Proceedings of the 1992 Academy of Marketing Science (AMS) Annual Conference

Front Matter....Pages i-xxv
A Model of the Relationship Between the Environment, Strategy, and Performance....Pages 1-5
External and Internal Environmental Determinants of Perceived Uncertainty....Pages 6-10
The Relationship of Channel Structure, Climate and Power to Exchange: Pennington Revisited....Pages 11-15
Exploring the Characteristics of a Salesperson Social Schema....Pages 16-20
Antecedents of Involvement and Perceived Purchase Risk: Better Understanding the Consumer Involvement Profile....Pages 21-26
Restructuring: A Process for Constructing Representations for Choice....Pages 27-32
The Impact of Individual Differences on the Use of Risk Reduction Strategies in Organizational Purchasing....Pages 33-37
Initial Impressions in the Organizational Buyer-Seller Dyad....Pages 38-42
Revisiting the Family Life Cycle: Modifications and Implications....Pages 43-47
Problem Recognition: the Synergy of a Multi-Method Approach....Pages 48-52
An Alternative Approach to Celebrity Spokesperson Selection....Pages 53-56
The Relationship between Organizational Structure and Power in the Buying Center....Pages 57-60
Compulsive Consumers and Elements of Perceived Price....Pages 61-64
Marketing Implications of Business to Business Buying: A Model of the Information Flow of the Purchasing Decision Process....Pages 65-70
Beyond the Family Life Cycle: An Inventory of Variables for Defining the Family as a Consumption Unit....Pages 71-75
Impulse Buying: A New Framework....Pages 76-80
Senior Consumers and Technology: New Directions for Research....Pages 81-86
Moderating Influences on the Relationship between Job Outcomes and Boundary Role Ambiguity....Pages 87-89
Market Mavens and the Relationship between Smart Buying and Information Provision: An Exploratory Study....Pages 90-93
Attribute Importance in Determining Industrial Buyer Satisfaction....Pages 94-99
Toward an Attribution Model of Brand Loyalty....Pages 100-104
Towards Furthering the Explanation of Relative Influence in Husband-Wife Decision Making: A Qualitative Approach....Pages 105-109
Globalization of Credit Card Usage: The Case of a Developing Economy....Pages 110-114
Offset Trading in the US Aircraft Industry: How Much Is Too Much?....Pages 115-120
Euromarketing: Facts and Fiction....Pages 121-125
U.S. Trade Protection in the 1990s: Strategic Implications for the Automotive, Electronics, and Textile Industries....Pages 126-130
Marketing Strategy in an Integrated Europe: Some Research Propositions....Pages 131-135
A Comparison of American and New Zealand Consumer Perceptions of Sex Role Portrayals in Advertising....Pages 136-140
Portrayal of Women in Japanese Advertisements....Pages 141-144
Strategic Business Alliances: Canadian Motives and Objectives in Asia Pacific....Pages 145-149
Europe 1992: the Impact of Unification of the Automobile Industry....Pages 150-154
Hong Kong Consumers’ Perception of Domestic Versus Foreign Banks....Pages 155-159
The Influence of Multi-Level Cultures of Intercultural Negotiation: National, Business, and Organizational Cultures of the U.S. and Japan....Pages 160-164
Exploring a Proposed Time Use/Commitment Classification Model: a Taxonomy and Methodology Extension to the Far East....Pages 165-169
Privatization in Developing Countries and the Marketing Imperative....Pages 170-175
A Cross National Study of Advertising’s Effect on the Savings Rate....Pages 176-180
International Product Life Cycle: Introduction to Rapid Succession Theory....Pages 181-184
International Segmentation Options: Getting Away from Conventional Wisdom....Pages 185-188
Consumer Preferences as Barriers to Standardising Marketing Programmes in the Single European Market: the Role of Country-Of-Origin and Ecological Product Attributes....Pages 189-194
Sales Adaptation in Japan; an Expansion of the Contingency Model....Pages 195-199
A Comparative Analysis Of U.S. Vs European Productivity Trends and their Implications for U.S. Global Competitiveness....Pages 200-204
Southeast Asian Perceptions of U.S. and Japanese Imports: a Cross-National Comparison of Country-Of-Origin Effects....Pages 205-209
A Look at Recent Ec Tv Advertising Regulations....Pages 210-214
EC 1992 Initiatives and Advertising Industry Changes....Pages 215-219
Educating  Teachers  to  Integrate  Computers  into  the K-12  Classroom: a Marketing  Education  Perspective....Pages 220-224
The Effects of Cues and Information on Student Performance and Retention....Pages 225-227
Targeting Minority Groups: Assessing Students’ Needs in Selecting a University....Pages 228-232
Student Perceptions and Classroom Behavior: Evaluations of Classroom Experience, Perceptions of Standard Evaluations, and Exhibited Behaviors....Pages 233-237
An Investigation of Educational Needs for Marketing Research Professionals....Pages 238-240
Teaching Marketing Courses in China’S M.B.A. Program....Pages 241-245
An Experiential Approach to Bring Reality to Introductory Merchandising Students....Pages 246-249
Marketing the Introductory Marketing Course: an Analysis of Changes in the \"Buyers’\" Perceptions....Pages 250-254
The Multilinguistic Abilities of U.S. Marketing Majors....Pages 255-259
A Legal View of Excessive Product Consumption....Pages 260-264
The Commercial Piracy of Intellectual Property....Pages 265-268
The Foreign Corrupt Practices Act Revisited: Laws to Improve Global Marketing Practice....Pages 269-272
Product Line Price Optimization With Conjoint Analysis....Pages 273-277
Purchase Motivation as a Function of Self-Congruity and Functional Congruity: a Structural-Causal Analysis....Pages 278-283
The Effect of Perceived Fit on Consumer Expectations of Brand Extension Success....Pages 284-289
Developing and Measuring the Concept of Warranty Premium....Pages 290-295
Packaging and the Environment: a Discussion of the Issues....Pages 296-300
Product Bundling: a Normative Model Based on an Orientation Perspective....Pages 301-305
An Exploratory Investigation of Perceptions of Odd and Even Pricing....Pages 306-309
A Study of the Relationships between Hospital Advertising Practices and Hospital Characteristics....Pages 310-314
Industrial Versus Consumer Sales Promotion....Pages 315-319
Visual Components of Print Advertising: the U.S. and Korea....Pages 320-324
The Job Involvement/Organizational Commitment Interaction Effect on Salespersons’ Turnover....Pages 325-329
Perceived Corporate Ethicalness and Salesforce Turnover: a New Rationale for More Ethical Corporate Behavior....Pages 330-335
Gatekeeper Perceptions: Implications for Improving Sales Ethics and Professionalism....Pages 336-341
Exploring the use of Incentives in Fundraising by Not-For-Profit Organizations....Pages 342-344
Organizational Culture and Sales Management....Pages 345-350
A Comparison of Coupon Usage Behavior Between Afro-, Caucasian- and Chinese-Americans....Pages 351-355
Antecedents of Ethical Decision Making in Sales Organizations....Pages 356-360
An Examination of the Effects of Behavioral Variables and Employee Characteristics on the Salesperson’s Propensity to Quit....Pages 361-366
Normative Criteria for the Development and Appraisal of Marketing Theory....Pages 367-371
Understanding the Recycler: an Emerging Arena for Marketing Strategy....Pages 372-376
Differentiation in Business and Economics....Pages 377-382
Testing the Reliability and Validity of Belk’S and Richins’ Materialism Scales....Pages 383-387
An Indirect Deterministic Causal Sales Forecasting Model: Accuracy, Information, Conditional Efficiency, and Effectiveness....Pages 388-393
Phenomenological Research: Procedures and Analysis....Pages 394-398
Unobtrusive Measures of Income: Alternative Bases for Segmentation....Pages 399-401
Self-Concept Motivation as Mediator Between Self-Image Congruence and Attitude/Intention....Pages 402-406
Multiple Comparison and Cross-Validation in Evaluating Structural Equation Models....Pages 407-411
The Impact of Retailer Use of Point-Of-Purchase Advertising on Sales of Instant-Game Lottery Tickets....Pages 412-416
The Application of the Analytic Hierarchy Process in Sales Personnel Recruitment....Pages 417-421
The Influence of the Firm’S Internal Environment on the Job Commitment and Satisfaction of Employees in New Product Development....Pages 422-426
The Quick Response Impact in Canadian Retailing: a Comparison Across Several Store Formats....Pages 427-431
Just-In-Time (Jit) Retailing....Pages 432-435
Customer Adaptations and Retailing: a Replication Study....Pages 436-440
Sustainable Competitive Advantage in Service Industries: a Conceptual Model and Research Propositions....Pages 441-443
An Experimental Investigation of the Effect of Perceived Service Quality on Consumer Satisfaction with Service Encounters....Pages 444-448
Service Break-Downs a Study of Critical Incidents in an Airline....Pages 449-453
The New Service Development Process: An Assessment....Pages 454-459
Information Processing of Services: Implications for New Services and Relationship Marketing....Pages 460-464
Indicators of Charitable Contribution: Finding Profiles of Donors in the Community....Pages 465-469
Temporal Pattern Recognition Deficiency....Pages 470-474
A Managerial Decision Framework for Vertical Integration....Pages 475-479
Marketing Effectiveness Index (MEI) -Tool for Strategic Marketing Planning....Pages 480-485
Defining Quality: A Contingency Perspective....Pages 486-491
The Stratlogic Approach to the Analysis of Competitive Position....Pages 492-497
The Comstrat Model: Development of an Expert System in Strategic Marketing....Pages 498-502
Accuracy in Self-Report Measures of Arousal: Use of a Bogus Verification to Attenuate Sensitivity Bias in Sex-in-Advertising Experimentation....Pages 503-507
A Parsimonious Version of the Personal Involvement Inventory....Pages 508-512
Explaining Physical Exercise Behavior by Its Cognitive Antecedents....Pages 513-517
Back Matter....Pages 518-520