Showing papers in "Journal of Marketing Research in 1968"
TL;DR: In this paper, the authors test a methodology for measuring self-concept and consumer behavior in comparable terms and further substantiate the relationship of self-theory to co-consistency.
Abstract: This study was designed to test a methodology for measurement of self-concept and consumer behavior in comparable terms and, therefore, to further substantiate the relationship of self-theory to co...
295 citations
TL;DR: This article explored risk-reduction processes of information seeking, prepurchase deliberation, and brand loyalty in consumer decision making over time, and found that perceived risk was manipulated by consumers.
Abstract: This experimental study of consumer decision making over time explored risk-reduction processes of information seeking, prepurchase deliberation, and brand loyalty. Perceived risk was manipulated b...
264 citations
TL;DR: Solutions from static location models are used with the techniques of dynamic programming to find a dynamic optimum warehouse location-relocation plan.
Abstract: In a rapidly changing economy, warehouse location is a dynamic decision problem. Yet most existing location models used to solve the problem are static. In this article, solutions from these static...
187 citations
TL;DR: In this article, a field experiment with a factorial design showed that consumers developed preferences for three brands of a physically homogeneous product (beer), identical except for brand name and price.
Abstract: A field experiment with a factorial design showed that consumers developed preferences for three brands of a physically homogeneous product (beer), identical except for brand name and price. With p...
172 citations
163 citations
TL;DR: In this article, the argument that socioeconomic variables do not provide an adequate basis for market segmentation of grocery products is disputed, and a theoretical framework for segmentation measurement in terms of socioeconomic variables is proposed.
Abstract: The argument that socioeconomic variables do not provide an adequate basis for market segmentation of grocery products is disputed. A theoretical framework for segmentation measurement in terms of ...
161 citations
TL;DR: In this paper, the authors suggest that personality variables should only differ for brand choice among people who see high-performance risk in the product, and they also suggest the hypothesis that personality...
Abstract: This article suggests that personality variables should only differ for brand choice among people who see high-performance risk in the product. This theory suggests the hypothesis that personality ...
156 citations
TL;DR: In this paper, a method of predicting the market share for newly launched brands and the future equilibrium share of established brands after major promotional activity is described, which is dependent on continuous purchasing data obtainable from consumer panels and is developed from numerous case histories from the Attwood Consumer Panel in Great Britain.
Abstract: This article describes a method of predicting the market share for newly launched brands and the future equilibrium share of established brands after major promotional activity. The method is dependent on the continuous purchasing data obtainable from consumer panels and is developed from numerous case histories from the Attwood Consumer Panel in Great Britain to illustrate the use of the technique and its refinements.
133 citations
TL;DR: Although management assumes a relationship between price and quality when making decisions about pricing and when acting against price cutting within distribution channels, little research on this relationship has been conducted as discussed by the authors, and little research has been done on the relationship between quality and price.
Abstract: Although management assumes a relationship between price and quality when making decisions about pricing and when acting against price cutting within distribution channels, little research on this ...
131 citations
TL;DR: In this paper, the role of the child as an influencer of consumer decisions was investigated by studying the interaction between mother and child, and purchase behavior by the mother of a child's preferred packaged c...
Abstract: The role of the child as an influencer of consumer decisions was investigated by studying the interaction between mother and child. Purchase behavior by the mother of a child's preferred packaged c...
131 citations
TL;DR: In the U.S. market, every foreign producer faces certain tangible barriers such as quotas and tariffs as mentioned in this paper, and foreign sellers may face serious intangible barriers like consumer bias based on product origin.
Abstract: When entering the U.S. market, every foreign producer faces certain tangible barriers such as quotas and tariffs. In addition, foreign sellers may face serious intangible barriers like consumer bias based on product origin [3]. Eventually unwarranted biases may disappear, and goods may come to be judged on the basis
TL;DR: Some of the approaches to numerical classification are described and illustrative marketing applications and current limitations of the procedures are discussed.
Abstract: Recent developments in numerical taxonomy appear to show applicability for many classification problems in marketing. This review article describes some of the approaches to numerical classificatio...
TL;DR: A normative theory of market segmentation is developed that takes account of major implementation problems and is presented as a multistage mathematical model of the full range of segmentation possibilities from the perfectly discriminating monopolist to the mass marketer.
Abstract: A normative theory of market segmentation is presented as a multistage mathematical model of the full range of segmentation possibilities from the perfectly discriminating monopolist to the mass marketer. The theory’s major implications for the philosophy and application of the market segmentation strategy are discussed.
TL;DR: Social characteristics of consumer applicance innovators and non-innovators within a defined social system are assessed and represent variables of highest predictive ability in previous research.
Abstract: Socioeconomic characteristics of consumer applicance innovators and non-innovators within a defined social system are assessed. Such characteristics are derived from the innovation-diffusion litera...
TL;DR: In this article, it has been held that consumer buying behavior can be classified by social class and stage in the family life cycle, and it has also been suggested that these distinctions have been o...
Abstract: Traditionally it has been held that consumer buying behavior can be classified by social class and stage in the family life cycle. Recently it has been suggested that these distinctions have been o...
TL;DR: In this article, it is suggested that the attitude concept be redefined and choice behavior is independent of situational factors, which is a common assumption in general and operational definitions of attitude.
Abstract: General and operational definitions of attitude imply assumptions that choice behavior is independent of situational factors. It is suggested that the attitude concept be redefined and choice behav...
TL;DR: In this paper, an empirical model of measuring brand loyalty for individual consumers based on frequency and pattern of purchases is presented, and factor analysis is used as a method of estimating parameters.
Abstract: With factor analysis as a method of estimating parameters, an empirical model of measuring brand loyalty for individual consumers based on frequency and pattern of purchases is presented. Despite s...
TL;DR: In this article, the authors examined the bargaining behavior of both salesman and customer as it relates to purchase transactions and found that both parties to a transaction behave similarly to the same as the seller and the buyer.
Abstract: Few attempts have been made to analyze simultaneous behavior of both parties to a transaction. This study examines the bargaining behavior of both salesman and customer as it relates to purchase ou...
TL;DR: In this article, a methodology for determining the psychological meaning to respondents of several commonly used adjectives for evaluating products and advertisements is presented. But the methodology is limited to adjectives.
Abstract: This article presents a methodology for determining the psychological meaning to respondents of several commonly used adjectives for evaluating products and advertisements. It also includes an inve...
TL;DR: In this paper, an analysis of market share movements for a low-cost, frequently purchased consumer product is presented, and an examination of the influence of price and advertising on sales is presented.
Abstract: Analysis of market share movements for a low-cost, frequently purchased consumer product. An examination of the influence of price and advertising on sales is presented.
TL;DR: In this paper, the authors conducted interviews with consumers and appliance retail to investigate the relationship between information about consumers and information about the products they buy from the retailers and the consumers they interact with.
Abstract: Retailers, because of their close association with the public, have historically been described as an excellent source of information about consumers. Interviews with consumers and appliance retail...
TL;DR: Oshikawa et al. as mentioned in this paper investigated the possibility that changes in desirability ratings of phonograph records after choice reflected the experimental design and manipulation and suggested a method to eliminate an alternative explanation.
Abstract: Experimental research on cognitive dissonance has been hindered by methodological problems. As Chapanis and Chapanis pointed out, some experiments were designed and manipulated to ensure outcomes predicted by the theory [2]. In such cases it is impossible to determine whether predicted outcomes should be accepted as supporting evidence for the theory. Whenever alternative explanations occur, further research is needed to eliminate alternative explanations and to show that the predicted outcomes are postulated by the theory [1]. This article illustrates this methodological problem by examining a published study and suggests a method to eliminate an alternative explanation. The theory of cognitive dissonance suggests that an individual has cognitive elements (or "knowledges") about himself, his past behavior, his beliefs and attitudes, and his environments. If one cognitive element follows from another, they are said to be consonant. If one does not follow from another, they are said to be dissonant and arouse a psychological tension called cognitive dissonance. Because cognitive dissonance is psychologically uncomfortable, the individual changes the dissonant cognitive element to reduce the dissonance. The stronger the cognitive dissonance, the more strongly motivated he is to reduce dissonance by changing the cognitive element.1 If a person, given a choice between two equally desirable products, chooses one and rejects the other, the cognitive elements about the rejected product's favorable attributes are counterparts of the cognitive elements that caused him to reject the product. Since this condition arouses high dissonance, the person would, among other alternatives, try to evaluate the chosen product more favorably and the rejected product less favorably to reduce cognitive dissonance. If, given his choice between a product he likes very much and a product he dislikes, he chooses the first and rejects the second, he would not experience post-choice cognitive dissonance, nor would he try to evaluate the chosen product more favorably or the rejected one less favorably. In their study [3], LoSciuto and Perloff had subjects rank nine phonograph records in preferential order. To arouse strong dissonance, one group of subjects was given a choice between the third-ranked and fourthranked albums; another group was given a choice between the third-ranked and the eighth-ranked albums. It was found that high-dissonance subjects tended to rerank the chosen phonograph records as more desirable and the rejected records as less desirable, but low-dissonance subjects did not show this tendency as strongly as did high-dissonance subjects. The experimenters labelled as divergent change the reranking of the chosen albums as more desirable and the rejected albums as less desirable, and reranking of the chosen albums as less desirable and the rejected albums as more desirable was called convergent change. According to the cognitive dissonance theory, a greater proportion of highdissonance subjects will show divergent changes, and a greater proportion of low-dissonance subjects will show convergent changes. A chi-square test of the frequency of divergent and convergent changes supported this prediction at the .001 level of significance and was judged as evidence for the theory.2 I investigated the possibility that changes in desirability ratings of phonograph records after choice reflected the experimental design and manipulation. Study of the experimental design indicated that the experiment was set up to make it easier for low-dissonance subjects to show convergent changes and more difficult to show divergent changes. Since they chose between the thirdand eighth-ranked albums, the third albums had two places to move up and the eighth albums had one place to move down, totalling three places. Because the two albums had 16 possible movements, 3 of 16 movements * Sadaomi Oshikawa is assistant professor of marketing, University of Washington.
TL;DR: In this article, the authors report a design design of a decision-making system that uses expected value, maximin, coefficient of optimism, and minimax regret to describe real-world decision making.
Abstract: Do expected value, maximin, coefficient of optimism, and minimax regret describe real-world decision making, or are these terms limited to theoretical reasoning? This article reports a study design...
TL;DR: In this article, market researchers analyzing underdeveloped countries' markets have limited data sources at their disposal, but their total potential is relatively small, and there is a need for more data sources.
Abstract: Market researchers analyzing underdeveloped countries’ markets have limited data sources at their disposal. There are many of these markets, but their total potential is relatively small. A need ex...
TL;DR: This paper found that repeat-buying habits are the same in American and British repeat-buyers, regardless of the country's economic conditions and economic conditions, as well as demographics.
Abstract: American and British repeat-buying habits are the same.
TL;DR: In this paper, the authors test in a controlled laboratory environment some basic factors that may influence the successful or unsuccessful transfer of advertising campaigns from one country to another, and show that these factors can influence the success or failure of campaigns.
Abstract: This study tests in a controlled laboratory environment some basic factors that may influence the successful or unsuccessful transfer of advertising campaigns from one country to another.
TL;DR: The notion that satisfied salesmen are better salesmen has long been a basic principle of sales management and few attempts have been made to verify the relationship between job satisfaction and job performance.
Abstract: The notion that satisfied salesmen are better salesmen has long been a basic principle of sales management. Few attempts have been made to verify the relationship between job satisfaction and job p...
TL;DR: In this article, a broadly defined communication theory may help to identify, to structure, and to analyze patterns of influence in industrial markets, with appropriate modifications, with the goal of identifying, identifying, and analyzing the influence of companies in an industrial market.
Abstract: Patterns of influence within a given buying organization and among the various companies in an industry make industrial markets complex targets for marketing effort. Efficient marketing strategies build on these patterns of influence or, at least, do not seriously challenge these established relationships. It is therefore surprising that marketing literature has few studies of influence processes in industrial markets. With appropriate modifications, a broadly defined communication theory may help to identify, to structure, and to analyze patterns of influence in industrial markets. This article considers