Showing papers in "Journal of Marketing Research in 1998"
TL;DR: In this article, the authors have suggested that firm size is the key organizational prediceto the success of radical product innovations and that some firms are more successful at introducing radical product innovation than others.
Abstract: Why are some firms more successful at introducing radical product innovations than others? Following Schumpeter (1942), many researchers have suggested that firm size is the key organizational pred...
1,284 citations
TL;DR: The authors examined the growing and pervasive phenomenon of brand alliances as they affect consumers' brand attitudes and found that brand alliances affect consumer's brand attitudes more than any other type of relationships, e.g., loyalty, loyalty, and loyalty programs.
Abstract: The authors examine the growing and pervasive phenomenon of brand alliances as they affect consumers’ brand attitudes. The results of the main study (n = 350) and two replication studies (n = 150, ...
1,146 citations
TL;DR: In this paper, the authors developed and tested a new model of store choice behavior whose basic premise is that each shopper is more likely to visit the store with the lowest total shopping cost The total shopping
Abstract: The authors develop and test a new model of store choice behavior whose basic premise is that each shopper is more likely to visit the store with the lowest total shopping cost The total shopping
547 citations
TL;DR: In this paper, the authors developed and tested a structural model of trial processing to help marketers and researchers better understand the dynamics of this important stage in the purchase process, and tested it on a large scale.
Abstract: A major goal of this study is to develop and test a structural model of trial processing to help marketers and researchers better understand the dynamics of this important stage in the purchase pro...
500 citations
TL;DR: In this article, the authors studied the processes by which consumers' quality perceptions of a brand in a product category are affected by their experience with the same brand in another catego...
Abstract: In this article, the author studies the processes by which consumers’ quality perceptions of a brand in a product category are affected by their experience with the same brand in a different catego...
487 citations
TL;DR: In this article, the authors describe a marketing exchange characterized by an information asymmetry between suppliers and customers, where customers are faced with both adverse selection and moral hazard problems that cause them to make poor decisions.
Abstract: Many marketing exchanges are characterized by an information asymmetry between suppliers and customers. Specifically, customers are faced with both adverse selection and moral hazard problems that ...
482 citations
TL;DR: Grocery retailers have been informed that, to remain competitive, they must reduce the number of stockkeeping units (SKUs) offered, in line with consumer demand, or, in other words, adopt “Efficien...
Abstract: Grocery retailers have been informed that, to remain competitive, they must reduce the number of stockkeeping units (SKUs) offered, in line with consumer demand, or, in other words, adopt “Efficien...
477 citations
TL;DR: In this article, the authors make two primary focus points of learning and performance of salespeople: performance and learning, and make a distinction between two distinct goal orientations of salesperson.
Abstract: The recent work of Sujan, Weitz, and Kumar (1994) brings into sharp focus two distinct goal orientations of salespeople: learning and performance. In this article, the authors make two primary cont...
399 citations
TL;DR: Although pioneers outsell late movers in many markets, in some cases innovative late entry has produced some remarkably successful brands that outsell pioneers as mentioned in this paper, and the mechanisms through which innovat...
Abstract: Although pioneers outsell late movers in many markets, in some cases innovative late entry has produced some remarkably successful brands that outsell pioneers. The mechanisms through which innovat...
379 citations
TL;DR: In this paper, the authors find that dealers' punitive actions toward their key suppliers are affected by their perceptions of their own and their suppliers' perceptions of suppliers' perceived inferiority.
Abstract: Using data from automobile dealers in the Netherlands, the authors find that dealers’ punitive actions toward their key suppliers are affected by their perceptions of their own and their supplier's...
339 citations
TL;DR: The authors empirically demonstrate the existence of flexible consumption rates in packaged-goods products, and how this phenomenon can be modeled, and its importance in assessing the effectiveness of the products.
Abstract: The authors empirically demonstrate the existence of flexible consumption rates in packaged-goods products, how this phenomenon can be modeled, and its importance in assessing the effectiveness of ...
TL;DR: In this paper, two consumer choice experiments reveal distortion of product information and when relatively equivocal information about two hypothetical brands is acquired one attribute at a time, the evaluation of...
Abstract: Two consumer choice experiments reveal distortion of product information. When relatively equivocal information about two hypothetical brands is acquired one attribute at a time, the evaluation of ...
TL;DR: In this article, the authors focus on the psycholinguistics of how consumers decide how many units to buy and how they decide which brand to buy. But their focus on individual consumers' purchases has focused primarily on purchase incidence and brand choice.
Abstract: How do consumers decide how many units to buy? Whereas prior research on individual consumers’ purchases has focused primarily on purchase incidence and brand choice, the authors focus on the psych...
TL;DR: In this article, the authors examine new product extension strategies that are likely to be effective in building brand equity, and present a framework that accounts for mixed findings in brand equity literature.
Abstract: In this article, the authors examine new product extension strategies that are likely to be effective in building brand equity. The framework accounts for mixed findings in brand equity literature ...
TL;DR: The authors divide a product's price into two mandatory parts, such as the base price of a mail-order shirt and the surcharge for shipping and handling, rather than charging a combined, all-inclusiv...
Abstract: Many firms divide a product's price into two mandatory parts, such as the base price of a mail-order shirt and the surcharge for shipping and handling, rather than charging a combined, all-inclusiv...
TL;DR: Demand heterogeneity traditionally has been defined as segments of consumers that are homogeneous with regard to the benefits they seek or in their response to marketing programs (e.g., product offloading).
Abstract: Demand heterogeneity traditionally has been defined as segments of consumers that are homogeneous with regard to the benefits they seek or in their response to marketing programs (e.g., product off...
TL;DR: The extremely short life cycle and the rapid decay in revenues after opening coupled with the rapid and frequent introduction of new competitive products makes the timing of new product introductio... as mentioned in this paper.
Abstract: The extremely short life cycle and the rapid decay in revenues after opening coupled with the rapid and frequent introduction of new competitive products makes the timing of new product introductio...
TL;DR: Although brands have increased their promotional spending substantially in many categories over the past decade, panel-based research into consumer stockpiling behavior typically has assumed that consumers tend to buy more than they need.
Abstract: Although brands have increased their promotional spending substantially in many categories over the past decade, panel-based research into consumer stockpiling behavior typically has assumed that c...
TL;DR: In this article, a joint estimation approach to segment households on the basis of their response to price and promotion in brand choice, purchase incidence, and purchase quantity decisions was developed, where the authors developed a joint estimator to segment household households based on their responses to product promotions.
Abstract: The authors develop a joint estimation approach to segment households on the basis of their response to price and promotion in brand choice, purchase incidence, and purchase quantity decisions. The...
TL;DR: In this article, a new measurement methodology of perceived value, based on latent structure multidimensional scaling, is presented, which derives simultaneously the underlying dimensions of the perceived valu...
Abstract: The authors present a new measurement methodology of perceived value, based on latent structure multidimensional scaling, that derives simultaneously the underlying dimensions of the perceived valu...
TL;DR: In this article, the authors focus on early entrant advantage rather than on theories that explain and predict how late entrants can surpass the early entrants' performance, and propose a model that predicts how late entries can surpass early entries' performance.
Abstract: Prior research has focused on early entrant advantage rather than on theories that explain and predict how late entrants can surpass the early entrant's performance. In this research, the authors p...
TL;DR: In many real-world situations, consumers must evaluate future transaction opportunities in which money will be awarded for the performance of effort or for providing a service as mentioned in this paper, which is a challenge in many real world situations.
Abstract: In many real-world situations, consumers must evaluate future transaction opportunities in which money will be awarded for the performance of effort or for providing a service. In a marketing setti...
TL;DR: The authors conducted meta-analyses of relationships involving positive and negative ad-evoked feelings to determine whether the effects of positive or negative feelings on advertising responses were significant. But their results were limited.
Abstract: The authors conduct meta-analyses of relationships involving positive and negative ad-evoked feelings to determine (1) whether the effects of positive and negative feelings on advertising responses...
TL;DR: In this paper, the authors show how to add known seasonal patterns to any dynamic model parsimoniously and w.r.t. seasonality often dictates business strategy; however, they do not discuss the effect of seasonal patterns on the performance of the model.
Abstract: Virtually every product is seasonal; seasonality often dictates business strategy. In this article, the authors (1) show how to add known seasonal patterns to any dynamic model parsimoniously and w...
TL;DR: In this paper, the authors introduce a choice-based conjoint approach to study and model consumers' shopping trip planning, and illustrate the approach in a case study that investigates the tendency of Dutch shoppers to combine grocery, drugstore, and clothing purchases across multiple shopping destinations.
Abstract: Because of the increasing time pressure they face, many consumers are becoming more concerned about the efficiency of their shopping patterns. Retailers have recognized this trend and have improved shopping convenience by offering greater variety in product categories and making it easier for consumers to combine visits to multiple stores. However, little is known about how consumers improve the efficiency of their shopping trips or how changes in retail supply affect the way in which consumers combine multiple purposes and destinations. Building on previous work in consumer shopping trip modeling and conjoint design theory, the authors introduce a choice-based conjoint approach to studying and modeling this phenomenon. The authors illustrate the approach in a case study that investigates the tendency of Dutch shoppers to combine grocery, drugstore, and clothing purchases across multiple shopping destinations. The authors observe that the tendency of consumers to combine purchases differs from category to category and depends on category availability. In general, consumers combine considerably fewer purchases than could be expected if their shopping trip planning was based purely on travel cost minimization.
TL;DR: In this article, the authors examine the link between advertising and price effects and propose that this relationship depends on the specific advertising positioning strategy employed by an advertiser, and that the effectiveness of this strategy depends on how well the advertiser can predict the price of a product.
Abstract: The authors examine the link between advertising and price effects and propose that this relationship depends on the specific advertising positioning strategy employed by an advertiser. The authors...
TL;DR: In this paper, the authors investigate the purchase timing behavior of households in two product categories for which the decision of a household to make a purchase in one category at a given point in time was investigated.
Abstract: The authors’ objective is to investigate the purchase timing behavior of households in two product categories for which the decision of a household to make a purchase in one category at a given poi...
TL;DR: In this article, the authors show that information flowing into a market from firms can stimulate competitive activity and consumer dynamics that ultimately improve the functioning of that market (e.g., improve product quality).
Abstract: Information flowing into a market from firms can stimulate competitive activity and consumer dynamics that ultimately improve the functioning of that market (e.g., improve product quality). However...
TL;DR: In this article, the authors examined the effect of brand names on demand by examining the price ratios of used twin automobiles and found that twins usually are made in the same plant and have essentially the same characteristics.
Abstract: In this article, the author considers the effect of brand names on demand by examining the price ratios of used twin automobiles. Twins usually are made in the same plant and have essentially the s...
TL;DR: In this article, the authors proposed that consumers use the value of a coupon to estimate price, and found that the higher the percentage discount, the higher perceived price, while the lower the perceived price.
Abstract: In this article, the author proposes that consumers use the value of a coupon to estimate price. Study 1 shows that the higher the percentage discount, the higher the perceived price; Study 2 demon...