Showing papers in "Journal of Marketing in 1989"
TL;DR: This article identified attitude toward the ad as an important construct mediating the effects of advertising on brand attitude and purchase intention, but to date, little attention has been paid to this aspect.
Abstract: Recent research has identified attitude toward the ad (AAd) as an important construct mediating the effects of advertising on brand attitude and purchase intention. To date, however, little attenti...
2,299 citations
TL;DR: In this paper, the authors surveyed consumers about their feelings toward their inputs to and outcomes from the sales transaction, as well as their perceptions of the inputs and outcomes of the salesperson.
Abstract: Automobile purchasers were surveyed about feelings toward their inputs to and outcomes from the sales transaction, as well as their perceptions of the inputs and outcomes of the salesperson. Struct...
1,983 citations
TL;DR: The field of marketing management is grounded implicitly in a structural functionalist or contingency perspective of organizational functioning as discussed by the authors, however, the field of organizational behavio-behavior is not grounded in a functionalist perspective.
Abstract: Contemporary work on marketing management is grounded implicitly in a structural functionalist or contingency perspective of organizational functioning. However, the field of organizational behavio...
1,413 citations
TL;DR: A framework that captures and extends current theory on information processing from advertisements and includes inclusion of a new typology of emotional and cognitive responses explicitly linked to the levels of brand processing is provided.
Abstract: The authors provide a framework and a set of research propositions that capture and extend current theory on information processing from advertisements. The integrative attitude formation model inc...
1,187 citations
TL;DR: The next generation of marketers will have to consider more than just sales and marketing tactics when thinking about how to promote their products and services online.
Abstract: Providers of professional services recently have awakened to consumer challenges, competition, and the realities of marketing. With these changes, a related and equally important issue has emerged—...
1,156 citations
TL;DR: The authors argue that what consumers learn from the experience of using products is not a simple matter of discovering objective truth, and frame the problem of learning from experience as a four-stage process.
Abstract: The authors argue that what consumers learn from the experience of using products is not a simple matter of discovering objective truth. They frame the problem of learning from experience as a four...
1,095 citations
TL;DR: In this article, Roget discusses the making of modern consumption and the representation of status before and after the Eighteenth century, and the Evocative power of things of consumer goods and the preservation of hope and ideals.
Abstract: Acknowledgments Introduction Part I. History One. The Making of Modern Consumption Two. "Ever Dearer in Our Thoughts": Patina and the Representation of Status before and after the Eighteenth Century Three. Lois Roget: Curatorial Consumer in a Modern World Part II. Theory Four. Clothing as Language: An Object Lesson in the Study of the Expressive Properties of Material Culture Five. Meaning Manufacture and Movement in the World of Goods Part III. Practice Six. Consumer Goods, Gender Construction, and a Rehabilitated Trickle-down Theory Seven. The Evocative Power of Things: Consumer Goods and the Preservation of Hopes and Ideals Eight. Diderot Unitites and the Diderot Effect: Neglected Cultural Aspects of Consumption Nine. Consumption, Change, and Continuity Notes References Index
1,083 citations
TL;DR: In this article, a framework for determining marketing program standardization is introduced, with a focus on the process and program aspects of international marketing strategy standardization, and a discussion of the factors that affect the standardization process.
Abstract: Two aspects of international marketing strategy standardization are process and program standardization. A framework for determining marketing program standardization is introduced. Factors affecti...
946 citations
TL;DR: In this article, the authors explore corporate ethical values and organizational commitment in marketing, and discuss corporate ethical value as a component of corporate culture, and review the literature on ethical marketing.
Abstract: The authors explore corporate ethical values and organizational commitment in marketing. They (1) discuss corporate ethical values as a component of corporate culture, (2) review the literature on ...
784 citations
TL;DR: A survey conducted to update a previous one on the commercial use of conjoint analysis documents an extensive number of applications and shows systematic changes in their characteristics consistent with research results reported in the literature.
Abstract: The authors report results of a survey conducted to update a previous one on the commercial use of conjoint analysis. They document an extensive number of applications and show systematic changes i...
782 citations
TL;DR: In this paper, the authors provide an empirical test of the effects of competition on the adoption of technological innovations by organizations, based on the conceptualization developed in the model they prop...
Abstract: The authors provide an empirical test of the effects of competition on the adoption of technological innovations by organizations. They follow the conceptualization developed in the model they prop...
TL;DR: In this paper, a conceptual framework for the dependence and reciprocal action constructs in distribution channel relationships is presented. But the primary purpose of this paper is to expand our understanding of the dependence.
Abstract: The primary purpose of this article is to expand our understanding of the dependence and reciprocal action constructs in distribution channel relationships. The authors develop a conceptual framewo...
TL;DR: In this article, the authors test the proposition that the effectiveness of a particular strategic orientation (reactor, defender, analyzer, and prospector) is contingent upon the dynamics of the market.
Abstract: The authors test the proposition that the effectiveness of a particular strategic orientation—reactor, defender, analyzer, and prospector—is contingent upon the dynamics of the market. In mildly vo...
TL;DR: In this paper, the authors investigated factors that affect an individual's influence in a buying center and found that expert power is the most important influence in 251 organizational purchase decisions, compared to other factors.
Abstract: The author investigates factors that affect an individual's influence in a buying center. A field investigation of 251 organizational purchase decisions suggests that expert power is the most impor...
TL;DR: The traditional product life cycle framework has little to say about the competitive processes that accompany the evolution of a market as discussed by the authors, and the first part of the article identifies the major shortcomi...
Abstract: The traditional product life cycle framework has little to say about the competitive processes that accompany the evolution of a market. The first part of the article identifies the major shortcomi...
TL;DR: In this article, the authors show that industrial vendors must determine who participates in an organizational purchase decision and what their influence is, and present a method to determine who participated in the decision making process.
Abstract: To successfully market their products, industrial vendors must determine who participates in an organizational purchase decision and what their influence is. Previous research has shown that partic...
TL;DR: In this paper, the authors test six market entry barriers in consumer and industrial markets: cost advantages of incumbents, product differentiation, capital requirements, customer switching costs, and product switching costs.
Abstract: The authors test six market entry barriers in consumer and industrial markets: cost advantages of incumbents, product differentiation of incumbents, capital requirements, customer switching costs, ...
TL;DR: In this article, the authors examined the reactions of sales managers to potentially unethical salesperson behavior in a national survey of sales executives and found that four scenarios representing ethical issues were presente...
Abstract: Supervisory reactions of sales managers to potentially unethical salesperson behavior are examined in a national survey of sales executives. Four scenarios representing ethical issues were presente...
TL;DR: The authors investigates the effects of supervisory initiation of structure and consideration on salespeople who differ in their specific self-esteem, need for clarity, sales experience, and self-pe...
Abstract: The author investigates the effects of supervisory initiation of structure and consideration on salespeople who differ in their specific self-esteem, need for clarity, sales experience, and self-pe...
TL;DR: The organizational buying system concept is introduced as an organizing framework for exploring the patterned, repeated interactions that characterize ongoing purchasing processes as discussed by the authors, and it is used in the purchasing process.
Abstract: The organizational buying system concept is introduced as an organizing framework for exploring the patterned, repeated interactions that characterize ongoing purchasing processes. Applying a struc...
TL;DR: In this paper, the task-specific knowledge of sales personnel is described in a two-phase (free elicitation and validation) process. But descriptions of the task specific knowledge of the sales personnel are rare.
Abstract: Selling is the primary performance-related activity in the sales job, yet descriptions of the task-specific knowledge of sales personnel are rare. In a two-phased (free elicitation and validation) ...
TL;DR: In this paper, the profitability of a coupon promotion depends on the incremental sales generated by the coupon, and most prior research on coupon promotions has focused on re-targeting the coupon.
Abstract: Several authors have noted that the profitability of a coupon promotion depends on the incremental sales generated by the coupon. However, most prior research on coupon promotions has focused on re...
TL;DR: For instance, this paper found that advertising appearing in Ladies' Home Journal reveals an increased emphasis on time-oriented concerns and product benefits, consistent with claims that industrialization and industrialization can improve product benefits.
Abstract: Advertising appearing in Ladies' Home Journal reveals an increased emphasis on time-oriented concerns and product benefits. The study findings are consistent with claims that industrialization and ...
TL;DR: In this article, a study of the information content of U.S. and U.K. advertising was conducted in the context of the Foote, Cone and Belding (FCB) planning matrix.
Abstract: A study of the information content of U.S. and U.K. advertising was developed in the context of the Foote, Cone and Belding (FCB) planning matrix. A 1985 sample shows that U.S. television ads in th...
TL;DR: In the emerging field of expert systems, techniques are being developed for systematically representing and using expert knowl... as discussed by the authors, a large number of marketing decisions are based on “expert judgments.
Abstract: A large number of marketing decisions are based on “expert” judgments. In the emerging field of expert systems, techniques are being developed for systematically representing and using expert knowl...
TL;DR: In this article, the authors estimate logistic regression models to describe the intermediary's accept/reject decisions for those prod... using data collected on new products presented to a major channel intermediary.
Abstract: Using data collected on new products presented to a major channel intermediary, the authors estimate logistic regression models to describe the intermediary's accept/reject decisions for those prod...
TL;DR: In this article, the authors study the relationship between an advantaged cost position and the decision to build market share, and offer a rebuttal of experience curve doctrine, which they call experience curve theory.
Abstract: The author studies the relationship for a typical business unit between an advantaged cost position and the decision to build market share. He first offers a rebuttal of experience curve doctrine, ...
TL;DR: In this paper, patent infringement by foreign firms in U.S. markets challenges the effectiveness of legal patents as barriers to entry for firms developing marketing strategy for innovations and the United States In...
Abstract: Patent infringement by foreign firms in U.S. markets challenges the effectiveness of legal patents as barriers to entry for firms developing marketing strategy for innovations. The United States In...