Proceedings of the 1989 Academy of Marketing Science (AMS) Annual Conference

Front Matter....Pages i-xxx
Front Matter....Pages 1-1
Consumer Behavior and Addiction....Pages 2-6
An Exploratory Investigation into the Relationship Between Evoked Set Decisions and Final Puchase Choice....Pages 7-11
Antecedents Of Behavior Change....Pages 12-17
Achieving Satisfaction with a Long-Term Service....Pages 18-22
Using Fear Appeals for A.I.D.S. Prevention: An Analysis of Arousal and ad Response....Pages 23-27
Measuring the Effectiveness of Emotional Commercials: Self-Reports Versus Psychophysiological Measures....Pages 28-32
A Proposed Theoretical Model for Dyadic Marketing Negotiations....Pages 33-37
Bases for the Formation of Product Gender Images....Pages 38-42
An Empirical Investigation of the Relationship Between Product Familiarity and Perceived Risk....Pages 43-47
Evidence of a New Brand’s Success: Five Measures of Buyer Acceptance....Pages 48-52
Deviation From Price Expectation: Findings Regarding Prospect Theory and Price Impression....Pages 53-58
Life Begins when the Kids Leave Home and the Dog Dies - But that’s where the Family Life Cycle Ends....Pages 59-63
A Health Oriented Explanation for Snacking Behavior....Pages 64-68
Lifestyle Research in the Context of Household Economic Behavior....Pages 69-73
An Exploratory Empirical Inquiry into Consumer Logistics....Pages 74-78
The Diffusion of Innovations: Let’s Take Another Look....Pages 79-83
An Empirical Study of the Relationship Between Personal Values and Innovative Purchasing Behavior....Pages 84-88
A Study of the Diffusion, Acceptance and Marketing of Credit Cards in the Middle East....Pages 89-92
What is Time: An Empirical Exploratory Investigation....Pages 93-98
Debt Swaps for Education....Pages 99-102
Front Matter....Pages 1-1
The Interplay between Consumption and Politics in the Polish Economy: In Search of Unifying Concepts....Pages 103-107
The Maquiladora Program: Nature and Current Status....Pages 108-112
The U.S. Canada Free Trade Pact: Issues and Perspectives....Pages 113-116
Global Branding Policies by the Big Three Soapmakers....Pages 117-122
International Marketing Strategies of U.S. Fast Food Franchises....Pages 123-127
Global Sourcing: An Overview of Offshore Investment Strategies....Pages 128-131
Organizational Commitment and International Competitiveness....Pages 132-137
Smedish Consumers Attitudes Towards Imported Products....Pages 138-142
A Comparative Study of How the U.S. Products are Ranked by Canadian and Turkish Consumers....Pages 143-147
Individual Difference Moderators of Country-of-Origin Effect on Product Evaluations....Pages 148-152
Consumer Satisfaction with Foreign and Domestic Products: A Cross-Cultural Comparison....Pages 153-157
Foreign vs Local Tourist Attitudes Toward Food Vending Places in Singapore....Pages 158-162
Franchising of Us Fast Food Chains in Hong Kong: Entry and Expansion Strategies....Pages 163-167
Building Exporting Capabilities: Korea’s Emergence as a Marketing Power....Pages 168-173
Accklerated Change in the Pacific RIM: Threat or Opportunity....Pages 174-178
Aspects of Outshopping: Insights from a European Country....Pages 179-183
Foreign Direct Investment in the U.S.: Some Observations in the State of Tennessee....Pages 184-187
Environmental Factors and Wholesaler Structure in Nigeria: A Canonical Correlation Analysis....Pages 188-192
International Marketing: The Perils of Causal Reasoning from Single Instances....Pages 193-197
An Evaluation of the Current Export Marketing Practices of United States Firms....Pages 198-202
Front Matter....Pages 1-1
Export Market Share Analysis: Evaluating the Turkish Performance....Pages 203-207
The Relationship Between Managerial Characteristics and Exporting Behavior....Pages 208-211
A Model of Marketing Strategy for Export Trading Companies....Pages 212-216
Client-Sponsored Marketing Project Courses: A Barometer for Measuring a Business School’s Commitment to the Teaching and Community Service Functions....Pages 217-221
Internationally-Oriented Marketing Curriculum Development: A Comparative Study of Canada, the U.S.A., and New Zealand....Pages 222-226
A Guide on the Design, Selection, and Implementation of Marketing Simulation for the Classroom....Pages 227-230
Marketing’s Greatest Challenge: The Social Impact of the Globalization of Markets....Pages 231-234
An Examination of Demographic Variables Associated with Ethical Behaviors and Perceptions of Retailers....Pages 235-238
Conjoint Analysis as a Methodological Approach in Ethics Research....Pages 239-243
An Overview of Ethical Considerations in Industrial Marketing....Pages 244-248
An Update on the Definition of Marketing....Pages 249-252
An Investigation of Marketing Educators’ Activities and Perceptions Regarding Teaching and Research....Pages 253-257
The Language of Marketing: A Content Analysis of Marketing Principles Textbooks....Pages 258-262
Examination Procedures in Marketing Education: Profiling Marketing’s Master Teachers....Pages 263-267
A Study of Effects on Buyer’s Choice Between Different Price Incentives....Pages 268-272
An Exploratory Study on Consumers’ Attitudes Toward Rebates....Pages 273-277
Retailer Perception of In-Store Customer Responsibility: Managerial Implications....Pages 278-282
Self-Image of Elderly and Non-Elderly Consumers: Implications for Marketing Managers....Pages 283-287
The Product Warranty Audit: A Model for Evaluating an Important Product Decision....Pages 288-292
Segmenting the Transit Bus Market: Traditional vs. Product Attributes/Decision Process Segments....Pages 293-297
Front Matter....Pages 1-1
Marketing When Payment is Voluntary: Rhe Case of "Shareware"....Pages 298-302
Spurious Awareness in the Wine Industry....Pages 303-305
Assessing The Descriptive Accuracy of Three Theories of Long-Term Profitability For a Service Industry....Pages 306-309
The Effect of Celebrity Endorsement Announcements oh Stock Prices....Pages 310-314
A Comparison of Forecasting Methods For Estimating The Sales of a Retail Firm....Pages 315-319
Consumer Incentive Programs: The Participante Viewpoint....Pages 320-323
Is the Marketing Concept Short-Term Oriented?....Pages 324-328
Marketing Inertia....Pages 329-333
An Examination of the Focus Strategy a Literature Review....Pages 334-339
The First Client Abroad....Pages 340-344
Organizational Life Cycle Theory: an Introduction as an Aid To Strategic Marketing Planning....Pages 345-349
Characteristics of the Principal Influencer in Organizational Buying Committees....Pages 350-354
A Note on the Relationship Between Advertising and Sales....Pages 355-359
Marketing Strategy Implications of Consumer Preferences For Downtown Housing....Pages 360-364
What is important To Whom? the Effects of Career Stage on the Relationship Between Job Characteristics and Job Satisfaction of Salespersons....Pages 365-370
A Model of the Buying Center Decision Making Process....Pages 371-376
Self Concept Effects on Marketing Performance as Related To Job Satisfaction....Pages 377-380
Relative Effects of Expectancy and Commitment on Salespeople’a Work Outcomes: a Conceptual Framework....Pages 381-386
Personal Selling: Chicken or Egg?....Pages 387-391
Trade Shows as an Industrial Promotion Tool: a Review and a Research Agenda....Pages 392-396
Front Matter....Pages 1-1
Characteristics Discriminating Job Satisfied Retail Salespersons....Pages 397-402
Suggestion Selling in the Fast Food Environment: Observations and Implications....Pages 403-408
Jung’s Type Theory: Some Implications for Relationship Management in Marketing Channels....Pages 409-414
A Conceptual Framework of Functional Conflict in Marketing Channels....Pages 415-419
External Dependency and Evolution in Marketing Channels....Pages 420-424
Using Game Theory to Model Channel Relationships....Pages 425-429
How Market-Oriented Are the Pricing Practices of Industrial Service Providers?....Pages 430-435
Purchase Behavior by Commodities Buyers; Some Strategic and Tactical Insights....Pages 436-439
Negotiator Personality and Concession Perceptions in Shipper - Motor Carrier Negotiations....Pages 440-444
An Examination of North American Leading Edge Logistics....Pages 445-449
The Battle Against Counterfeit Products: Dealers’ Willingness to Help Manufacturers Fight Counterfeiters....Pages 450-454
A Model of Conflict Comparison Between International and Domestic Channels: The Manufacturer’s Perspective....Pages 455-459
Fish Distribution System: Structure and Institutions....Pages 460-464
Distribution and Sales Management Strategies Related to International Involvement Levels....Pages 465-468
An Empirical Analysis of Brand Label, Unit Price, and Package Size as Determinants of Product Value For Frequently Purchased Consumer Packaged Goods: Preliminary Results....Pages 469-473
Older Female Apparel Consumers: Have Retailers Overlooked This Market Segment?....Pages 474-478
Direct Product Profit: a Sensitivity Analysis....Pages 479-482
Product Strategies and the Perceived Competitive Situation: Do They Affect Retailer Profitability?....Pages 483-487
A Closer Look at Customer Service: a Conceptual Model....Pages 488-492
Dynamics of Service Encounters: Insights From Role and Interdependence Theories and Implications For Customer Satisfaction....Pages 493-496
Front Matter....Pages 1-1
Service Quality: An Agenda for Future Research....Pages 497-501
Marketing New Services....Pages 502-506
Physician, Heal Thyself: Suggestions for Medical Service Quality Improvement....Pages 507-512
Reading Between the Lines: Identifying Consequential and Speculative Opportunities in the Health Care Industry....Pages 513-517
Perceived Quality in Health Cake Service Consumption: What are the Structural Dimensions?....Pages 518-521
Information Sources for Strategic Planning in Primary Care Facilities....Pages 522-525
Healthcare Services Consumerism Among Older Persons....Pages 526-530
Exploring the Relationship Between Healthcare Services Satisfaction and Life Satisfaction among the Elderly....Pages 531-536
Profiling the Older Healthcare Services Consumer Activist....Pages 537-541
The Relative Importance of Various Factors in the Selection of Privately Funded Long Term Health Care Facilities....Pages 542-545
The Structure of Customer Complaint Behavior in the Airline Industry....Pages 546-551
Perceptions Toward Implementation of Microcomputers: a Study Of Public Radio Stations....Pages 552-555
"Use Segmentation of The Local Tv News Audience"....Pages 556-559
Site Selection Analysis In Tourism: Selected Findings....Pages 560-564
Increasing ATM Utilization: User Profiles and Marketing Challenges....Pages 565-569
Image Variables as Discriminating Factors: a Comparative Study of Credit Unions Versus Banks....Pages 570-574
Marketing Higher Educational Institutions to Academically Talented Students....Pages 575-580
Consumer Satisfaction in Higher Education Measures of Teaching Effectiveness....Pages 581-582
Service Provider and Receiver Perceptual Gap Analysis For Effective Dental Specialist Services Marketing....Pages 583-587
Retail Pharmacy Patronage: Mom and Pop Vs The Chain....Pages 588-591
Front Matter....Pages 1-1
Attribute Category Importance in Stimulating Interest and Intention to Use a New Service....Pages 592-596
Determining the Optimal Promotional Mix for Health Care Cost Containment Systems....Pages 597-601
An Exploration of the Use of Chronometric Methodology in Mapping Automatically Activated Cognitive Associations....Pages 602-606
The Validity of Alternative Measures of Attribute Importance: The Role of Product Purchase Familiarity....Pages 607-611
A Model for Researching Computer Assisted Cutoff Processes: An Exploratory Study....Pages 612-616
Reducing Spurious and Uninformed Response by Means of Respondent Warnings: An Experimental Study....Pages 617-621
Coupon Usage by Chinese Consumers....Pages 622-626
Assessing and Managing Hispanic Markets in the U.S.: A Review....Pages 627-631
Hispanic Consumer Behavior, Ethnic Identity, and Ethnic Origin: An Empirical Study....Pages 632-636
Ebonics and Advertising to the Black Consumer: A Need for Research to Analyze Language and Communication Styles in a Linguistic Framework....Pages 637-642
Estimating Lagged and Cumulative Effects of Customer Service Variables in the Marketing Mix....Pages 643-647
A Conceptual Framework for Examining Color Preference, Importance and Categorization in a Multiattribute Context – A Comparative Approach....Pages 648-653
Expert Systems: a Review and Discussion of Marketing Applications....Pages 654-658
Marketing and Economic Development: the Saudi Arabian Experience....Pages 659-664
Front Matter....Pages 665-665
Are Market Performance Discriminators of Consumer and Industrial Products Similar?....Pages 666-666
The Tasks of Strategic Market Management: The Role of Marketing....Pages 667-667
A Methodology for the Joint Analysis of Modal Choice and Transshipment....Pages 668-668
Relative Attractiveness of Rewards to Singaporean Salespersons: Relationship With Satisfaction and Performance....Pages 669-669
Marketing For Product Use: Its Potential Role In Reducing Product Liability Problems....Pages 670-670
Characteristics of an Adopting Unit and Implementation of an Innovation....Pages 671-671
Front Matter....Pages 665-665
Advertising Practices of Industrial Manufacturers....Pages 672-672
Product-Discontent, Incidence of Complaints and Rights Awareness Among Middle-Class Consumers: Findings of an Exploratory Survey in Three Cities of Northern India....Pages 673-673
Life Style Segmentation in a Service Industry: The Case of Fitness Spas....Pages 674-674
Marketing of Health Care Services: The Physicians’Perspective....Pages 675-675
Evaluating the Relevance of Marketing to Social Welfare Service Organizations....Pages 676-676
Image as a Strategic Tool for Service Marketers....Pages 677-677
Analyzing the Performance of Mass Transit Systems: Can Effectiveness and Efficiency Be Measured....Pages 678-678
Frequent Flyer Programs: A Conoentric Diversification and Penetration Promotion Strategy....Pages 679-679
High Tech Services Innovativeness: Profiling High Prone Air-to-Ground Telephone Market Segments....Pages 680-680
Interactive Services Marketing: The Relationships Among Information, Technology and Exchange Transactions in Services Marketing....Pages 681-681
Back Matter....Pages 682-683