Showing papers in "Journal of Marketing Research in 1997"
TL;DR: The only truly comprehensive advanced level textbook designed for courses in the pscyhology of attitudes and related studies in attitude measurement, social cognition is as mentioned in this paper, which contains a comprehensive coverage of classic and modern research and theory.
Abstract: This is the only truly comprehensive advanced level textbook in the past 20 years designed for courses in the pscyhology of attitudes and related studies in attitude measurement, social cognition. Written by two of the most distinguished scholars in the field, its comprehensive coverage of classic and modern research and theory is unsurpassed.
7,753 citations
TL;DR: Although a considerable amount of research in personality psychology has been done to conceptualize human personality, identify the “Big Five” dimensions, and explore the meaning of each dimension,... as mentioned in this paper
Abstract: Although a considerable amount of research in personality psychology has been done to conceptualize human personality, identify the “Big Five” dimensions, and explore the meaning of each dimension,...
4,813 citations
4,225 citations
TL;DR: In this paper, the authors seek to understand which of three different strategic orientations of the firm (customer, competitive, and technological) is more appropriate, when, and why it is so in the context of d...
Abstract: The authors seek to understand which of three different strategic orientations of the firm (customer, competitive, and technological) is more appropriate, when, and why it is so in the context of d...
2,237 citations
Journal Article•
1,130 citations
TL;DR: In this article, the authors describe and illustrate a hermeneutically grounded interpretive framework for deriving marketing-relevant insights from the "texts" of consumer stories.
Abstract: The author describes and illustrates a hermeneutically grounded interpretive framework for deriving marketing-relevant insights from the “texts” of consumer stories and gives an overview of the phi...
1,017 citations
TL;DR: In this paper, the authors argue that organizational memory affects key new product development processes by influencing the interpretation of incoming information and the performance of new product action routines, and they also argue that memory affects new product actions.
Abstract: Arguing that organizational memory affects key new product development processes by influencing the (1) interpretation of incoming information and (2) the performance of new product action routines
914 citations
TL;DR: The authors examined the long-term effects of promotion and advertising on consumers' brand choice behavior, using 8 1/4 years of panel data for a frequently purchased packaged good to address two problems.
Abstract: The authors examine the long-term effects of promotion and advertising on consumers’ brand choice behavior. They use 8 1/4 years of panel data for a frequently purchased packaged good to address tw...
835 citations
TL;DR: In this article, the authors investigated the relationship between the actuariness of product development cycle times and product life cycle length, and found that the relationship was not as strong as one would expect.
Abstract: As global competitive pressure increases and product life cycles compress, companies are trying to shorten product development cycle times. The author investigates the relationship between the actu...
645 citations
TL;DR: In this article, a new understandings of scientific procedure, validity, and reliability are proposed to improve research methods through different understandings among knowledge communities as diverse as e.g., education, science, and technology.
Abstract: Research methods are generally improved through new understandings of scientific procedure, validity, and reliability. Variations in these understandings—among knowledge communities as diverse as e...
573 citations
TL;DR: In this paper, the authors discuss the changes in business practices that have led to flatter, cross-functional organizations and a change in the social/business ''contract'' of firms with their employees, customers, and other stakeholders.
Abstract: -Rapid and radical technological developments in computers, telecommunication, and information sciences, particularly the explosive growth in the diffusion and impact of the Internet and intranets; -Globalization of business, including increased international competition and the emergence of regional and global customers and resource markets; -Continuing mergers, acquisitions, and strategic alliances that alter the competitive structure and practices of an increasing number of industries; -The changing demographics, values, expectations, and behavior of the population; -Increased government and public scrutiny of business decisions, with greater focus on the ethical dimensions of these decisions; -Increased deregulation, privatization, and cooperation between business and government; and -Changes in business practices-downsizing, outsourcing, reengineering, and so on-that have led to flatter, cross-functional organizations and a change in the social/business \"contract\" of firms with their employees, customers, and other stakeholders.
TL;DR: In this article, the authors report the results from a three-year study of new product development practices in Japanese firms, and develop a causal model of factors correlated with new product success.
Abstract: The authors report the results from a three-year study of new product development practices in Japanese firms. They develop a causal model of factors correlated with new product success. They test ...
TL;DR: In this paper, the authors propose that consumers' preferences are systematically affected by whether they make direct comparisons between brands (e.g., a choice task) or evaluate brands individually (i.e., purch...
Abstract: The authors propose that consumers’ preferences are systematically affected by whether they make direct comparisons between brands (e.g., a choice task) or evaluate brands individually (e.g., purch...
TL;DR: In this article, a conceptual model linking product development cycle time to organizational performance was developed and tested using data from two industries (automobile and computer) and four countr...
Abstract: The authors develop and test a simple conceptual model linking product development cycle time to organizational performance. Using data from two industries (automobile and computer) and four countr...
TL;DR: This paper developed several hypotheses regarding the integration of moment-to-moment emotional responses into overall ad judgments, using the psychological literature dealing with people's prefereness, and used these hypotheses to predict ad ratings.
Abstract: The authors develop several hypotheses regarding the integration of moment-to-moment emotional responses into overall ad judgments, using the psychological literature dealing with people's preferen...
TL;DR: The authors devise and test the effectiveness of five decision aids aimed at reducing bias and suggest the most effective methods of reducing commitment to a losing course of action appear to be either precommitment to a predetermined decision rule or introduction of a new decision maker at the time of the stop/no stop decision.
Abstract: Although an important aspect of managing new product introductions is to recognize and quickly take action when a product launch has failed (i.e., “pull the plug”), senior managers in a new product...
TL;DR: This paper reviewed the behavioral underpinnings of consideration set formation and revisited the theoretical and empirical evidence that led them to develop an individual level model of consideration, which they used in their work.
Abstract: The authors review the behavioral underpinnings of consideration set formation and revisit the theoretical and empirical evidence that led them to develop an individual level model of consideration...
TL;DR: In this article, the authors present a model that suggests that integration between marketing and research and development (R&D), managerial controls, and relational norms influences new product success, and the model is used to predict new product sales.
Abstract: The authors present a model that suggests that integration between marketing and research and development (R&D), managerial controls, and relational norms influences new product success. The model ...
TL;DR: Using as a point of departure previous work in marketing on optimal concept selection that utilizes product attribute-based customer preference and product cost models, the authors consider the consequences of adopting these models.
Abstract: Using as a point of departure previous work in marketing on optimal concept selection that utilizes product attribute-based customer preference and product cost models, the authors consider the con...
TL;DR: A growing body of literature suggests that experts are little if at all better than novices in terms of the quality of decision outputs as discussed by the authors, and to explain this counter-intuitive finding, the authors propo...
Abstract: A growing body of literature suggests that experts are little if at all better than novices in terms of the quality of decision outputs. To explain this counter-intuitive finding, the authors propo...
TL;DR: In this article, the authors address the following key questions: (1) When should a firm introduce a new product? (2) What should its performance level be? and (3) How do the decisions of a competing firm affect a...
Abstract: The authors address the following key questions: (1) When should a firm introduce a new product? (2) What should its performance level be? and (3) How do the decisions of a competing firm affect a ...
TL;DR: Surprisingly, the authors find that the self-explicated approach by itself yields a slightly (but not statistically significantly) higher predictive validity than does the combined approach.
Abstract: The authors introduce customized conjoint analysis, which combines self-explicated preference structure measurement with full-profile conjoint analysis. The more important attributes for each respo...
TL;DR: Cooperative advertising plans feature prominently in marketing programs in conventional channels and make up the majority of marketing funds in some product categories as discussed by the authors, however, available data show that coo...
Abstract: Cooperative advertising plans feature prominently in marketing programs in conventional channels and make up the majority of marketing funds in some product categories. Available data show that coo...
TL;DR: In this article, the authors use multimedia stimuli to gather data with which to forecast consumer response to really new products, which have high face validity and high face-validation and can be used to predict consumer response.
Abstract: There is strong management interest in the use of multimedia stimuli to gather data with which to forecast consumer response to really new products. These vivid methods have high face validity and ...
TL;DR: In this paper, the authors show analytically, empirically, and numerically through simulation that the estimated effects from linearly aggregated market-level data differ substantially from comparable effects from comparable market-scale effects.
Abstract: The authors show analytically, empirically, and numerically through simulation that the estimated effects from linearly aggregated market-level data differ substantially from comparable effects tha...
TL;DR: In this article, the authors consider consumers' expectations about the future installed base and the resultant externality in high-technology product markets and propose a solution to address this issue.
Abstract: Network externality is an important consideration in many high-technology product markets. In these markets, consumers’ expectations about the future installed base and the resultant externality be...
TL;DR: The history and maturation of MDS in marketing is discussed, including models and applications of individual differences models, constrained MDS, stochastic MDS modeling, normatively based MDS models for optimal product design, and scaling models developed for analysis of scanner data.
Abstract: Recently, we presented some views about the history, growth, and future of psychometric techniques in marketing research (Carroll and Green 1995). Our Part I commentary focuses on conjoint analysis and related methods. In this concluding editorial, we discuss multidimensional scaling (MDS) in marketing, which goes back even earlier than conjoint analysis-to at least the early 1960s, following Shepard's pioneering papers on the nonmetric analysis of proximity data (Shepard 1962a, b). Space does not permit a discussion of the many classes of methods for the analysis of proximity and preference data often included in a "broad" definition of MDS. In particular, our purview does not cover correspondence analysis and cluster analysis.I Excellent reviews of these two areas have been prepared by Hoffman, De Leeuw, and Arjunji (1994) and Arabie and Hubert (1994), respectively. In addition to these publications, we recommend reading DeSarbo, Manrai, and Manrai's (1994) review of latent class MDS and their (1993) review of nonspatial tree models. Each review presents an insightful and comprehensive coverage of these specialized areas. Subsequent sections of this editorial discuss the history and maturation of MDS in marketing, including models and applications of individual differences models, constrained MDS, stochastic MDS modeling, normatively based MDS models for optimal product design, and scaling models developed for analysis of scanner data. We conclude with an appraisal of the state of practice of MDS in marketing, some of the problems associated with the gap between models and applications, and some suggestions for increasing the practical utility of MDS in marketing research.
TL;DR: The authors propose a general method to optimize the design of marketing measurement in applied studies and conduct an empirical study on service quality measurement that illustrates the dual advantages of optimizing measurement and the generalizability approach to marketing measurement.
Abstract: Different purposes of measurement reflect corresponding differences in marketing problems underlying the need for measurement. Reliability assessment in marketing, which is based on classical relia...
TL;DR: This work identifies and classify the major categories of software tools that are available for supporting NPD, and briefly explains their role in the NPD process and outlines some research issues in evaluating these tools.
Abstract: Companies operating in today's competitive markets are compelled to develop new products that accomplish several objectives simultaneously. The products should be competitive in global markets, offer gwd value to customers, be environment friendly, enhance the strategic position of the company, and be introduced at the right time. To meet this formidable set of objectives, companies are embracing new concepts and techniques to support changes in the new product development (NPD) process. These new approaches include techniques such as quality function deployment and stage-gate reviews, measures such as cycle time, and organizational mechanisms such as cross-functional teams (see, for example, Griffin 1993; Zangwill 1993). An accompanying trend has been the growth of software tools to facilitate the new NPD processes. There is, however, little in the marketing literature that reports on the role and impact of these tools, with the exception of software for new product design trade-offs, such as conjoint analysis. We identify and classify the major categories of software tools that are available for supporting NPD. Then, we briefly explain their role in the NPD process and outline some research issues in evaluating these tools. Our objective is to highlight the goals. advantages, and disadvantages of these tools rather than to provide complete evaluations of the merits of specific software packages. Although we describe some individual packages, space does not permit us to compile a compendium of all the software available in this area. In selecting software for this review, we applied three criteria. The software should I. Support activities typically associated with marketing's role in the process. Thus, we exclude software twls that are used in physical product design such as computer-aided design (CAD) andlor computer-aided manufacturing (CAM). 2. Be commercially available for general purpose use rather than be proprietary or customized for a particular firm or indusuy. 3. Run on personal computers (PCs) and be available for our evaluation.