Showing papers in "Journal of Marketing Research in 1977"
TL;DR: This article used subjective estimates and extrapolations in an analysis of mail survey data from published studies for estimates of the magnitude of bias and found that the use of extrapolation led to substantial improvements over a strategy of not using extrapolation.
Abstract: Valid predictions for the direction of nonresponse bias were obtained from subjective estimates and extrapolations in an analysis of mail survey data from published studies For estimates of the magnitude of bias, the use of extrapolations led to substantial improvements over a strategy of not using extrapolations
11,245 citations
TL;DR: Time Series Analysis and Forecasting: principles and practice as mentioned in this paper The Oxford Handbook of Quantitative Methods, Vol. 3, No. 2: Statistical AnalysisTime-Series ForecastingPractical Time-Series AnalysisApplied Bayesian Forecasting and Time Series AnalysisSAS for Forecasting Time SeriesApplied Time Series analysisTime Series analysisElements of Nonlinear Time Series analyses and forecastingTime series analysis and forecasting by Example.
Abstract: Advances in Time Series Analysis and ForecastingThe Analysis of Time SeriesForecasting: principles and practiceIntroduction to Time Series Analysis and ForecastingThe Oxford Handbook of Quantitative Methods, Vol. 2: Statistical AnalysisTime-Series ForecastingPractical Time Series AnalysisApplied Bayesian Forecasting and Time Series AnalysisSAS for Forecasting Time SeriesApplied Time Series AnalysisTime Series AnalysisElements of Nonlinear Time Series Analysis and ForecastingTime Series Analysis and Forecasting by ExampleIntroduction to Time Series Analysis and ForecastingTime Series Analysis and AdjustmentSpatial Time SeriesPractical Time Series Forecasting with RA Very British AffairMachine Learning for Time Series Forecasting with PythonTime Series with PythonTime Series Analysis: Forecasting & Control, 3/EIntroduction to Time Series Forecasting With PythonThe Analysis of Time SeriesTime Series Analysis and Its ApplicationsForecasting and Time Series AnalysisIntroduction to Time Series and ForecastingIntroduction to Time Series Analysis and ForecastingTime Series Analysis in the Social SciencesPractical Time Series AnalysisTime Series Analysis and ForecastingTheory and Applications of Time Series AnalysisApplied Time SeriesSAS for Forecasting Time Series, Third EditionTime Series AnalysisPredictive Modeling Applications in Actuarial ScienceIntroductory Time Series with RHands-On Time Series Analysis with RAdvances in Time Series ForecastingTime Series Analysis and Forecasting Using Python & RAdvanced Time Series Data Analysis
6,184 citations
TL;DR: A considerable amount of social science research suggests an individual's initial perception of and reaction to another individual are affected by the physical attractiveness of the other person as mentioned in this paper, which is a common belief in psychology.
Abstract: A considerable amount of social science research suggests an individual's initial perception of and reaction to another individual are affected by the physical attractiveness of the other person. T...
885 citations
TL;DR: In this article, the focus group technique is considered from a philosophy of science perspective, which points to a confusion of three main assumptions: focus groups, focus groups and focus groups.
Abstract: Use of the focus group technique is widespread in qualitative marketing research. The technique is considered here from a philosophy of science perspective which points to a confusion of three dist...
751 citations
TL;DR: In this paper, the authors argue that current knowledge of the determinants of motivation and performance in industrial selling is woefully inadequate, and they propose a method to improve this situation by identifying the most important factors.
Abstract: This position paper argues that current knowledge of the determinants of motivation and performance in industrial selling is woefully inadequate. As a first step toward improving this situation, th...
647 citations
TL;DR: When unit prices were posted on separate shelf tags in a supermarket, consumer expenditures decreased by 1% as discussed by the authors and consumer savings were 3% when unit prices are displayed also on an organized list.
Abstract: When unit prices were posted on separate shelf tags in a supermarket, consumer expenditures decreased by 1%. When unit prices were displayed also on an organized list, consumer savings were 3%. In ...
351 citations
TL;DR: In this paper, the effects of age differences on the processing of information are investigated. And they show that age differences result in a complex set of changes in the processes of older individuals and younger adults.
Abstract: Literature pertaining to the effects of age differences indicates that elderly individuals and younger adults process information differently. Age differences result in a complex set of changes in ...
336 citations
TL;DR: In this paper, the primary purpose of this rejoinder is to highlight the fact that conceptual-definitional and empirical issues previously have been raised with regard to information overload in the consumer context.
Abstract: Important conceptual-definitional and empirical issues previously have been raised with regard to information overload in the consumer context. The primary purpose of this rejoinder is to highlight...
250 citations
TL;DR: In this article, a general model for the analysis of field and laboratory experimental data is derived and illustrated for the determination of the magnitude and significance of experi ciency of experimental data.
Abstract: A general model is derived and illustrated for the analysis of field and laboratory experimental data. The model explicitly provides for the determination of the magnitude and significance of exper...
191 citations
TL;DR: This paper found that perceived quality appears to be associated consistently with high prestige stores, high prices, and physical attributes of products such as color, and consumer income and educational level also affect perceived quality.
Abstract: Perceived quality appears to be associated consistently with high prestige stores, high prices, and physical attributes of products such as color. Consumer income and educational level also affect ...
TL;DR: The validation problems inherent in small-sample discriminant analysis are examined and two recently developed alternatives to the more traditional methods are explained and illustrated in the context of a salesman-selection problem.
Abstract: The validation problems inherent in small-sample discriminant analysis are examined. Two recently developed alternatives to the more traditional methods are explained and illustrated in the context...
TL;DR: The characteristics of demand, the marketing technology used, and interchannel competition are found to be correlated with greater channel control by a channel leader, implying that channel leaders tend to emerge in distributive channels when the channel environment is threatening.
Abstract: The relationship between various factors characteristic of channel environments and the extent of control of a channel leader in his channel is explored. The characteristics of demand, the marketin...
TL;DR: The results of this study provide evidence that it is possible to develop, as endpoints for semantic differential scales, phrases which show a high degree of reliability and aid in the reduction of concept-scale interaction.
Abstract: The authors suggest the need for more thorough testing of tailormade semantic differential instruments before they are used in specific marketing content areas. The results of this study provide ev...
TL;DR: In this paper, a set of personality and personal characteristics were used to predict the performance of salesmen from an empirical study, and the results showed that little success has been achieved.
Abstract: Despite continuing research effort, little success has been achieved in the use of personality and personal characteristics to predict the performance of salesmen. From an empirical study, a set of...
TL;DR: The authors reported a nationwide study of response effects based on answers from almost 1,200 respondents to threatening behavioral questions presented in various formats and found that the response effects of these questions varied with the age of the respondents.
Abstract: This article reports a nationwide study of response effects based on answers from almost 1,200 respondents to threatening behavioral questions presented in various formats. Results indicate that th...
TL;DR: In this paper, the parameters of a market share response function are estimated by using time series data separately for several sales territories, and an attempt is made to explain territorial diff diff...
Abstract: The parameters of a market share response function are estimated by using time series data separately for several sales territories. In a second stage an attempt is made to explain territorial diff...
TL;DR: Logit and log-linear models are new techniques for analyzing categorical data as mentioned in this paper, and each of these models is described and applied to a problem involving consumer adoption of a new telecommunications service.
Abstract: Logit and log-linear models are new techniques for analyzing categorical data. Each of these models is described and applied to a problem involving consumer adoption of a new telecommunications ser...
TL;DR: In this paper, women's time horizons in evaluating product concepts (birth control devices) were varied experimentally and the variations produced changes in the linearity and complexity of the evaluation strategies.
Abstract: Women's time horizons in evaluating product concepts (birth control devices) were varied experimentally. The variations produced changes in the linearity and complexity of the evaluation strategies...
TL;DR: The logic underlying the Box-Jenkins transfer function analysis is developed and compared with established econometric approaches in this paper, and the technique is shown to provide a safeguard against spurious eff...
Abstract: The logic underlying the Box-Jenkins transfer function analysis is developed and compared with established econometric approaches. The technique is shown to provide a safeguard against spurious eff...
TL;DR: In this article, the effects of price and advertising expenditures on new-product sales were examined across four test-market experiments, all experiments involved two levels of advertising expenditure tested across different levels.
Abstract: The effects of price and advertising expenditures on new-product sales are examined across four test-market experiments. All experiments involved two levels of advertising expenditure tested across...
TL;DR: Two major sponsors of consumer mail surveys are universities and commercial research firms as discussed by the authors, and the results of the experiment discussed here suggest that these sponsors should differ in the appeal they inc...
Abstract: Two major sponsors of consumer mail surveys are universities and commercial research firms. Results of the experiment discussed here suggest that these sponsors should differ in the appeal they inc...
TL;DR: A wide variety of sociological, psychological, and demographic characteristics have been hypothesized to describe the early triers of new consumer products, but have not been supported by subsequen....
Abstract: A wide variety of sociological, psychological, and demographic characteristics have been hypothesized to describe the early triers of new consumer products, but have not been supported by subsequen...
TL;DR: In this paper, a series of interrelated processes including determining the role of personal selling in the organization, allocating selling effort to customers, geographic location, etc., are described.
Abstract: Salesforce decisions consist of a series of interrelated processes including (1) determining the role of personal selling in the organization, (2) allocating selling effort to customers, geographic...
TL;DR: The foot-in-the-door technique, derived from a social-psychological concept which suggests that compliance with a relatively large request is significantly more likely to occur if preceded by compl...
Abstract: The foot-in-the-door technique, derived from a social-psychological concept which suggests that compliance with a relatively large request is significantly more likely to occur if preceded by compl...
TL;DR: In the presence of multicollinearity in data, the estimation of parameters or regression coefficients in marketing models by means of ordinary least squares may give inflated estimates with a high...
Abstract: In the presence of multicollinearity in data, the estimation of parameters or regression coefficients in marketing models by means of ordinary least squares may give inflated estimates with a high ...
TL;DR: In this paper, the effect of several factors on the validity of a product-anchored self-concept measure was examined, including product order or subject's attitude toward the task.
Abstract: The effect of several factors on the validity of a product-anchored self-concept measure is examined. Though the measure is not affected by product order or subject's attitude toward the task, it i...
TL;DR: In this article, the authors selectively overview and review the current state-of-the-art in the measurement of and theorizing about nonverbal components of interactive behavior, focusing on nonverbal indicators.
Abstract: The authors selectively overview and review the current “state of art” in the measurement of and theorizing about nonverbal components of interactive behavior. A major function of nonverbal indicat...