Showing papers in "Journal of Marketing in 1967"
TL;DR: In this article, the relationship between the psychological characteristics of a consumer and his purchase behavior is discussed. But, the authors briefly review pertinent research and lay theoretical foundatio- al.
Abstract: What is the relationship between the psychological characteristics of a consumer and his purchase behavior? In this paper the authors briefly review pertinent research and lay theoretical foundatio...
855 citations
TL;DR: Can innovation be programed to occurence? as discussed by the authors investigates the possibility of programing innovation to a target market, where the marketer's cry "Innovate or Perish" is the marketeer's cry of the 1960s and "Perish as You Innovate" could well be the marketing slogan of the 1970s.
Abstract: “Innovate or Perish” is the marketer's cry of the 1960s. And “Perish as You Innovate” could well be the marketing slogan of the 1970s.But several questions arise.Can innovation be programed to occu...
473 citations
TL;DR: In this article, a marketer can determine what is "right" for a marketing action relative to time, place, and circumstances, based on what logical bases can the marketer decide what is 'right' for him to do.
Abstract: Is a given marketing action always ethical, never ethical, or ethical relative to time, place, and circumstances? Upon what logical bases can a marketer determine what is “right” for him to do, not...
266 citations
TL;DR: This paper argued that universal advertising appeals, communicated in the local idiom, can be more effective than nationalistic tendencies and other hidden hazards in international advertising, and pointed out that universal appeals can be communicated in a more effective way.
Abstract: Marketers cannot ignore nationalistic tendencies and other hidden hazards in international advertising.But universal advertising appeals, communicated in the local idiom, can be more effective than...
152 citations
TL;DR: In this paper, the semantic differential, an attitudinal scaling device, is employed by retailers and consumer service institutions to identify factors underlying consumer patronage decisis, i.e., whether a consumer likes a product or not.
Abstract: The authors propose that the semantic differential, an attitudinal scaling device, be employed by retailers and consumer service institutions to identify factors underlying consumer patronage decis...
98 citations
TL;DR: The author of this article is not angry. But he is deadly serious in questioning the significance of much of modern marketing as discussed by the authors, and he believes that many aspects of the field of marketing are both irrele...
Abstract: The author of this article is not angry. But he is deadly serious in questioning the significance of much of modern marketing.He believes that many aspects of the field of marketing are both irrele...
83 citations
TL;DR: In this paper, a shopping center holds a uniform appeal for the potential customers that surround it or are various market segments attracted in different degrees? Judging from the models employed to predict market segments, the authors conclude that different market segments are attracted to different shopping centers.
Abstract: Does a shopping center hold a uniform appeal for the potential customers that surround it or are various market segments attracted in different degrees? Judging from the models employed to predict ...
81 citations
TL;DR: In this article, the authors present a number of methods for measuring how well an advertisement is understood by its readers, viewers, or listeners is a very important measure of its efficacy.
Abstract: How well an advertisement is understood by its readers, viewers, or listeners is a very important measure of its efficacy.In this article the author presents a number of methods for measuring diffi...
75 citations
TL;DR: In this paper, heavy buyers of a grocery product have different economic characteristics than light buyers, and private-brand-prone customers are more likely to exhibit a high degree of brand loyalty.
Abstract: Do heavy buyers of a grocery product have different economic characteristics than light buyers? Are private-brand-prone customers really different? Are customers who exhibit a high degree of brand ...
75 citations
TL;DR: In this article, the relative importance of company reputation, salesman effort, and sales message quality in industrial selling was investigated, and the authors distinguished between the rela... and rela...
Abstract: This article reports on research that investigated the relative importance of company reputation, salesman effort, and sales-message quality in industrial selling. It distinguishes between the rela...
62 citations
TL;DR: In this article, an analysis of customer satisfaction after the purchase of a new product is presented, which is a key factor in brand loyalty and marketing managers are becoming keenly interested in how a new purchaser feels after buying.
Abstract: Customer satisfaction after the purchase is a key factor in brand loyalty. Marketing managers are becoming keenly interested in how a new purchaser feels after buying. In this study, an analysis is...
TL;DR: In this article, the author describes a consumer-decision experiment which involved four dissonant-producing factors simultaneously, even though the study was limited to only one product, an automobil.
Abstract: In this article the author describes a consumer-decision experiment which involved four dissonant-producing factors simultaneously.Even though the study is limited to only one product, an automobil...
TL;DR: The theory of cognitive dissonance is one of the recently developed tools that marketing has borrowed from the behavioral sciences to investigate consumer behavior as mentioned in this paper, and it has been used to classify goods into different categories.
Abstract: The theory of cognitive dissonance is one of the recently developed tools that marketing has borrowed from the behavioral sciences to investigate consumer behavior. The classification of goods into...
TL;DR: In this article, the authors define convenience, shopping, and specialty goods in light of Festinger's theory of cognitive dissonance, and report shopping behavior research which pales in comparison to the work presented in this article.
Abstract: The preceding article defines convenience, shopping, and specialty goods in light of Festinger's theory of cognitive dissonance. In contrast, this article reports shopping behavior research which p...
TL;DR: In this article, the authors find a direct application of Taylor's scientific management concepts to early sales management, scientific marketing management, and modem marketing manageme... and they apply Taylor's concepts to modern sales management.
Abstract: In this historical note we find a direct application of Frederick W. Taylor's scientific management concepts to early sales management, scientific marketing management, and modem marketing manageme...
TL;DR: In this paper, the authors discuss whether truth-in-packaging will lead to truth in advertising, and whether full disclosure will blossom without legislative nourishment, and are demands for consumer protection a political sham.
Abstract: Will “truth-in-packaging” lead to “truth-in-advertising”? Will “full disclosure” blossom without legislative nourishment? Are demands for consumer protection a political sham?The author discusses t...
TL;DR: In this article, a linear-programming model is used to reduce materials handling costs in warehouses, and the authors provide useful guidelines for more optimal arrangement of materials in more optimal manner.
Abstract: Do you want to know how to reduce substantially the materials-handling costs in warehouses?This article—involving a linear-programing model — provides useful guidelines for more optimal arrangement...
TL;DR: In this paper, the impact of governmental policies, programs, and regulations on the functioning of the market system as a whole, and upon specific subsystems is discussed and suggested for research.
Abstract: Suggestions are presented for research on the impact of governmental policies, programs, and regulations upon the functioning of the market system as a whole, and upon specific subsystems. The auth...
TL;DR: A discussion of the history, current trends, and future of franchising in one short article is given in this paper, where the authors discuss the history and current trends of the industry.
Abstract: This is a timely discussion of the history, current trends, and future of franchising in one short article.
TL;DR: In this article, the authors reviewed a number of studies to show that sales messages have a con-cerning effect on the consumer after they have been received by the consumer and found that they have a negative effect.
Abstract: What happens to an advertising or sales message after it has been received by the consumer? Findings from a number of studies are reviewed in this article to show that sales messages have a conside...
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TL;DR: In this paper, the attributes of those firms considered for acquisition by major manufacturers, and the changes that occurred during the process of mergers and acquisitions are explored and described, and two separate aspects of acquisition and merger activity are described.
Abstract: This article explores and describes two separate aspects of acquisition and merger activity: (1) the attributes of those firms considered for acquisition by major manufacturers, and (2) the changes...
TL;DR: In the second report developed by the American Marketing Association task force on research on basic marketing problems, Smith and Cooke ask for research to guide marketing educators in relaying marketing problems as mentioned in this paper.
Abstract: In the second of the reports developed by the American Marketing Association task force on research on basic marketing problems, Smith and Cooke ask for research to guide marketing educators in rel...
TL;DR: In this article, what's happening in insurance marketing today is discussed. But evidence today points toward an awakened and dynamic era of change in the field of insurance marketing, which has long been accused of conservatism.
Abstract: What's happening in insurance marketing today? The gigantic institution of insurance has long been accused of conservatism, but evidence today points toward an awakened and dynamic era of change fo...
TL;DR: In this paper, the United States Supreme Court acts to decide business controversies, how should modern marketers respond? What organizational or operational changes should management consider to conform to the decisions of the U.S. Supreme Court?
Abstract: When the United States Supreme Court acts to decide business controversies, how should modern marketers respond? What organizational or operational changes should management consider to conform to ...
TL;DR: In recent years, the validity of Engel's Laws, with reference to consumption expenditures, has been open to question as mentioned in this paper, and the first law was stated in 1857 in Western Europe where economic conditions wer...
Abstract: In recent years the validity of Engel's Laws, with reference to consumption expenditures, has been open to question. The first law was stated in 1857 in Western Europe where economic conditions wer...
TL;DR: In this article, the authors discuss the history and potential benefits of standardized classifications of respondents in consumer surveys, and present an opportunity to find out about the history of consumer surveys and their potential benefits.
Abstract: Here is an opportunity to find out about the history and also the potential benefits of standardized classifications of respondents in consumer surveys.