Proceedings of the 1998 Academy of Marketing Science (AMS) Annual Conference

Front Matter....Pages i-xxxix
Effects of Music Induced Arousal on Cognitive Responses and Store Image....Pages 1-10
The Advertising Effectiveness of Different Levels of Humor and Warmth and the Moderating Role of Affect Intensity....Pages 11-16
An Investigation of Innov Ativeness and Early Product Adoption among Teenagers....Pages 17-25
Reconceptualizing Trust: An Evolutionary Process Model....Pages 26-26
The Role of Interpersonal Trust in the Client-Consultancy Relationship: An Exploratory Analysis....Pages 27-27
Relationship Strength in Business Relationships and its Role in Observed Relational Outcomes....Pages 28-28
Offensive vs. Defensive Opportunism in Marketing Channel Relationships: An Essay on Their Ethics....Pages 29-35
Order Bias in the Application of the Servqual Instrument....Pages 36-41
Theory Devewpment in Services Marketing: Transcending Service Specificity....Pages 42-47
Customer Satisfaction, Assessment, Intentions and Outcome Behaviors of Dyadic Service Encounters: A Conceyfual Model....Pages 48-54
Employers’ and Students’ Perceptions of Service Quality: Potential Problems for Marketing Educators....Pages 55-55
Managing Academic Misconduct in the Classroom: A Discriminant Analysis of Subject and Situational Differences Between Cheaters and Non Cheaters....Pages 56-61
Experiential Learning: The Bridge to the “Real World”....Pages 62-62
The Evaluation of Faculty Performance in Research and Service: Some Practical Benchmarks....Pages 63-68
The Quality of Conference Programs and the Value of Conference Proceedings: Future Direction for the Academy of Marketing Science....Pages 69-74
Tourism Marketing and Public Policy in Australia: The Case of Brand Wa.....Pages 75-79
An Application of the Dominant Product-Dominant Country Framework of Export Segmentation to the Case of Turkey....Pages 80-81
The Dimensionality of Environmental Concern: Validation of Component Measures....Pages 82-82
Exploring the Male\Female Earnings Gap Among Managers: A Case of Turkey....Pages 83-84
Macro Issues in Marketing: A Discussion....Pages 85-87
A Model of Seller-Buyer Product Development Relationships in Technology-Based, Industrial Markets....Pages 88-90
Product Contingencies and the Locus of Entrepreneurial Knowledge in Marketing Channel Networks....Pages 91-91
Emergent Properties of Interorganizational Business Relationships: An Exploratory Case Study of Swedish Smes....Pages 92-97
Thoughts on an Old Theme: Entrepreurship and Organisation....Pages 98-98
Dealing with Periods of Tension in Buyer-Vendor Relationships....Pages 99-99
Anomia and Fraudulent Behavior by Retail Employees....Pages 100-107
Risk and Return in International Retailing....Pages 108-112
Integration and Performance: An Examination of the Marketing/Logistics Interface....Pages 113-113
Logistics: An Evolutionary Perspective, Considerations and Future Directions....Pages 114-119
Product and Packaging Disposal’s Challenges to Channels Management....Pages 120-121
The Effect of Culture and Language on Organizational Information Processing....Pages 122-122
Building and Maintaining Relationships with Consumers....Pages 123-127
Toward an Understanding of Mature Marketing Relationship Phenomena....Pages 128-128
The Effects of Organizational Redesign on Buyer-Seller Relationships....Pages 129-135
Differentiating Services- The Marketing of Affinity Cards....Pages 136-141
Conjoint Analysis as an Instrument for Marketing Controlling in Service Companies: The Example of the Mannheim National Theater....Pages 142-147
Gap Analysis and Services Marketing: Does Understanding Your Customers Really Improve Sales?....Pages 148-148
A Look at Interactivity from a Consumer Perspective....Pages 149-154
Travel and Tourism Purchase-Consumption Systems....Pages 155-158
African-American Consumer Attitudes Toward Domestic and Foreign-Made Products.....Pages 159-159
Advertiser Risk-Orientation and Attitudes Towards Campaign Planning in the US and Canada....Pages 160-164
Effects of Spanish vs. English Ads on Bilingual Hispanics: Moderating Role of Language Dominance....Pages 165-173
Exploring Print Ads and Web Sites Target Market and Approach Match-Ups: Interactive Video Games and Facial Cosmetics....Pages 174-178
Relationship Marketing: A Synthesis of Three Research Arenas....Pages 179-179
Relationship Strategies Revisited....Pages 180-183
Evolution of a Virtual Enterprise: A Sociological Perspective....Pages 184-189
Actors’ Exchange Paradigms and Their Impact on the Choice of Marketing Models....Pages 190-190
The Performance of Strategic Alliances Revisited: A Conceptual Framework Using the Market Model....Pages 191-194
International Marketing Alliances and Cooperative Games: An Application to the Oil and Airline Industries....Pages 195-199
Evidence for Strategic Alliances and Relationship Marketing in New Zealand Industry....Pages 200-207
Internal Customer Orientation: Antecedents and Consequences....Pages 208-213
The Learning Organization and Market Orientation: A Study of Export Companies in the Netherlands....Pages 214-231
Competitive Strategy and Market Orientation: The Relationship and its Implications....Pages 232-232
Individualistic and Collectivist Values in Business: A Retail Management Perspective in Privatizing Economies....Pages 233-234
If There were a Trade War, Who Would Join the Battle?....Pages 235-240
Work Force Diversity Management Strategy: A Catalyst for Global Marketing Competitiveness....Pages 241-242
Marketing Implications of Regional Integration in the Mercosur....Pages 243-247
Data Quality and Database Marketing....Pages 248-253
An Overview of Data Mining and Marketing....Pages 254-259
Exploring Text-Based Electronic Mail Surveys as a Means of Primary Data Collection....Pages 260-264
Integrated Marketing Communications: Conflicts of Interest, Politics and Performance....Pages 265-272
Gender Portrayals in Modern Cigarette and Alcohol Advertisements: A Replication....Pages 273-278
Teenagers’ Perceptions of the Influence of Advertising and Price Versus Peers, Parents, Social Context, and Personal Choice on Their Consumer Behavior....Pages 279-286
An Empirical Study of Export Product Adaptation and its Antecedents for Turkish Export Ventures....Pages 287-287
Antecedents of the Components of Export Market Orientation: A Study of U.S. Exporters....Pages 288-289
Gaining Competitive Advantage through Standardization and Differentiation of Services....Pages 290-296
Adaptation of the Business Concept as a Factor in Entrepreneurship: The Case of Historically Disadvantaged South African Entrepreneurs....Pages 297-303
An Investigation of the Social Construction of the Entrepreneurial Personality by Means of the Critical Incident Technique....Pages 304-309
The Influence of Managerial Disagreement on Industry Characteristics and Strategy on Small Firm Performance....Pages 310-310
Understanding Why Small Firms Choose their Advertising and Promotional Strategies: An Empirical Investigation....Pages 311-315
Emergence of a Virtual Enterprise: An Integrated Theoretical Framework....Pages 316-320
The Impact of Lean Enterprise on Marketing Management....Pages 321-321
Strategic Groups, Mobility Barriers and Trapped Brands....Pages 322-327
An Empirical Investigation of the Influence of Non-Price Variables on Quality Tier Competition....Pages 328-328
Managing Transaction Dependence: An Empirical Examination of the Moderating Role of Relationship Closeness on the Use of Vertical Control....Pages 329-331
Promoting Interorganizational Connectivity in the Electronics Industry....Pages 332-338
Modeling Customer Satisfaction in Business Markets: Some Basic Issues Revisited....Pages 339-339
Strategy and the Performance of Small Business Websites....Pages 340-343
Compulsive Buying Behavior: Terminology and an Appucation to New Media such as the Internet....Pages 344-348
Internet Shopping: Findings from an Exploratory Study and Research Propositions....Pages 349-349
Communication and the Service Exchange: Confirming The Dimensions of Provider Relational Messages and Exploring their Impact on Client Satisfaction....Pages 350-350
Internal Marketing Tactics: Is Communication Really All There Is To It?....Pages 351-355
Capitalizing on Simulated Word of Mouth in Servicescapes: An Exploratory Study....Pages 356-362
Celebrate the Moments of Your Life: An Investigation of Time as a Cultural Value in American Television Advertising....Pages 363-367
Extension and Validation of the Consumption Value Theory with Specific Reference to Shopping Centre Patronage in South Africa....Pages 368-373
An Exploration of Values in Various Cultural Contexts: Discussion Leader Comments....Pages 374-376
Worker-Firm Value Congruence in Low-Level Service Providers: Validation of a New Research Tool....Pages 377-382
An Exploratory Investigation of Responses to Survey Screening Questions: The Impact of Placement and Format....Pages 383-387
A Comparison of Alternative Approaches for Cluster-Based Buyer Segmentation in Optimal Product Positioning Models....Pages 388-393
Predicting Response Inducer Effects in Organisational Respondents....Pages 394-394
Why are Counterfeits so Attractive to Consumers? An Empirical Analysis....Pages 395-396
Country-of-Origin and Brand Name Connotation: A Preliminary Conceptualization and Research Hypotheses....Pages 397-398
Situational Factors in Seasonal Patterns of Shopping in Cyprus: Abstract....Pages 399-400
Advertiser-Agency Relations: A Review and Synthesis of Research....Pages 401-401
Sex in Advertising: Who Dislikes it and Why?....Pages 402-402
Exploratory Findings on the Attitudinal Effects of Super- and Poor-Levels of Direct Consumer Premium Desirability....Pages 403-403
A Framework for Category Management Relationships....Pages 404-411
Vertical Control and Performance: The Role of Power, Relational Norms and Transaction Cost Analysis in Distribution Channels....Pages 412-417
The Role of Proctorship for Independent Sales Representatives: Influencing Effective Inter-Organizational Relationships....Pages 418-423
Antecedents to Loyalty in Agency-Client Relations: The Impact of Long-Term Versus Short-Term Relationships....Pages 424-427
Is Sales Training Effective? Putting Two Hypotheses to the Test.....Pages 428-434
An Investigation of the Selling Situation and Customer-Oriented Selling....Pages 435-441
Effects of Salesperson Attractiveness on Consumer Perceptions of Service Quality: A Conceptual Framework....Pages 442-447
Conjugal Sales Agents: Copreneurs or Selling Teams?....Pages 448-454
Marketing Planning, Market Orientation and Performance: An Empirical Study of Australian Organisations....Pages 455-456
Identifying the Barriers to Market Orientation: British Retail Companies....Pages 457-457
Strategy, Market Orientation, or Environment: Relative Influence on Small Manufacturing Firms....Pages 458-458
Conceptualizing Store Choice Processes Using Perceived Risk....Pages 459-459
The Interactive Effect of Presentation Format and Brand Usage on the Effectiveness of Retail Price Advertisements....Pages 460-465
A Cluster Based Typology of ‘Sale’ Shoppers’ Motives, Images and Beliefs....Pages 466-472
An Analysis of Emotional Appeals Used by Global and Regional Cosmetic Advertisers....Pages 473-473
Firms’ Marketing Mix Effectiveness and Modes of Entry in the Host Countries....Pages 474-474
Across-National Comparison of Consumer Environmental Attitudes Representing Five Major Regions of the World....Pages 475-475
A Strategic Perspective on Green Packaging: Concerns and Actions....Pages 476-476
Marketing of Ideas in Social Marketing: A Case Study....Pages 477-477
Distorted Representations of Ethnic Minorities in Consumer Advertising: Effects and Consequences....Pages 478-478
Regulating Commercial Speeches on the Internet in Taiwan: A Survey of Advertising Professionals About Web Advertising Practices....Pages 479-480
The Influence of Prior Experience on Amount of Search and Serach Correlates: A Study for Computer Serach Behavior of Industrial Firms....Pages 481-481
Modeling Operationalized Measures of Customer Loyalty....Pages 482-482
Examining the Testing Effects of Repeated Measures of Attitudes....Pages 483-483
Accurate Research Results? A Social Desirability Bias Investigation....Pages 484-484
Online Reevaluations of Attribute Information in Sequential Consumer Choice....Pages 485-485
Using Uncorrelated Conjoint Choice Designs in a World of Correlated Beliefs....Pages 486-487
Sales Promotions: A Multiple Intervention Time Series Approach....Pages 488-488
Useful Information Exchange in New Product Development: Differences in Definition....Pages 489-489
An Integrated Model of Type of Commitment and Trust on Quantitative and Qualitative Outcomes of Negotiation....Pages 490-490
The Effects of Salespersons’ Perceptions of Customer Trust on Selling Behaviors....Pages 491-492
Interfirm Trust and Dependence Asymmetry....Pages 493-493
Relationship Marketing Strategies in the Life Insurance Industry: A Revised Framework and Across-National Comparison....Pages 494-494
Emerging Roles of the Industrial Salesforce in an Era of Long Term Relationships....Pages 495-495
Relationship Marketing: Viewing the State-of-the-Art Across Perspectives....Pages 496-496
Manufacturer-Supplier Relationships....Pages 497-497
Communication and the Service Exchange: A Coorientational Approach to Predicting Service Encounter Satisfaction....Pages 498-498
Rural Outshopping Behavior: Another Look at Orientations and Social Influences....Pages 499-499
Purchasing Decisions and the Employment Status of the Wife....Pages 500-501
Retail Expansion into International Markets: The Case of United States Retail Chains....Pages 502-503
Managing Customer Roles in Service Organisations: An Australian Perspective....Pages 504-504
Customer Value Audit in International Business Markets : A Strategic Marketing Tool....Pages 505-506
Establishing Cross-National Equivalence of the Customer Satisfaction/ Dissatisfaction Construct....Pages 507-508
An Evaluation of the Marketing Competitiveness of the Us and Japan in a Comparative Framework....Pages 509-517
Back Matter....Pages 518-520