Showing papers in "Journal of Marketing Research in 1992"
TL;DR: This chapter discusses design and analysis of single-Factor Experiments: Completely Randomized Design and Factorial Experiments in which Some of the Interactions are Confounded.
24,665 citations
20,446 citations
TL;DR: The role of trust between knowledge users and knowledge providers is investigated in this paper, where the kind of knowledge of special concern is formal market research, and users include marketing and non-marketing.
Abstract: The authors investigate the role of trust between knowledge users and knowledge providers. The kind of knowledge of special concern is formal market research. Users include marketing and nonmarketi...
4,217 citations
TL;DR: In this article, the authors modeled commitment in channel relationships as a function of each party's perception of the other party's commitment, self-reported and perceived pledges (idiosyncratic investments and c...
Abstract: Commitment in channel relationships is modeled as a function of (1) each party's perception of the other party's commitment, (2) self-reported and perceived pledges (idiosyncratic investments and c...
3,220 citations
TL;DR: In this paper, the authors present a survey of the existing literature on the analysis of moderated relationships involving continuous variables, focusing on analyzing interaction effects in the context of multiple regression and structural equation analyses.
Abstract: This monograph is concerned primarily with the statistical analysis of moderated relationships or as they are more commonly known interaction effects where all variables involved are continuous in nature. The focus is on analyzing interaction effects in the context of multiple regression and structural equation analyses. There currently exists a great deal of confusion about the analysis of moderated relationships involving continuous variables. The statistical and substantive literatures are replete with contradictory advice and admonitions about the best way to test models involving moderated relationships. Further the relevant statistical literature is scattered throughout a range of disciplines including sociology psychology political science economics biology and statistics. The major purpose of this monograph is to bring together this rather diverse literature and to explicate the central issues involved in conducting analyses of moderated relationships involving continuous variables. The principal finding is that interaction analysis is most straightforward when it is theoretically motivated; theory guides the specification of appropriate interaction models using multiple regression analysis. Traditional product terms with continuous variables assess interaction of a specific form namely bilinear interactions. The authors organize their analysis around 3 principal questions: 1) given the sample data can it be inferred that an interaction effect exists in the population; 2) if so what is the strength of the effect; and 3) if so what is the nature of the effect? When formulating research to test for interaction effects one should consider issues related to sample size (for purposes of power analysis) levels of measurement measurement error potential multicollinearity and other methodological/substantive issues discussed above. The monograph concludes with 10 empirical applications that have used multiple regression analysis for the analysis of moderated relationships.
1,681 citations
TL;DR: In this paper, two hypotheses about the effect of context on choice are proposed, one hypothesis is that consumer choice is often influenced by the context, defined by the set of alternatives under consideration.
Abstract: Consumer choice is often influenced by the context, defined by the set of alternatives under consideration. Two hypotheses about the effect of context on choice are proposed. The first hypothesis, ...
1,461 citations
TL;DR: The findings indicate that evaluations of a proposed extension when there were intervening extensions differed from evaluations whenthere were no intervening extensions only when there was a significant disparity between the perceived quality of the intervening extension (as judged by its success or failure) and the perceivedquality of the core brand.
Abstract: A laboratory experiment examines factors affecting evaluations of proposed extensions from a core brand that has or has not already been extended into other product categories. Specifically, the pe...
1,265 citations
TL;DR: This paper examined the effects of brand strategy on new product market share and advertising efficiency and the degree to which these effects are mo... and the effect of brand extensions vs. individual brands.
Abstract: The authors examine the effects of brand strategy (i.e., brand extensions vs. individual brands) on new product market share and advertising efficiency, and the degree to which these effects are mo...
760 citations
503 citations
497 citations
TL;DR: In this article, the authors develop new measures of influence strategies in marketing channels (i.e., the means by which a firm's personnel communicate with its partners to affect their behavior) in order to exami...
Abstract: The authors develop new measures of influence strategies in marketing channels (i.e., the means by which a firm's personnel communicate with its partners to affect their behavior) in order to exami...
TL;DR: The perspective that dependence on vertical trade partners should be avoided has been countered recently by the view that there are advantages to strong ties between firms as discussed by the authors, and the author offers a fram...
Abstract: The perspective that dependence on vertical trade partners should be avoided has been countered recently by the view that there are advantages to strong ties between firms. The author offers a fram...
TL;DR: In this paper, the authors report results from a controlled experiment designed to investigate the impact of a brand's price promotion frequency and the depth of promotional price discounts on the price consumers paid.
Abstract: The authors report results from a controlled experiment designed to investigate the impact of a brand's price promotion frequency and the depth of promotional price discounts on the price consumers...
TL;DR: In this paper, the authors developed a reliable and valid scale to assess reseller performance from the perspective of the supplier, and used this scale to specify the domain of reseller's performance.
Abstract: The objective of the authors’ study was to develop a reliable and valid scale to assess reseller performance from the perspective of the supplier. To specify the domain of reseller performance, fou...
TL;DR: In this paper, the authors developed an approach to market segmentation based on consumer response to marketing variables in both brand choice and category purchase incidence, which reveals segmentation as w...
Abstract: The authors develop an approach to market segmentation based on consumer response to marketing variables in both brand choice and category purchase incidence. The approach reveals segmentation as w...
TL;DR: In this article, the authors demonstrate that a target's attitude toward an influencer is affected by both the influence type used by the influencer to achieve the target's compliance and the performance ou...
Abstract: The authors demonstrate that a target's attitude toward an influencer is affected by both (1) the influence type used by the influencer to achieve the target's compliance and (2) the performance ou...
TL;DR: Two approaches to conjoint analysis in terms of their ability to predict shares in a holdout choice task are compared, with neither the ratings-based nor the choice-based approach dominant, though some models predict better than others.
Abstract: The authors compare two approaches to conjoint analysis in terms of their ability to predict shares in a holdout choice task. The traditional approach is represented by three models fit to individu...
TL;DR: In this paper, the authors investigate whether the use of segmentation can improve the accuracy of sales forecasts based on stated purchase intent and show that using segmentation improves the forecast accuracy.
Abstract: The authors investigate whether the use of segmentation can improve the accuracy of sales forecasts based on stated purchase intent. The common current practice is to prepare a sales forecast by us...
TL;DR: In this paper, the authors determine the multiple effects of retail promotions on brand loyal and brand switching segments of consumers by an iterative Bayesian procedure, and the variations of the variations are determined by the authors.
Abstract: The authors determine the multiple effects of retail promotions on brand loyal and brand switching segments of consumers. Segments are determined by an iterative Bayesian procedure. The variations ...
TL;DR: In this paper, a study was conducted to understand when and why manufacturers might convert from an independent salesforce to a direct salesforce, on the basis of hypotheses developed from channel distribution.
Abstract: A study was conducted to understand when and why manufacturers might convert from an independent salesforce to a direct salesforce. On the basis of hypotheses developed from channel distribution th...
TL;DR: This article examined whether the response styles of yeasaying and standard deviation in rating scale responses convey information on respondents' attitudes or create bias that distorts attitude information, and found that the response style of the yeasayer and the standard deviation of the rating scale are correlated.
Abstract: The author examines whether the response styles of yeasaying and standard deviation in rating scale responses convey information on respondents’ attitudes or create bias that distorts attitude info...
TL;DR: In this paper, the authors show that pioneering brands are preferred to later entrants and that the pioneer advantage is remarkably robust and has been observed across a wide variety of products and contex...
Abstract: Several studies have shown that pioneering brands are preferred to later entrants. The “pioneering advantage” is remarkably robust and has been observed across a wide variety of products and contex...
TL;DR: In this paper, social network and dyadic interaction methods are techniques that can enrich a researcher's understanding of the structructure of the relationship between two individuals, and can enrich their understanding of relationships.
Abstract: Many substantive areas in marketing share a basic concern with relationships. Social network and dyadic interaction methods are techniques that can enrich a researcher's understanding of the struct...
TL;DR: Two-sided ads often are more credible than one-sided ones because they admit that the advertised brands have shortcomings as mentioned in this paper. But the effectiveness of such ads has been inconclusive.
Abstract: Two-sided ads often are more credible than one-sided ads because they admit that the advertised brands have shortcomings. Findings about the effectiveness of such ads have been inconclusive, howeve...
TL;DR: A “split hazard” model that allows simultaneous modeling of observed heterogeneity with respect to both probability and timing of eventual adoption is proposed and calibrated and validated with data for the diffusion of automatic teller machines across 3689 banks.
Abstract: The authors propose and calibrate a “split hazard” model that allows simultaneous modeling of observed heterogeneity with respect to both probability and timing of eventual adoption. Model validati...
TL;DR: Early research on the effect of promotion suggested that a brand using that element of the marketing mix would be evaluated lower and therefore have a reduced repurchase probability as mentioned in this paper, though that hy...
Abstract: Early research on the effect of promotion suggested that a brand using that element of the marketing mix would be evaluated lower and therefore have a reduced repurchase probability. Though that hy...
TL;DR: In this article, the authors propose that the attractiveness and choice probability of an alternative can be enhanced by making it the focus of a comparison (the focal option) with a competing alternative, which is the approach we adopt in this paper.
Abstract: The authors propose that the attractiveness and choice probability of an alternative can be enhanced by making it the focus of a comparison (the focal option) with a competing alternative. This pro...
TL;DR: In this article, the dynamic behavior of elasticity over the product life cycle is investigated. But little empirical research has been conducted to test the dynamic behaviour of elasticities over product lifecycle.
Abstract: Little empirical research has been conducted to test the dynamic behavior of elasticities over the product life cycle. Competing specifications of price elasticity dynamics are examined to test the...
TL;DR: In this paper, the authors estimate the likelihood of future events is a critical aspect of making a variety of marketing management decisions, and prior research has shown very robust patterns in the probability assessments o...
Abstract: Estimating the likelihood of future events is a critical aspect of making a variety of marketing management decisions. Prior research has shown very robust patterns in the probability assessments o...
TL;DR: In this article, the authors study the long-term market share implications of changes in variety-seeking intensity, brand preferences, and pairwise similarities between consumers' preferences and preferences.
Abstract: Using a model of consumer variety-seeking, the authors study the long-term market share implications of changes in variety-seeking intensity, brand preferences, and pairwise similarities between br...