Showing papers in "Journal of Marketing Research in 1994"
1,297 citations
TL;DR: Organizational citizenship behaviors (OCBs) are defined as discretionary, extra-role behaviors on the part of a salesperson that have been shown to influence managers' evaluations of performance.
Abstract: Organizational citizenship behaviors (OCBs) are defined as discretionary, extra-role behaviors on the part of a salesperson that have been shown to influence managers’ evaluations of performance. I...
1,124 citations
TL;DR: This paper developed a survey-based method for measuring and understanding a brand's equity in a product category and evaluating the equity of the brand's extension into a different but related product category.
Abstract: The authors develop a new survey-based method for measuring and understanding a brand's equity in a product category and evaluating the equity of the brand's extension into a different but related ...
1,017 citations
TL;DR: In this article, the authors identified two factors that influence consumer perceptions of a brand extension: brand affect and the similarity between the original and extension product categories, and found that these two factors are correlated.
Abstract: Recent research has identified two factors that influence consumer perceptions of a brand extension: brand affect and the similarity between the original and extension product categories. However, ...
965 citations
TL;DR: In this article, the authors show how ethnography can provide multiple strategically important perspectives on behaviors of interest to marketing researchers, and they discuss the goals and four essential characte-...
Abstract: The authors show how ethnography can provide multiple strategically important perspectives on behaviors of interest to marketing researchers. They first discuss the goals and four essential charact...
948 citations
TL;DR: In this article, the reliability measurement of qualitative data is important to determine the reliability of the qualitative data used in the analysis of marketing and applied marketing research, and it is discussed in detail.
Abstract: Data based on qualitative judgments are prevalent in both academic research in marketing and applied marketing research. Reliability measurement of qualitative data is important to determine the st...
859 citations
TL;DR: In this paper, the authors investigate whether movement in a firm's stock price is associated with information contained in perceived quality measures, and they find that the relationship is not only linear but also nonlinear.
Abstract: The authors investigate whether movement in a firm's stock price, that is, a measure of firm value, is associated with information contained in perceived quality measures. In a model that also allo...
787 citations
TL;DR: In this article, the authors suggest the use of D-efficient experimental designs for conjoint and discrete-choice studies, discussing orthogonal arrays, non-orthogonal designs, relative efficiency, and nonorthogonality.
Abstract: The authors suggest the use of D-efficient experimental designs for conjoint and discrete-choice studies, discussing orthogonal arrays, nonorthogonal designs, relative efficiency, and nonorthogonal...
708 citations
TL;DR: Lee and Renzetti as discussed by the authors discussed the Ethics and Politics of Sensitive Research in the field of field research on sensitive topics, and used visual imagery to explore gendered notions of pain to explore the cyclical pattern of child abuse.
Abstract: PART ONE: WHAT IS SENSITIVE RESEARCH? The Problems of Researching Sensitive Topics - Raymond M Lee and Claire M Renzetti An Overview and Introduction The Ethics and Politics of Sensitive Research - Joan E Sieber PART TWO: DESIGNING RESEARCH ON SENSITIVE TOPICS The Cyclical Pattern of Child Abuse - Sharon D Herzberger A Study of Research Methodology Measuring the Underground Economy - J J Thomas A Suitable Case for Interdisciplinary Treatment? Doing Research in Post-Tiananmen China - Daniel J Curran and Sandra Cook Developing a Community Sample of Gay Men for an Epidemiological Study of AIDS - John L Martin and Laura Dean PART THREE: SENSITIVITY IN FIELD RESEARCH 'They Must Be Crazy' - Marybeth Ayella Some of the Difficulties in Researching 'Cults' Sensitivity as a Problem in Field Research - John D Brewer A Study of Routine Policing in Northern Ireland Mediating the Message - Nigel G Fielding Affinity and Hostility in Research on Sensitive Topics AIDS Prevention Research - Benjamin P Bowser and Joan E Sieber Old Problems and New Solutions PART FOUR: THE USE OF FEMINIST METHODOLOGIES IN RESEARCHING SENSITIVE TOPICS An Education in Interviewing - Rosalind Edwards Placing the Researcher and the Research Interviewing Survivors of Marital Rape - Raquel Kennedy Bergen Doing Feminist Research on Sensitive Topics Using Visual Imagery to Explore Gendered Notions of Pain - Gillian Bendelow PART FIVE: DISSEMINATING SENSITIVE RESEARCH FINDINGS: STRUCTURAL AND PERSONAL CONSTRAINTS Studying African Women's Secret Societies - Pamela J Brink Ethical Issues in Self-Censorship - Patricia A Adler and Peter Adler Ethnographic Research on Sensitive Topics Anticipating Media Coverage - Noreen L Channels Methodological Decisions in Criminal Justice Research
621 citations
TL;DR: The authors examined the notion that foreign branding, the strategy of pronouncing or spelling a brand name in a foreign language,triggers cultural stereotypes and influences the way brands are perceived and perceived.
Abstract: With three experiments, the authors examine the notion that foreign branding—the strategy of pronouncing or spelling a brand name in a foreign language—triggers cultural stereotypes and influences ...
620 citations
TL;DR: In this article, the authors define the burnout construct and develop hypotheses to examine if burnout act as a predictor of customer service representatives' job performance degradation and burnout in marketing boundary spanners.
Abstract: Marketing boundary spanners—especially customer service representatives—are notably susceptible to burnout. The authors define the burnout construct and develop hypotheses to examine if burnout act...
TL;DR: The authors used a national sample of 306 industrial salespeople to investigate empirically a model incorporating the constructs of market orientation, customer orientation, a difference score, and a market orientation model.
Abstract: The authors used a national sample of 306 industrial salespeople to investigate empirically a model incorporating the constructs of market orientation, customer orientation, a difference score, and...
TL;DR: Brand managers have been described as "murderers of valuable brand assets" as discussed by the authors, because such an important function typically has been left in the hands of relatively young, inexperienced managers, overloaded with analytical skills and often very short-term focused.
Abstract: Recent headlines in the popular press (e.g., "What's in a
Name? Less and Less," "Brands on the Run," "Private Label Nightmare," "Marlboro Friday," "The Brand Leader's Dilemma") spell out the plight of brand or product management in today's tough competitive environment.
Brand managers have been described as "murderers of
brand assets" because such an important function typically has been left in the hands of relatively young, inexperienced managers, overloaded with analytical skills and often very short-term focused (Landler, Schiller, and Therrien 1991). The challenges posed by these conditions require a change in mindset as well as actions on the part of brand managers. These managers are challenged not only by the imperatives of the daily crises forced by customer and competitive market activities, but also by a need to think more strategically about the function of brand management itself.
The purpose of this introduction, indeed of this special
issue, is to examine issues affecting the state of brand management-the challenges as well as the opportunities
TL;DR: A growing number of brands are becoming associated with a portfolio of different product categories, and although concerns have been raised that adding products to a brand may weaken it, there is a pau...
Abstract: A growing number of brands are becoming associated with a portfolio of different product categories. Although concerns have been raised that adding products to a brand may weaken it, there is a pau...
TL;DR: In this paper, the authors employ a simulated market channel to investigate two properties of interdependence, magnitude and relative asymmetry, and find that increasing magnitudes of joint dependence are associated with more f...
Abstract: The authors employ a simulated market channel to investigate two properties of interdependence—magnitude and relative asymmetry. Increasing magnitudes of joint dependence are associated with more f...
TL;DR: In this article, the authors present a product differentiation strategy for distinguishing a product or brand from competitors' on the basis of an attribute that is relevant, meaningful, and valuable to consumers.
Abstract: Conventional product differentiation strategies prescribe distinguishing a product or brand from competitors’ on the basis of an attribute that is relevant, meaningful, and valuable to consumers. H...
TL;DR: In this article, an extension of the logit-mixture model that defines prior segment membership probabilities as functions of concomitant (demographic) variables has been proposed, using this approach it is possib...
Abstract: The authors propose an extension of the logit-mixture model that defines prior segment membership probabilities as functions of concomitant (demographic) variables. Using this approach it is possib...
TL;DR: This article studied the determinants of line extension success using data on 75 line extensions of 34 cigarette brands over a 20-year period to investigate the relative effects of brand, extension, a...
Abstract: The authors study the determinants of line extension success using data on 75 line extensions of 34 cigarette brands over a 20-year period to investigate the relative effects of brand, extension, a...
TL;DR: This paper conducted an empirical study to test McGuire's (1984) distinctiveness theory within an advertising context, and they found that member of an advertising group found that their distinctiveness was positively correlated with their revenue.
Abstract: The authors conducted an empirical study to test McGuire's (1984) distinctiveness theory within an advertising context. First, following the distinctiveness theory postulate, they found that member...
TL;DR: In this paper, the authors examine the history of brand management by tracing its development in the context of the marketing environment from 1870 to the present, and develop six theses regarding the evolution of the brand management process.
Abstract: The authors examine the history of brand management by tracing its development in the context of the marketing environment from 1870 to the present. They develop six theses regarding the evolution ...
TL;DR: New data pertaining to tastes for popular culture support and extend the previous finding that consumers tend to form enduring preferences during a sensitive period in their lives as mentioned in this paper, which is a psychographic...
Abstract: New data pertaining to tastes for popular culture support and extend the previous finding that consumers tend to form enduring preferences during a sensitive period in their lives. A psychographic ...
TL;DR: The authors found that advertising exposure can increase the probability that the household will change brands (brand switching), induce the household to stay with the brand last purchased (repeat purchasing), or it can have no effect on choice probabilities.
Abstract: In markets in which first-time purchases are rare, advertising, if it works at all, affects brand shares by either inducing switching or retaining customers who otherwise might switch. There are three possible consequences advertising exposure can have on a household's brand choice. It can increase the probability that the household will change brands (brand switching), it can induce the household to stay with the brand last purchased (repeat purchasing), or it can have no effect on choice probabilities.
TL;DR: In this paper, the effects of three marketing communication activities on nonproduct based differentiation were investigated. Specifically, they examined whether advertising, sales force, and promotion activiti... and found that advertising, marketing, and sales force activation can affect nonproduct-based differentiation.
Abstract: The authors consider the effects of three marketing communication activities on nonproduct based differentiation. Specifically, they examine whether advertising, sales force, and promotion activiti...
TL;DR: This article proposed a model of consumer redemption of grocery coupons, integrating the separate literatures on consumer demographics, non-demographic consumer characteristics, and cost/benefit perce... and proposed a consumer redemption model for grocery coupons.
Abstract: The author proposes a model of consumer redemption of grocery coupons, integrating the separate literatures on consumer demographics, nondemographic consumer characteristics, and cost/benefit perce...
TL;DR: Expiration dates are used by couponers to limit their financial liability temporally as mentioned in this paper, and traditional wisdom assumes that coupon redemptions are greatest in the period immediately following the coupon expiration.
Abstract: Expiration dates are used by couponers to limit their financial liability temporally. Traditional wisdom assumes that coupon redemptions are greatest in the period immediately following the coupon ...
TL;DR: In this paper, the authors examine how new brand entries affect consumers' consideration sets and examine several entry positions into existing markets using a within-subject longitudinal experiment, finding that new brand entry positions affect consumer's consideration sets.
Abstract: The authors examine how new brand entries affect consumers’ consideration sets. A within-subject longitudinal experiment examines several entry positions into existing markets. The results suggest ...
TL;DR: In this paper, the authors discuss the importance of data collection in the context of data mining and propose a method to collect data from the data collected by the data collection system and then use it for data collection.
Abstract: Цель данной работы – описание преимуществ управления товарной категорией в целях извлечения скрытых источников прибыли. Для количественного измерения дополнительной прибыли от управления товарной категорией автор разработал модель оптимального ценообразования на продуктовую линейку. В основе модели лежит убеждение в том, что управление товарной категорией более выгодно, чем бренд-менеджмент. Модель позволяет измерить, насколько менеджмент категории прибыльнее бренд-менеджмента. Модель также позволяет определить оптимальные цены и прибыли для фирмы при различной структуре ценообразования. Затем автор иллюстрирует применение своей методологии на реальных и симулированных данных.
TL;DR: The methodology presented is a restricted version of a mixture-of-logits model and obtains brand positions on a product-market map and the distribution of preferences across households while accounting for the effects of marketing variables on household brand choice behavior.
Abstract: The author discusses the implications of a heterogeneous logit model for brand positioning. The methodology presented is a restricted version of a mixture-of-logits model and obtains brand position...
TL;DR: An extension of the method of Hierarchical Information Integration, which allows one to handle large numbers of attributes in conjoint tasks by designing subexperiments that include subsets of attributes, is proposed and illustrated with an application that models consumer choice of shopping center.
Abstract: The authors propose and illustrate an extension of the method of Hierarchical Information Integration (HII). HII allows one to handle large numbers of attributes in conjoint tasks by designing sube...