Proceedings of the 1998 Academy of Marketing Science (AMS) Annual Conference

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John B. Ford, Earl D. Honeycutt, Jr.
Springer, Feb 5, 2015 - Business & Economics - 520 pages
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This volume includes the full proceedings from the 1998 Academy of Marketing Science (AMS) Annual Conference held in Norfolk, Virginia. The research and presentations offered in this volume cover many aspects of marketing science including marketing strategy, consumer behaviour, entrepreneurial marketing, international marketing, advertising, marketing education, among others.

Founded in 1971, the Academy of Marketing Science is an international organization dedicated to promoting timely explorations of phenomena related to the science of marketing in theory, research, and practice. Among its services to members and the community at large, the Academy offers conferences, congresses and symposia that attract delegates from around the world. Presentations from these events are published in this Proceedings series, which offers a comprehensive archive of volumes reflecting the evolution of the field. Volumes deliver cutting-edge research and insights, complimenting the Academy’s flagship journals, the Journal of the Academy of Marketing Science (JAMS) and AMS Review. Volumes are edited by leading scholars and practitioners across a wide range of subject areas in marketing science.

 

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Contents

EFFECTS OF MUSIC INDUCED AROUSAL ON COGNITIVE RESPONSES AND STORE IMAGE
1
THE ADVERTISING EFFECTIVENESS OF DIFFERENT LEVELS OF HUMOR AND WARMTH AND THE MODERATING ROLE OF AFFECT I...
11
AN INVESTIGATION OF INNOVATIVENESS AND EARLY PRODUCT ADOPTION AMONG TEENAGERS
17
AN EVOLUTIONARY PROCESS MODEL
26
AN EXPLORATORY ANALYSIS
27
RELATIONSHIP STRENGTH IN BUSINESS RELATIONSHIPS AND ITS ROLE IN OBSERVED RELATIONAL OUTCOMES
28
AN ESSAY ON THEIR ETHICS
29
ORDER BIAS IN THE APPLICATION OF THE SERVQUAL INSTRUMENT
36
THE IMPACT OF LEAN ENTERPRISE ON MARKETING MANAGEMENT
321
STRATEGIC GROUPS MOBILITY BARRIERS AND TRAPPED BRANDS
322
AN EMPIRICAL INVESTIGATION OF THE INFLUENCE OF NONPRICE VARIABLES ON QUALITY TIER COMPETITION
328
AN EMPIRICAL EXAMINATION OF THE MODERATING ROLE OF RELATIONSHIP CLOSENESS ON THE USE OF VERTICAL CONTROL
329
PROMOTING INTERORGANIZA TIONAL CONNECTIVITY IN THE ELECTRONICS INDUSTRY
332
SOME BASIC ISSUES REVISITED
339
STRATEGY AND THE PERFORMANCE OF SMALL BUSINESS WEBSITES
340
TERMINOLOGY AND AN APPUCATION TO NEW MEDIA SUCH AS THE INTERNET
344

TRANSCENDING SERVICE SPECIFICITY
42
A CONCEYfUAL MODEL
48
POTENTIAL PROBLEMS FOR MARKETING EDUCATORS
55
A DISCRIMINANT ANALYSIS OF SUBJECT AND SITUATIONAL DIFFERENCES BE1WEEN CHEATERS AND NON CHEATERS
56
THE BRIDGE TO THE REAL WORLD
62
SOME PRACTICAL BENCHMARKS
63
FUTURE DIRECTION FOR THE ACADEMY OF MARKETING SCIENCE
69
THE CASE OF BRAND WA
75
AN APPLICATION OF THE DOMINANT PRODUCT DOMINANT COUNTRY FRAMEWORK OF EXPORT SEGMENTATION TO THE CASE O...
80
VALIDATION OF COMPONENT MEASURES
82
A CASE OF TURKEY
83
A DISCUSSION
85
A MODEL OF SELLERBUYER PRODUCT DEVELOPMENT RELATIONSHIPS IN TECHNOLOGYBASED INDUSTRIAL MARKETS
88
PRODUCT CONTINGENCIES AND THE WCUS OF ENTREPRENEURIAL KNOWLEDGE IN MARKETING CHANNEL NETWORKS
91
AN EXPLORATORY CASE STUDY OF SWEDISH SMEs
92
ENTREPREURSHIP AND ORGANISATION
98
DEALING WITH PERIODS OF TENSION IN BUYERVENDOR RELATIONSHIPS
99
ANOMIA AND FRAUDULENT BEHAVIOR BY RETAIL EMPLOYEES
100
RISK AND RETURN IN INTERNATIONAL RETAILING
108
AN EXAMINATION OF THE MARKETINGLOGISTICS INTERFACE
113
AN EVOLUTIONARY PERSPECTIVE CONSIDERATIONS AND FUTURE DIRECTIONS
114
PRODUCT AND PACKAGING DISPOSALS CHALLENGES TO CHANNELS MANAGEMENT
120
THE EFFECT OF CULTURE AND LANGUAGE ON ORGANIZATIONAL INFORMATION PROCESSING
122
BUILDING AND MAINTAINING RELATIONSHIPS WITH CONSUMERS
123
TOWARD AN UNDERSTANDING OF MATURE MARKETING RELATIONSHIP PHENOMENA
128
THE EFFECTS OF ORGANIZATIONAL REDESIGN ON BUYERSELLER RELATIONSHIPS
129
DIFFERENTIATING SERVICES THE MARKETING OF AFFINITY CARDS
136
THE EXAMPLE OF THE MANNHEIM NATIONAL THEATER
142
DOES UNDERSTANDING YOUR CUSTOMERS REALLY IMPROVE SALES?
148
A LOOK AT INTERACTIVITY FROM A CONSUMER PERSPECTIVE
149
TRAVEL AND TOURISM PURCHASECONSUMPTION SYSTEMS
155
AFRICANAMERICAN CONSUMER A TIITUDES TOWARD DOMESTIC AND FOREIGNMADE PRODUCTS
159
ADVERTISER RISKORIENTATION AND A TIITUDES TOWARDS CAMPAIGN PLANNING IN THE US AND CANADA
160
MODERATING ROLE OF LANGUAGE DOMINANCE
165
INTERACTIVE VIDEO GAMES AND FACIAL COSMETICS
174
A SYNTHESIS OF THREE RESEARCH ARENAS
179
RELATIONSHIP STRATEGIES REVISITED
180
A SOCIOLOGICAL PERSPECTIVE
184
ACTORS EXCHANGE PARADIGMS AND THEIR IMPACT ON THE CHOICE OF MARKETING MODELS
190
A CONCEPTUAL FRAMEWORK USING THE MARKET MODEL
191
AN APPLICATION TO THE OIL AND AIRLINE INDUSTRIES
195
EVIDENCE FOR STRATEGIC ALLIANCES AND RELATIONSHIP MARKETING IN NEW ZEALAND INDUSTRY
200
ANTECEDENTS AND CONSEQUENCES
208
A STUDY OF EXPORT COMPANIES IN THE NETHERLANDS
214
THE RELATIONSHIP AND ITS IMPLICATIONS
232
A RETAIL MANAGEMENT PERSPECTIVE IN PRIVATIZING ECONOMIES
233
IF THERE WERE A TRADE WAR WHO WOULD JOIN THE BATTLE?
235
A CATALYST FOR GLOBAL MARKETING COMPETITIVENESS
241
MARKETING IMPLICATIONS OF REGIONAL INTEGRATION IN THE MERCOSUR
243
DATA QUALITY AND DATABASE MARKETING
248
AN OVERVIEW OF DATA MINING AND MARKETING
254
EXPLORING TEXTBASED ELECTRONIC MAIL SURVEYS AS A MEANS OF PRIMARY DATA COLLECTION
260
CONFLICTS OF INTEREST POLffiCS AND PERFORMANCE
265
A REPLICATION
273
TEENAGERS PERCEPTIONS OF THE INFLUENCE OF ADVERTISING AND PRICE VERSUS PEERS PARENTS SOCIAL CONTEXT AND PERS...
279
AN EMPIRICAL STUDY OF EXPORT PRODUCT ADAPTATION AND ITS ANTECEDENTS FOR TURKISH EXPORT VENTURES
287
A STUDY OF US EXPORTERS
288
GAINING COMPETITIVE ADVANTAGE THROUGH STANDARDIZATION AND DIFFERENTIATION OF SERVICES
290
THE CASE OF HISTORICALLY DISADVANTAGED SOUTH AFRICAN ENTREPRENEURS
297
AN INVESTIGATION OF THE SOCIAL CONSTRUCTION OF THE ENTREPRENEURIAL PERSONALITY BY MEANS OF THE CRITICAL INCI...
304
THE INFLUENCE OF MANAGERIAL DISAGREEMENT ON INDUSTRY CHARACTERISTICS AND STRATEGY ON SMALL FIRM PERFORM...
310
AN EMPIRICAL INVESTIGATION
311
AN INTEGRATED THEORETICAL FRAMEWORK
316
FINDINGS FROM AN EXPLORATORY STUDY AND RESEARCH PROPOSITIONS
349
CONFIRMING THE DIMENSIONS OF PROVIDER RELATIONAL MESSAGES AND EXPWRING THEIR IMPACT ON CLIENT SATISFACTION
350
IS COMMUNICATION REALLY ALL THERE IS TO IT?
351
AN EXPLORATORY STUDY
356
AN INVESTIGATION OF TIME AS A CULTURAL VALUE IN AMERICAN TELEVISION ADVERTISING
363
EXTENSION AND VALIDATION OF THE CONSUMPTION VALUE THEORY WITH SPECIFIC REFERENCE TO SHOPPING CENTRE PATRO...
368
DISCUSSION LEADER COMMENTS
374
VALIDATION OF A NEW RESEARCH TOOL
377
THE IMPACT OF PLACEMENT AND FORMAT
383
A COMPARISON OF ALTERNATIVE APPROACHES FOR CLUSTERBASED BUYER SEGMENTATION IN OPTIMAL PRODUCT POSITIONIN...
388
PREDICTING RESPONSE INDUCER EFFECTS IN ORGANISATIONAL RESPONDENTS
394
WHY ARE COUNTERFEITS SO ATTRACTIVE TO CONSUMERS? AN EMPIRICAL ANALYSIS
395
A PRELIMINARY CONCEPTUALIZATION AND RESEARCH HYPOTHESES
397
ABSTRACT
399
A REVIEW AND SYNTHESIS OF RESEARCH
401
WHO DISLIKES IT AND WHY?
402
EXPLORATORY FINDINGS ON THE ATTITUDINAL EFFECTS OF SUPER AND POORLEVELS OF DIRECT CONSUMER PREMIUM DESIRA...
403
A FRAMEWORK FOR CATEGORY MANAGEMENT RELATIONSHIPS
404
THE ROLE OF POWER RELATIONAL NORMS AND TRANSACTION COST ANALYSIS IN DISTRIBUTION CHANNELS
412
INFLUENCING EFFECTIVE INTERORGANIZATIONAL RELATIONSHIPS
418
THE IMPACT OF LONGTERM VERSUS SHORTTERM RELATIONSHIPS
424
IS SALES TRAINING EFFECTIVE? PUTTING TWO HYPOTHESES TO THE TEST
428
AN INVESTIGATION OF THE SELLING SITUATION AND CUSTOMERORIENTED SELLING
435
A CONCEPTUAL FRAMEWORK
442
COPRENEURS OR SELLING TEAMS?
448
AN EMPIRICAL STUDY OF AUSTRALIAN ORGANISATIONS
455
BRITISH RETAIL COMPANIES
457
RELATIVE INFLUENCE ON SMALL MANUFACTURING FIRMS
458
CONCEPTUALIZING STORE CHOICE PROCESSES USING PERCEIVED RISK
459
THE INTERACTIVE EFFECT OF PRESENTATION FORMAT AND BRAND USAGE ON THE EFFECTIVENESS OF RETAIL PRICE ADVERTIS...
460
A CLUSTER BASED TYPOLOGY OF SALE SHOPPERS MOTIVES IMAGES AND BELIEFS
466
AN ANALYSIS OF EMOTIONAL APPEALS USED BY GLOBAL AND REGIONAL COSMETIC ADVERTISERS
473
FIRMS MARKETING MIX EFFECTIVENESS AND MODES OF ENTRY IN THE HOST COUNTRIES
474
ACROSSNATIONAL COMPARISON OF CONSUMER ENVIRONMENTAL ATTITUDES REPRESENTING FIVE MAJOR REGIONS OF THE WO...
475
CONCERNS AND ACTIONS
476
A CASE STUDY
477
EFFECTS AND CONSEQUENCES
478
A SURVEY OF ADVERTISING PROFESSIONALS ABOUT WEB ADVERTISING PRACTICES
479
A STUDY FOR COMPUTER SERACH BEHAVIOR OF INDUSTRIAL FIRMS
481
MODELING OPERATIONALIZED MEASURES OF CUSTOMER LOYALTY
482
EXAMINING THE TESTING EFFECTS OF REPEATED MEASURES OF ATTITUDES
483
ACCURATE RESEARCH RESULTS? A SOCIAL DESIRABILITY BIAS INVESTIGATION
484
ONLINE REEVALUATIONS OF ATTRIBUTE INFORMATION IN SEQUENTIAL CONSUMER CHOICE
485
USING UN CORRELATED CONJOINT CHOICE DESIGNS IN A WORLD OF CORRELATED BELIEFS
486
A MULTIPLE INTERVENTION TIME SERIES APPROACH
488
DIFFERENCES IN DEFINITION
489
AN INTEGRATED MODEL OF TYPE OF COMMITMENT AND TRUST ON QUANTITATIVE AND QUALITATIVE OUTCOMES OF NEGOTIA...
490
THE EFFECTS OF SALESPERSONS PERCEPTIONS OF CUSTOMER TRUST ON SELLING BEHAVIORS
491
INTERFIRM TRUST AND DEPENDENCE ASYMMETRY
493
A REVISED FRAMEWORK AND ACROSSNATIONAL COMPARISON
494
EMERGING ROLES OF THE INDUSTRIAL SALESFORCE TN AN ERA OF LONG TERM RELATIONSHIPS
495
VIEWING THE STATEOFTHEART ACROSS PERSPECTIVES
496
MANUFACTURERSUPPLIER RELATIONSHIPS
497
A COORIENTATIONAL APPROACH TO PREDICTING SERVICE ENCOUNTER SATISFACTION
498
ANOTHER LOOK AT ORIENTATIONS AND SOCIAL INFLUENCES
499
PURCHASING DECISIONS AND THE EMPLOYMENT STATUS OF THE WIFE
500
THE CASE OF UNITED STATES RETAIL CHAINS
502
AN AUSTRALIAN PERSPECTIVE
504
A STRATEGIC MARKETING TOOL
505
ESTABLISHING CROSSNATIONAL EQUIVALENCE OF THE CUSTOMER SATISFACTIONDISSATISFACTION CONSTRUCT
507
AN EVALUATION OF mE MARKETING COMPETITIVENESS OF mE US AND JAPAN IN A COMPARATIVE FRAMEWORK
509
Index of Authors
518
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