Showing papers in "Journal of Marketing in 1982"
TL;DR: In this paper, the authors define hedonic consumption as those facets of consumer behavior that relate to the multisensory, fantasy and emotive aspects of product usage experience.
Abstract: This paper defines hedonic consumption as those facets of consumer behavior that relate to the multisensory, fantasy and emotive aspects of product usage experience. After delineating these concept...
4,768 citations
TL;DR: In this article, a model linking perceived product attributes to values is presented, which can be used to understand consumer values in order to understand behavior in the marketplace and predict consumer behavior.
Abstract: To practitioner and researcher alike, consumer values play an important role in understanding behavior in the marketplace. This paper presents a model linking perceived product attributes to values.
1,974 citations
TL;DR: In this paper, the authors present an empirical study that examines the effects of background music on in-store shopping behavior, and find that music tempo variati cation has a strong effect on the shopping behavior.
Abstract: This paper critically reviews the literature available and presents an empirical study that examines the effects of background music on in-store shopping behavior. It finds that music tempo variati...
789 citations
TL;DR: This article found that features like humor, sex, color, and music in a commercial merely increase our attention to product information in a message, or can they directly influence our attitudes, and the results of an expe...
Abstract: Do features like humor, sex, color, and music in a commercial merely increase our attention to product information in a message, or can they directly influence our attitudes? The results of an expe...
701 citations
TL;DR: In this article, the impact of selected product (service) characteristics on customer preferences for products (services) is estimated using joint analysis, which is used extensively in marketing research to estimate the impact.
Abstract: Conjoint analysis has been used extensively in marketing research to estimate the impact of selected product (service) characteristics on customer preferences for products (services). In this paper...
681 citations
TL;DR: The strategic planning process is inextricably linked with the issue of corporate goal formulation and it is argued that greater progress will be made in understanding marketing's participation in strategic planning as discussed by the authors.
Abstract: The strategic planning process is inextricably linked with the issue of corporate goal formulation. It is argued that greater progress will be made in understanding marketing's participation in str...
526 citations
TL;DR: A new “integrated information response model” is proposed that appears to be in close accord with existing evidence on advertising response theories including the hierarchy of effects and low involvement learning models.
Abstract: This article reviews the development of advertising response theories including the hierarchy of effects and low involvement learning models. By combining concepts from several areas, a new “integr...
420 citations
TL;DR: A general framework is offered which positions situation and person within situation as theoretically legitimate and potentially useful bases for segmenting demand and targeting marketing strategy.
Abstract: Has usage situation been overlooked in market segmentation? A general framework is offered which positions situation and person within situation as theoretically legitimate and potentially useful b...
223 citations
TL;DR: This article examines and empirically compares the components of total survey error for several research designs and data collection methods and consistent finding is that nonsampling error is the major contributor tototal survey error, while random sampling error is minimal.
Abstract: To increase the validity and reliability of survey data, one must minimize total error and its components, sampling and nonsampling error. This article examines and empirically compares the compone...
159 citations
TL;DR: The authors found that managers in more decentralised organizations make decisions based upon market research information. But very little attention has been given to the corporate situations in which marketing managers make decisions. But they did find that managers with more decentrali...
Abstract: Very little attention has been given to the corporate situations in which marketing managers make decisions based upon market research information. This study finds that managers in more decentrali...
TL;DR: This paper reviews the information overload controversy and presents a methodology for investigating the effects of information load on consumer decision making performance and proposes a framework for doing so.
Abstract: This paper reviews the information overload controversy and presents a methodology for investigating the effects of information load on consumer decision making performance. The proposed framework ...
TL;DR: In this paper, the first stage of an analysis of the determinants of productivity and productivity change throughout the channel of distribution is presented, which is related to the extant literature on pro...
Abstract: This paper is the first stage of an analysis of the determinants of productivity and productivity change throughout the channel of distribution. The model is related to the extant literature on pro...
TL;DR: The currently fashionable credit scoring systems are described and subjected to critical analysis as discussed by the authors, and public policy issues concerning the use of these systems are discussed. But they do not address the problem of credit fraud.
Abstract: The currently fashionable credit scoring systems are described and subjected to critical analysis. Public policy issues concerning the use of these systems are discussed.
TL;DR: In this article, an evaluation of the evidence and arguments advanced in support of the effectiveness of various subliminal advertising techniques is provided, and the authors conclude that such practices are purported to influence cons...
Abstract: This paper provides an evaluation of the evidence and arguments advanced in support of the effectiveness of various subliminal advertising techniques. Such practices are purported to influence cons...
TL;DR: In spite of the magnitude and importance of manufacturer couponing activity, little is known specifically about the relative impact of various factors that influence coupon redemption rates as discussed by the authors, and this p...
Abstract: In spite of the magnitude and importance of manufacturer couponing activity, little is known specifically about the relative impact of various factors that influence coupon redemption rates. This p...
TL;DR: In this article, the influences of personal, preference and situational variables, along with their interaction terms, on time behavior were examined using a self-reported time diary, and the results show that personal preference and preference variables can influence time behavior.
Abstract: The influences of several personal, preference and situational variables, along with their interaction terms, on time behavior were examined using a self-reported time diary. Findings show: (a) tha...
TL;DR: In this article, the universal strategy approach is argued to be relatively inefficient and may result in boomerang effects when attempting to motivate planned social change, and it is argued that universal strategies may lead to inefficient behavior.
Abstract: The universal strategy approach practiced by change agents is argued to be relatively inefficient and may result in boomerang effects when attempting to motivate planned social change. Based on the...
TL;DR: The job characteristics model of worker motivation has been applied in many organizational settings as discussed by the authors, and an empirical application of this model to the industrial sales position is presented in this art....
Abstract: The job characteristics model of worker motivation has been applied in many organizational settings. An empirical application of this model to the industrial sales position is presented in this art...
TL;DR: In this article, the authors examine marketing and financial implications of offering a discount to retail customers to encourage cash payment rather than credit card payment, and the conditions under which a discount can be offered.
Abstract: This article examines marketing and financial implications of offering a discount to retail customers to encourage cash payment rather than credit card payment. The conditions under which a discoun...
TL;DR: The major findings of a large scale AAAA study into the miscomprehension of televised communication are summarized in this article, with the major implications for advertising research and public policy discussed.
Abstract: The major findings of a large scale AAAA study into the miscomprehension of televised communication are summarized. Implications for advertising research and public policy are discussed.
TL;DR: In this paper, the controversy concerning the nature of the macromarketing/micromarket dichotomy, empirically and empirically examined empirically, has been discussed.
Abstract: What is the nature of macromarketing? What is the nature of micromarketing? This article reviews the controversy concerning the nature of the macromarketing/micromarketing dichotomy, empirically ex...
TL;DR: In this article, consumer protection is only one of twelve forces that affect the regulation of advertising around the world, including new media technologies, privacy and fairness issues, environmentalism, religion, cha...
Abstract: Consumer protection is only one of twelve forces that affect the regulation of advertising around the world. New media technologies, the privacy and fairness issues, environmentalism, religion, cha...
TL;DR: Operant conditioning as presented by Skinner and in a behavior modification perspective is clarified and extended by comparison with behavioral learning theory, which is found to be a misinterpretation of operant conditioning.
Abstract: Operant conditioning as presented by Skinner and in a behavior modification perspective is clarified and extended by comparison with behavioral learning theory, which is found to be a misinterpreta...
TL;DR: In this article, criteria for aggregating customers into market segments are empirically tested and the analysis of individual customer response to relative price of a brand show that the relative price maxi...
Abstract: In this paper criteria for aggregating customers into market segments are empirically tested. Analyses of individual customer response to relative price of a brand show that the relative price maxi...
TL;DR: In this paper, the meaning contained in a remedial message has not been satisfactorily comprehended, and its intended impact upon consumer beliefs cannot logically be achieved, if the meaning of the message is not explained.
Abstract: If the meaning contained in a remedial message has not been satisfactorily comprehended, then its intended impact upon consumer beliefs cannot logically be achieved. The present investigation, empl...
TL;DR: In this paper, the authors investigated the relationship between salesperson's level of pay, satisfaction with pay, and valence for more pay using structural equation models with unobserved variables, and the results showed that salesperson satisfaction was positively associated with more pay.
Abstract: This study investigates the relationship between salespeople's level of pay, satisfaction with pay, and valence for more pay using structural equation models with unobserved variables. The results ...
TL;DR: A survey of consumers investigated their satisfaction with the Michigan container law as mentioned in this paper, which is considered influential to the adoption of similar laws at the state and national levels. But the survey was conducted in the early 1990s.
Abstract: Consumer reaction to the Michigan container law is considered influential to the adoption of similar laws at the state and national levels. A survey of consumers investigates their satisfaction wit...
TL;DR: In this article, a new brand choice model that has the capacity to include explanatory variables is described and its use illustrated in an application to a particular brand. In this application, pricing and certai...
Abstract: A new brand choice model that has the capacity to include explanatory variables is described and its use illustrated in an application to a particular brand. In this application, pricing and certai...
TL;DR: TEXTS: Cases in Public and Nonprofit Marketing By Christopher H. Lovelock and Charles B. Weinberg (Palo Alto, CA: The Scientific Press, 1978, 304 pp., $14.50) TEXTS as mentioned in this paper, 2nd Edition By Philip Kotler (Englewood Cliffs, NJ: Prentice-Hall, 1982, 528 pp, $23.95)
Abstract: TEXTS: Cases in Public and Nonprofit Marketing By Christopher H. Lovelock and Charles B. Weinberg (Palo Alto, CA: The Scientific Press, 1977, 220 pp., .$14.50) Readings in Public and Nonprofit Marketing By Christopher H. Lovelock and Charles B. Weinberg (Palo Alto, CA: The Scientific Press, 1978, 304 pp., $14.50) Marketing for Nonprofit Organizations, 2nd Edition By Philip Kotler (Englewood Cliffs, NJ: Prentice-Hall, 1982, 528 pp., $23.95) Cases and Readings in Nonprofit Marketing By Philip Kotler, O. C. Ferrell and Charles W. Lamb, Jr. (Englewood Cliffs, NJ: Prentice-Hall, 1982,480 pp., $14.95) Marketing for Nonprofit Organizations By David L. Rados (Boston, MA: Auburn House, 1981, 572 pp., $24.95)