Showing papers in "Journal of Marketing in 1985"
TL;DR: The attainment of quality in products and services has become a pivotal concern of the 1980s as discussed by the authors, while quality in tangible goods has been described and measured by marketers, quality in services is la...
Abstract: The attainment of quality in products and services has become a pivotal concern of the 1980s. While quality in tangible goods has been described and measured by marketers, quality in services is la...
16,185 citations
TL;DR: In this paper, the authors compare problems and strategies cited in the services marketing literature with those reported by actual service suppliers in a study conducted by the authors, and discuss the problems of service marketing.
Abstract: This article compares problems and strategies cited in the services marketing literature with those reported by actual service suppliers in a study conducted by the authors. Discussion centers on s...
2,500 citations
TL;DR: In this article, the dyadic interaction between a service provider and a customer is an important determinant of the customer's global satisfaction with the service, based on role theory, and it is shown that dyadic interactions between service providers and customers are important determinants of customer satisfaction.
Abstract: This article proposes that the dyadic interaction between a service provider and a customer is an important determinant of the customer's global satisfaction with the service. Based on role theory,...
1,798 citations
TL;DR: In this paper, the authors address a significant gap in the theoretical literature on marketing ethics and present an integrated framework which clarifies and synthesizes the multiple value-based approaches. But the gap is not addressed in this paper.
Abstract: This article addresses a significant gap in the theoretical literature on marketing ethics. This gap results from the lack of an integrated framework which clarifies and synthesizes the multiple va...
1,770 citations
TL;DR: Advertising the American Dream as mentioned in this paper explores the two decades when advertising discovered striking new ways to play on our anxieties and to promise solace for the masses, as American society became more urban, more complex, and more dominated by massive bureaucracies, the old American Dream seemed threatened.
Abstract: It has become impossible to imagine our culture without advertising. But how and why did advertising become a determiner of our self-image? "Advertising the American Dream" looks carefully at the two decades when advertising discovered striking new ways to play on our anxieties and to promise solace for the masses. As American society became more urban, more complex, and more dominated by massive bureaucracies, the old American Dream seemed threatened. Advertisers may only have dimly perceived the profound transformations America was experiencing. However, the advertising they created is a wonderfully graphic record of the underlying assumptions and changing values in American culture. With extensive reference to the popular media - radio broadcasts, confession magazines, and tabloid newspapers - Professor Marchand describes how advertisers manipulated modern art and photography to promote an enduring "consumption ethic."
817 citations
624 citations
TL;DR: The analysis of marketing organization has focused on the coordination of marketing activities and on organizational forms used to accomplish this, while ignoring the organization of marketing as discussed by the authors, which is the most important aspect of a marketing organization.
Abstract: Previous analysis of marketing organization has focused on the coordination of marketing activities and on organizational forms used to accomplish this, while ignoring the organization of marketing...
585 citations
TL;DR: In this article, a Likert-type scale was developed to measure final consumers' involvement with the purchasing activity, and the scale was employed to test hypotheses concerning relationships between market cha...
Abstract: This research develops a Likert-type scale to measure final consumers' involvement with the purchasing activity. The scale is employed to test hypotheses concerning relationships between market cha...
479 citations
TL;DR: In this paper, the underlying premise is that changing demographics will lead to a splintering of the mass markets for grocery products and supermarkets, and a field study investigated the relationshi...
Abstract: The underlying premise of this article is that changing demographics will lead to a splintering of the mass markets for grocery products and supermarkets. A field study investigated the relationshi...
343 citations
TL;DR: Sixteen copy characteristics or advertising approaches that appear to either increase or decrease irritation emerge from a study of 524 television commercials.
Abstract: Sixteen copy characteristics or advertising approaches that appear to either increase or decrease irritation emerge from a study of 524 television commercials. The results also show how irritation ...
335 citations
TL;DR: The authors argue that marketing can be enriched by opening up to alternative paradigm, arguing that marketing thinking is profoundly dominated by the empiricist world view and the logical empiricist paradigm, and that it can be improved by opening it up to the alternative paradigm.
Abstract: Marketing thinking is profoundly dominated by the empiricist world view and the logical empiricist paradigm. This article argues that marketing can be enriched by opening up to alternative paradigm...
TL;DR: The concept of commitment as a dimension of marketers' job performance has received little attention in the marketing literature as mentioned in this paper, and the commitment model developed in this paper is based on the same model.
Abstract: The concept of commitment as a dimension of marketers' job performance has received little attention in the marketing literature. This article develops a commitment model, conducts a partial test o...
TL;DR: In this article, the market share-ROI relationship is examined to determine the extent of the causal versus spurious association, and it is found that a large proportion of the asso...
Abstract: The market share-ROI relationship is examined to determine the extent of the causal versus spurious association. By making use of the PIMS data base, it is found that a large proportion of the asso...
TL;DR: In this article, the relative importance of key job dimensions and leadership characteristics in enhancing salesperson motivation and work performance is examined, and a deeper insight is gained, the relative e...
Abstract: This article examines the relative importance of key job dimensions and leadership characteristics in enhancing salesperson motivation and work performance. To gain a deeper insight, the relative e...
TL;DR: The findings of the national experiment reported here suggest that methods of handling risk in vendor selection decisions are mediated by loyalty to current vendors and by the way the industrial buyer perceives or frames the decision problem.
Abstract: This article approaches the industrial buyer's vendor selection decision process as one of problem solving in the face of probabilistic outcomes, i.e., risk. The findings of the national experiment...
TL;DR: In this article, a new model of the organizational buying process is presented, which is based on the assumption that organizational buying behavior is essentially a form of work be- ing behavior.
Abstract: A new model of the organizational buying process is presented. The ontological framework of the model is based on the assumption that organizational buying behavior is essentially a form of work be...
TL;DR: The tactics and techniques of advertising are examined by a content analysis of 2,000 print ads drawn from the 10 largest selling magazines for each of the first eight decades of the 20th century as mentioned in this paper.
Abstract: The tactics and techniques of advertising are examined by a content analysis of 2,000 print ads drawn from the 10 largest selling magazines for each of the first eight decades of the 20th century. ...
TL;DR: In this paper, the authors describe how companies in basic industries are shifting to speciality products in an effort to boost growth and profits, but such moves require often unfamiliar marketing skills, especially in segmentation.
Abstract: Many companies in basic industries are shifting to speciality products in an effort to boost growth and profits. But such moves require often unfamiliar marketing skills, especially in segmentation...
TL;DR: In this paper, boundary spanning theory and role theory are used to examine the product manager's role in consumer industries, and a research model depicting associations between environmental uncertainty, boundary spanning, and role role is presented.
Abstract: Boundary spanning theory and role theory are used to examine the product manager's role in consumer industries. A research model depicting associations between environmental uncertainty, boundary s...
TL;DR: In this article, the authors investigated the relationship between a brand's share of users and its loyal franchise, using TGI data on consumer purchase habits covering 1,000 brands in 86 product classes.
Abstract: The relationship between a brand's share of users and its loyal franchise is investigated. Using TGI data on consumer purchase habits covering 1,000 brands in 86 product classes, it is found that brands with a larger share of users have proportionately larger fractions of loyal buyers. These results are useful in the allocation of resources between the enlargement of a brand's base of users and the development of users' loyalty. HOW do popular brands with a large number of customers, that is, large user shares, compare with small user share brands in terms of the number of brand loyal customers? Do they have the same percentage of brand loyal customers? Is there any naturally occurring relationship between share of users and loyalty in the marketplace? This article will provide answers to these questions. A brand's size is typically measured in terms of its market share or user share to reflect the extent to which it has gained customers. Although both of these indicate brand size, they are not adequate indicators of brand strength. In a sense, the quality of the user share gained by a brand also needs to be assessed by describing the composition of the brand's user share in terms of the proportion of brand loyal users; that is, how much of a brand's user share can be attributed to repeat purchase by a stable or brand loyal following? The larger the number of loyal customers, the more stable the brand's market share, and the less vulnerable it will be to competitive efforts (Moran 1976, Rubinson 1979). Conversely, a brand with a large number of nonloyal customers is more open to share erosion.
TL;DR: In this article, the development of Japanese marketing and marketing management decisions, strategies, and strategies are discussed. But, sources of information in English about Japanese marketing management are limited and unreliable.
Abstract: Japanese companies are recognized as world class marketers. Yet, sources of information in English about the development of Japanese marketing and marketing management decisions, strategies, and op...
TL;DR: Propositions are developed concerning (1) the communication strategies that can be used most effectively in implementing the influence processes, and (2) how the relative importance of the decision on a channel program should be related to the nature of the approach taken to implement each influence process.
Abstract: The consistency or inconsistency of boundary personnel attitudes and behavior forms the basis for a model that predicts the influence processes that need to be implemented and the influence objecti...
TL;DR: This article examined consumption differences between French-speaking, bilingual, and English-speaking Canadian families from the greater Ottawa/Hull metropolitan area and found significant differences were found between French and English speakers.
Abstract: Consumption differences were examined between French-speaking, bilingual, and English-speaking Canadian families from the greater Ottawa/Hull metropolitan area. Significant differences were found f...
TL;DR: In interactions with management, management science and marketing research have produced new methodologies and methodological (as distinguished from substantive) theories as discussed by the authors, and data developments and data development and ide...
Abstract: In interactions with management, management science and marketing research have produced new methodologies and methodological (as distinguished from substantive) theories. Data developments and ide...
TL;DR: In this article, the authors consider a technique that could be useful in screening markets and products for possible export opportunit... and propose a method that can be used to find new export markets in the 1980s.
Abstract: The search for new export markets is a high priority for firms in the 1980s. This article considers a technique that could be useful in screening markets and products for possible export opportunit...
TL;DR: This research presents a methodological framework for examining formality as an ingredient of a company's product elimination process and some exploratory findings showing the manner in which formality is treated in this process.
Abstract: This research presents (a) a methodological framework for examining formality as an ingredient of a company's product elimination process, and (b) some exploratory findings showing the manner in wh...
TL;DR: The Lakatosian sophisticated methodological falsification framework is introduced in this article, compared with other philosophies of science, and applied to reconstruct marketing science. From this the location of the location...
Abstract: The Lakatosian sophisticated methodological falsification framework is introduced, compared with other philosophies of science, and applied to reconstruct marketing science. From this the location ...
TL;DR: The ability to influence members of organizational buying groups is often the chief requirement for a successful industrial marketing effort as discussed by the authors, and one approach is to stimulate a buying center boundary role in order to influence buyers.
Abstract: Ability to influence members of organizational buying groups is often the chief requirement for a successful industrial marketing effort. One approach is to stimulate a buying center boundary role ...
TL;DR: In this article, the problems associated with the extension of fianancial portfolio theory to product investments of the firm are reviewed, and the authors propose a solution to solve the problems that arise.
Abstract: The problems associated with the extension of fianancial portfolio theory to product investments of the firm are reviewed.
TL;DR: In this paper, a methodology that uses the Law of Comparative Judgment to transform ordinal compa- tional compa cation is proposed for portfolio management, which requires precise measures of price and quality competition across relevant lines.
Abstract: Portfolio management requires precise measures of price and quality competition across relevant lines. A methodology is proposed that uses the Law of Comparative Judgment to transform ordinal compa...