Marketing Challenges in a Turbulent Business Environment: Proceedings of the 2014 Academy of Marketing Science (AMS) World Marketing Congress

Front Matter....Pages i-xxiii
Engineered Customer Referrals: Prevalence and Antecedents....Pages 1-6
Norwegian Best Practice of Sustainable Business Models....Pages 7-8
Cultural Transition and Socio-Cultural Taxonomy of Consumers in BRICS Countries....Pages 9-14
Five-Stage Acculturation Process of Hispanic Consumers: Theory and Findings....Pages 15-15
Fear Versus Efficacy: Evaluating Dual-Process Models with Workplace Safety Messages....Pages 17-17
Social Media in Higher Education: An Investigation into UG Marketing Education in the UK....Pages 19-23
The Influence of Product Color on Perceived Weight and Consumer Preference....Pages 25-25
Understanding Green Consumption: Is Perceived Consumer Effectiveness a Predictor of Green Behaviour?....Pages 27-31
Drivers of Long-Term Savings from a Consumers’ Behavioral Perspective: A Large-Scale Empirical Investigation....Pages 33-34
A New Method for Benchmarking Marketing Organizations with Inter-Connected Departments....Pages 35-36
Assessing Sales Contest Effectiveness: The Role of Salesperson and Sales District Characteristics....Pages 37-37
Building a Theoretical Model of Trust in Direct-to-Consumer Advertising....Pages 39-39
Relational Capability in a Key Outsourced Supplier–Buyer Relationship....Pages 41-42
“Can You Do Something About the Price?”—Exploring the Indian Deal, Store-Brand and Haggling-Prone Consumer....Pages 43-44
Assessing the Impact of Corporate Reputation on Firms’ Cost of Debt: An Empirical Study of German DAX 30 Companies....Pages 45-46
Considerations When Marketing Scales from Developed Countries Are Utilised for Marketing Research in Emerging Markets....Pages 47-57
Differential Effects of Supervisory Coaching and Leader Member Exchange on Salesperson’s Behavior and Performance....Pages 59-63
The Role of Service Provider Groups Stereotypes During Service Failures....Pages 65-65
Performance Implications of the Interplay Between Sales Intra-Functional Flexibility, Customer Orientation and Role Ambiguity....Pages 67-72
Market Orientation and Innovation in Dynamic Competitive Markets....Pages 73-73
The Influence of Eleven P’s of Internal Marketing on Brand Awareness: An Emerging Economy Perspective....Pages 75-88
The Effect of Economic and Social Satisfaction on Partner Trust....Pages 89-90
An Examination of the Effects of Scarcity and Discounting on Purchase Decision Regret....Pages 91-92
Frontline Store Manager’s Entrepreneurial Orientation for Merchandising and Service Role Performance: Scale Development and Validation....Pages 93-98
Corporate Social Responsibility and Market Orientation in an Emerging Economy: Relationships and Outcomes....Pages 99-99
Multi-Brand Loyalty: Propositions and Insights from a Quantitative Study....Pages 101-101
Increasing Salesperson’s Self-Efficacy and Performance Through Coaching: A Quantitative Study in Canada....Pages 103-107
Building a Platform for Change: Identifying Salient Beliefs Surrounding Fruit and Vegetable Consumption....Pages 109-114
Emerging Market Consumers: Latvian and Georgian Perceptions of Global Brands....Pages 115-115
Beliefs and Attitudes Towards Online Advertising in a Social Network Context....Pages 117-118
Customer Loyalty in U.S. Hispanic Markets....Pages 119-119
Is Knowledge Transfer Within MNCs Good for Subsidiary Performance? The Role of Subsidiary Capabilities and Innovative Culture....Pages 121-121
What If I Make the Wrong Decision? The Role of Anticipated Regret in Switching Barrier Based Customer Retention....Pages 123-126
Reconsidering Business-to-Business Relationships: Multi-Dimensionality and Traces Left Behind....Pages 127-127
The Moderating Effects of Self-Brand Concept and Reference Group on Consumer Innovativeness Toward Purchase Intention....Pages 129-129
Advertising Directed at Children: An Empirical Study from Parents’ Perspective on Television Advertising and Advergames....Pages 131-131
How Dynamic Marketing Capabilities Affect Market Share Performance Output: An Innovative Brand Oriented Approach....Pages 133-133
Export Decision-Making: Combining Planning and Improvisation to Enhance Performance....Pages 135-136
Investor Associations Concerning Sustainability and the Impact of Misperceptions on SRI Decision-Making....Pages 137-137
When Do Measured Attitudes Reflect Past Behavior?....Pages 139-139
Positioning as Strategic Balance: The Case of Complementary and Alternative Medicine (CAM)—A Structured Abstract....Pages 141-147
Why Has the Chinese Leadership Style Prevailed over Millenia? Towards an Evolutionary Theory of Leadership....Pages 149-150
Learning to Improve New Product Outcomes....Pages 151-151
Child Participation in Family Purchasing Process: Evidence from Lithuania....Pages 153-157
Which Do I Prefer? A Theoretical Framework for Biculturals’ Advertising Response Towards Hedonic and Utilitarian Products in Japan....Pages 159-164
Deciphering the Brand Value Structure: New Measures and Business Insights....Pages 165-169
Strategic Importance of Marketing Planning Capability: A Perspective from Saudi Arabia....Pages 171-172
Donate to Me: Applying the Servicescape Framework to an Online Donation Setting....Pages 173-177
Presence or Absence of Unit Price Display and Its Influence on Snack Food Choices....Pages 179-182
Global Use and Access of Social Networking Websites: A National Culture Perspective....Pages 183-188
Talking with You—Not at You: How Brand Ambassadors Can Spark Consumer Brand Attachment?....Pages 189-194
Materiality of Online Brand Community....Pages 195-200
Exploring Consumer Acceptance and Engagement with “Smart Meters”....Pages 201-204
Multichannel Customer Journeys: Mapping the Effects of Zmot, Showrooming and Webrooming....Pages 205-206
Adding Dynamics into Transaction Cost Economics: The Social Capital Approach....Pages 207-219
Determinants of Customer Loyalty: Evidence from the Egyptian Mobile Market....Pages 221-221
Specific Uncertainties in the Distribution of Products from Renewable Resources: Empirical Evidence from the German Forestry and Wood Cluster....Pages 223-224
An Empirical Examination of Drivers Impacting Usage Intentions of Social Media Shopping....Pages 225-226
An Improved Understanding of the Moderator Effects of Switching Costs Types on the Relationships Between Customer-Perceived Value, Trust, and Customer Loyalty....Pages 227-228
Shopper’s Attitude and Demographics Influence on Store Patronage: A Comparison of Formal vs. Informal Food Retail Stores in India....Pages 229-230
The Congruency Between the Container and the Content: Should We Texture Everything to Seduce the Consumer?....Pages 231-231
Turning Brand Undesirables in Brand Heroes: Capitalising on Corporate Social Responsibility in Sport Sponsorship Alliances....Pages 233-238
Company Initiated Communities of Fantasy and Brands as Relationship Builders....Pages 239-243
An Empirical Examination of the Interrelationships Between Service Recovery Paradox and Its Key Antecedents and Outcomes....Pages 245-245
Informational Empowerment: Cross-National Comparison of Internet Health Information Use and ‘Patient-Consumer’ Behaviour....Pages 247-248
Barriers to Access Consumer Finance and the Influence of Workforce Insecurity....Pages 249-266
Market Resistance in Developing Nations: The Sustenance of Gaucho Consumer Culture in Brazil....Pages 267-268
How United Nations Global Compact Impacts Business Performance: The Mediating Role of Quality of Life of Employees in Emerging Market....Pages 269-269
Purchase a New Car: The Effect of Impulsiveness in the Brazilian Market....Pages 271-275
Putting Visual Rhetoric into Context: Levels of Abstraction in the Analysis of Rhetorical Images in Print Advertising....Pages 277-277
Customer Empowerment, Top Management Team and Product Development: Success Paths in Turbulent Markets....Pages 279-280
How Social Communities Create Value: The Dynamics of Surf as a Social Practice....Pages 281-284
The Effects of Destination Personality on Tourist Satisfaction, Identification, and Behaviour....Pages 285-286
How to Explain Infatuation with the Online Secondhand Market? An Analysis of Motivations and Perceived Risks....Pages 287-292
Examining the Public’s Desire to Punish Socially Stigmatized Service Workers in Crisis: Can Empathy Buffer Anger?....Pages 293-297
Cross-National Emic Scale Development in Health Care Service Quality....Pages 299-300
Geomarketing Mix Optimization Using a Fuzzy Spatial and Multiscale Segmentation....Pages 301-304
Pridit Is a Useful Technique for Detecting Consumer Fraud When No Training Sample Is Available....Pages 305-305
Innovative Materials Facilitating Resource Efficiency: Do Consumers Accept Eco-Friendly Materials?....Pages 307-308
Managing Foreign Subsidiaries in Emerging Countries: Are They Different from Western Subsidiaries?....Pages 309-310
Assessment of a Web Comparative Behavioural Model with an Interdisciplinary and Complexity Approach....Pages 311-315
Targeting Consumers at the Bop: What Implications?....Pages 317-317
The Impact of Corporate Social Responsibility and Contributions to Local Communities on Brand Identification, Corporate Reputation and Brand Loyalty....Pages 319-320
What Marketing Strategy Matters? Examining a Contingency Model of the Relationship Between Marketing Performance Management and Business Unit Performance....Pages 321-322
Pricing Capabilities: Drivers and Effects on Performance....Pages 323-324
Triangulation Without Tears....Pages 325-330
Uses and Gratifications of Social Networking Sites: Towards the Construction of a Measuring Instrument....Pages 331-342
Consumer Schadenfreude: Deservingness of Product Ownership Impacts Affect Following Another’s Product Failure....Pages 343-343
A Snowball to Introduce Sustainability into Supply Chain....Pages 345-345
A Typology of Barriers to Pro-Environmental Behaviors: Evidence from a Three-Country Study....Pages 347-347
Artifacts of Corporate Identity in Emerging Business Relationships....Pages 349-350
Key Performance Indicators for Measuring Employer Brand Success....Pages 351-351
The Recommendation Bias: The Effects of Social Influence on Individual Rating Behavior....Pages 353-354
The Influence of Parental Style on Consumer Socialization in Mother-Adolescent Dyads and Father-Adolescent Dyads....Pages 355-355
Understanding Situated Learning in Stressful Service Experiences: A Cross-Cultural Perspective....Pages 357-358
To Be or Not to Be… Does the Level of Empathy Contribute to Successful Personal Selling?....Pages 359-362
Deriving Value from Advertising as a Consumable Product: Ideas and Evidence....Pages 363-367
Social Media: Harming or Enhancing Your Employer Brand Attractiveness? An Empirical Investigation....Pages 369-369
In-Person and Out-Person Factors in Perception of Product Attributes....Pages 371-376
Sustainability in Higher Education Institutions: Validation Process of Quantitative Instrument....Pages 377-381
A Dyadic View on Buyers and Sellers Social Capital: Its Effect on Customized Treatments and Relationship Commitment....Pages 383-383
The Importance of Being Earnest: The Authenticity of Reciprocity in Marketing Exchange Relationships....Pages 385-385
The Pursuit of Loyalty in Grocery Stores: Differences by Retail Format....Pages 387-387
The Mixture of Network Marketing Types in Emerging Markets: The Case of Swedish MNCs in China....Pages 389-390
Evaluations of a Destination Across Travel Contexts: Examining the Evoked Set....Pages 391-392
Is It Better to Shop Together? Influence of Group Characteristics on Individual Buyer Utility in Mexico and the United States....Pages 393-397
Exploiting Proactive Interaction to Improve Retail Experiences....Pages 399-400
The Effect of Market Structure on Pricing Behavior of Industrial Service Firms....Pages 401-416
Firm Strategic Behavior Versus Consumer Behavior: An Explanation Through the Inoculation Theory....Pages 417-432
When Employees’ Retailers Create Value Against Competition from E-Commerce....Pages 433-437
The Tribal Consumer: A Comparison of Traditional Māori and Modern-Day Tribal Social Systems....Pages 439-440
Toward a Unified Brand Engagement Construct Definition....Pages 441-441
Quantity Surcharges for Consumers with Consumption Uncertainties....Pages 443-453
Persuasive Design of Wellness Apps: Consumer Behavior Perspective....Pages 455-456
The Five Creatures Lesson: How Students Learn to Relate Animals to Industry....Pages 457-459
Multi-Latina’s Leadership Role in Corporate Social Responsibility and Sustainability Effort in Latin America....Pages 461-465
An Investigation of the Relationships Between Hispanic Retailers’ Human and Social Capital, Migration and Gender....Pages 467-471
Copycat or Distinctive? An Empirical Study of Consumers’ Perception Towards Private Label....Pages 473-474
A Managerial Perspective of Social Media: Managing the Tension Between the Need for an Integrated Communications Approach and Consumers’ Need for Personalization....Pages 475-479
Endowment Effect in Latin America: Empirical Evidence and Implications....Pages 481-481
Brand Familiarity in Latin America: A New Three-Dimensional Conceptualization and Measure....Pages 483-483
Perceptions of Country Image and Product Marketing: A Study of Wine Brands from Chile and Argentina....Pages 485-486
Perceived Risks and Psychological Well-Being in Online Education: Implications for Grade Expectations and Future Enrollment....Pages 487-488
Assessing Organizational Financial Health of Nonprofit Arts Organizations....Pages 489-490
Experiences with Gamification: The MDE Framework....Pages 491-491
Adding Personality to New Products with Fashion Co-branding....Pages 493-494
Consumer Confusion Choosing Me-Too Snack Packages: An Experimental Study....Pages 495-511
Acting on Boycott Intentions: A Vietnamese Perspective on the Role of Ethnocentrism, Animosity, and Regionality....Pages 513-513
Building Brand Love Through Co-creation....Pages 515-515
A Cross-National Study of Consumer Beliefs, Attitudes and Behaviors Toward Liking Brand Page....Pages 517-518
South African Business Bank Customers’ Product Utilisation and Likelihood to Recommend....Pages 519-520
The Role of Affect in Luxury Brand Extension....Pages 521-531
Purchase Intention of Socially Responsible Apparel Goods: Investigating Consumers Cross-Culturally....Pages 533-537
Towards a Model of Strategic Charity Rebranding Process: A Managerial Perspective....Pages 539-543
Effects of Ewom Campaigns with Rewards from the Perspectives of Givers and Receivers....Pages 545-545
Differential Impact of Price Demands in B2B Relationships....Pages 547-547
Social Networks and Online Advertising: Should Companies Promote Their Brand Fan Page or Their Brand Website?....Pages 549-562
A Closer Look at the Effects of LMX and Emotional Exhaustion: Are Drained Salespeople More Deviant?....Pages 563-567
Corporate Sponsorship Effects in Business-to-Business Markets....Pages 569-570
The (Additional) Missing Link: The Role of Tailors as a Service Provider for Customization....Pages 571-571
Unusual Product Differentiation: Strategic Use of Trivial Attribute and the Separate Evaluation Mode....Pages 573-574
To Investigate Antecedents of International Tourists’ Place Attachment and Its Relationships with Memories and Post-Behavioral Intentions: The Case of Seoul City....Pages 575-575
Measuring the Self, the Social and the Task Oriented Side of Service Customers in Joint Co-Creation Experiences....Pages 577-578
Exploring the Nature of Value and Well-Being Through an Internal Social Marketing Approach....Pages 579-584
Salesperson Role Stress and Unethical Behavior....Pages 585-586
Crisis Communication: Lowering Attributions to Restore Behavioral Intentions....Pages 587-587
The Relationship Between Personality and the Creativity of Frontline Employees: Evidence from Services....Pages 589-590
Clustering Geo-markets Using Self-Organizing Maps: Application to Natural Disaster Planning and Recovery....Pages 591-609
Building Customer Trust and Loyalty: Does Salesperson Empathy Matter?....Pages 611-612
Consumer Ethnocentrism in Modern Armenia....Pages 613-614
Marketing Towards Happiness in Peru....Pages 615-629
Employer Branding: Preliminary Thinking on the Role of Corporate Sponsorship....Pages 631-631
Accepted, Rejected, or Withdrawn: A Content Analysis of Reviewer Feedback and Some Advice for Marketing Educators....Pages 633-634
The Role of NGOS in Business-To-Business Markets....Pages 635-646
Here, There and Everywhere: The Polycentric Consumer....Pages 647-648
The Role of Sales and Marketing in Innovation Implementation, an Empirical Analysis in Six South American Countries....Pages 649-650
Can You Read the Sign? Consumers’ Utilization of Water Use Information and Price as Sign Cues....Pages 651-652
Growing Nonprofit Giving Via Peer-To-Peer Connections: Benefits and Potential Backlash....Pages 653-653
Investigating the Impact of Individual Attitudinal and Organizational Variables on Green Behaviors and Commuting at the Workplace....Pages 655-656
Exploring the Use of Online Social Marketing Tools in Motivating Healthy Alcohol Consumption Patterns in Britain....Pages 657-657
A Conceptual Model of Design Benefits and Brand Engagement: The Mediating Role of Emotions—Structured Abstract....Pages 659-664
Profit and Opportunity Cost Outcomes of Sales Force Turnover and Recruiting Strategies Upon Various Performance Segments....Pages 665-669
Demystifying Adaptive Selling: Exploring Salesperson Attributes and Service Behaviors....Pages 671-682
How to Deal with Unpleasant Surprises During Service Provision?!....Pages 683-684
A Theoretical Framework of Multichannel Strategy Success....Pages 685-686
Self-determination Theory and the Influence of Extrinsic and Intrinsic Motivation for the Value Co-creation Measurement: A Proposition for a Higher Education Service Quality Scale....Pages 687-688
Consumer Complaining Behavior: An Ethnic Triangulation Perspective....Pages 689-690
Understanding e-Word of Mouth at Chinese Social Networking Sites....Pages 691-692
Antecedents of Patient-Centric Collaboration in the Emergency Department....Pages 693-693
Relationship Quality as a Function of Luxury Car Brand Image and Personality....Pages 695-699
Use of Facebook and the Formation and Maintenance of Social Capital: Evidence from Latin America....Pages 701-710
Overpromotion and the Learned Intermediary Doctrine in Advertising of Medicine and Medical Devices in the United States....Pages 711-713
The Impact of Political, Economic, and Environmental Uncertainty on the Possible Futures of Consumption....Pages 715-715
My Perfect Wedding: How Mexican Consumers’ Decisions Are Influenced by Consumerism and Traditions....Pages 717-729
From Evangelical Roots to Capitalist Returns: Market Formation from Community Beginnings....Pages 731-731
Teleological Actions in Negative Service Encounters....Pages 733-733