Showing papers in "Journal of Marketing Research in 1991"
TL;DR: In this article, the effects of price, brand, and store information on buyers' perceptions of product quality and value, as well as their willingness to buy Hypotheses are derived from a study of consumers.
Abstract: The authors report a study of the effects of price, brand, and store information on buyers’ perceptions of product quality and value, as well as their willingness to buy Hypotheses are derived fro
3,931 citations
TL;DR: Multiple regression analysis is one of the most widely used statistical procedures for both scholarly and applied marketing research as discussed by the authors. Yet, correlated predictor variables, and potential collinearity of correlated predictors have not yet been explored.
Abstract: Multiple regression analysis is one of the most widely used statistical procedures for both scholarly and applied marketing research. Yet, correlated predictor variables—and potential collinearity ...
1,159 citations
TL;DR: Results of a laboratory experiment in which response times and verbal protocols were used to examine processes related to the evaluation of brand extensions showed that subjects’ attitudes toward brand extensions were correlated highly with their ratings of brand extension typicality.
Abstract: The authors explore the implications of considering a brand as representing a category consisting of its products. They report results of a laboratory experiment in which response times and verbal ...
890 citations
796 citations
TL;DR: A model of consideration set composition is developed to compare the marginal expected benefits of including an additional brand in the consideration set with its associated costs of consideration from an expression of the utility that a brand needs to gain membership in an existing consideration set.
Abstract: The authors develop a model of consideration set composition. The approach taken is to compare the marginal expected benefits of including an additional brand in the consideration set with its asso...
690 citations
TL;DR: In this paper, the authors make a call for cross-national validation of measures used in international research, but they have gone mostly unanswered, despite numerous calls have been made for the crossnational validation.
Abstract: Though numerous calls have been made for the cross-national validation of measures used in international research, they have gone mostly unanswered. Recent research suggests that one construct and ...
564 citations
TL;DR: This article found that women appeared to have a lower threshold for elaborating on message cues and thus made more judgmental judgments than men, while men were more likely to elaborate on the message cues.
Abstract: Data from two experiments suggest that the genders differ in how they make judgments. In comparison with men, women appeared to have a lower threshold for elaborating on message cues and thus made ...
482 citations
451 citations
TL;DR: The relationship between the substitution in use approach to product-market structure and cognitive accounts of product category structures is investigated in terms of the role of product usage context and it is shown that distinctive usages predict similarity judgments, whereas usage versatility predicts prototypicality.
Abstract: The relationship between the substitution in use approach to product-market structure and cognitive accounts of product category structures is investigated in terms of the role of product usage con...
352 citations
TL;DR: In analyzing panel data, the issue of heterogeneity across households is an important consideration as discussed by the authors, and if heterogeneity is present but is ignored in the analysis, it will result in biased and inconsidered results.
Abstract: In analyzing panel data, the issue of heterogeneity across households is an important consideration. If heterogeneity is present but is ignored in the analysis, it will result in biased and inconsi...
350 citations
TL;DR: In this article, a fourfold typology of supervisory feedback is developed by crossing the locus of feedback (output vs. behavior) with the valence of feedback provided to salespeople.
Abstract: A fourfold typology of supervisory feedback is developed by crossing the locus of feedback (output vs. behavior) with the valence of feedback (positive vs. negative) provided to salespeople. Findin...
TL;DR: In this article, pictures that exemplify verbal product attribute information in an ad are argued to enhance ad recall only when the verbal information is of low imagery, whereas when the text is of high imagery.
Abstract: Pictures that exemplify verbal product attribute information in an ad are argued to enhance ad recall only when the verbal information is of low imagery. When the verbal information is of high imag...
TL;DR: In this paper, the role ambiguity construct is used to understand the boundary role phenomenon, and the authors point out that existing measures of role ambiguity are deficient and need to be improved.
Abstract: Though marketers have begun to use the role ambiguity construct in understanding the boundary role phenomenon, several researchers have noted that extant measures of role ambiguity are deficient be...
TL;DR: In this paper, the authors draw on theory and research in organizational behavior to formulate a model of organizational characteristics that affect buying-related interdepartmental conflict, and test the model is tested in a case study.
Abstract: The author draws on theory and research in organizational behavior to formulate a model of organizational characteristics that affect buying-related interdepartmental conflict. The model is tested ...
TL;DR: In this article, the authors examine an important influence on the price-advertising tradeoff, the ratio of price and advertising elasticities, and stress the centrality of the elasticity in the tradeoff.
Abstract: The authors examine an important influence on the price-advertising tradeoff, the ratio of price and advertising elasticities. Their theoretical analysis stresses the centrality of the elasticity r...
TL;DR: The author presents a methodology for including marketing variables in stochastic models of interpurchase time, and shows how inclusion of duration dependence, heterogeneity, and marketing variables is shown to improve the model's diagnostics, fit, and predictions.
Abstract: Consumers’ purchase time decisions are important elements of their buying decision process. Stochastic models of interpurchase time, which have been used extensively in the marketing literature, ar...
TL;DR: Sawtooth Software's Adaptive Conjoint Analysis is critically examined, with a series of constructive suggestions for increasing the reliability and versatility of the ACA package.
Abstract: In the short span of five years, Sawtooth Software's Adaptive Conjoint Analysis (ACA) has become one of industry's most popular software packages for collecting and analyzing conjoint data. The aut...
TL;DR: In this article, a generalized algorithm for fuzzy clusterwise regression (GFCR) is proposed that incorporates both benefit segmentation and market structuring within the framework of preference analysis.
Abstract: A generalized algorithm for fuzzy clusterwise regression (GFCR) is proposed that incorporates both benefit segmentation and market structuring within the framework of preference analysis. The metho...
TL;DR: In a replicated in-store factorial experiment with 12 national brands in six nonperishable consumer goods categories, this paper found price deal elasticities in the [2, 11] range, with larger value values.
Abstract: In a replicated in-store factorial experiment with 12 national brands in six nonperishable consumer goods categories, the authors find price deal elasticities in the [2–11] range, with larger value...
TL;DR: In this article, the authors use a continuous-time semi-Markov approach to analyze the purchase-timing and brand-switching decisions of households for a frequently purchased product and find that the probability distribution of interpurchase times is not the same for various switching between brands.
Abstract: The authors use a continuous-time semi-Markov approach to analyze in a single framework the purchase-timing and brand-switching decisions of households for a frequently purchased product. The analysis provides more insights into the dynamics of household purchase behavior than could be obtained from conventional discrete choice models such as logit or probit. The authors find that the probability distribution of interpurchase times is not the same for various switching between brands, revealing extra information about the purchase-timing decisions. Further, they find that though the marketing mix and household demographic variables explain a large part of the variation in the brand-switching rates, they account for only a small part of the variation in the repeat purchase rates. Another finding from the analysis is that the rates of switching between brands due to promotional activities such as special displays and price reductions are in reverse order to the share of purchases of the various brands.
TL;DR: In a simulation study, no combination of the polychoric correlation coefficient with any LISREL 7 fitting function produced unbiased estimated standard errors or a correctly distributed chi square as discussed by the authors.
Abstract: In a simulation study, no combination of the polychoric correlation coefficient with any LISREL 7 fitting function produced unbiased estimated standard errors or a correctly distributed chi square ...
TL;DR: In this paper, a significant application of conjoint analysis is in pricing decisions for new products, where profit maximization is an important criterion for selecting the price of a product, and the authors propose a conjoint analyzer for new product pricing.
Abstract: A significant application of conjoint analysis is in pricing decisions for new products. Conceptually, profit maximization is an important criterion for selecting the price of a product. However, t...
TL;DR: The encoding variability explanation for the superior memorability of varied ad executions over repeated same executions was tested in two experiments as mentioned in this paper, and the results showed that attention and encoding variabilities were correlated.
Abstract: The encoding variability explanation for the superior memorability of varied ad executions over repeated same executions was tested in two experiments. Results show that attention and encoding vari...
TL;DR: In this paper, it was shown that brands with higher deal frequency obtain a smaller market share gain on deal and have a lower expected price, however, the level of dealing must be perceived by consumers be...
Abstract: Research has shown that brands with higher deal frequency obtain a smaller market share gain on deal and have a lower expected price. However, the level of dealing must be perceived by consumers be...
TL;DR: In this paper, the authors report the findings from a field study of purchasing agents negotiating rebuy purchases of component parts and find that the negotiating stance adopted by industrial buyers is characterized by their...
Abstract: The authors report the findings from a field study of purchasing agents negotiating rebuy purchases of component parts. The negotiating stance adopted by industrial buyers is characterized by their...
TL;DR: In two experiments, the authors manipulated the audience's level of involvement in processing an advertisement and whether the advertisement was open-ended (i.e., did not include an explicit conclu...
Abstract: In two experiments, the authors manipulated the audience's level of involvement in processing an advertisement and whether the advertisement was open-ended (i.e., did not include an explicit conclu...
TL;DR: In this paper, a laboratory experiment supported three research propositions on how processing goals at ad exposure and retrieval cues in the brand decision environment affect recall of communication messages, i.e.
Abstract: Findings from a laboratory experiment support three research propositions on how processing goals at ad exposure and retrieval cues in the brand decision environment affect recall of communication ...
TL;DR: The authors developed a theoretical model of the entry decision that sufficed to assess the effects of pioneering on firm performance. But they did not consider the effect of pioneering as an exogenous variable.
Abstract: All previous empirical work assessing the effects of pioneering on firm performance treats pioneering as an exogenous variable. The authors develop a theoretical model of the entry decision that su...
TL;DR: In this paper, the relationship in memory between affect evoked by an ad during exposure and the brand name was discussed and tested, and two studies tested the possible role of advertising in strengthening ties.
Abstract: The relationship in memory between affect evoked by an ad during exposure and the brand name is discussed and tested. Two studies tested the possible role of advertising in strengthening ties betwe...
TL;DR: In this article, the issue of alternative methods for estimating factor scores is raised and the case of using common factors as independent variables in regression problems is singled out for inveses, in particular, for the case where common factors can be used as independent variable.
Abstract: The issue of alternative methods for estimating factor scores is raised and, in particular, the case of using common factors as independent variables in regression problems is singled out for inves...