from their competitors and have the potential to fuel future profitable growth and build long‐term investments.
TL;DR: In this article, the authors examine multilevel marketing in the light of the relationship between the would-be seller and his/her prospective "downline" and show that the conventional process of promoting this so-called opportunity to friends and virtually everyone else in someone's circle of acquaintance, is, for the most part, unacceptable in western society.
Abstract: Examines multilevel marketing in the light of the relationship between the would‐be seller and his/her prospective “downline”. States that people promoting multilevel marketing praise it as an opportunity of a lifetime with no catch. Claims that there is indeed a serious catch: the conventional process of promoting this so‐called opportunity to friends and virtually everyone else in someone’s circle of acquaintance, is, for the most part, unacceptable in western society. Maintains that truly determined sellers may well make money, but most will not, capitulating rather in the face of rejection ranging from disinterest to serious disapproval and resentment of the matter having been raised at all. Shows the conventional defenses raised by proponents of multilevel marketing to be seriously flawed if not quite spurious.
Journal Article•
TL;DR: The first edition of Market Segmentation as mentioned in this paper includes the key elements that made the first edition the resource for marketing professionals and case studies are completely updated to reflect the latest data and applications.
Abstract: Description This edition of Market Segmentation includes the key elements that made the first edition the resource for marketing professionals. Its state-of-the-art demographic and psychographic segmentation techniques and case studies are completely updated to reflect the latest data and applications. This expanded edition also covers international market segmentation and database marketing/single source data to help analyze market opportunities. Topics include: the pre-segmented market; physical attributes; statistical software; segmentation resources; developing global market strategies.
TL;DR: In this paper, the authors develop a conceptual basis for analyzing this phenomenon structured around the idea that consumers use informational surrogates, and explain that such surrogates in turn have to be learned by consumers and also signaled by firms.
Abstract: Claims that, for many types of product, quality can be uncertain even after purchase and use, especially in services industries. Asks, if consumers cannot “learn” about the quality of a firm’s products, then what criteria will consumers use to judge product quality? Aims to develop a conceptual basis for analyzing this phenomenon structured around the idea that consumers use informational “surrogates.” Explains that such surrogates in turn have to be learned by consumers and also signaled by firms. Suggests that many such surrogates are based on the idea at the heart of herding behavior where prospective buyers group with others, so that they can use choices made by others as information to support their own choices. States that, under such conditions, factors such as the “size” of a firm’s client base, or the “age” of the firm may help consumers to learn about the firm’s product quality.
TL;DR: The authors examined the difference in the use of money-off coupons between Anglo-Americans and African-Americans in the USA and found that both groups have different motivations for responding to coupon promotions.
Abstract: Looks at the difference in the use of money‐off coupons between Anglo‐Americans and African‐Americans ‐ marketers today are currently being challenged to understand the complexities of ethnic markets as they grow in numbers throughout the USA and have an increasing interest in determining how ethnic consumers respond to sales promotion efforts. Of particular interest to marketers is an understanding of the extent to which ethnic consumers use cents‐off coupons. Demographic factors such as education, income and family size have largely been used to explain differences between those who use coupons and those who do not. The current study goes beyond looking at demographics and examines motivational factors. Suggests that Anglo‐ and African‐American consumers have different motivations for responding to coupon promotions.
TL;DR: In this article, a survey conducted among early adopters of the technology, the "telecommuters", finds a high incidence of pet ownership among telecommuters, rejection of some forms of computer shopping, and long working hours interlaced with long breaks, etc.
Abstract: Discusses and attempts to anticipate the changes in consumer attitudes and behaviors which may result from the growing importance of digital information technology. Based on a survey conducted among early adopters of the technology, the “telecommuters”, finds a high incidence of pet ownership among telecommuters, rejection of some forms of computer shopping, and long working hours interlaced with long breaks, etc. Suggests the need to further investigate ways to capitalize on these future trends for the businesses of: banking, finances, travel, video rental, pet supply, grocery and retail trade.
TL;DR: The authors argued that only by sharply improving the effectiveness of trade promotion can manufacturers hope to influence base sales volumes and discussed managers' concentration on promotion at the expense of product innovation and brand franchise development.
Abstract: Argues that only by sharply improving the effectiveness of trade promotion can manufacturers hope to influence base sales volumes. Discusses managers’ concentration on promotion at the expense of product innovation and brand franchise development. Provides a list of initiatives to improve performance.
TL;DR: In this paper, the impact of defensive marketing on a firm's competitive ability in the marketplace is discussed and several issues of concern which marketing managers should consider before undertaking a defensive marketing strategy using telecommunications technology are discussed.
Abstract: Considers the impact of defensive marketing on a firm’s competitive ability in the marketplace. Examines telecommunications as an important means through which many companies are creating several competitive advantages for themselves through a defensive marketing strategy. Defines defensive marketing in the context of its counterpart, offensive marketing. Discusses several competitive advantages resulting from defensive marketing and its use of telecommunications and provides case examples to support each identified competitive advantage. Examines several issues of concern which marketing managers should consider before undertaking a defensive marketing strategy using telecommunications technology. Highlights the importance of opening communication lines with the customer, using customer‐friendly technology to facilitate customer‐business communication, and the need for a balanced marketing strategy combining both defensive and offensive marketing strategies as major implications resulting from the discussion.
TL;DR: This paper reviewed the strategy and cultural foundations of Japanese pricing practices and concluded that for Japanese companies it is not the apparent profit an individual product can earn, but the profitability of portfolios of related products.
Abstract: Reviews the strategy and cultural foundations of Japanese pricing practices. Looks at: pricing objectives, pricing factors, pricing tactics, discounts, rebates and credits. Concludes that for Japanese companies it is not the apparent profit an individual product can earn, but the profitability of portfolios of related products.
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TL;DR: The archdeacon of Notre Dame de Paris as discussed by the authors sighed and stretched out his right hand towards the printed book lying open on his table and his left hand towards Notre-Dame, and he looked sadly from the book to the church: "Alas" he said, "this will kill that".
Abstract: Quotes: “The archdeacon contemplated the gigantic cathedral for a time in silence, then he sighed and stretched out his right hand towards the printed book lying open on his table and his left hand towards Notre‐Dame, and he looked sadly from the book to the church: ‘Alas’, he said, ‘this will kill that’…This was the presentiment that as human ideas changed their form they would change their mode of expression…that the book of stone, so solid and durable, would give way to the book of paper, which was more solid and durable still” (Victor Hugo, Notre Dame de Paris). Asks: Will this kill that? Will new digital media ‐ particularly Internet‐based ‐ forever change the way companies communicate? Points out that one billion people will be connected to the Internet by the year 2000, and argues that this will affect marketing and communications as we know them today; the question is: how? Debates the long‐term implications of this media evolution.
TL;DR: In this paper, the authors take an initial look at how consumers use credit and how differences in credit usage by store type may be used to develop relationship building marketing programs and how these efforts will benefit retailers in terms of creating loyal customers.
Abstract: 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.
TL;DR: In this article, the metastrategic marketing concept has been discussed and a series of injunctions for those who seek to implement the new concept and create a marketing learning identity for their own organization are given.
Abstract: 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.
TL;DR: In this paper, the authors present the African experience to illustrate what can happen if the AIDS threat is not prevented and discuss prospects for a cure, and explain a system for classifying consumers and presents possibilities for how businesses and organizations may respond.
Abstract: The Acquired Immune Deficiency Syndrome (AIDS) has had a catastrophic impact on humanity. Presents the African experience to illustrate what can happen if the threat is not prevented. Presents AIDS statistics to show the current status of the threat, and discusses prospects for a cure. Explains a system for classifying consumers and presents possibilities for how businesses and organizations may respond. Delineates industries facing a direct impact, as well as those indirectly affected by the AIDS crisis and discusses the nature of these relationships. Offers possibilities for future research directions and conclusions for managers.
TL;DR: In this paper, the authors developed a methodology to calculate the value of the call option feature embedded in closed-end automobile leases and concluded that the rational lessee should lease cars that generate low option values.
Abstract: Believes that a feature of most closed‐end automobile leases is the right to purchase the car for a specified price at the termination of the lease. This characteristic of a closed‐end autombile lease is similar to a European call option and is transferred to the lessee at no explicit charge. Develops a methodology to calculate the value of the call option feature embedded in closed‐end automobile leases. Concludes that the rational lessee should lease autos that generate low option values.
TL;DR: In this paper, the authors present a survey of expert opinion which indicates that firms in the middle of channels of distribution need to increase organizational learning since intermediaries are especially vulnerable to OLCIS-facilitated bypassing.
Abstract: Points out that more and more businesses are creating home pages, electronic catalog sheets, and Web sites that allow organizations and households to learn about the firm’s goods and services Derives how these activities are precipitating a new wave of organizational learning from the application of two well‐accepted constructs Gives accounts of companies using online consumer information services (OLCISs) to respond both tactically and strategically Claims creative thinking is required since OLCISs that enhance customer satisfaction also make it easier for competitors to conduct intelligence gathering and (dis)information campaigns Considers the results from a survey of expert opinion which indicate that firms in the middle of channels of distribution need to increase organizational learning since intermediaries are especially vulnerable to OLCIS‐facilitated “bypassing” Provides specific suggestions for business persons (and academicians) faced with responding to these changes, for deliberate, phased involvement with OLCISs Proposes a forum in order to enhance the dissemination of learning taking place in organizations
TL;DR: In this article, the authors provide marketers with both a broad-based and an industry-specific understanding of the marketing implications of GATT, and provide an analysis of a number of consumer product industries to assess the potential industry specific impact on the offensive and defensive marketing strategies described in the study.
Abstract: Provides marketers with both a broad‐based and an industry‐specific understanding of the marketing implications of GATT. First presents background information regarding GATT, followed by an overview of the key provisions of the agreement. Provides an analysis of a number of consumer product industries to help assess the potential industry‐specific impact of GATT on the “offensive” and “defensive” marketing strategies which are described in the study.
Journal Article•
TL;DR: In this paper, it is argued that price signaling is only effective when combined with "premium quality positioning" throughout the marketing mix, and prices above that which objective quality would support are sustained.
Abstract: In a comment in a 1995 issue of the Journal of Consumer Marketing, Paul Koku criticizes an article in a 1993 issue of the Journal of Consumer Marketing, “Price signaling: does it ever work?”, by Alpert, Wilson and Elliott. In this response to Koku’s comment, it is argued that, although Koku views price signaling strictly as a borrowed concept, marketing is a mature discipline and is entitled to develop its own uses of such concepts. Furthermore, it is argued that the specifics of the case that was studied support the argument that price signaling (as defined in the 1993 article to mean using prices as a signal of quality when objective quality is not demonstrably superior) is only effective when combined with “premium quality positioning” throughout the marketing mix. Contrary to Koku’s argument, such premium quality positioning does succeed for the case that was studied, and prices above that which objective quality would support are sustained.