Proceedings of the 1983 Academy of Marketing Science (AMS) Annual Conference

Front Matter....Pages i-xxvi
Patterns of Success in Small-City Downtown Retailing....Pages 1-5
The Information Flow and its Impact Upon Channel Performance in the Food Industry....Pages 6-11
Owner/Manager’s Age and Retailing Experience: Do They Influence Business Strategies and Success?....Pages 12-16
Distribution Channels and Energy Crisis: A Historical Perspective....Pages 17-21
A Value Exchange Model for the Channel of Distribution....Pages 22-27
Retail Store Image Research-A Critical Review....Pages 28-33
Sources of Consumer Satisfaction with Retail Outlets: Issues and Evidence....Pages 34-37
A Preliminary Investigation of the Quadrants of Recycling Model....Pages 38-39
Marketing Computer Systems in the Middle East: A Comparative Study of Turkey and Saudi Arabia....Pages 40-44
Strategic Market Planning in Norway....Pages 45-45
Spect Planning and Marketing Intelligence and Information Systems – The Euro-Canadian Interface....Pages 46-51
The Evaluative Uncertainty and Evaluative Importance Dimensions of Perceived Risk....Pages 52-56
The Market for Fine Restaurants....Pages 57-62
A Comparison of Direct and Indirect Paths of Influence Leading from Situation to Consumption....Pages 63-67
The Generic User/Nonuser and the Process of Adoption....Pages 68-71
A Study of the Effects of Information on the Size of the Evoked Set....Pages 72-77
Credit Card Usage Behavior: Some Insights from Nova Scotia, Canada....Pages 78-82
Student Choice Behavior in Shopping Area Selection....Pages 83-86
A Comparison of Consumer Attitudes Toward Cremation....Pages 87-89
A Test of the Descriptive Value of Family Life Cycle....Pages 90-94
A Factor Analytic Replication and Comparison on the Dimensionality of the I-E Scale....Pages 95-98
Purchase Intentions and Brand-Positioning Strategy: An Exploratory Study....Pages 99-103
Personality as a Predictor Variable: Problems and Implications....Pages 104-109
Personal Correlates of Generalized Consumer Preferences for Family Brands....Pages 110-112
Consumer Expenditures from Windfall Income....Pages 113-116
The Combined Effects of Brand and Store Reputation on Consumer Perceived Risk and Confidence....Pages 117-121
An Expected Value Model of the Consumer....Pages 122-125
The Retail Service Innovator: A Canonical-Based Segmentation of the Early Adopter Catalog-Grocery User....Pages 126-129
Generalized Market Segments for Frequently Purchased Consumer Goods....Pages 130-134
Reaching for the Soul of the Consumer....Pages 135-135
The Luscher Color Test and Buyer/Seller Negotiating Behavior....Pages 136-138
Deal Prone Consumers: A Comparative Profile of Coupon Users and Nonusers....Pages 139-142
The Future of Telecommunications Shopping: What are Cousumers Waiting for?....Pages 143-146
Tomorrow’s Segmentation Strategies may Invite Social and Legislative Conflict....Pages 147-149
High Technology Products: The Future of Protectionism....Pages 150-152
Futuristics and Innovation in Marketing....Pages 153-157
Corporate and Marketing Strategy in Health Care: How Do the Investor-Owned and Not-for-Profit Hospitals Differ?....Pages 158-163
Assessing Community Interest in a Health Risk Appraisal Program....Pages 164-165
Use of Advertising to Institute Price Competition in Health Care Market: Some Preliminary Findings....Pages 166-170
Product Design Issues and Hospital Staffing....Pages 171-173
Randomized Systematic Sampling in Physician Surveys....Pages 174-177
Barriers to Greater Utilization of Marketing Research in the Health Care Sector: Recommendations for Improvement....Pages 178-180
A Marketing Audit for Nursing Administration....Pages 181-186
Strategic Marketing in Small Hospitals: Confronting the Challenges and Opportunities....Pages 187-191
Job Analysis: The First Step in Selecting and Training Salespeople....Pages 192-196
Industrial Sales Meeting Subject Content: A Comparison of Subject Importance....Pages 197-197
Organizational Psychographics: Implications for Industrial Marketing....Pages 198-198
An Empirical Analysis of the Psychic Distance Argument for Export Development....Pages 199-201
Package Deal Negotiations: Swedish Companies and Developing Countries....Pages 202-207
Travel Patterns and Service Preferences of Americans Flying to Europe....Pages 208-212
International Marketing: The Case of Management Contracts....Pages 213-217
Remarks on Determinism, Deducing Macro Laws from Micro Facts and Other Issues in the Philosophy of Model Building in Marketing....Pages 218-223
Interaction and Interdependency of Media Messages in Advertising: A Simulation Game for Students....Pages 224-226
Fundamental Marketing Equation: It is more than In-Depth Sales Analysis....Pages 227-231
Male Vs. Female Student Attitudes Toward Careers in Professional Selling....Pages 232-236
Selecting Live-Case Projects for the Advertising Class....Pages 237-240
The Diagnostic Module: A Method of Measuring Learning Integration....Pages 241-245
The Effect of Class Size Quality of Instruction–Large Class Size Versus Small....Pages 246-247
Students’ Perceptions of American-Born VS. Foreign-Born Instructors: A Preliminary Experiment....Pages 248-251
Marketing as Exchange....Pages 252-258
Premixing, Remixing, and Scratch Mixing in the Marketing of Goods, Services, and Goods/Services Bundles....Pages 259-262
The Application of Historical Military Strategy Concepts to Marketing Strategy....Pages 263-265
An Update on the Concept of the Marketing Mix....Pages 266-268
Toward a General Systems Theory of Marketing....Pages 269-273
Brand Name Development: A Historical Perspective....Pages 274-277
A Theoretical and Historical Update on Retail Store Image and Consumer Satisfaction/Dissatisfaction....Pages 278-281
Hierarchy of Needs in Transition: A Theory of Business Motivation....Pages 282-288
Teaching Marketing Management in a Developing Country: The Moroccan Experience....Pages 289-293
Some Controversial Third World Countries: We Need Marketing, Too....Pages 294-297
The Impact of Multinational Retailers in the Third World an Exploratory Study....Pages 298-302
The Problems, Concerns, and Strategies of the Multinational Corporation....Pages 303-306
Market Planning in Agricultural Development: An Alaskan Example of How Not to Do It....Pages 307-310
Personal Values and the Salesperson’s Performance: A Theoretical Perspective....Pages 311-316
The Influence of Area Characteristics on Intermarket Patronage....Pages 317-317
An Analysis of Discriminating Criteria in the Financial Service Market....Pages 318-322
The Marketing Mix, the Retailing Mix and the Use of Retail Strategy Continua....Pages 323-327
The Sun Belt Myth....Pages 328-333
What Makes a Good Salesperson....Pages 334-338
Evaluation Criteria Employed by to Store Patronage and Womens’ Clothing Selection - A Comparative Analysis of Blacks and Whites Based on Selected Socio-Economic Variables....Pages 339-343
Significance of Personal Influences in Purchase Decisions of Services; A Case of Membership-Based Service Organizations....Pages 344-348
Marketing Management, The Family and Company Survival in the 1980’s....Pages 349-354
Organizational Factors Involving the New Product Development Manager....Pages 355-359
A Unique Product as a Perceived Advantage Among Small- and Medium-Sized Manufacturing Firms....Pages 360-362
The American Red Cross: Awareness and Attitude towards its Programs....Pages 363-368
Philosophical Orientation: A New Dimension for Market Segmentation by Nonprofit Organizations....Pages 369-372
A Research Design for Performing a Marketing Analysis for a State UniversityAnalysis for a State University....Pages 373-377
Extending Marketing Technology into a New Frontier-Diffusing Municipal Technology....Pages 378-378
Psychological Profiling of Higher Education Institutions: A Two University Comparison....Pages 379-383
The Marketing of Intercollegiate Sports: Problems, Mistakes and Future Opportunities....Pages 384-387
Marketing in a Nonprofit Organization: A Case Study....Pages 388-390
The Needs and Perceptions of a University Major Publics: An Empirical Investigation....Pages 391-395
The Marketing of Insurance Benefits for Higher Education - The Buyer’s Side....Pages 396-400
A Stochastic Model of Organizational DMU’s Response to Changing Service Prices....Pages 401-404
An Integrated Approach to the Use of Information in Marketing Decision Making....Pages 405-409
McNemar’s Test for Differences in Proportions: The Forgotten Tool for Marketing Research Practitioners....Pages 410-413
Marketing Research through Input-Output in Developing Countries....Pages 414-417
Longitudinal Study of Preferences for Multinational Products....Pages 418-421
Split-Sample Reliability of a Secondary Sequence Effect on Questionnaire Item Omission....Pages 422-424
Is it Ethical to Use Unlabeled Keys on Mail Questionnaires?....Pages 425-426
The Rokeach Inventory of Personal Values as a Measurement Tool in Cross Cultural Consumer Research....Pages 427-429
Buyer’s Price Perceptions: An Experimental Methodology....Pages 430-433
Some Emerging Directions in Marketing Research: Overview of the Track....Pages 434-436
Differentiating between Store Images: An Evaluation of Three Scaling Methods....Pages 437-439
Open Ended Question v. Rating Scale: An Empirical Comparison....Pages 440-445
Can Complaint Knowledge and Experience Affect Perceived Consumer Satisfaction?....Pages 446-449
The Marketing Concept-A Utopian Dream?....Pages 450-452
Effects of Price, Advertising Sponsorship, and Fear Content on Consumer Attitudes About Gasoline Conservation....Pages 453-456
Beyond Motivation Training Experiment....Pages 457-457
Bait-And-Switch Advertising: A Conceptual Approach....Pages 458-460
Sex-Role Stereotyping in Advertisements: A Re-Examination....Pages 461-464
Labels of Primary Potency in Multi-Ethnic Marketing Environments....Pages 465-468
Advertising Appeal for Blacks: All-White, All-Black, or Integrated Ads?....Pages 469-472
A Field Study of the Extended Communication Effects of a One-Shot Promotional Event....Pages 473-473
Marketing Certified Public Accounting Services: A Progress Report....Pages 474-478
Consumer Utilization and Reactions Toward Two Grassroots Dispute Resolution Systems....Pages 479-481
Consumer Information Programs and Regulatory Reform: The Case of Informing People About Drugs....Pages 482-485
“Strict” or “Absolute”? The Effect of Recent Trends in Product Liability on Marketing Decisions....Pages 486-490
Licensing: A Tri-State Survey....Pages 491-495
The Need for a Public Policy for the Transportation of Coal: Both Rail and Slurry Pipeline are Required....Pages 496-500
Multicollinearity: Detection and Some Solutions....Pages 501-505
Barriers to the Use of Quantitative Techniques in Marketing Decision Making....Pages 506-509
Risk Assessment in the Product Portfolio: A Quantitative Approach....Pages 510-510
An Analysis of Criteria Associated with Developing Hospital Image....Pages 511-515
Utilization of the First Order Markov Model in Predicting the Market Share of a Newspaper....Pages 516-518
Reliability of Marketing Measurements Revisited: An Evaluation of Alternative Shopping Behavior....Pages 519-523
A Methodology for Examining the Congruency of Factors Derived from Different Samples....Pages 524-526
Reliability Measurement in Marketing: A Modification Study....Pages 527-531
A Study Measuring the Influence of Advertising on Cigarette Consumption: Estimation with OLS Model....Pages 532-535
The Concept of Promotion Mix as Applied to Hotel Marketing....Pages 536-540
Segmenting the Hotel Market....Pages 541-544
An Exploratory Study of Brand Loyalty in Selecting Travel Destinations....Pages 545-548
Membership Marketing: A Success Story at the American Medical Association....Pages 549-549
State and Local Tax Incentives: A Weapon in the War to Attract Distribution Facilities....Pages 550-550
A Comparsion of the Listerine Corrective Advertisement with Specially Designed Corrective Messages....Pages 551-551
That Mysterious “Black Box” Called OPT....Pages 552-552
The Relative Importance of Physical Versus Service Attributes with Respect to Small Business Vendor Selection....Pages 553-553
Interviewers’ Assessments of Respondents’ Behavior in New Zealand, 1981–82....Pages 554-554
Norwegian Public and Entrepreneurs: Attitude and Perception Towards EEC Membership....Pages 555-555
Marketing Research Through the Input-Output Approach in Developing Countries....Pages 556-556
An Experiment Investigation of Perceived Sexual Harassment....Pages 557-557
Strategic Barriers to Internationalization of Public Enterprises....Pages 558-559
Perspectives in Developing an Interdisciplinary Course in Business Consulting....Pages 560-560
How Does a Threat in the Initial Cover Letter Affect Mail Survey Response?....Pages 561-561
The Examination of an Alternative Marketing Strategy for Health Care Services....Pages 562-562
An Analysis of Response by Buyers to a Proposed Information System for Contact between Buyers and Sellers of Timber....Pages 563-564
The Spatial Location of Banking Facilities in Central Business Districts of Nine Major Cities of the United States....Pages 565-565
The Electronic Retreat into Wholesaling....Pages 566-566
Lifestyle Profile of Frequent Patrons of Beauty Salons: A Focus on Working Women....Pages 567-568
Marketing Channels for Indian Arts and Crafts: An Empirical Investigation....Pages 569-569
Implementing a Quadratic Programming Approach to the Product Line Pricing Problem....Pages 570-570
An Investigation of Agency Structure and Broker Attitudes in the North Carolina Real Estate Industry....Pages 571-571
The Marketing of Aiesec, A Non-Profit, Service Organization....Pages 572-573
Strategic Planning: The Customer Concept and Corporate Survival....Pages 574-575
Deregulation: An Independent Telephone Company in a Survival Transition....Pages 576-577
On Advancing Women Within Marketing Management: The Importance of Mentoring....Pages 578-579
Public Policy Options on Energy Conservation - Canadian Attitudes 1980–1982....Pages 580-580
Measuring Dependence in Marketing Channels: A Non-Perceptual Approach....Pages 581-581
The Failure of American Automobile Manufacturers to Successfully Compete with Foreign Automobile Manufacturers in Projecting their Nameplates as Status Symbols - An Analysis Based on Socio-Economic Variables....Pages 582-582
Marketing Concept and Marketing Mix Strategy with Special Reference to Small Scale Industries in the State of Andhra Pradesh, India....Pages 583-583
Should Doctoral Programs Produce Teachers?....Pages 584-584
Tracking Dysfunctions in Supermarket Ordering and Receiving Systems: A System’s Approach....Pages 585-585
Attitudes Concerning the Purchase of Domestic vs. Imported Products: The Jamaican Experience....Pages 586-586
Locational Correlates of the Sales Performance of Convenience Food Stores....Pages 587-587
Nationalism and its Impact on Marketing: The Case of Quebec....Pages 588-588
Communications Effectiveness: A Matter of Methodology....Pages 589-592
Executive Attitudes Towards Planning in Selected Industries....Pages 593-593
The Personal Computer as a Research Tool in Consumer Behavior Classes....Pages 594-594
Identification of Socially Compatible Environmental Cues for the Retailing Mix: A Preliminary Study....Pages 595-596
Why we Don’t Understand the Arts Consumer....Pages 597-597
Intergrating the Concept of Marketing: The Environment-Organization Marketing Interface....Pages 598-598
Carry-Over Effects in Professional Advertising and their Implications for Public Policy....Pages 599-599
Not-For-Profit Pricing: Theory & Application....Pages 600-601
The Research-Thought-Practice Triangle: The Case of Health Care Marketing....Pages 602-603
The Wheel of Retailing Keeps Spinning: The Supermarket Continues with a New Approach....Pages 604-604
An Experimental Study of Sales District Decision....Pages 605-606
The Impact of Marketing Educational Vouchers....Pages 607-607
Application of Del-Measure for Cross Classifications....Pages 608-609
Personal Values, Self-Concept, Internal Vs. External Locus of Control, Consumer Discontent with Marketing System, and Satisfaction at the Micro-Level....Pages 610-611
Perception of Women in the Sales Force: The Other Side of the Buyer-Seller Dyad....Pages 612-612
Some Trade and Development Aspects of a Developing OPEC Country: Nigeria....Pages 613-614
The Proper Role of Marketing in the Development of an African Country....Pages 615-615
The Use of Quantitative Models in the Study of Physical Distribution of Fertilizers in India....Pages 616-618
Marketing Management Problems of Indian Small Scale Industries and Government of India’s Role....Pages 619-620
Marketing Strategies of Solar Energy Firms: Some Policy Implications....Pages 621-621
Communication and Information: Their Relationship to Marketing Decision Support Systems....Pages 622-622
A Comparative Study of the Perceptions of Managers Regarding Government Intervention in Marketing Operations....Pages 623-623
A Classification of Public Respondents on the Basis of their Perceived Receipt of Informational Announcements from a Governmental Unit....Pages 624-625
Learner Specified Course Design: A Conjoint Based Methodology....Pages 626-626
Heavy Gasoline Consumers and Their Preferences for Alternative Public Policies Designed to Promote Gasoline Conservation....Pages 627-627
The Application of Marketing Concepts to Fund Raising for the Independent College (Synopsis of Paper)....Pages 628-628
The Written Case/Project Alternative Approach in Marketing Management....Pages 629-629
A Public Policy Change Referendum....Pages 630-631
A United Way for the Arts: A New Marketing/Funding Approach or Just a Unique Situation?....Pages 632-632
Direct Marketing: The Basis for Increased Emphasis in the Marketing Curriculum....Pages 633-633
An Application of the Consumer Behavior Model to the Career Selection Process....Pages 634-634
Fashion: A Path to Symbolic Communication (The Textile Experience)....Pages 635-635
Back Matter....Pages 636-638