Showing papers in "Journal of Marketing Research in 1984"
TL;DR: In this article, the determinants of opportunistic behavior in an interfirm relationship are examined for the effects of interorganizational structure and interfirm relationships in a franchise setting. And the authors examine the effect of inter-organizational structures on opportunistic behaviour in an inter-irm relationship.
Abstract: The author examines the determinants of opportunistic behavior in an interfirm relationship. Data from a franchise setting are examined for the effects of inter-organizational structure and interfi...
997 citations
TL;DR: In this article, a meta-analysis investigates the effects of research design on the reliability of rating scale measures used in marketing research, and three sets of independent variables (sampling characteristics, sampling characteristics, and sampling characteristics) are used.
Abstract: This meta-analysis investigates the effects of research design on the reliability of rating scale measures used in marketing research. Three sets of independent variables—sampling characteristics, ...
658 citations
TL;DR: In this paper, the authors assess what has been learned from econometric models about the effect of advertising on sales and compare short-term and long-term advertising response as well as model fit.
Abstract: The authors attempt to assess what has been learned from econometric models about the effect of advertising on sales. Short-term and long-term advertising response as well as model fit are analyzed...
528 citations
TL;DR: In this paper, a common belief among marketing practitioners is that increasing the vividness of a message enhances its persuasiveness, and this belief has received support in experimental investigations, but vividness has not yet been shown to improve the effectiveness of marketing messages.
Abstract: A common belief among marketing practitioners is that increasing the vividness of a message enhances its persuasiveness. This belief has received support in experimental investigations, but vividne...
338 citations
TL;DR: The authors describe the development of multiple-item measures to capture the construct of channel member satisfaction, which is found to be multidimensional, involving satisfaction with products, financial considerations, social interaction, cooperative advertising programs, and other promotional assistances.
Abstract: The authors describe the development of multiple-item measures to capture the construct of channel member satisfaction. Two measures are developed that are found to have high levels of reliability ...
323 citations
TL;DR: In this article, the authors focus on the responsibility and obligations of researchers to respondents and clients and explore whether various research groups should be held to a certain ethical standard in marketing research.
Abstract: Almost all studies on ethics in marketing research have focused on either delineating the responsibilities and obligations of researchers to respondents and clients or exploring whether various gro...
322 citations
TL;DR: A classification of hybrid models is presented, followed by a review of their comparative performance in cross-validation tests, and Suggestions are offered on future studies that are essential before the role of hybrids in conjoint methods can be evaluated properly.
Abstract: Over the past few years hybrid models for conjoint analysis have been developed to reduce data collection effort and time. Hybrid models combine features of self-explicated utility measurement with...
307 citations
236 citations
TL;DR: In this article, the authors investigate the effects of the organizational structure used for marketing planning on the credibility and utilization of marketing plans, using data from 53 organizations from the United States.
Abstract: The authors investigate the effects of the organizational structure used for marketing planning on the credibility and utilization of marketing plans. Data on 53 organizations were obtained from mu...
226 citations
TL;DR: In this article, the authors investigate the sources of information sought by industrial marketers to gain a high degree of synergy among the various elements of their promotional mix, and find that it is important for marketers to exploit the synergy in their marketing mix.
Abstract: It is important for industrial marketers to gain a high degree of synergy among the various elements of their promotional mix. To that end, the authors investigate the sources of information sought...
226 citations
TL;DR: In this article, a conjoint analysis presentation is used to illustrate that averaging the data input from a number of subjects can produce misleading results, especially with respect to measures of fit, and no clue is given to the reader as to diagnose the problem and find possible solutions.
Abstract: leading results, especially with respect to measures of fit. However, no clue is given to the reader as to how to diagnose the problem and find possible solutions. -In the conjoint analysis presentation, an example is used to illustrate that averaging the data input from a number of subjects can produce misleading results. Again, no solutions are offered for the very real problem of trying to summarize the interpretation for a sample of subjects. It would have been useful to note that the output from a subject-by-subject analysis can be aggregated across subjects in several ways (e.g., a choice simulator, clustering on the part-worths). -In the factor analysis chapter, the section on choosing the number of factors tells the reader that the "general principle is to be sure to include as many factors as are likely to contribute significantly to the communality .... " It would have been much more useful to give the various specific rules of thumb used by analysts (e.g., the eigenvalue greater than one rule, the scree test) and to illustrate these rules with real data.
TL;DR: For example, this paper found that consumers show low store loyalty and little or no segmentation between different chains or store groups when buying a grocery product in the United Kingdom, while repeat buying of the products is high.
Abstract: Consumers show low store loyalty and little or no segmentation between different chains or store groups when buying a grocery product in the United Kingdom. Store penetration, repeat buying of the ...
TL;DR: In this article, the effects of seller concession behavior, seller information, and buying firm monitoring of the buyer on the negotiation behavior and outcomes of industrial buyers were investigated, and the authors posited and tested the effect of concession behavior and seller information on industrial buyers.
Abstract: The author posits and tests the effects of seller concession behavior, seller information, and buying firm monitoring of the buyer on the negotiation behavior and outcomes of industrial buyers. Pra...
TL;DR: In this paper, the authors examined how and why consumers use information in making product choices, but little work has been done on the use of market research information in product/service policy decis...
Abstract: Although much study has examined how and why consumers use information in making product choices, little work has been done on the use of market research information in product/service policy decis...
TL;DR: In this article, the results of an exploratory study of patterns of purchase influence in the metal-working industry are reported and the data set used was a representative sample of 2151 purchase influencers in the m...
Abstract: The results of an exploratory study of patterns of purchase influence in the metal-working industry are reported. The data set used was a representative sample of 2151 purchase influencers in the m...
TL;DR: A brief review of the linear logit model focuses on model formulation, estimation, evaluation, and inference procedures for marketing research is given in this article, where the authors discuss the use of the model in marketing research.
Abstract: The author discusses the use of the linear logit model in marketing research. A brief review of the linear logit model focuses on model formulation, estimation, evaluation, and inference procedures...
TL;DR: In this article, the authors integrate concepts and ideas from various disciplines to investigate and measure relationships between conflict and sets of multiple business goals in a channel of distribution, and propose a method to measure the relationship between conflicts and business goals.
Abstract: This study integrates concepts and ideas from various disciplines to investigate and measure relationships between conflict and sets of multiple business goals in a channel of distribution. The rel...
TL;DR: In this paper, the reliability and validity of conjoint analysis is compared with that of the conventional conjoint method. But, relatively little empirical evidence has been published on how its reliability or validity compares with those of the traditional conjoint methods.
Abstract: Though the use of conjoint analysis has increased substantially in recent years, relatively little empirical evidence has been published on how its reliability and validity compares with that of al...
TL;DR: Two different questionnaire formats based on the semantic differential scale used in comparative image studies of countries are found to have nearly equal reliability, but they are not equivalent.
Abstract: Two different questionnaire formats based on the semantic differential scale have been used in comparative image studies of countries. The authors test the reliability and validity of each format a...
TL;DR: The tests indicate that valid parameter estimates and similar forecasts are obtained with linear, multiplicative, and attraction models and better share forecasts generally are obtained from models with brand-specific parameterization and OLS estimation.
Abstract: The authors compare market share models differing in terms of functional form, estimation procedure, and level of parameterization. They evaluate the models by testing the accuracy of predicted sha...
TL;DR: In this paper, the authors focus on the determination of optimal prices for products in a product line, and most firms offer more than a single brand, and ultimately are concerned with the overall results of the enti...
Abstract: The authors focus on the determination of optimal prices for products in a product line. Most firms offer more than a single brand, and ultimately are concerned with the overall results of the enti...
TL;DR: In this paper, the influence of advertising on consumers' price sensitivity (elasticity) is explored, and the impact of competition on the sales response function is investigated, in particular, the influence that advertising has on price sensitivity.
Abstract: The author investigates the impact of competition on the sales response function. In particular, the influence of advertising on consumers’ price sensitivity (elasticity) is explored. Two opposing ...
TL;DR: In this article, linear and multiplicative market share models are compared with the attraction specification on the basis of both predictive and descriptive measures and the data used represent 15 brands in three different domains.
Abstract: Linear and multiplicative market share models are compared with the attraction specification on the basis of both predictive and descriptive measures. The data used represent 15 brands in three dif...
TL;DR: The work of an industry task force which has considered the implications of different definitions of response rates in surveys and proposed an industry standard is highlighted.
Abstract: The lack of a standard definition of response rates in surveys has resulted in problems in the marketing research community, including ambiguity in pricing and evaluating research proposals and in ...
TL;DR: In this paper, the authors examined the choice of strategic marketing thrust for business units in multi-product firms and found that 86 managers in six firms provided their perception of several product/market and...
Abstract: The author examines the choice of strategic marketing thrust for business units in multiproduct firms. In a survey, 86 managers in six firms provided their perception of several product/market and ...
TL;DR: Forecasts generated by five popular extrapolations are compared with each other and with a random-walk model over nearly 1500 situations and found to be successful on nondurable goods and series that historically have exhibited stable patterns.
Abstract: Forecasts generated by five popular extrapolations are compared with each other and with a random-walk model over nearly 1500 situations. Relative to the random walk, forecasting with extrapolation...
TL;DR: In this paper, a stochastic model of response to rating scales, using the beta distribution, was developed and tested against empirical data. And the effect of number of items by number of points on the sampling error was investigated.
Abstract: A stochastic model of response to rating scales, using the beta distribution, is developed and tested against empirical data. The effect of number of items by number of points on the sampling error...
TL;DR: In this paper, the authors test Naert and Weverbergh's empirical finding that attraction-type specifications are characterized by a predictive power greater than that of their nonrobust counterparts.
Abstract: The authors test Naert and Weverbergh's empirical finding that attraction-type specifications are characterized by a predictive power greater than that of their nonrobust counterparts. The empirica...
TL;DR: In this article, a probabilistic choice model which accounts for the interdependence among choice alternatives is proposed, which uses parsimonious parameterization and relies on parameters which are not related to specific alternatives in the choice set.
Abstract: The authors discuss some shortcomings of probabilistic choice models which do not capture product interdependencies. When substitutional relationships are present in the marketplace, these models may lead to biased estimates for choice/market shares. A probabilistic choice model which accounts for the interdependence among choice alternatives is proposed. This model uses parsimonious parameterization and relies on parameters which are not related to specific alternatives in the choice set. The model is compared with two other probabilistic choice models in terms of goodness of fit and predictive ability.
TL;DR: In this article, the Dirichlet multinominal distribution (DMD) can be parameterized in the modeling of magazine media exposure distributions, and the performance of alternative meth...
Abstract: The authors examine methods by which the Dirichlet multinominal distribution (DMD) can be parameterized in the modeling of magazine media exposure distributions. The performance of alternative meth...