Showing papers in "Journal of Marketing Research in 1989"
7,643 citations
TL;DR: In this paper, the authors demonstrate how nonresponse in sample surveys and censuses can be handled by replacing each missing value with two or more multiple imputations, and demonstrate the benefit of this statistical technique for researchers who must analyze them.
Abstract: Demonstrates how nonresponse in sample surveys and censuses can be handled by replacing each missing value with two or more multiple imputations. Clearly illustrates the advantages of modern computing to such handle surveys, and demonstrates the benefit of this statistical technique for researchers who must analyze them. Also presents the background for Bayesian and frequentist theory. After establishing that only standard complete-data methods are needed to analyze a multiply-imputed set, the text evaluates procedures in general circumstances, outlining specific procedures for creating imputations in both the ignorable and nonignorable cases. Examples and exercises reinforce ideas, and the interplay of Bayesian and frequentist ideas presents a unified picture of modern statistics.
2,078 citations
TL;DR: This article integrated previous research that has investigated experimentally the influence of price, brand name, and/or store name on buyers' evaluations of product quality, and proposed a meta-analysis to evaluate the influence.
Abstract: The authors integrate previous research that has investigated experimentally the influence of price, brand name, and/or store name on buyers’ evaluations of product quality. The meta-analysis sugge...
1,597 citations
TL;DR: In contrast, little attention has been given to the quality of nominal sca... as mentioned in this paper, while most research related to the reliability and validity of marketing measures has focused on multi-item quantitative scales.
Abstract: Most research related to the reliability and validity of marketing measures has focused on multi-item quantitative scales. In contrast, little attention has been given to the quality of nominal sca...
1,415 citations
TL;DR: The test results indicate that when consumers are not familiar with a country's products, country image may serve as a halo from which consumers infer a brand's product attributes and which affects their attitude toward the brand indirectly through product attribute rating.
Abstract: The author examines the role of country image in consumer evaluations of television sets and automobiles. Specifically, two alternative causal models are developed and tested: (1) the halo model hy...
1,180 citations
TL;DR: In this paper, the authors characterize market structure by studying the patterns of substitution implied by brand switching, but this approach typically ignores the destabilizing effect of brand switching on the market.
Abstract: Marketing scholars commonly characterize market structure by studying the patterns of substitution implied by brand switching. Though the approach is useful, it typically ignores the destabilizing ...
1,136 citations
TL;DR: In this article, market pioneers outsell later entrants in both consumer and industrial markets and entry barriers arising from preemptive positioning and switching costs have been advanced to explain this market shar...
Abstract: Market pioneers outsell later entrants in both consumer and industrial markets. Entry barriers arising from preemptive positioning and switching costs have been advanced to explain this market shar...
955 citations
TL;DR: The authors begin with one-way designs, including overall tests of significance, step-down analyses, and the use of latent variables, and describe a general test of homogeneity and consider a procedure that is applicable even under conditions of heterogeneity.
Abstract: New procedures are developed and illustrated for the analysis of experimental data with particular emphasis on MANOVA and MANCOVA designs The authors begin with one-way designs, including overall
567 citations
TL;DR: When consumers are exposed to pricing and promotional activity by frequently purchased packaged goods, they may develop expectations that are used as points of reference in evaluating future activi... as discussed by the authors,.
Abstract: When consumers are exposed to pricing and promotional activity by frequently purchased packaged goods, they may develop expectations that are used as points of reference in evaluating future activi...
547 citations
TL;DR: In this paper, four studies demonstrate that perceptions of how different a brand is from other brands in the product category affect perceptions of the brand's position within the category, and that the perceived differences affect the perception of a brand's performance.
Abstract: Results of four studies demonstrate that perceptions of how different a brand is from other brands in the product category affect perceptions of the brand's position within the category. Specifical...
512 citations
TL;DR: The authors examine the relationships among feelings generated by new television ads for unfamiliar products, judgments of the ads' characteristics, brand attribute evaluations, attitude toward the advertisers, and judgments of advertisers' characteristics.
Abstract: The authors examine the relationships among feelings generated by new television ads for unfamiliar products, judgments of the ads’ characteristics, brand attribute evaluations, attitude toward the...
TL;DR: In this article, the transaction cost analysis framework is integrated with prescriptions from the sales management literature to develop a model that indicates the role of salary in a sales compensation plan for i...
Abstract: The transaction cost analysis framework is integrated with prescriptions from the sales management literature to develop a model that indicates the role of salary in a sales compensation plan for i...
TL;DR: In this article, four studies were conducted to assess the accuracy with which consumers perceive objective price-quality relationships and found that, overall, consumers perceive object quality relationships as more important than product quality relationships.
Abstract: Four studies were conducted to assess the accuracy with which consumers perceive objective price-quality relationships. Results across four studies indicate that, overall, consumers perceive object...
TL;DR: Several of the largest marketing research suppliers estimate that 70 to 90% of their clients use purchase intention scales in some form on a regular basis as discussed by the authors, though there have been many studies of pu...
Abstract: Several of the largest marketing research suppliers estimate that 70 to 90% of their clients use purchase intention scales in some form on a regular basis. Though there have been many studies of pu...
TL;DR: In this paper, the authors consider the relationships among two characteristics associated with senior marketing positions (procedural knowledge and performance documentation), four types of management controls, and three types of risk management policies.
Abstract: The authors consider the relationships among two characteristics associated with senior marketing positions (procedural knowledge and performance documentation), four types of management controls, ...
TL;DR: In this paper, the authors examine the ability of prospect theory to explain industrial buyer decision behavior and explore the benefits of using organizational climate as one of the factors affecting the decisio...
Abstract: The authors examine the ability of prospect theory to explain industrial buyer decision behavior and explore the benefits of using organizational climate as one of the factors affecting the decisio...
TL;DR: In this paper, the authors examine changes in marketing professionals' research ethics judgments and the influence of organizational factors on those judgments, in the context of the 1970 study of Crawford's 1970 study.
Abstract: The authors examine, in the context of Crawford's 1970 study, changes in marketing professionals’ research ethics judgments and the influence of organizational factors on those judgments. The resul...
TL;DR: In this article, the behavior of alternative covariance structure estimation procedures in the presence of non-normal data was investigated and the authors conducted Monte Carlo simulation experiments with different covariance structures.
Abstract: The authors report some results on the behavior of alternative covariance structure estimation procedures in the presence of non-normal data. They conducted Monte Carlo simulation experiments with ...
TL;DR: In this paper, the authors use information processing theory to examine consumer response to coordinated TV and radio ads, and find that consumers are more likely to respond to radio ads than TV ads.
Abstract: Marketers are increasingly coordinating their advertising campaigns across media. The authors use information processing theory to examine consumer response to coordinated TV and radio ads. “Radio ...
TL;DR: In this paper, a two-group LISREL model was used to test the hypothesis that comparative ads tend to be processed centrally whereas noncomparative ads are processed peripherally.
Abstract: A two-group LISREL model was used to test the hypothesis that comparative ads tend to be processed centrally whereas noncomparative ads tend to be processed peripherally. Results show that AAd is a...
TL;DR: In this paper, the authors observed that average repeat rates are lower after a promotion purchase, and one interpretation of this result is that a media-coupon or cents-off promotion undermines the consumer.
Abstract: Several authors have observed that average repeat rates are lower after a promotion purchase. One interpretation of this result is that a media-coupon or cents-off promotion undermines the consumer...
TL;DR: Salesperson effectiveness in customer interaction is evaluated from a script-theoretic perspective and differences in salesperson performance are traced to differences in knowledge of the actions and beliefs of the salesperson.
Abstract: Salesperson effectiveness in customer interaction is evaluated from a script-theoretic perspective. Differences in salesperson performance are traced to differences in knowledge of the actions and ...
TL;DR: A Monté Carlo simulation demonstrates that certain noncompensatory rules are poorly fit by linear models, even in orthogonal environments, and that this fit diminishes further in nonorthogsonal environments.
Abstract: Linear compensatory models, which involve tradeoffs between product attributes, have been argued to provide reasonably good predictions of choices made by noncompensatory heuristics, which do not i...
TL;DR: The authors investigate a basic mechanism for shaping attitudes that has largely been ignored by empirical researchers in the marketing discipline, and two experiments are reported in which traditional marketing practices are used to predict attitudes.
Abstract: The authors investigate a basic mechanism for shaping attitudes that has largely been ignored by empirical researchers in the marketing discipline. Two experiments are reported in which traditional...
TL;DR: In this article, the authors seek to explain how established competitors in an oligopoly react to a significant new entry in the market, and recognize competitive reactions as a driving force influencing marketing decisions.
Abstract: Competitive reactions are recognized as a driving force influencing marketing decisions. The authors seek to explain how established competitors in an oligopoly react to a significant new entry in ...
TL;DR: In this paper, advertising encourages consumers to consider a brand as relevant, and price and other variables influence consumer choice among relevant brands, and consumers choose from a relevant set of brands.
Abstract: Consumers choose from a relevant set of brands. Advertising encourages consumers to consider a brand as relevant. Price and other variables influence consumer choice among relevant brands. The auth...
TL;DR: Hagerty uses Q-type factor analysis and Kamakura a hierarchical cluster analysis that optimizes predictive validity and both approaches are compared with conventional conjoint and self-explicated utility models using real datasets.
Abstract: Recently, both Hagerty and Kamakura have proposed insightful suggestions for improving the predictive accuracy of conjoint analysis via various types of averaging of individual responses. Hagerty u...
TL;DR: This work states that current ethical standards and guidelines for social research methodological issues and Dilemmas, and the right to privacy, are inadequate and should be improved.