Proceedings of the 1995 Academy of Marketing Science (AMS) Annual Conference

Front Matter....Pages i-xxviii
The Fit of Information Technology to Global Marketing Strategies....Pages 1-1
Diffusion and Adoption of Computers: A Marketing Analysis of a Government Program for Small and Medium Enterprises in Singapore....Pages 2-3
The International Entry Modes Selection of Service Firms....Pages 4-5
Social Comparison and the Idealized Images of Advertising: Revisited....Pages 6-10
An Assessment of the Differential Effects of Negative Comparative, Comparative, and Non-Comparative Print Advertisements....Pages 11-16
An Empirical Investigation of the Direct and Indirect Effects of Price on Brand Choice....Pages 17-17
The Dominant Effects of Brand Name Information: Implications for Consumers’ Product Evaluation....Pages 18-18
Modeling New Product Diffusion: A Micro-Level Approach....Pages 19-24
Purchase Decision Variables in International Industrial Markets: An Empirical Exploration....Pages 25-25
Insights into Polish Consumer Magazine Advertising: A Study of Advertising Activity in Przekrój , 1978 - 1993....Pages 26-32
Shopper Situational Attributes in India and the United States....Pages 33-33
Inherited Product Liability: The Compatibility of Successor Corporation Liability with Marketing Views of Channels....Pages 34-34
A Conceptualization of Cause-Related Marketing: A Consumer Behavior Perspective....Pages 35-36
Comparisons of Measures of Covariation and Conceptual Similarity....Pages 37-42
Magazine Readership and Adult Sex-Role Schematicity....Pages 43-47
The Role of Price/Quality Tiers on the Cluster Effect in Brand Choice....Pages 48-48
Market Orientation: Reconciliation of Two Conceptualizations....Pages 49-55
Marketing Orientation: Past, Present and Future....Pages 56-62
Marketing and Human Resource Managers: Differences in Perception and Decision-Making....Pages 63-63
Heavy vs Light Recycling Behavior: The Influence of Political Concern, Knowledge and Perceived Benefits....Pages 64-69
A Study of Blackiwhite Consumption Differences....Pages 70-74
Black Cultural Identities: Distinctions Among Black Americans....Pages 75-82
Conceptual Similarity or Conditional Probability?....Pages 83-88
When the Going Gets Tough, the Tough go Shopping: A Fresh Look at Consumer Shopping Motivations....Pages 89-94
Conceptualization and Measurement of Perceived Value: A Two-Dimensional Approach....Pages 95-100
Cross Cultural Analysis of Factors Affecting Consumer Patronage: Implications for South African Retailers....Pages 101-106
The Perceived Usefulness of Competitive Intelligence Systems and Relationship to the Strategic Orientation of the Firm....Pages 107-107
On the Relationship Between Approaches to Marketing Strategy and Company Performance....Pages 108-114
Nonprofit Organizations and Their Strategic Responses to Future Funding: The case of HIV/AIDS Service Providers....Pages 115-123
Global Sourcing Practices and ISO 9000 International Quality Standards....Pages 124-124
Standardization Versus Customizing Services Across Global Markets....Pages 125-125
The Relationship between Strategy and Conflict Management: A Japanese Perspective....Pages 126-132
Motivational Differences Between Salesmen and Saleswomen: Actual or Percpetual?....Pages 133-138
An Experimental Investigation of Personal Selling Job Attributes and their Effects on Job Desirability, Prestige and Dimensions of Sales Success....Pages 139-143
An Examination of the Effect of Compensation Plan Selection on Retail Salesperson Productivity....Pages 144-148
International Personal Selling: A High/Low Context Perspective....Pages 149-154
Strategic Intelligence Systems and the Salesforce....Pages 155-155
The Moderating Role of Involvement on Salesmen Credibility and Accent: Impact on Consumer Purchase Intentions....Pages 156-162
Relationship Selling: A Synopsis of Recent Research....Pages 163-166
A Taxonomy of Strategy, with Performance Correlates, in an Evolving Free Trade Area: Canadian Firms Respond to NAFTA....Pages 167-170
Free Trade in a Changing Global Marketplace: A Theoretical and Practical Assessment....Pages 171-176
From Practice to Theory: An Examination of an International Marketing Strategy in the Social Expressions/Greeting Card Industry....Pages 177-178
Contrasting the Differences Between People-Driven and Facility-Driven Service Encounters....Pages 179-182
Modeling Consumer Intentions to use a Service Category....Pages 183-183
Internal Marketing’s Role in Organizations: A Transaction Cost Perspective....Pages 184-184
Effects of Multicollinerity in Data Envelopment Analysis (DEA) Models of Product Market Efficiency....Pages 185-191
Evaluating and Selecting Bases for Conjoint-Based Segmentation....Pages 192-192
Appropriateness of Mathematical Programming in Marketing to Solve Discriminant Problems: A Monte Carlo Simulation Approach....Pages 193-194
Variation in Country of Origin Images Between Destination Countries: An Exploration....Pages 195-195
The Impact of Brand National Affiliation and Country of Production on Consumer Preferences....Pages 196-201
Ethnocentrism: A Literature Overview and Directions for Future Research....Pages 202-207
Customer Participation and Knowledge Level: How Will it Affect the Delivery of the Health Care Offering?....Pages 208-212
Marketing Educational Services to Meet Parent-Student Expectations....Pages 213-218
An Evaluation of Market Segments for Dental Care: A Determinant Attribute Approach....Pages 219-219
A Typology of Disturbances to Buyer-Supplier Relationships....Pages 220-224
Effects of Interorganizational Climate on Channel Cooperation....Pages 225-225
Trust, Ethics and Relationship Satisfaction....Pages 226-227
Environmentally-Evoked Uncertainty Activator of Power in Channel Relationships....Pages 228-233
Proposing a Longitudinal Economic Model for Exercising Power in Vertical Channel Relationships....Pages 234-239
A Case Study of a multinational Bank’s Use of Relationship marketing in Corporate Banking....Pages 240-241
Information Acquisition and Risk Perception - An Experimental Comparison of Consumer Services and Business Services....Pages 242-250
Measuring Internal Service Quality: An Exploratory Study....Pages 251-251
An Alternative to the Polls: Why a Game can Predict a Political Race....Pages 252-254
Direct Mapping of Consumer Perceptions....Pages 255-263
An Exploratory Investigation into the Role of Formalized Political Activity in International Marketing Strategy....Pages 264-268
Personal and Professional Values Underlying Ethical Decisions: A Comparison of American and Thai Marketers....Pages 269-269
A Suggested Macro Strategic Plan to Improve U.S. Global Competitiveness into International Markets....Pages 270-274
An Analysis of Consumer Reactions to an Out-of-Stock Experiment....Pages 275-275
Price Tier Competition: An Inventory of Research Propositions....Pages 276-276
Salesperson Types and their Linkage to Reward Valence, Job Satisfaction, Job Effort, and Propensity-to-Leave: An Empirical Investigation of Retail Salespeople....Pages 277-282
Control Systems in Independent Distribution Channels and their Impact on Performance....Pages 283-283
Transaction Costs and Relational Nonns in Dtstribulion Channels: Research Propositions from the Buyer’s Perspective....Pages 284-284
An Exploration of Market Orientation at the Wholesale Level....Pages 285-286
Market Entry into the Newly Opened Indian Market: Recent Experiences of U.S. Companies in the Soft drinks Industry....Pages 287-292
Internationalization of Professional Services: The Case of Dutch Medium Sized Accountancy Firms....Pages 293-293
International Marketing Consortia: Some Implications for Developing Nations....Pages 294-301
Teamwork Barriers in Japanese High-Technology Firms....Pages 302-303
A Review of Bundled and Unbundled Post-Sale Service Options....Pages 304-311
New Zealand Students’ Preferences for Careers in Sales: Implications for Marketing Educators....Pages 312-316
Marketing Literacy, A First Approximation....Pages 317-321
Developing Process Mapping Skills: A Case Study....Pages 322-326
Endowed Chairs: Future Funding Priorities....Pages 327-330
Back Matter....Pages 331-332