Thriving in a New World Economy: Proceedings of the 2012 World Marketing Congress/Cultural Perspectives in Marketing Conference

Front Matter....Pages i-xxii
Front Matter....Pages 1-1
Building Initial Relationships: The Emerging Tasks of Sales in New Business Development....Pages 2-5
The Franchisor/Franchisee Relationship: How can this Relationship be Strengthened from the Franchisees’ Perspective?....Pages 6-6
Interpersonal Trust and Within-Nation Regional E-Commerce Activity....Pages 7-10
Front Matter....Pages 11-11
A Study to Consider how Salespeople believe They can Build a Long Term Service Relationship with their Customers....Pages 12-12
Conceptualizing Multichannel Consumer/Salesperson Interactions For A High Tech Product....Pages 13-13
Pricing and Sales Force Compensation Strategies: Are They Motivating or Demotivating Your Sales Force?....Pages 14-16
Experimental Examination of Performance Consequences of Change Implementation for Sales Force Integration....Pages 17-17
Front Matter....Pages 18-18
Understanding Market Orientation Among Small Businesses in Rural Ghana....Pages 19-19
Franchising, Knowledge Transfer, and Development in Emerging Markets....Pages 20-23
Opportunities and Challenges for Family Businesses Pursuing Global Markets....Pages 24-29
Front Matter....Pages 30-30
Cowboy Ethics: Marketing Gimmick or Business Ethics Tool?....Pages 31-35
Front Matter....Pages 36-36
Linking Values and Behaviour to Understand Sustainable Consumption Pattern of Indians: A Structured Abstract....Pages 37-40
Conform or Resist? Immigrant Females and Consumer Empowerment....Pages 41-44
What Drives Mass Transport Usage Intentions: Collectivism, Environmentalism, or Plain Pragmatism?....Pages 45-47
Building Understanding of the Domain of Destination Image: A Review....Pages 48-48
Front Matter....Pages 49-49
A Cross-Cultural Drive to Innovation: Phronetics from the Field....Pages 50-54
Like It or Not - Social Media Marketing in B2B Companies....Pages 55-55
Usage and Importance of Social Media for Corporate Communication and Stakeholder Dialogue....Pages 56-59
Front Matter....Pages 60-60
A Structural Equation Model of Credit Card Debt Among the Youth Market....Pages 61-64
Conscious and Subconscious Evaluation of Service Recovery Situation....Pages 65-69
Front Matter....Pages 60-60
How National Cultures Influence National Rate of Innovation....Pages 70-72
Ethnic Marketing is Not New – Challenging Research Methodologies Behind it is. Preliminary Phd Results About the Application of Projective Techniques in Ethnic Focus Groups....Pages 73-76
Front Matter....Pages 77-77
Sustainable Consumption Through Innovative Use: Marke Eigenbau in the Former East Germany....Pages 78-78
I Mean Green So i Eat Organic: Testing the Effect of Peer Pressure on the Purchase and Consumption of Organic Food....Pages 79-82
Front Matter....Pages 83-83
Does City Brand Equity Have any Impacts in Tourism World? A Case Study of Bandung City - Indonesia as a Tourism Destination....Pages 84-87
Festival Visitors’ Emotion and its Response to the Environment....Pages 88-88
Perspectives on Destination Competitiveness – National Destination Competitiveness’ Influence on Regional Attractiveness....Pages 89-92
The Importance of Social Relationships in Festival Quality Evaluation....Pages 93-93
Front Matter....Pages 94-94
Ad Appeals in the Context of Viral Advertising....Pages 95-95
The Selling Power of Customer-Generated Product Reviews: the Matching Effect Between Consumers’ Cognitive Needs and Persuasive Message Types....Pages 96-99
Front Matter....Pages 100-100
Luxury Consumption in Brics: Rationale Behind ‘Irrational’ Consumption Patterns....Pages 101-105
Translating Values into Teenage Fashion Wants in an Emerging Market....Pages 106-108
Managerial Beliefs Regarding Banking Activity at the Bottom of the Pyramid in an Emerging Economy....Pages 109-111
Three Dichotomies of Luxury Consumption in Russia....Pages 112-112
Front Matter....Pages 113-113
Direct-to-Consumer Prescription Drug Websites: The Moderating Roles of Perceived Risk and Product Category Knowledge....Pages 114-117
Research Perceiving on Poster as Communication Media, Perceiving of College Students at School of Business & Management in Switzerland (Western Culture) vs Indonesia (Eastern Culture)....Pages 118-118
Influence of Brand Trust and Affect, Purchase and Attitudinal Loyalty on Brand Performance....Pages 119-121
Front Matter....Pages 122-122
Hungry to Sell, Humble to Serve: Towards Understanding the Use of Ambidexterity in Optimizing the Sales and Service Mix....Pages 123-123
Intuition and Adaptive Selling....Pages 124-127
Sales and Value Creation: A Synthesis and Directions for Future Research....Pages 128-128
Front Matter....Pages 129-129
Budget Allocation for Customer Acquisition and Retention to Balance Market Share Growth and Customer Profitability....Pages 130-130
Market Orientation and Positioning Strategy: Review and Propositions....Pages 131-131
Building Dynamic Capabilities Through Trust: An Exploratory Model of Employee-Customer-Management Relationship....Pages 132-135
Front Matter....Pages 136-136
Towards a Demand Aggregation Theory of Marketing in Emerging Markets: An Empirical Evaluation of the Promotion of Financial Services in Ghana....Pages 137-137
Comparing Non-Users, Moderate Users and High Users of Self-Service Technologies in an Emerging Economy....Pages 138-142
The Importance and Formalization of Service Quality Dimensions: A Comparison of Chile and the United States....Pages 143-143
Front Matter....Pages 144-144
Turn It Up: That’s My Song in That AD....Pages 145-148
Front Matter....Pages 149-149
Marketing Futurecast Lab – Prospecting Trends for A Better Future....Pages 150-150
Revealing Possibilities for Co-Branding – Focusing on Finnish Higher Education of Creative Economy....Pages 151-158
Ranking Scholarly Marketing Journals by Major Subarea....Pages 159-159
Front Matter....Pages 160-160
Ukukhothana: The Curious Case of Conspicuous Consumption and Destruction in an Emerging Economy....Pages 161-163
Consumers’ Conspicuousness and its Underlying Traits....Pages 164-167
Exploring Country-Based Motives for Anti-Consumption: A Qualitative Study....Pages 168-171
From Consumer Socialization to Status Consumption: A Cross Cultures Study among High School Students....Pages 172-175
Front Matter....Pages 176-176
Direct-To-Consumer Advertising: A Review and Agenda for Future Research....Pages 177-180
Baby and Me: Single Mothers by Choice and the Artificial Reproductive Technology Marketplace....Pages 181-181
An Investigation of Young Consumers Alcohol Consumption: an Irish Perspective....Pages 182-184
Front Matter....Pages 185-185
Banking in India: Role of Self-Service Technologies....Pages 186-189
Segmentation Analysis of Mobile Phone Users Based on Frequency of Feature Use....Pages 190-193
Service Entry in Emerging Markets: Introducing Foreign Services to Russian Markets....Pages 194-194
Front Matter....Pages 195-195
A Comparison of American and Hong Kong Consumers’ Attitudes Toward Product Placement in Movies....Pages 196-196
Exclusion from Entertainment and Leisure Venues: Can’t we Play, Too?....Pages 197-197
The Business Model and Value Chain of Cultural and Creative Industry....Pages 198-203
Front Matter....Pages 204-204
Influence of Group Characteristics on Individual Consumption when Sharing: An Exploratory Study on Television Viewing....Pages 205-208
Modelling Ethicality in Consumption: Bridging the Literature on Ethics....Pages 209-209
Revisiting Salesperson Knowledge: The Role of Optimism....Pages 210-213
Front Matter....Pages 214-214
Drivers and Outcomes of an Eco-Friendly Tourism Attitude and Behavior....Pages 215-223
Tourist’s Multichannel Use and Its Antecedents....Pages 224-227
Front Matter....Pages 228-228
The Effective Price in State-Sponsored Lottery Games: Opportunities for Marketing Actions That Support Revenue Generation for Public Policy Making....Pages 229-229
Front Matter....Pages 230-230
Acceptance and Adoption of Online-Received Recommendations on Social Media Platforms: An Empirical Investigation....Pages 231-233
Utilitarian or Hedonic? A Cross Cultural Study in Online Shopping....Pages 234-239
An Integrated Luxury Retail Experience: Mobile Confidence, Mobile Trust and Technology Acceptance of Quick Response Codes....Pages 240-241
Front Matter....Pages 242-242
An Exploratory Study of Ethics, CSR and Sustainability Education in Graduate/Undergraduate Business Schools: Specifically in the Marketing Curriculum....Pages 243-246
Evaluating the Readability of Marketing Research Textbooks: an International Comparison....Pages 247-247
The Marketing Ethics Course: Current State and Future Directions....Pages 248-250
Front Matter....Pages 251-251
Attention to Print Advertising: An Eye Tracking Study in the Context of Airline Advertisements....Pages 252-255
Exchange Offer as a Sales Promotion Tool for Consumer Durables: A Content Analysis of Indian Print Advertisement....Pages 256-257
Should Destination Marketers Avoid Dark Movies in the Marketing Plans?....Pages 258-261
Front Matter....Pages 262-262
Choosing the Right Cause: The Moderating Role of Meta-Cognitions in Cause-Related Marketing Effectiveness....Pages 263-266
The Social Influence of the Manager on Customer Contact Employee Behavior: A Structured Abstract....Pages 267-269
Front Matter....Pages 262-262
Green & Sustainable Luxury: A Strategic Evidence....Pages 270-270
Front Matter....Pages 271-271
Same Country, Different Ethnicity: The Role of Ethnicity on Impulse Buying....Pages 272-279
Towards an Understanding of Motivations Underlying the Resistance of French Consumers....Pages 280-282
“Perceived Seller Loyalty” for “Customer Loyalty”, Does “Tat for Tat” Work Like “Tit for Tat”?....Pages 283-286
Front Matter....Pages 287-287
A Social Emphasis to Triple Bottom Line Reporting of Corporate Sustainability Efforts....Pages 288-288
An Examination of Determinants of Corporate Social Responisbility Disclosure Strategies....Pages 289-292
The Impact of Corporate Philanthropy on Corporate Reputation: A Cross-National Comparison....Pages 293-293
Front Matter....Pages 294-294
Willingness to Participate: Understanding Consumer Participation Online....Pages 295-295
Front Matter....Pages 296-296
The Effect of Consumers’ Consciousness on Brand Perceptions: A Cross-Cultural Study....Pages 297-297
Brand Compromises: An Examination of Cultural Influences on Consumer Complicity with Counterfeit Brands....Pages 298-300
Exploit, Neglect, Develop, Live - A Typology of Country Image Use in Company Branding....Pages 301-301
A Qualitative Approach to Analyze Intercultural Competence in Sino-German Collaborations....Pages 302-305
Front Matter....Pages 306-306
I Imagine, I Shop, I Buy: The Effects of Self-Esteem and Social Participation on the Ability to Imagine, and Consumer Fahsion Objects in a Retail Environment....Pages 307-307
Retailer Brand Equity: An Approach Based on Store Image....Pages 308-310
Front Matter....Pages 311-311
The Psychology of Social Networking Site Usage: An Empirical Examination of Antecedents to Intention and Behavior....Pages 312-315
Toward a Better Understanding of the Ever Expanding Social Web: A Uses and Gratifcation Approach....Pages 316-316
Front Matter....Pages 317-317
Health Care Services Marketing of Swedish Innovation – A Comparative Study....Pages 318-324
Consumers’ Security Concerns: Does it Exist in the Context of Adopting RFID in the Healthcare Industry?....Pages 325-327
Advances in Prior Knowledge Conceptualizations: Investigating the Impact on Health Behavior....Pages 328-328
Raising Awareness of Responsible Drinking Among Students: A “Live” Campaign Approach....Pages 329-332
Front Matter....Pages 333-333
Inferences and Evaluations of Hybrid Products: The Role of Goal Activation....Pages 334-336
Impact of Time Orientation on Consumer Innovativeness: A Study in India and the United States.....Pages 337-339
Understanding the Role of Emotion in Self-Service Technology Adoption: A Structured Abstract....Pages 340-343
Front Matter....Pages 344-344
Understanding Sustainability DNA: An Exploration into the Dna of the Top 100 Sustainable Companies....Pages 345-345
Does Flse Perceive Organizational IMO Impact on their Customer Oriented Behavior?....Pages 346-346
Nonprofit Marketing: A European Perspective on Donations and Religiousness....Pages 347-356
Front Matter....Pages 357-357
Nugget Notes: A Simple Teaching Tool....Pages 358-358
Social Media Assessment for Marketing Students: The Klout Challenge....Pages 359-359
When Second-Best Becomes the First-Best Option: The Education Dilemma....Pages 360-362
Front Matter....Pages 363-363
Global Brand Purchase Intentions and the South African Consumer....Pages 364-373
Bringing the Nation to the Nation Branding Debate: Evidence From Ukraine....Pages 374-377
Front Matter....Pages 378-378
Leveraging Brand Communities in Service Innovation....Pages 379-379
Complexity Sciences in Service Research – Challenges and Opportunities....Pages 380-380
Consumer Adoption of Cloud Computing Service: An Exploratory Study....Pages 381-384
A Conceptual Contribution to Research on Stimulating Service Innovation – The Interrelation of Service Innovation and Customer Complaint Management....Pages 385-385
Front Matter....Pages 386-386
A Tale of two Tongues: Does Language Moderate Sparkling Wine Prefernces in Belgium....Pages 387-390
Exploring Entrepreneurial Marketing Efforts of New Mexico Winemakers....Pages 391-391
Back Matter....Pages 392-394