Showing papers in "Journal of Marketing in 1981"
TL;DR: In this article, a new approach for research on effectiveness in sales interactions is proposed, which is based on considering the moderating effect of the salesperson's resources, the customer's buying habits, and the customers' buying habits.
Abstract: A new approach for research on effectiveness in sales interactions is proposed. This approach is based on considering the moderating effect of the salesperson's resources, the customer's buying tas...
707 citations
TL;DR: In this article, the authors report a first step toward developing quantifiable dimensions of the industrial buying task group, called the buying center, which is defined as a group composition and interaction process.
Abstract: This article reports a first step toward developing some quantifiable dimensions of the industrial buying task group, called the buying center. Group composition and interaction processes were exam...
448 citations
TL;DR: The authors grouped consumer behavior depth interviews with other kinds of story telling, such as fairy tales, novels, psychological test responses, and myths, as imaginative statements that can be qualitatively int...
Abstract: Consumer behavior depth interviews are grouped with other kinds of story telling—fairy tales, novels, psychological test responses, and myths—as imaginative statements that can be qualitatively int...
443 citations
TL;DR: This overview is designed to put these articles into a broader perspective by analyzing the major issues of identification, forecasting, and strategy formulation encountered in any meaningful application of the product life cycle.
Abstract: Each of the articles in this special section makes a distinctive contribution to the long-standing controversy over the managerial value of the product life cycle concept. This overview is designed...
390 citations
TL;DR: The ethnicity literature within marketing has infrequently considered relevant subcultural norms in the derivation of hypotheses, the strength of ethnic identification in the grouping of subjects, and the....
Abstract: The ethnicity literature within marketing has infrequently considered relevant subcultural norms in the derivation of hypotheses, the strength of ethnic identification in the grouping of subjects, ...
381 citations
TL;DR: In this paper, the central concept states that behavior that is positively reinforced is more likely to recur than negative reinforcement, which has been generally overlooked in the development of marketing thought.
Abstract: Behavioral learning theory has been generally overlooked in the development of marketing thought. The central concept states that behavior that is positively reinforced is more likely to recur than...
362 citations
TL;DR: This paper describes some of the features of POSSE (Product Optimization and Selected Segment Evaluation), a general procedure for optimizing product/service designs in marketing research that uses input data based on conjoint analysis methods.
Abstract: This paper describes some of the features of POSSE (Product Optimization and Selected Segment Evaluation), a general procedure for optimizing product/service designs in marketing research. The appr...
356 citations
TL;DR: A review of problems can arise in attempting to use conventional, textbook approaches in social marketing programs and draws on the experiences of the authors for supporting arguments and examples.
Abstract: Numerous problems can arise in attempting to use conventional, textbook approaches in social marketing programs. This article contains a review of these problems and draws on the experiences of the...
317 citations
TL;DR: In this article, the authors utilized a gaming experiment to compare the bargaining processes and outcomes in an asymmetrical power structure against those of a more balanced setting, and found that bargaining in the unbalanced co...
Abstract: This study utilized a gaming experiment to compare the bargaining processes and outcomes in an asymmetrical power structure against those of a more balanced setting. Bargaining in the unbalanced co...
306 citations
TL;DR: In this article, the authors briefly examine several common explanations for this phenomenon and find the analytically analyzed explanations for the phenomenon of food retailers offering products for less than normal market price in special sales or deals.
Abstract: Food retailers regularly offer products for less than normal market price in special sales or deals. This paper briefly examines several common explanations for this phenomenon and finds the analys...
301 citations
TL;DR: In this paper, the authors show that supply and demand conditions are typically not stable over time, and the evolution of these factors and the firm's ability to impact the evolution have important pr
Abstract: Recent empirical research shows that supply and demand conditions are typically not stable over time. The evolution of these factors and the firm's ability to impact the evolution have important pr...
TL;DR: In this article, the evolution and current state of fashion theory focusing on fashion life cycles are reviewed and analyzed in two time frames, long run secular trends spanning decades and fashion life cycle.
Abstract: This paper reviews the evolution and current state of fashion theory focusing on fashion life cycles. Fashion cycles are analyzed in two time frames, long run secular trends spanning decades and ce...
TL;DR: In this paper, the authors examined almost 200 industrial new product introductions in order to identify the ingredients of new product development and launch, which is a critical but high risk corporate endeavor.
Abstract: New product development and launch is a critical but high risk corporate endeavor. This article examines almost 200 industrial new product introductions in order to identify the ingredients of new ...
TL;DR: This paper conducted interviews with chief executive and operating officers in 30 major U.S. corporations to identify a number of important issues for consideration by marketing managers and educators and found that education is one of the most important areas for consideration.
Abstract: Interviews conducted with chief executive and operating officers in 30 major U.S. corporations identify a number of important issues for consideration by marketing managers and educators.
TL;DR: In this article, the effects of reference prices in retail advertisements are considered, i.e., comparison prices cited as evidence of the savings represented by advertised prices. Reference prices are f...
Abstract: This article considers the effects of reference prices in retail advertisements, that is, comparison prices cited as evidence of the savings represented by advertised prices. Reference prices are f...
TL;DR: The continuing controversy about the product life cycle (PLC) concept may indicate that the concept, while useful, is inadequate to explain the entire phenomenon of product growth and proliferation.
Abstract: The continuing controversy about the product life cycle (PLC) concept may indicate that the concept, while useful, is inadequate to explain the entire phenomenon of product growth and proliferation...
TL;DR: The landslide victory of Michigan's "bottle bill" by popular vote contradicts previous findings regarding the small size of the ecologically concerned consumer segment as mentioned in this paper, a survey of voter preference.
Abstract: The landslide victory of Michigan's “bottle bill” by popular vote contradicts previous findings regarding the small size of the ecologically concerned consumer segment. A survey of voter preference...
TL;DR: A model that combines the ease of self-explicated utility measurement with the greater generality of decompositional models to develop estimated utility functions that maintain individual differences is proposed.
Abstract: Increasingly, appliers of conjoint analysis are being faced with the need to reduce data collection demands on respondents while still obtaining enough data to estimate individual utility functions...
TL;DR: A study of 82 Cana... as discussed by the authors showed that new products tend to achieve better than average export sales. But all new products are not exportable, so managers face a problem in deciding which new products to emphasize.
Abstract: New products tend to achieve better than average export sales. But all new products are not exportable, so managers face a problem in deciding which new products to emphasize. This study of 82 Cana...
TL;DR: Product usage data, employing a substitution-in-use criterion, are analyzed and shown to yield managerially useful product-market structures for financial services.
Abstract: In this paper, product usage data, employing a substitution-in-use criterion, are analyzed and shown to yield managerially useful product-market structures for financial services. These structures ...
TL;DR: In this paper, changes in the length of the introductory and growth stages of the product life cycle of 37 household appliances over a 50-year period were analyzed. But the authors focused on the first empirical evidence for the comm...
Abstract: Analysis of changes in the length of the introductory and growth stages of the product life cycle of 37 household appliances over a 50-year period provides the first empirical evidence for the comm...
TL;DR: In this article, between-sample reliability differenti cation was found to be a potential threat to conclusions drawn from cross-national marketing surveys, arising from differences in measure reliability.
Abstract: A potential threat to conclusions drawn from cross-national marketing surveys is that arising from differences in measure reliability. In a five-country study, between-sample reliability differenti...
TL;DR: In this article, both the financial and marketing approaches to resource allocation problems within the multiproduct, multimarket firm are criticised. But they are not the key to identifying sustainable competitive advantage, and more emphasis is required on project based assessment of such factors as imitability, flexibility, and positional advantages, as well as specific cost effects.
Abstract: This paper is critical of both the financial and marketing approaches to resource allocation problems within the multiproduct, multimarket firm. It is suggested that the financial approach is helpful on the issue of shareholder risk but that the marketing strategy approaches, using box classifications, are ill defined and based on dubious empirical assumptions. Neither approach is the key to identifying sustainable competitive advantage. More emphasis is required on project based assessment of such factors as imitability, flexibility, and positional advantages, as well as specific cost effects.
TL;DR: In this paper, the authors outline the impacitation of stagflation, a significant economic, social, and political phenomenon since the Depression, is changing consumers and creating a voluntary simplifier consumer segment.
Abstract: Stagflation, a significant economic, social, and political phenomenon since the Depression, is changing consumers and creating a voluntary simplifier consumer segment. This paper outlines the impac...
TL;DR: In this paper, the Bass New Product Growth Model was used to forecast quarterly and annual sales of optical scanning equipment for supermarkets in the U.S. The model is run with b...
Abstract: This paper assesses the performance of the Bass New Product Growth Model in forecasting quarterly and annual sales of optical scanning equipment for supermarkets in the U.S. The model is run with b...
TL;DR: In this paper, the authors examined the market structures, performance, and strategies of over 1000 industrial businesses to determine whether and to what extent product life cycle forces were at work, and the finding was that they were not at work.
Abstract: This study examined the market structures, performance, and strategies of over 1000 industrial businesses to determine whether and to what extent product life cycle forces were at work. The finding...
TL;DR: The authors showed that distributions of market shares in narrowly-defined product markets follow the same general pattern found in earlier studies of broad industries and in the economy as a who-who distribution.
Abstract: This article shows that distributions of market shares in narrowly-defined product markets follow the same general pattern found in earlier studies of broad “industries” and in the economy as a who...
TL;DR: In this paper, the authors examine the role that conceptual models of consumer behavior can play in a marketing audit, and they employ a model of consumer decision making (an expanded version of a normative decision-making model).
Abstract: This paper examines the role that conceptual models of consumer behavior can play in a marketing audit. Research employing a model of consumer decision making (an expanded version of a normative mo...
TL;DR: In this paper, a framework for evaluating alternative consumer information regulations is developed by integrating economic, consumer behavior, and legal theory, which is based on the Remedies Continuum, which classifies regulat...
Abstract: A framework for evaluating alternative consumer information regulations is developed by integrating economic, consumer behavior, and legal theory. This “Remedies Continuum” which classifies regulat...
TL;DR: In this paper, a comparative analysis of the findings of two field studies and three laboratory experiments that assessed the efficacy of judgment-based models in aiding marketing decis- tions is presented.
Abstract: This paper presents a comparative analysis of the findings of two field studies and three recent laboratory experiments that assessed the efficacy of judgment based models in aiding marketing decis...