Showing papers in "Journal of Marketing Research in 1996"
TL;DR: In this paper, the authors show that if there are reasonable nonzero priors for expected coefficients, then these choice designs can be built under the assumption that all coefficients are zero. But this assumption is not always true.
Abstract: Choice designs traditionally have been built under the assumption that all coefficients are zero. The authors show that if there are reasonable nonzero priors for expected coefficients, then these ...
1,062 citations
865 citations
TL;DR: The recent marketing literature reflects a growing interest in relationship management issues as mentioned in this paper, and several recent studies have drawn on transaction cost and agency theory to examine how transaction cost can be used for relationship management.
Abstract: The recent marketing literature reflects a growing interest in relationship management issues. In particular, several recent studies have drawn on transaction cost and agency theory to examine how ...
719 citations
TL;DR: In this article, the authors extend previous research by examining antecedents and consequences of the market intelligence dissemination process across functional boundaries, involving 788 non-marketing entities, and examine the impact of such a dissemination process on various functional boundaries.
Abstract: The authors extend previous research by examining antecedents and consequences of the market intelligence dissemination process across functional boundaries. Their study, involving 788 nonmarketing...
695 citations
TL;DR: In this article, the effectiveness of a composite brand in a brand extension context is investigated, where a combination of two existing brand names in differen... is used to create a new brand.
Abstract: The authors report two studies investigating the effectiveness of a composite brand in a brand extension context. In composite brand extension, a combination of two existing brand names in differen...
651 citations
TL;DR: The authors explicitly separate true variety-seeking behavior (i.e., true variety seeking behavior) from choice behavior literature on variety seeking, and they address two key issues that have received inadequate attention in the choice behaviour literature.
Abstract: The authors address two key issues that have received inadequate attention in the choice behavior literature on variety seeking. First, they explicitly separate true variety-seeking behavior (i.e.,...
602 citations
TL;DR: In this article, a general structural equation model is proposed for linear regression and classical path analysis, and a CFA model is defined and verified from the perspective of validity and reliability.
Abstract: Contents: Preface Frequently Used Symbols and Notation List of Figures and Tables CHAPTER 1: Linear Regression and Classical Path Analysis Overview and Key Points. Linear Ordinary Least Squares Regression. Classical Path Analysis. Summary. Exercises. Recommended Readings. CHAPTER 2: Confirmatory Factor Analysis. Overview and Key Points. Specification and Identification of a CFA Model. Data-Model Fit. Model Modification. Validity and Reliability from a CFA Perspective. Summary. Exercises. Recommended Readings. CHAPTER 3: General Structural Equation Modeling. Overview and Key Points. Specification and Identification of a General Structural Equation Model. The Direct, Indirect, and Total Structural Effect Components. Parameter Estimation. The Structural Equation Modeling Process: An Illustrated Review and Summary. Conclusion. Exercises. Recommended Readings. APPENDIX A: The Simplis Command Language. APPENDIX B: Location, Dispersion and Association. APPENDIX C: Matrix Algebra APPENDIX D: Descriptive Statistics for the SES Analysis. APPENDIX E: Descriptive Statistics for the HBI Analysis. References. Index.
487 citations
TL;DR: In this article, the profitability of established products is affected greatly by the extent to which they are meaningfully differentiated from competing alternatives, and maintaining meaningful differentiation, in turn, is critical for their long-term profitability.
Abstract: The profitability of established products is affected greatly by the extent to which they are meaningfully differentiated from competing alternatives. Maintaining meaningful differentiation, in tur...
478 citations
TL;DR: In this paper, the authors discuss outcomes and behaviors in personal communications with distributors, thereby signaling important product-market objectives and advocating specific distributor act, and advocate specific policies and guidelines.
Abstract: Supplier personnel often emphasize outcomes and behaviors in personal communications with distributors, thereby signaling important product-market objectives and advocating specific distributor act...
345 citations
TL;DR: Most choice models in marketing implicitly assume that the fundamental unit of analysis is the brand as discussed by the authors, but in reality, many more of the decisions made by consumers, manufacturers, and retailers...
Abstract: Most choice models in marketing implicitly assume that the fundamental unit of analysis is the brand. In reality, however, many more of the decisions made by consumers, manufacturers, and retailers...
320 citations
TL;DR: In this paper, the authors investigate factors that moderate the impact of a new product feature on brand performance, and find that new product features can be used to differentiate their brands and gain a competitive advantage.
Abstract: Companies often introduce new product features to differentiate their brands and gain a competitive advantage. The authors investigate factors that moderate the impact of a new feature on brand cho...
TL;DR: In this paper, the authors suggest that managers are often advised to "beat your competitors", which sometimes contrasts with the advice, "do the best for your firm." This may lead managers to focus on comparative measures such as market s...
Abstract: Managers are often advised, “beat your competitors,” which sometimes contrasts with the advice, “do the best for your firm.” This may lead managers to focus on comparative measures such as market s...
TL;DR: Promotions are being used with increasing frequency by manufacturers facing highly competitive markets, which is causing concern among some marketers who feel that frequent promotions can hurt a business as mentioned in this paper, which is a concern for some marketers.
Abstract: Promotions are being used with increasing frequency by manufacturers facing highly competitive markets, which is causing concern among some marketers who feel that frequent promotions can hurt a br...
TL;DR: It is becoming increasingly evident that a consumer's brand choice decision in low-involvement categories does not involve full search, evaluation, and comparison of price information of all brands.
Abstract: It is becoming increasingly evident that a consumer's brand choice decision in low-involvement categories does not involve full search, evaluation, and comparison of price information of all brands...
TL;DR: In this article, the authors compared nine metric conjoint segmentation methods and four methods concerned two-stage procedures in which the estimation of conjoint models and the partitioning of the sample are performed.
Abstract: The authors compare nine metric conjoint segmentation methods. Four methods concern two-stage procedures in which the estimation of conjoint models and the partitioning of the sample are performed ...
TL;DR: In this paper, the authors examine the two principal mechanisms that have been proposed as possible explanations for the effects of classical conditioning procedures in attitude-shaping applications and report that both of them are false positives.
Abstract: The authors examine the two principal mechanisms that have been proposed as possible explanations for the effects of classical conditioning procedures in attitude-shaping applications. They report ...
TL;DR: In many cases, manufacturers have tens to hundreds of models as discussed by the authors, and they frequently offer myriad variations of a branded product. Seiko wrist watches, for example, may come with different bands.
Abstract: Manufacturers frequently offer myriad variations of a branded product. In many cases, manufacturers have tens to hundreds of models. Seiko wrist watches, for example, may come with different bands,...
TL;DR: In this paper, the authors focus on the integration of marketing and operations in the context of management education, which is a natural pair of functions with which to start a cross-functional conversation.
Abstract: Much of the research conducted in schools of management falls into two broad categories: disciplinary (e.g., econometrics, operations research, behavioral sciences) and functional (e.g., finance, marketing, operations). The training given to doctoral students as prospective faculty members is also typically organized as a disciplinary base followed by functional training. Management curricula, for the most part, follow the functional model. It is undoubtedly the case that the functional model emerged in practice as a natural way to organize human resources and was adopted as a pedagogical model. Just as the functional practice model in engineering schools-with departments such as mechanical and chemical engineering-has subsumed \"engineering science\" during this century, so has the functional model been extremely successful over the last four decades at defining and marketing the educational product of management schools. Yet, many firms and industries now are beginning to organize themselves along somewhat different lines. Traditional functional distinctions are not critical in lean, flat, downsized, reengineered, agile, networked, and virtual organizations. Even if all firms cannot be described by that list of adjectives, it is apparent that boundaries between functions and firms are eroding. Although previously the realities of management practice channeled academic research from disciplines into functional areas, it is now important to consider what research efforts can contribute to a more cross-functional view of the business world. The increasingly consumer-conscious world of management education is forcing marketers in this direction. Of the many cross-functional combinations I could generate, I here focus on the integration of marketing and operations. This is a natural pair of functions with which to start. These are the two components of one of the first economic paradigms that a management student encountersthe point of tangency between the production-possibility frontier and consumer-preference curves. Unfortunately, the relationship between these functions has often been uncomfortable, if not adversarial (for an early investigation of this issue, see Shapiro 1977). A classical approach to addressing cross-functional interactions in practice and research is to \"decouple\" functions by pricing or constraining the tying variables. Transfer pric-
TL;DR: In this article, the role of theoretical thinking and traditional laboratory studies in problem-oriented research is discussed, and it is emphasized the need for greater focus on maladaptive consumer behavior and its remediation.
Abstract: Many of the most important problems faced by society today involve choices people make (e.g., high-fat diets, smoking, drinking and driving). Behavioral scientists in psychology and marketing can contribute to the solution of these problems through altruistic marketing. Altruistic marketing involves: (1) conducting basic behavioral research to expand our understanding of disturbing and disturbed consumer behavior and the ways to correct it and/or (2) applying behavioral research to develop effective treatment interventions and new ways to implement more effectively what is already known (and what will be known) about the maladaptive consumer behavior that contributes to social problems, morbidity, and mortality. Unfortunately, marketing scientists have been encouraged to abandon basic, theoretically guided laboratory paradigms to address important applied questions and social problems. Yet, marketing scientists can make critical contributions to understanding the basic mechanisms underlying consumer behavior, and traditional laboratory research can be an essential part of this enterprise. We reinforce the need for greater focus on maladaptive consumer behavior and its remediation, and we discuss the role of theoretical thinking and traditional laboratory studies in problem-oriented research. We conclude that Kurt Lewin's erudite two-part maxim-there is nothing so practical as a good theory and there is nothing so stimulating of good theory as an important social problem-stands as a luminous beacon for the field of altruistic marketing.
TL;DR: The authors find statistical support for the hypothesis that panelist households are not representative, whether household heterogeneity is or is not accommodated.
Abstract: The authors investigate whether household scanner data provide representative inferences about brand choice behavior. They show the (analytical) equivalence of the homogeneous brand choice logit an...
TL;DR: In this article, the authors present a system by which internal customers evaluate internal suppliers and the internal supplier receives a large amount of money from the internal customers to evaluate the internal suppliers.
Abstract: To push a customer and market orientation deep into the organization, many firms have adopted systems by which internal customers evaluate internal suppliers. The internal supplier receives a large...
TL;DR: One of the major ways that manufacturers decrease the uncertainty that is involved in making a choice between competing brands of experience goods is through demonstrations of their new products as discussed by the authors, which is a common way that consumers decrease the choice uncertainty.
Abstract: One of the major ways that manufacturers decrease the uncertainty that is involved in making a choice between competing brands of experience goods is through demonstrations of their new products. T...
TL;DR: The authors suggest that managerial skills may account for the relations between pioneering advantage and market share, but they do not consider the role of managerial skills in the selection of the best team of pioneers.
Abstract: Empirical research on pioneering advantage establishes a strong association between pioneering and market share. Researchers, however, suggest that managerial skills may account for the relationshi...
TL;DR: The authors examine the effect of type of elaboration on information processing and product judgments and find that the effect depends on the context in which the pictoria is presented and the type of the elaboration used.
Abstract: The authors examine the effect of type of elaboration on information processing and product judgments. Research participants were shown print advertisements promoting a camera in which the pictoria...
TL;DR: In this article, the optimal number of items to include in a service bundle for a profit-maximizing firm that uses pure components, pure bundling, or mixed bundling strategies is determined.
Abstract: The authors determine the optimal number of items to be included in a service bundle for a profit-maximizing firm that uses pure components, pure bundling, or mixed bundling strategies. When applie...
TL;DR: The authors applied a hierarchical regression model to analyze the simultaneous effects of Hispanic and Anglo interviewer and respondent ethnicity and gender on response quality in survey research and found that the effect of gender and ethnicity on the response quality was significant.
Abstract: The author applies a hierarchical regression model to analyze the simultaneous effects of Hispanic and Anglo interviewer and respondent ethnicity and gender on response quality in survey research. ...
TL;DR: This article developed a separate effects model that separates the total discount effect of a consumer preference distribution structure based on a consumer preferences distribution structure in analytical modeling research, and developed a Separate Effects Model (SEM) that separates discount effect.
Abstract: Drawing on a consumer preference distribution structure postulated in analytical modeling research, the author develops a Separate Effects Model that separates the total discount effect of a compet...
TL;DR: In this article, a model that maps competitive market structures by identifying the preference structure of each consumer segment is presented, by marrying two different data types (switching probabilities and preference structures).
Abstract: The authors present a model that maps competitive market structures by identifying the preference structure of each consumer segment. By marrying two different data types—switching probabilities an...
TL;DR: An algorithm for systematically modifying the original K-means segmentation to enhance prediction of an exogenous variable (either continuous or categorical) is described and applied.
Abstract: K-means clustering programs are frequently used to group buyers into market segments. Segment members exhibit similar background profiles, based on such characteristics as psychographics, benefits ...