Showing papers in "Journal of Marketing in 1991"
TL;DR: In this article, the authors explored the information needs of service consumers and found that search behavior is motivated in part by perceived risk and the consumer's ability to acquire releva....
Abstract: The author explores the information needs of service consumers. In the purchase decision process, search behavior is motivated in part by perceived risk and the consumer's ability to acquire releva...
1,610 citations
TL;DR: In this article, the authors developed a longitudinal model of the effect of a service change on customer attitudes about service quality, which was estimated with data from a field experiment with three survey boards.
Abstract: The authors develop a longitudinal model of the effect of a service change on customer attitudes about service quality. The model is estimated with data from a field experiment with three survey wa...
1,493 citations
TL;DR: In this article, a structural model of interfirm adaptation based on social exchange theory and the resource-dependence model is proposed, which accounts for mutual adaptation as a consequence of trus...
Abstract: On the basis of social exchange theory and the resource-dependence model, a structural model of interfirm adaptation is formulated. The model accounts for mutual adaptation as a consequence of trus ...
1,082 citations
TL;DR: In this article, the authors show that advertising executional cues can influence communication effectiveness, and that communication effectiveness is in part driven by consumer behavior, which is similar to our findings.
Abstract: Considerable research suggests that advertising executional cues can influence communication effectiveness. Related research indicates that communication effectiveness is in part driven by consumer...
1,066 citations
TL;DR: In this article, the authors present a framework for thinking about the impact of information and information technology on marketing, focusing on the concept of "information" or "knowledge" as both an asset to marketing.
Abstract: The author presents a framework for thinking about the impact of information and information technology on marketing. The focus is on the concept of “information” or “knowledge” as both an asset to...
1,020 citations
TL;DR: In this article, the changes herald the post-industrial era, producing an environment of ambiguity and paradox at the same time, and the changes in industrial structure and global competition have occurred in the last two decades.
Abstract: Rapid changes in industrial structure and global competition have occurred in the last two decades. The changes herald the post-industrial era, producing an environment of ambiguity and paradox at ...
869 citations
TL;DR: In this paper, the authors seek to extend theory and empirical findings on interfirm influence strategies by examining their use in channel relationships between suppliers and distributors of industrial products, and find that the use of interference strategies in the channel relationship between suppliers, distributors, and industrial products is correlated.
Abstract: The authors seek to extend theory and empirical findings on interfirm influence strategies by examining their use in channel relationships between suppliers and distributors of industrial products....
717 citations
TL;DR: The authors propose a conceptual framework for describing segmentation in the context of conjoint analysis input data and applies that framework to an illustrative case study entailing physicians’ preferences for a newly developed prescription drug.
Abstract: Conjoint analysis is a useful measurement method for implementing market segmentation and product positioning. The authors describe how recently developed optimal product design models provide a wa...
457 citations
TL;DR: The authors have questioned the use of the fear appeal, believing it to be too difficult to implement properly and that it is not suitable for the prevention of AIDS, drug abuse, and other social problems.
Abstract: Marketing researchers have questioned the use of the fear appeal, believing it to be too difficult to implement properly. AIDS, drug abuse, and other social problems have caused practitioners to re...
440 citations
TL;DR: In this paper, the Bass new product growth model is used for cross-national analysis of diffusion processes of durable goods in four major Pacific Rim countries, and the estimated coefficients are used to test the hy...
Abstract: The Bass new product growth model is used for cross-national analysis of diffusion processes of durable goods in four major Pacific Rim countries. The estimated coefficients are used to test the hy...
407 citations
TL;DR: Reference prices, which are extensively used in retail advertisements, have received considerable research attention over the last 15 years and as mentioned in this paper examine how reference prices in advertisemen... examine howReference prices in advertisers' advertisements are used.
Abstract: Reference prices, which are extensively used in retail advertisements, have received considerable research attention over the last 15 years. The authors examine how reference prices in advertisemen...
TL;DR: In this paper, the authors investigate the impact of retail price promotions on consumer purchasing patterns and the performance of competing retailers and propose a conceptual framework for retail promotional effects that can be used to evaluate the effect of price promotions.
Abstract: The author investigates the impact of retail price promotions on consumer purchasing patterns and the performance of competing retailers. A conceptual framework for retail promotional effects that ...
TL;DR: The presence of demand interrelationships among substitute and complementary goods in retail stores was demonstrated by Mulhern and Walters in 1989 and was extended by Walters in 1991 as discussed by the authors, respectively.
Abstract: The presence of demand interrelationships among substitute and complementary goods in retail stores was demonstrated by Mulhern in 1989 and was extended by Walters in 1991. Retail pricing strategie...
TL;DR: Several models of consumer response to promotions suggest that a current decision on brand and purchase quantity depends on the expected time until the next price reduction and the expected size of the purchase as mentioned in this paper.
Abstract: Several models of consumer response to promotions suggest that a current decision on brand and purchase quantity depends on the expected time until the next price reduction and the expected size of...
TL;DR: Marketing scholars such as Kotler and Rothschild emphasize that, because "you can't sell brotherhood like soap,” there is a need for research that will generate and test social marketing strategies.
Abstract: Marketing scholars such as Kotler and Rothschild emphasize that, because “you can't sell brotherhood like soap,” there is a need for research that will generate and test social marketing strategies...
TL;DR: In this paper, a study was conducted to develop a better understanding of the timing of consumer durable good replacement purchases and the demographic characteristics, attitudes and perceptions, and search behavior of consumers.
Abstract: A study was conducted to develop a better understanding of the timing of consumer durable good replacement purchases. The demographic characteristics, attitudes and perceptions, and search behavior...
TL;DR: Schonberger as discussed by the authors argues that each of the four main business functions -design, manufacturing, accounting, and marketing - becomes a "customer" for the other three and that the many links between and within departments form a continuous "chain of customers" that extends to those who buy the product.
Abstract: Building on two previous works, "Japanese Manufacturing Techniques" and "World Class Manufacturing" - the latter regarded by the prestigious journal "Quality Progress" as a "milestone in the second Industrial Revolution" - Richard Schonberger introduces a new concept. He argues that each of the four main business functions - design, manufacturing, accounting, and marketing - becomes a "customer" for the other three and that the many links between and within departments form a continuous "chain of customers" that extends to those who buy the product. Through hundreds of real company examples of the customer chain of action, Dr Schonberger shows how it quickens response rates, increases product quality, lowers costs, adds greater flexibility to change volume and product mix and takes sales away from the laggard competition.
TL;DR: In this article, a model of time and outcome valuation (TOV) is proposed for marketing managers and consumers to make decisions for which the good and bad outcomes may occur at various points in time in the future.
Abstract: Both marketing managers and consumers must make decisions for which the good and bad outcomes may occur at various points in time in the future. A model of time and outcome valuation (TOV) is devel...
TL;DR: In this paper, the authors find similarities between some of the problems that arise in the practice of marketing and those encountered in the study of history, and describe the four stages of marketing as a four-stage process.
Abstract: Considerable similarities can be found between some of the problems that arise in the practice of marketing and those encountered in the study of history. The author describes the four stages of th...
TL;DR: This article examined Japanese executives' perceptions of the veracity of various PIMS strategy principles developed from analysis of the pooled experience of businesses in the United States, and found that Japanese executives were more skeptical of the correctness of these principles.
Abstract: The authors examine Japanese executives’ perceptions of the veracity of various PIMS strategy principles developed from analysis of the pooled experience of businesses in the United States. They dr...
TL;DR: In this paper, the difference between what one expects on the job and what one experiences, has been discussed as a precursor to turnover among salespeople, and a study of direct sale...
Abstract: Met expectations, the difference between what one expects on the job and what one experiences, has not been discussed as a precursor to turnover among salespeople. The authors’ study of direct sale...
TL;DR: A sweeping change in trademark law has created benefits and pitfalls for marketing decision makers; recent court decisions on trademarks have had similar impact as discussed by the authors, and marketing managers should become better decision makers.
Abstract: A sweeping change in trademark law has created benefits and pitfalls for marketing decision makers; recent court decisions on trademarks have had similar impact. Marketing managers should become fa...
TL;DR: In this paper, the authors describe the various ways salespeople initiate such liability and include specific advice for sales managers interested in guiding salesperson behavior, and provide a discussion of these problems.
Abstract: Salespeople can generate liability problems for their organizations through both intentional and inadvertent statements, yet the sales management and personal selling literature has not provided adequate discussion of these problems. The authors describe the various ways salespeople initiate such liability and include specific advice for sales managers interested in guiding salesperson behavior.
TL;DR: The Contemporary Perspectives on Strategic Market Planning appears 10 years after Derek Abell and John Hammond disseminated core concepts in their text-and-case book, strategic market planning: Problems and Analytical Approaches (Prentice-Hall, 1979) as mentioned in this paper.
Abstract: This book is a formidable accomplishment and a useful addition to practitioners' and professors' bookshelves. As the authors note in their preface, Contemporary Perspectives on Strategic Market Planning appears 10 years after Derek Abell and John Hammond disseminated core concepts in their textand-case book, Strategic Market Planning: Problems and Analytical Approaches (Prentice-Hall, 1979). During that decade, hundreds of works were published about various aspects of strategic market planning, while the concept of \"strategy\" widened and consolidated its hegemony in the marketing and business-school curriculum. In that context, the authors set themselves two goals (p. ix):
Journal Article•
TL;DR: In this paper, the authors proposed an alternative estimation procedure, full-information maximum likelihood (FIML), which addresses the problems of Shugan's method and yields significantly improved results.
Abstract: The authors build on the idea put forward by Shugan to infer product maps from scanning data. They demonstrate that the actual estimation procedure used by Shugan has several methodological problems and may yield unstable estimates. They propose an alternative estimation procedure, full-information maximum likelihood (FIML), which addresses the problems and yields significantly improved results. An important additional advantage of the procedure is that the parameters of the preference distribution can be estimated simultaneously with the brand coordinates. Hence, it is not necessary to assume a fixed (uniform) distribution of preferences. An empirical application is presented in which the outcomes obtained from Shugan's procedure are compared with those from the proposed procedure.