Showing papers in "Journal of Marketing in 1977"
TL;DR: An easily-applied technique for measuring attribute importance and performance can further the development of effective marketing programs.
Abstract: An easily-applied technique for measuring attribute importance and performance can further the development of effective marketing programs.
3,024 citations
TL;DR: In this paper, the authors argue that service marketing, to be effective and successful, requires a mirror-opposite view of conventional "product" practices, and propose a new approach for service marketing.
Abstract: Service marketing, to be effective and successful, requires a mirror-opposite view of conventional “product” practices.
2,095 citations
TL;DR: The role of personal values in consumer behavior has received relatively little attention as mentioned in this paper, which is surprising considering the importance typically assigned to values by a wide variety of social observers and businessmen alike.
Abstract: M ARKETERS have long acknowledged the importance of attitudes and attitude change in the study of marketing and consumer behavior, but the role of values has received relatively little attention. Even though the marketing literature reflects an emerging interest in the topic,1 personal values have not been widely used to investigate the underlying dimensions of consumer behavior. This is surprising considering the importance typically assigned to values by a wide variety of social observers and businessmen alike.2 While it seems that personal values have important implications for marketing practitioners and researchers, values and the ways in which they influence the behavior of consumers who look at and choose brands, product classes, and product attributes is not clear. In order to investigate these relationships, it is necessary to operationally define what values are, and to indicate empirical methods available for examining the connections between personal values and consumer behavior.
747 citations
TL;DR: The U.S. Poison Center as mentioned in this paper found that Chocks, Pizza Hut, Trident Sugarless Gum, and Trident Scented Gum have in common with the U.K. poison center.
Abstract: What do Chocks, Pizza Hut, Trident Sugarless Gum, and the U.S. Poison Center have in common?
573 citations
TL;DR: In this paper, the United States products now perceived by the Japanese compared to eight years ago were compared to German, English, and French products (also German, French, and Italian products).
Abstract: How are United States products now perceived by the Japanese compared to eight years ago? (Also German, English, and French products)
453 citations
TL;DR: In this article, a product portfolio analysis suggests specific marketing strategies to achieve a balanced mix of products that will produce the maximum long-run effects from scarce cash and managerial resources, and employs a simple matrix representation which is easy to communicate and comprehend.
Abstract: ual profit centers or product strategies. Secondly a product portfolio analysis suggests specific marketing strategies to achieve a balanced mix of products that will produce the maximum long-run effects from scarce cash and managerial resources. Lastly the concept employs a simple matrix representation which is easy to communicate and comprehend. Thus it is a useful tool in a headquarters campaign to demonstrate that the strategic issues facing the firm justify more centralized control over the planning and resource allocation process. With the growing acceptance of the basic approach has come an increasing sensitivity to the limitations of the present methods of portraying the product portfolio, and a recognition that the approach is not equally useful in all corporate circumstances. Indeed, the implications can sometimes be grossly misleading. Inappropriate and misleading applications will result when:
280 citations
TL;DR: In this paper, what do consumers do with products once they have outlived their usefulness, and how does this relate to the purchase of replacement products? And how do consumers buy replacement products when they outlive their usefulness?
Abstract: What do consumers do with products once they have outlived their usefulness, and how does this relate to the purchase of replacement products?
244 citations
TL;DR: The rate of new product success has not increased as a result of the many advances in marketing research technology over the past 25 years as mentioned in this paper, and the rate has not yet reached the pre-1990s rate.
Abstract: Why has the rate of new product success not climbed as a result of the many advances in marketing research technology over the past 25 years?
210 citations
TL;DR: PACKAGING often plays a critical role in a firm's marketing mix as mentioned in this paper, and negative packaging attributes can sometimes enhance product quality, and serve as a vehicle for promotion.
Abstract: PACKAGING often plays a critical role in a firm's marketing mix. A negative packaging attribute can sometimes enhance product quality. As part of the product and distribution mix, it performs the functions of protection and containment. Perhaps more importantly, packaging serves as a vehicle for promotion. In today's self-service economy, packaging provides the manufacturer with the final opportunity to persuade prospective buyers prior to brand selection. Shoppers, as they pass down the aisles, are "exposed" to packages just as they are to print media or other forms of promotion.
167 citations
153 citations
TL;DR: In particular, advertising has been criticized for presenting women as simple-minded, non-career oriented, and male-dependent as discussed by the authors, which perpetuates archaic and distorted sex role stereotypes.
Abstract: conducted on this issue and, for the most part, study findings have been disparaging of advertising.' In particular, advertising has been criticized for presenting women as simple-minded, noncareer oriented, and male-dependent. Essentially, say the critics, advertising perpetuates archaic and distorted sex role stereotypes.2 While controversy over the occupational and social roles portrayed by women in advertisements continues to simmer, there is a second, related phenomenon which may possess even more long run significance both for marketing managers and society in general. This is the trend toward increasing eroticism and nudity in advertisements.
TL;DR: The authors found that women and men are critical of the way they are shown in ads, and how this affects their attitudes toward products, and found that this affect their attitudes towards products.
Abstract: Are women and men critical of the way they are shown in ads, and how does this affect their attitudes toward products?
TL;DR: In this article, the authors examine customer attitudes and behavior patterns in different countries and assess how far the same segmentation or marketing strategies can be used throughout the world, and how far they need to be adapted to specific countries or market segments.
Abstract: WITH the growing involvement of many companies throughout the world in expansion overseas, increasing interest has been focused on examining customer attitudes and behavior patterns in different countries. A key question for management in this context is to determine whether customers will respond similarly to marketing strategies in each country, and thus to assess how far the same segmentation or marketing strategies can be used throughout the world, and how far they need to be adapted to specific countries or market segments.
TL;DR: Is modern feminine orientation synonymous with working status; and if so, what are the marketing implications? as mentioned in this paper investigates the relationship between gender orientation and working status of women in the workplace.
Abstract: Is modern feminine orientation synonymous with working status; and if so, what are the marketing implications?
TL;DR: The importance of forecasting has become more widely acknowledged in the recent past due to substantial changes in the economic environment as discussed by the authors and the shortages and the increased inflation of the early 197O's, followed by a major recession, have focused renewed attention on forecasting and the benefits it can provide.
Abstract: Forecasting plays an important role in every major functional area of business management. In the area of marketing however, forecasting is doubly important; not only does it have a central role in marketing itself, but marketing-developed forecasts play a key role in the planning of production, finance, and other areas of corporate activity. The importance of forecasting has become more widely acknowledged in the recent past due to substantial changes in the economic environment. The shortages and the increased inflation of the early 197O's, followed by a major recession, have focused renewed attention on forecasting and the benefits it can provide. At the same time, there still exists a substantial gap between applications and what is both desirable and attainable."«' ••»• ^^ An examination of the forecasting and marketing literature suggests that one of the things that is needed, if the full potential of forecasting is to be realized, is a structure for dealing with the issues that the practitioner must address. The purpose of this article is to bring together much of what is already known and to supply a framework that will provide guidance for the marketer in applying this knowledge to each situation and in focusing on what additional knowledge is needed.
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TL;DR: In this paper, the authors focus on the impact on consumer behavior of nearly one-half of the female population, who not only have new needs, but also less than half of the time to satisfy them.
Abstract: PLACE. The literature has been deluged with statistical research, advice and discussion of the changes in the work environment, e.g., equal pay, equal job opportunity, legal rights, absentee rates, tenure, turnover and mobility. A very important dimension of this phenomenon has received less emphasis. This is the impact on consumer behavior of nearly one-half of the female population, who not only have new needs, but also less than half of the time to satisfy them.
TL;DR: In this paper, the authors compare their use with that of industry generally in terms of energy efficiency and energy efficiency, and show that their use is comparable to that of the industry generally.
Abstract: How does your use compare with that of industry generally?
TL;DR: This article conducted an analysis of the 3,337 cases in which such decisions have been made from the FTC's beginnings to the present (through 1973) using the latest data possible, revealing that the conventional wisdom about the Commission's utilization of evidence, while accurate as a generalization across the entire 58-year period, is lacking in precision.
Abstract: UPON what evidence does the Federal Trade Commission decide that an advertisement or other sales representation has the capacity or tendency to deceive? This article reports a study that answers that question in the only conclusive way-by conducting an analysis of the 3,337 cases in which such decisions have been made from the FTC's beginnings to the present (through 1973using the latest data possible). The study' reveals that the conventional wisdom about the Commission's utilization of evidence, while accurate as a generalization across the entire 58-year period, is lacking in precision. And it is sparse in detail about the actually wide variety of categories of evidence employed. Furthermore, the conventional wisdom is essentially misleading with respect to the FTC's use of evidence in the 1970's; it has shown a considerable qualitative change. Marketing people who rely on past assumptions thus are likely to err on the low side in assessing the degree of research sophistication evident in FTC cases today. Correction of this perception will not only give the Commission its due but could also aid the marketer in achieving a higher batting average in court.
TL;DR: In this paper, market segmentation techniques have been applied to apparel marketing, an area in which the long advance timing in product design and manufacturing decision, along with the unpredictability of fashion shifts, has generally discouraged such experimentation.
Abstract: Unlike established packaged goods, decisions in the apparel industry involve a long lead time and high risk. Can any type of market research prove useful in reducing potential loss? An increasingly wider application of life style market segmentation techniques in packaged goods, such as soaps, foods, drugs, etc., have helped marketers in all major aspects of market planning and management.' Yet very few applications of market segmentation techniques have been made in apparel marketing, an area in which the long advance timing in product design and manufacturing decision, along with the unpredictability of fashion shifts, has generally discouraged such experimentation.
TL;DR: In this paper, who will win out and who should win out, the Pro-Advertising or the Anti-AdAdvertising Advocates, in the next election? And who should be the winner?
Abstract: Who will win out—and who should win out—the Pro-Advertising or the Anti-Advertising Advocates?
TL;DR: The authors report the effect of three variables that have not been fully researched to date: pre-contact, types of mailing for outgoing and return envelopes, length of questionnaire, anonymity, and anonymity.
Abstract: T HERE has been substantial concern during the last forty years with increasing the rate of response to mailed surveys. Persons with such interest are indebted to Arnold S. Linsky who reviewed this literature in the Spring 1975 issue of Public Opinion Quarterly.1 Linsky reviewed the impact of variables such as pre-contact, types of mailing for outgoing and return envelopes, length of questionnaire, anonymity, and many others. The purpose of this research note is to report the effect of three variables that have not been fully researched to date:
TL;DR: A recent study as mentioned in this paper showed that consumers' knowledge of prices is rather low, and that 65% of over 400 respondents did not know the correct prices of grocery products and only 10-20% of the respondents knew the correct price in some extreme cases.
Abstract: T HE study of consumers' knowledge of food prices has a relatively long tradition in marketing. Numerous food price recall studies have established that consumers' knowledge of prices is rather low. Gabor and Granger,' for example, reported that 65% of over 400 respondents did not know the correct prices of grocery products. Similarly, a Progressive Grocer study has shown that less than 50% of consumers were able to specify the correct price of 57 out of 59 supermarket items studied; and in some extreme cases only 10-20% of the study respondents knew the correct price.2 Many other studies have arrived at similar results.3 Such findings are usually regarded as having managerial implications, since they bear on the question of consumer sensitivity to price differences among products.4
TL;DR: The objective of pre-test market screening is to forecast sales, not to tell management it's a great idea because it scored an 80 as discussed by the authors, which is not the objective of this paper.
Abstract: The objective of pre-test market screening is to forecast sales—not to tell management it's a great idea because it scored an 80.
TL;DR: For example, if the nice young man who has dates with a daughter turns out to be a marketing ma... as mentioned in this paper, would you want your daughter to marry a marketing man?
Abstract: Here's how Farmer closed his article on “Would You Want Your Daughter to Marry a Marketing Man?” ten years ago:If that nice young man who has dates with your daughter turns out to be a marketing ma...
TL;DR: In this paper, the authors evaluate performance against plan, when the plan includes crucial factors like market size, market share, growth, etc., and evaluate the performance against the plan.
Abstract: How to evaluate performance against plan, when the plan includes crucial factors like market size, market share, growth, etc.
TL;DR: A recent AMA conference, "Marketing Implications of the Changing Role of Women," signals recognition of a major demographic trend as discussed by the authors, which is a manifestation of profound social changes that might be called a quiet revolution.
Abstract: T HE recent AMA conference, "Marketing Implications of the Changing Role of Women," signals recognition of a major demographic trend. That trend is a manifestation of profound social changes that might be called a quiet revolution. The sheer increase in women's presence in the work force can be looked at two ways: first, the proportion of all workers who are women; and second, the proportion of all women who are workers. In 1950 women represented 29.6% of all workers in the U.S. By 1975 their share had increased over ten percentage points to 39.9%. At the turn of the century only 20% of all women went to work. In 1975 the proportion of women in the work force more than doubled to 46%. The predictions are that women will continue to go to work at an unprecedented rate: 48.4% by 1980, 50.3% by 1985, and 51.4% by 1990. The Bureau of Labor Statistics predicts that by 1985 more than half of all women 16 years of age and over will be in the work force.