Proceedings of the 1990 Academy of Marketing Science (AMS) Annual Conference

Front Matter....Pages i-xxxiv
Self-Image Congruence as a Model of Consumer Attitude Formation and Behavior: A Conceptual Review and Guide for Future Research....Pages 1-7
Validation of the Suscep Scale: An Independent Second Look....Pages 8-12
An Examination of Credit Usage by Compulsive Purchasers....Pages 13-17
Consumer Logistics: An Empirical Investigation....Pages 18-23
Adolescents’ Power and Perceived Influence in Family Purchase Decisions....Pages 24-29
Conceptual and Methodological Issues in Contemporary Values Research in Consumer Behavior: A Critical Analysis....Pages 30-34
Consumer Culture in Developing Economies: Is it Really So Different?....Pages 35-40
Product Familiarity, Involvement and Advertising Effectiveness....Pages 41-46
New Directors for Consumer Behavior: Adding Services Fuel to the Fire....Pages 47-51
Integrating Attitude and Attention Theories....Pages 52-55
The Art of Time....Pages 56-61
A Theoretical Model for Understanding Satisfaction/Dissatisfaction Outcomes of Complaint Responses....Pages 62-66
Multiple Respondent and Measurement Relationship Approach to Measuring Industrial Salesperson Performance....Pages 67-72
The Relationship Between Communication Style and Sales Performance....Pages 73-76
Wholesaling: Marketing’s Forgotten Frontier....Pages 77-80
The Selling Cycle: A Unifying Guide for Sales Management Decisions....Pages 81-84
Making International Marketing Managers: The Irish Experience....Pages 85-91
Comparing two Involvement Scales: An Application of Structural and Conflrmatory Factor Analysis....Pages 92-96
Effects of Mood and Arousal on Industrial Buyer Evaluation of Salespersons, Sales Presentations, and Vendors....Pages 97-102
Prescriptions to Narrow a Consumer/Organizational Buying Behavior Logical Inconsistency....Pages 103-107
An Empirical Investigation of the Diffusion Process for Personal Computers Among Small Business Enterprises....Pages 108-112
Understanding Purchasing Behavior in Public Sector Markets: A Call for Research....Pages 113-118
New Product Development Process Among Manufacturing Companies in Developing Countries: A Case Study....Pages 119-124
Strategies for Market Entry Into Power-Dominated Channels in LDC Markets....Pages 125-129
An Empirical Investigation of the Differences Between Initiating and Continuing Exporters....Pages 130-134
Export Trading Companies: A Promise Yet Unfulfilled....Pages 135-139
The Role of the Japanese General Trading Companies (Sogo Shosha) in Globalization of Business....Pages 140-144
Measurement of Marketing Productivity in a Developing Country....Pages 145-149
Managing International Subsidiaries: The Case of Swedish Firms....Pages 150-154
The Process of Technology Transfer Through Joint Ventures: International Marketing Implications....Pages 155-160
A Cross Regional Study of Export Performance: Atlantic Provinces and Prairie Region Manufacturers Contrasted....Pages 161-165
Is the Third World Ready for Consumerism? The Case of India and Trinidad & Tobago....Pages 166-171
The Impact of International Marketing Research on Export Marketing Strategy: An Empirical Investigation....Pages 172-175
The Impact of Social Class on the Ownership of Consumer Durable Goods in Mexico....Pages 176-180
An Exploratory Investigation of Analogical Reasoning in International Marketing Based on Single Instances....Pages 181-185
Marketing Standardization by Multinationals in an Emerging Market....Pages 186-187
Compatibility Analysis: A Country Selection Strategy for Investment in LDCS....Pages 188-192
Europe 1992: Issues and Prospects....Pages 193-197
Marketing Decision Variables in the Context of a Developing Country....Pages 198-202
Successful Globalization of Parochial Products....Pages 203-207
The Utility of the U.S. Department of Commerce to Small Businesses: An Empirical Study....Pages 208-212
Foreign Market Involvement and Technological Changes Among Enterpreneurial Firms....Pages 213-216
People as Products: An Exploratory Study in a Marketing Exchange Context of Singapore....Pages 217-221
A Cross-Cultural Assessment of Time Oriented Advertising Appeals....Pages 222-226
Shopping Deliberateness in a Developing Country: An Empirical Study....Pages 227-232
Marketing Education and All That Jazz....Pages 233-238
The Impact of the Single European Market on Marketing Education: An Illustrated Note on Integrating the Issues....Pages 239-243
Perspectives on Women in Marketing Education: A Comparison of the Career Paths of Male and Female Marketing Educators....Pages 244-248
Florida’s Mandated Recycling Law (1988): A Marketing Commentary....Pages 249-253
Making Ethical Marketing Decisions....Pages 254-258
Controlling the Counterfeit Product Problem: Marketing and Public Policy Implications of the Trademark Counterfeiting Act of 1984....Pages 259-263
‘Needs’ and ‘Wants’ in Marketing Literature: Pedagogical Difficulties....Pages 264-268
Who’s Looking Out for the Consumer? A Profile of Concerned Marketers....Pages 269-273
Noncumulative College Education in Marketing: Retarding Professionalism....Pages 274-278
The Impact of Market Structure, Versus Competitor Strategy, on Simulation Outcomes....Pages 279-283
Adding Skill Development to Graduate Marketing: A Case History....Pages 284-288
The Generalizability of Measurements: An Application to ’Blind Refereeing’ Process....Pages 289-294
An Investigation of Service Provider Choice: Ethnic Identity or Better Service?....Pages 295-299
The ’Dead Zones’ in Minorities Marketing....Pages 300-304
A Framework for Developing Reliable and Valid Indicators of Students’ Performance in Marketing Courses....Pages 305-309
An Exploration of Intergenerational Differences Among Mexican-Americans: Consumption-related Attitudes and Behavior....Pages 310-314
Black/White Differences in Rebate Perceptions: An Exploratory Study....Pages 315-318
Obtaining a Premium Price by Managing the Firm’s Reputation for Quality....Pages 319-324
An Exploratory Investigation of Different Patterns of Consistency for Cues Used in Consumers’ Subjective Evaluations or Product Quality....Pages 325-329
Consumer Learning Styles: Implications for Promotional Strategy....Pages 330-334
Attitudes of the Electorate Toward Political Advertising....Pages 335-340
Top Advertisers Budgeting Methods in Canada....Pages 341-345
Defining and Measuring Company Image....Pages 346-350
Role Stereotypes in Television Advertisements....Pages 351-355
Toward Conceptualizing a Model of Direct Marketing Responsiveness in Consumer Environments....Pages 356-360
Rank Order Data and the Choice of a Correlation Input to Confirmatory Factor Analysis....Pages 361-365
Predictive Accuracy of Classification and Regression Trees (CART) Versus Conjoint Analysis....Pages 366-370
The Measurement of Consumer Enthnocentrism: Revisiting the Cetscale....Pages 371-375
Measuring Nonrepresentativeness in a Bank Customer Survey: A Case Study....Pages 376-379
The Effect of Transforming the Dependent Variable on Predictive Validity in OLS Conjoint Estimation Procedure....Pages 380-384
An Analytical Study of the Frequency and Determinants of Forecast Selection for Judgmental Revision....Pages 385-389
Importance Weight Sensitivity in the Hybrid Conjoint Model....Pages 390-394
An Investigation of the Predictive Validity of Bipolar Adjective and Graphic Position Scales....Pages 395-400
Event History Analysis of a Waterfront Redevelopment Project on Existing Retailers....Pages 401-406
Retail Practices: Ethical Perceptions of Retail Students....Pages 407-410
Service Orientation and Ancillary Service Perceptions....Pages 411-414
Incremental Analysis: For Retail Decision Making....Pages 415-419
Part-Time Employment of Older Workers in the Service Industry....Pages 420-423
The Sun Also Rises in the West - Emerging Alternatives to Pacific Rim Sourcing in the Western Hemisphere....Pages 424-426
The Franchise Selection Decision: A Decision Systems Analysis....Pages 427-431
Psychological Age and Fashion Innovations....Pages 432-436
Studying the Bodega in Hispanic Barrios: Research Realities from a Field Study....Pages 437-440
Competition Between Specialty and NonSpecialty Outlets: The Effect of Consumer Expertise....Pages 441-446
Psychic Stock: Retail Inventory for Stimulating Demand....Pages 447-450
Changing Economic Conditions of Small Rural Trade Areas: Some Notes on the Presence of Discount Retail Chains....Pages 451-456
Traditional and Non-Traditional Women-Owned Enterprises: A Comparative Study of Retailers and Realtors....Pages 457-460
The Effects of Retail Sales Promotions on Consumer Decision Making Strategies and Attitude-Behavior Consistency....Pages 461-465
On Defining and Measuring Store Image....Pages 466-470
Field and Laboratory Experiments in Retailing and Marketing Research....Pages 471-474
The Role of Marketing in Educational Services Perceptions of Private Schools....Pages 475-479
Traveler Destination Image Modification Process and Its Marketing Implications....Pages 480-482
How to Improve Perceived Service Quality by Increasing Customer Participation....Pages 483-487
The Need for Positioning in the Health Care Market....Pages 488-492
Examining Market Opportunities for Optometric Services....Pages 493-497
The Effect of Negatively Stated Disclosures in Legal Ads on Consumer Perceptions of the Lawyer: An Exploratory Study....Pages 498-502
Lawyer’s Perceptions of Client Dissatisfaction....Pages 503-507
The Interaction of Marketing with Other Functional Units in Product/Service Management: R&D, Production, and Human Resources....Pages 508-512
The Value-Added Role of Boundary-Spanning Employees....Pages 513-517
Consumer Perceptions of Service Salespeople....Pages 518-522
The Role of Marketing in Mass Transit....Pages 523-525
Does the Degree Designation of a Doctor Make a Difference in the Consumer Selection Process: An Empirical Study....Pages 526-530
How Marketing Managers Use Market Segmentation: An Exploratory Study....Pages 531-536
’Marketing in the 1970s: A Symposium’ Revisited and a Trepidations Peek at the 1990s....Pages 537-542
Back Matter....Pages 543-546