Showing papers in "Journal of the Academy of Marketing Science in 1983"
TL;DR: This article measured the effects of foreign economic, political, and cultural environments on American consumers' willingness to buy foreign products and found that respondents were most willing to buy products from economically developed free countries with a European, Australian, or New Zealand culture.
Abstract: The purpose of this study was to measure the effects of foreign economic, political, and cultural environments on American consumers' willingness to buy foreign products. Results of a self-administered mail questionnaire revealed that respondents were most willing to buy products from economically developed free countries with a European, Australian, or New Zealand culture.
400 citations
TL;DR: The authors empirically examined the interaction of decision maker and firm factors on intended export behaviors among eightynine Canadian manufacturing firms and found that they explain a significant and substantive part of the variance in export entry behavior, but have limited success in accounting for variances in export performance.
Abstract: Export researchers have generally interpreted small enterprise export behavior as either being exclusively dependent on firm factors or specific characteristics of decision-makers. These approaches are inadequate for explaining what is obvious managerial activity resulting from strategic choices among alternate foreign market expansion paths for the firm. This study empirically examines the interaction of decision maker and firm factors on intended export behaviors among eighty-nine Canadian manufacturing firms and finds that they explain a significant and substantive part of the variance in export entry behavior, but have limited success in accounting for variances in export performance.
129 citations
TL;DR: In this paper, the issue of using students as subjects in consumer research is discussed, and data are collected at both behavioral and attitudinal levels from both student and general population samples, and the results are compared.
Abstract: The issue of using students as subjects in consumer research is discussed. Data are collected at both behavioral and attitudinal levels from both student and general population samples, and the results are compared. Results are discussed in light of the practical advantages inherent in student samples.
67 citations
TL;DR: In this paper, the authors study the intermarket shopping behavior in small communities where everyone, to some degree, is an outshopper and find that outshopping is primarily a function of the satisfaction (or dissatisfaction) with local retail facilities.
Abstract: The purpose of this study is to explain intermarket shopping behavior in small communities where everyone, to some degree, is an outshopper. Results of the study suggest that outshopping in small communities is primarily a function of the satisfaction (or dissatisfaction) with local retail facilities.
63 citations
TL;DR: For instance, this paper found that recall of both brand names and product information was lower for all suggestive ads, while the visual draw of the suggestive illustrations decreases reading time for the ad copy.
Abstract: Existing research on the effects of sexually suggestive illustrations in advertising has reported reduced recall of brand names and product information as well as negative product attitudes. This study evaluates two explanations for the reduced recall. A negative affect explanation hypothesizes that a viewer's attitudinal response to the suggestive material interferes with recall. An attention-distraction explanation hypothesizes that the visual draw of the suggestive illustrations decreases reading time for the ad copy. Ads varying in suggestiveness were viewed by male and female college students. Recall of both brand names and product information was lower for all suggestive ads. Recall differences were found to be totally unrelated to all affect differences, to measures of general attitudes toward the use of sex in advertising, and to demographic variables but were generally consistent with independent ratings of the visual characteristic of the illustrations. These results favor the attention-distraction hypothesis. Implications for advertising strategy are discussed.
50 citations
TL;DR: In this paper, an empirically examined study which explores the purchasing behavior of U.S. import managers by identifying and measuring the use of import decision variables is presented, finding supports for the hypothesized relationships between the import decision variable managers use and the countries from which they import.
Abstract: This is an empirically examined study which explores the purchasing behavior of U.S. import managers by identifying and measuring the use of import decision variables. The study finding supports for the hypothesized relationships between the import decision variables managers use and the countries from which they import.
32 citations
TL;DR: In this article, the usefulness of a multimeasurement approach in the determination of export issues of concern to firms is examined, and the results suggest that such an approach can be effective particularly when considering information flows, documentation, and service issues.
Abstract: Studies undertaken to determine the priorities and special problem areas of firms involved in exporting have resulted in differing conclusions. This appears to be the case because previous researchers have asked somewhat different questions. Therefore, the usefulness of a multimeasurement approach in the determination of export issues of concern to firms is examined. Findings suggest that such an approach can be effective particularly when considering information flows, documentation, and service issues.
27 citations
TL;DR: In this article, consumer information seeking behavior was studied in the U.S. and Singapore and rank order correlations were used to determine how the two samples differ on the extent respondents sought information from the various sources and how they evaluated usefulness of information from sources.
Abstract: Consumer information seeking behavior was studied in the U.S. and Singapore. Rank order correlations were used to determine how the two samples differ on the extent respondents sought information from the various sources and how they evaluated usefulness of information from sources. Several interesting similarities and differences were found.
27 citations
TL;DR: In this paper, the authors suggest that economies of scale can be equally critical in international marketing, as shown by numerous examples in the areas of marketing research, product policy, promotion, and distribution.
Abstract: Economies of scale have long been recognized as being important for the production side of international business. This article suggests that economies of scale can be equally critical in international marketing. This is illustrated by numerous examples in the areas of marketing research, product policy, promotion, and distribution. There are consequent implications for international marketing strategy.
26 citations
TL;DR: In this paper, the relative extent to which subjects employ six risk reduction strategies (RRSs) in two different risk conditions and on each of nine experimental trials is examined in the context of a brand choice decision (BCD) task.
Abstract: The relative extent to which subjects employ six risk reduction strategies (RRSs) in two different risk conditions and on each of nine experimental trials is examined in the context of a brand choice decision (BCD) task. It was expected that there would occur: (1) a decline in the use of RRSs over trials, (2) a greater use of RRSs in a high inherent risk (HIR) condition than in a low inherent risk (LIR) condition an average over trials, and (3) a more rapid decrease in the use of RRSs over trials in the LIR condition. Although a decline apparently occurred in use of two of the five RRSs over trials, none of the other expectations were supported. Post hoc analyses suggest that methodological problems confounded the results. Nevertheless, both the theoretical model which integrates several consumer behavior research areas and the findings have significance for future research in these areas.
22 citations
TL;DR: This paper examined the predictive capability of Peterson and Kerin's product/model congruency hypothesis when extended to the use of male models and concluded that too little male nudity and too much male nudity operate against the liking and belief of an ad.
Abstract: This study examines the predictive capability of Peterson and Kerin's product/model congruency hypothesis when extended to the use of male models. The results indicate that too little male nudity and too much male nudity operate against the liking and belief of an ad. This is some-what consistent with the product/model congruency hypothesis but however, is not predictable. The authors conclude that the use of male nudity in advertising is a practice which requires further investigation before any consistent generalizations can be made.
TL;DR: In this article, the authors compared the number of consumer information cues found in television advertisements in three countries: Australia, Ecuador, and the United States, and found that a much greater proportion of Ecuadorian television commercials contain consumer information than those broadcast in the other two countries.
Abstract: This paper compares the number of consumer information cues found in television advertisements in three countries: Australia, Ecuador, and the United States. Earlier studies conducted by Resnick and Stern in the United States and Dowling in Australia were replicated in Ecuador. Content analysis of 108 Ecuadorian television advertisements evaluated the number and types of information cues in each commercial. Results indicate that a much greater proportion of Ecuadorian television commercials contain consumer information cues than those broadcast in the other two countries. The explanation suggested for this observation is that Ecuador, due to its level of economic development, has many more products in the introductory stages of the product life cycle. This situation, in turn, requires more extensive communication of consumer information to market the products effectively. This finding implies an additional dimension, information content level, which must be considered when adapting international campaigns to conditions in developing countries.
TL;DR: In this paper, the authors investigate the methodological problems relevant to comparative studies in the field of international marketing and propose a comparative method that searches for similarities and differences which can be found in various foreign marketing systems.
Abstract: This article investigates the methodological problems relevant to comparative studies in the field of international marketing. The comparative method is defined as a search for similarities and differences which can be found in various foreign marketing systems.
TL;DR: In this article, the authors identify a demographic and psychographic profile of opinion leaders in an energy related context and find significant differences across opinion leadership groupings on the variables of interest.
Abstract: The present study was undertaken to identify a demographic and psychographic profile of opinion leaders in an energy related context. The study found significant differences across opinion leadership groupings on the variables of interest.
TL;DR: In this article, the authors show how student's negative attitudes toward careers in selling can be improved by minor changes in course content of the introductory marketing course and how such changes are necessary if the full potential of the personal selling component is to be realized.
Abstract: Students' negative attitudes toward careers in selling are well documented in the literature. This study shows how such attitudes can be improved by minor changes in course content of the introductory marketing course. Such changes are necessary if the full potential of the personal selling component is to be realized.
TL;DR: A study of the question of predictability based on early returns revealed serious problems with a prediction technique offered in the literature.
Abstract: The response to business reply envelopes and first class stamped return envelopes was compared. Although response rates were significantly different, the speed of responses, in terms of how long it took respondents to answer, was not. A study of the question of predictability based on early returns revealed serious problems with a prediction technique offered in the literature.
TL;DR: In the third world, ethnic marketers are often subject to political and legal harassment which may make them more risky partners and they may have cultural practices that are quite different from the cultural practices of the rest of their host country as discussed by the authors.
Abstract: Ethnodomination refers to the predominance of a particular ethnic group in a channel of distribution. While ethnodomination has been virtually ignored in the marketing literature, it is a fact of life in many third world marketing systems. Overseas Chinese dominate the trade of rice and pineapples in the Philippines, Hindu Sikhs dominate the trade of cloth in Afghanistan, the Otavalo Indians dominate the trade of handwoven textiles in Ecuador, and so on. International marketers need to be aware of ethnodomination for several reasons. First, ethnic marketers can offer costeffective communication and distribution skills for use in cooperative marketing programs. In return, international marketers can ofter them access to marketing management information systems and alternative sources of finance. Also, ethnic marketers are often subject to political and legal harassment which may make them more risky partners. Finally, they may have cultural practices that are quite different from the cultural practices of the rest of their host country.
TL;DR: In this article, customer perceptions of the woman salesperson were obtained and analyzed for urban and rural locations and for male and female buyers, and the results showed positive attitudes towards the saleswoman but these differed by location and sex.
Abstract: Customer perceptions of the woman salesperson were obtained and analyzed for urban and rural locations and for male and female buyers. The results showed positive attitudes towards the saleswoman but these differed by location and sex. Implications for the increased use of women salespeople suggest that they should be tailored to specific markets and sex of the buyer.
TL;DR: In this article, the overlap between these two seemingly independent trends is presented via hypothetical case examples and a decision process to guide marketers who potentially deal with disadvantaged market segments is outlined and discussed.
Abstract: Marketing practitioners and academics have exhibited an increased concern for the problems of disadvantaged consumers in recent years During the same time period, the product liability field has become increasingly volatile In this article the overlap between these two seemingly independent trends is presented via hypothetical case examples A decision process to guide marketers who potentially deal with disadvantaged market segments is outlined and discussed The implications of these developments are also described in detail
TL;DR: In this paper, the authors studied the use of strategic market planning in the commercial airline industry and found that the majority of the firms had no formal planning process, relying instead on executive judgement.
Abstract: Firms in the commercial airline industry were studied to ascertain their use of strategic market planning. The results indicate strategic market planning and related techniques (Experience curve/cost analysis, portfolio analysis, investment opportunity analysis, and PIMS) are not employed by all firms. In fact, many corporate planners were unfamiliar with the state-of-the-art methods. These results were found in firms of all sizes. Overall, individuals familiar with the strategic market planning tools were critical of their inflexibility and felt they had limited application to the airline industry. Some firms have developed their own proprietary planning methods. A large proportion of smaller firms had no formal planning process, relying instead on executive judgement. Planners identified the need for greater support from top management and better definition of planning requirements. The results are suggestive of the opportunity for greater dissemination of the state-of-the art and research to improve planning technique.
TL;DR: In this article, the authors link Japanese purchasing agents' attitudes of the United States and U.S. suppliers of products to buyer intentions using multiple analysis of variance procedure (MANOVA) to detect similar variances between attitudes and homogeneous demographics.
Abstract: This study “links” Japanese purchasing agents’ attitudes of the United States and U.S. suppliers of products to buyer intentions. A Multiple Analysis of Variance procedure (MANOVA) is utilized to detect similar variances between attitudes and homogeneous demographics. The result of the research is a method that defines industrial market segments in Japan.
TL;DR: A brief review of literature on the subject is presented, followed by a discussion of the economic structure of the art market as discussed by the authors, and directions for present and future research efforts are suggested.
Abstract: The international art market, largely ignored by scholars, is defined and described in economic terms. A brief review of literature on the subject is presented, followed by a discussion of the economic structure of this market. It has been found to be an example of oligopolistic competition, and when market performance was examined, it was found to be fairly efficient and generally equitable. Several factors have hampered research in this area, namely, the guarding of price information and the inability to monitor price fluctuations over time. Hence, several attempts have been made to create art price indexes; these are reviewed, along with the reasons why they are inoperative. Finally, directions for present and future research efforts are suggested.
TL;DR: In this paper, the authors present a framework to guide marketing strategy in scarcity periods, which incorporates both causal and contextual factors that must be considered in shortage strategy development, and incorporate both qualitative and quantitative factors.
Abstract: Resource shortages have recently attracted substantial attention by marketing writers. However, articles heretofore published have utilized a piece-meal approach, and no comprehensive framework exists to guide marketing strategy in scarcity periods. This paper offers such a framework, which incorporates both causal and contextual factors that must be considered in shortage strategy development.
TL;DR: In this paper, the extent to which intercounty movers differ from intracounty movers on socioeconomic and demographic variables was analyzed and the results suggest that these two groups are not unique market segments.
Abstract: A change in geographic location is a common occurrence in American society and it tends to initiate a series of consumption decisions. Past research indicates that those who move tend to differ in demographic and socioeconomic characteristics from those who do not move. Likewise, local movers have been found to differ from long-distance movers. This study analyzes the extent to which intercounty movers differ from intracounty movers on socioeconomic and demographic variables. The results suggest that these two groups are not unique market segments.
TL;DR: In this article, a survey of car dealers in six states was conducted to rate cars made in the U.S.A. in comparison to imports from four overseas countries, and the results suggest several potential areas for product improvement in U. S. models but also identified a number of areas where U S. makes were judged as superior.
Abstract: This paper reports on a survey of car dealers in six states. Dealers were asked to rate cars “made in the U.S.A.” in comparison to imports from four overseas countries. The results suggest several potential areas for product improvement in U.S. models but also identified a number of areas where U.S. makes were judged as superior.
TL;DR: In this paper, the authors describe the marketing research program at one of Poland's more progressive enterprises, PREDOM/POLAR, the nation's prinicpal manufacturer of refrigerators and washing machines.
Abstract: Shortages of consumer goods in Poland have been widely and generally accurately reported and analyzed in the Western professional and popular press. However, comparatively little attention has been given to product areas in which adequate market supplies are available in Poland, and in which export markets are consequential. Managers of enterprise which produce these goods are especially needful of formal, systematic marketing research activity. This article describes the marketing research program at one of Poland’s more progressive enterprises, PREDOM/POLAR, the nation’s prinicpal manufacturer of refrigerators and washing machines.
TL;DR: An experiment was conducted to determine whether the level of personalization expressed in the type of addressing procedures on an outside envelope affected the response rates in two diverse settings.
Abstract: An experiment was conducted to determine whether the level of personalization expressed in the type of addressing procedures on an outside envelope affected the response rates in two diverse settings. The study utilized a 2×3 factorial design with two types of survey settings (Training and Development Directors and Trucking CEO's) and three levels of envelope addressing (typed, lables, hand-written). Comparison of response rates revealed significant main effects.
TL;DR: In this paper, educational marketing materials used by admissions offices in a random sample of 858 American colleges and universities were discussed and classified as marketing or non-marketing, and the value of these findings for admissions offices and marketing specialists were presented.
Abstract: This report discusses educational marketing materials used by admissions offices in a random sample of 858 American colleges and universities. Information requested and received by a potential student is described and classified as marketing or non-marketing. This paper shows why four-year institutions and those offering higher degrees are significantly more likely than two-year colleges to use marketing materials in their responses to prospective students. The value of these findings for admissions offices and marketing specialists are presented.
TL;DR: In this article, the authors describe an experimental study which attempted to increase children's awareness of proper safety behavior as well as to increase actual safe behavior in the use of playground equipment.
Abstract: The article describes an experimental study which attempted to increase children's awareness of proper safety behavior as well as to increase actual safe behavior in the use of playground equipment. Results indicated that modest to substantial gains were made in both knowledge and behavior, and that among the alternative consumer education programs, the strategy that was most successful was the use of the greatest amount of information with the youngest children.
TL;DR: In this article, the authors examined the relationship between international marketing strategy, foreign sales performance and overall corporate performance for a small sample of 39 New England high technology firms and found that existence of an international marketing commitment is beneficial to overall company performance; however, no incremental contribution to corporate performance is evident from the use of foreign manufacturing operations over foreign sales subsidiaries.
Abstract: This paper examines the relationship between international marketing strategy, foreign sales performance and overall corporate performance for a small sample of 39 New England high technology firms. The results show that existence of an international marketing commitment is beneficial to overall corporate performance; however, no incremental contribution to corporate performance is evident from the use of foreign manufacturing operations over foreign sales subsidiaries.