Marketing Literature Review

1.1 Consumer Behavior

See also 42, 67, 76, 77, 94, 95, 97, 98, 100, 102, 105, 115, 118, 122, 127, 128, 131, 163, 164, 165, 166, 167, 168, 169, 170, 174, 177, 179, 181, 183, 190, 194, 195, 203, 205, 211, 212, 213, 217, 221, 222, 224, 227, 230, 234

1 Single Mothers: Many Faces. Sara Eckel, American Demographics, 21 (May 1999), pp. 62–66. [Trends, Lifestyles, Increased independence, Daily routines, Household income, Education, Health, Market strategy, Health insurance and finance companies, Shopping behavior, Examples.]

2 The Smorgasbord Generation. Charles Fishman, American Demographics, 21 (May 1999), pp. 54–60. [Mothers working outside home, Impacts, Children, Time, Family life, Weekday activities, Examples.]

3 Paradox of Pleasure. Debra Goldman, American Demographics, 21 (May 1999), pp. 50–53. [Study, Lifestyles, Middle class, Shopping behavior, Status, Well-being, Upscaling, Credit, Education, Entertainment, Statistical data.]

4 Implications of Accurate Usage of Nutrition Facts Panel Information for Food Product Evaluations and Purchase Intentions. Scot Burton, Judith A. Garretson, and Anne M. Velliquette, Journal of the Academy of Marketing Science, 27 (Fall 1999), pp. 470–80. [Discussion, Hypotheses, Survey of households, Effects, More accurate use, Measures of nutrition knowledge, Nutrition facts attitude, Statistical analysis.]

5 Analyzing the Commitment–Loyalty Link in Service Contexts. Mark P. Pritchard, Mark E. Havitz, and Dennis R. Howard, Journal of the Academy of Marketing Science, 27 (Summer 1999), pp. 333–48. [Literature review, Conceptualizations, Antecedent processes, Consumer survey, Resistance to change, Scales, Mediating effects model, Path analysis, Implications.]

6 Moviegoers' Experiences and Interpretations of Brands in Films Revisited. Denise E. DeLorme and Leonard N. Reid, Journal of Advertising, 28 (Summer 1999), pp. 71–95. [Literature review; Focus groups and depth interviews; Frequent, infrequent, younger, and older moviegoers; To older moviegoers brands in movies symbolized social change, whereas to the younger informants they symbolized belonging and security; Implications for advertising practitioners.]

7 The Internet Shopper. Naveen Donthu and Adriana Garcia, Journal of Advertising Research, 39 (May/June 1999), pp. 52–58. [Discussion, Hypotheses, Telephone survey, Characteristics (socioeconomic, motivational, attitudinal), Comparisons, Internet nonshoppers, Statistical analysis.]

8 Integrating Cultural Influences into Current Theory on Customer Loyalty Formation. Gary D. Gregory, Journal of Brand Management (UK), 6 (July 1999), pp. 393–408. [Literature review, Model presentation, Effects, Subjective norms, Relative attitudes, Purchase behavior, Situational influences, Postpurchase consequences, Assessment, Managerial implications.]

9 Influence of Viewing Context on the Determinants of Attitude To ward the Ad and the Brand. Keith S. Coulter and Girish Punj, Journal of Business Research, 45 (May 1999), pp. 47–58. [Literature review, Model extension, Hypotheses, Relationships, Links, Affective responses, Ad cognitions, Attitude toward the ad, Brand cognitions, Attitude toward the brand, Purchase intentions, Statistical analysis, Practical implications.]

10 Shopping Motives for Mail Catalog Shopping. Mary Ann Eastlick and Richard A. Feinberg, Journal of Business Research, 45 (July 1999), pp. 281–90. [Literature review, Hypotheses, Survey of catalog shoppers, Impacts, Functional motives (perceived value, order services, convenience), Nonfunctional (company responsiveness, reputation), Statistical analysis.]

11 Motivated Search: Effects of Choice Accountability, Issue Involvement, and Prior Knowledge on Information Acquisition and Use. Hanjoon Lee, Paul M. Herr, Frank R. Kardes, and Chankon Kim, Journal of Business Research, 45 (May 1999), pp. 75–88. [Literature review, Hypotheses, Two experiments, Impacts, Processing measures, Amount of information examined, Search, Decision time, Choice strategies, Integrative complexity, Phased choice, Assessment.]

12 Membership Clubs as a Tool for Enhancing Buyers' Patronage. Yehoshua Liebermann, Journal of Business Research, 45 (July 1999), pp. 291–97. [Literature review, Hypotheses, Survey of club members, Membership variables, Specific club activities, Loyalty dimensions, Statistical analysis.]

13 The Role of Internal Reference Points in the Category Purchase Decision. David R. Bell and Randolph E. Bucklin, Journal of Consumer Research, 26 (September 1999), pp. 128–43. [Literature review, Model estimates, Hypotheses, Scanner panel data, Effects, Category attractiveness, Positive and negative discrepancies, Store familiarity, Statistical analysis, Implications.]

14 Popular Appeal Versus Expert Judgments of Motion Pictures. Morris B. Holbrook, Journal of Consumer Research, 26 (September 1999), pp. 144–55. [Literature review, Hypotheses, Study of films, Effects, Standards of evaluation, Discrepant tastes, Statistical analysis.]

15 Retrospection Versus Anticipation: The Role of the Ad Under Retrospective and Anticipatory Self-Referencing. Parthasarathy Krishnamurthy and Mita Sujan, Journal of Consumer Research, 26 (June 1999), pp. 55–69. [Literature review, Hypotheses, Three studies, Thought protocols, Self-related, Self-focused, Self-brand concordant and discordant, Ad-/brand-related, Irrelevant and task-related, Temporal orientation and contextual detail, Statistical analysis.]

16 Lifestyle of the Tight and Frugal: Theory and Measurement. John L. Lastovicka, Lance A. Bettencourt, Renee Shaw Hughner, and Ronald J. Kuntze, Journal of Consumer Research, 26 (June 1999), pp. 85–98. [Literature review, Perspectives (religious, early American, economic, self-help, psychological, qualitative research), Six-study empirical research program, Statistical analysis, Suggestions for further research.]

17 The Effects of Positive Mood on Memory. Angela Y. Lee and Brian Sternthal, Journal of Consumer Research, 26 (September 1999), pp. 115–27. [Literature review, Four experiments, Impacts, Brand names, Information processing, Relational elaboration, Statistical analysis.]

18 Responses to Information Incongruency in Advertising: The Role of Expectancy, Relevancy, and Humor. Yih Hwai Lee and Charlotte Mason, Journal of Consumer Research, 26 (September 1999), pp. 156–69. [Literature review, Hypotheses, Two experiments, Expected- and unexpected-relevant and irrelevant information, Interactions, Humor, Statistical analysis, Managerial implications.]

19 Contextual Effects on the Revision of Evaluative Judgments: An Extension of the Omission-Detection Framework. A.V. Muthukrishnan and S. Ramaswami, Journal of Consumer Research, 26 (June 1999), pp. 70–84. [Literature review, Hypotheses, Five experiments, Initial information, Noncomparative and comparative formats and challenges, Sensitivity to missing information, Boundary condition, Statistical analysis, Implications.]

20 Choosing Less-Preferred Experiences for the Sake of Variety. Rebecca K. Ratner, Barbara E. Kahn, and Daniel Kahneman, Journal of Consumer Research, 26 (June 1999), pp. 1–15. [Literature review; Series of experiments; Memories favoring varied sequences lead people to consume an assortment of items, even if those choices do not result in the greatest enjoyment in real-time experienced utility.]

21 When an Ad's Influence Is Beyond Our Conscious Control: Perceptual and Conceptual Fluency Effects Caused by Incidental Ad Exposure. Stewart Shapiro, Journal of Consumer Research, 26 (June 1999), pp. 16–36. [Discussion, Hypotheses, Four studies, Analysis (feature, semantic), Consideration set formation, Context/pictorial list, Familiar/unfamiliar shape, Statistical analysis.]

22 Rediscovering Satisfaction. Susan Fournier and David Glen Mick, Journal of Marketing, 63 (October 1999), pp. 5–23. [Literature review; In-home interviews; Comparison standards paradigm; Emergent anomalies; Theoretical extensions; A more holistic, context-dependent, and dynamic process of satisfaction, Managerial implications.]

23 Marketer Acculturation: The Changer and the Changed. Lisa Peñaloza and Mary C. Gilly, Journal of Marketing, 63 (July 1999), pp. 84–104. [Literature review, Model presentation, Surveys, Ethnic consumers and retailers, Influential agents, Cultural market learning and translation processes, Adaptation strategies, Outcomes, Assessment, Implications.]

24 Consumer Socialization, Parental Style, and Developmental Timetables in the United States and Japan. Gregory M. Rose, Journal of Marketing, 63 (July 1999), pp. 105–19. [Literature review, Hypotheses, Survey of parents, Factors, Communication about consumption, Child's consumption autonomy, Child's influence, Television viewing, Restriction of consumption, Communality, Statistical analysis, Managerial implications.]

25 A Dynamic Model of Customers' Usage of Services: Usage as an Antecedent and Consequence of Satisfaction. Ruth N. Bolton and Katherine N. Lemon, Journal of Marketing Research, 36 (May 1999), pp. 171–86. [Discussion, Model, Hypotheses, Two studies (entertainment and communication services), Normative comparisons (payment, performance, usage, price), Usage expectations, Payment equity, Disconfirmation, Statistical analysis, Theoretical and strategic implications.]

26 Emotional Trade-Off Difficulty and Choice. Mary Frances Luce, John W. Payne, and James R. Bettman, Journal of Marketing Research, 36 (May 1999), pp. 143–59. [Literature review, Hypotheses, Four experiments, Choice-matching paradigm, Attribute characteristic ratings, Quality, Price, Reference points, Cognitive versus emotional measures, Statistical analysis, Theoretical and managerial implications.]

27 Vital Dimensions in Volume Perception: Can the Eye Fool the Stomach? Priya Raghubir and Aradhna Krishna, Journal of Marketing Research, 36 (August 1999), pp. 313–26. [Model presentation; Hypotheses; Seven laboratory experiments; Perceived volume, perceived consumption, and actual consumption are related sequentially; Container shape affects preference, choice, and post-consumption satisfaction.]

28 Scents in the Marketplace: Explaining a Fraction of Olfaction. Paula Fitzgerald Bone and Pam Scholder Ellen, Journal of Retailing, 75 (Summer 1999), pp. 243–62. [Literature review, Effects, Mood relationship, Cognitive elaboration, Affective and evaluative responses, Purchase intentions, Behavior, Interactions, Applying accessability and availability theories, Alternative explanations, Assessment.]

29 The Influence of Pre-existing Negative Affect on Store Purchase Intentions. Haim Mano, Journal of Retailing, 75 (Summer 1999), pp. 149–72. [Literature review, Hypotheses, Experiment, Impacts, Distress, Store environment, Quality of experience, Involvement, Emotions, Statistical analysis.]

30 Dimensions of Consumer Search Behavior in Services. Janet R. McColl-Kennedy and Richard E. Fetter Jr., Journal of Services Marketing, 13 (No. 3, 1999), pp. 242–65. [Literature review, Scale development and testing, Consumer survey, Things- and people-directed service encounters, Construct validity, Effects, Source and effort, Statistical analysis, Managerial implications.]

31 An Examination of Perceived Risk, Information Search and Behavioral Intentions in Search, Experience and Credence Services. Kaushik Mitra, Michelle C. Reiss, and Louis M. Capella, Journal of Services Marketing, 13 (No. 3, 1999), pp. 208–28. [Literature review, Hypotheses, Survey of students, Perceived risk increases along a continuum from search to experience to credence service purchases, Impacts, Search length, Information sources, Service attributes, Statistical analysis, Managerial implications.]

32 Variety Seeking, Purchase Timing, and the “Lightning Bolt” Brand Choice Model. Pradeep K. Chintagunta, Management Science, 45 (April 1999), pp. 486–98. [Literature review, Effect of state dependence, Attribute satiation, Hazard models, Marketing variables, Household characteristics, Empirical results, Two scanner panel data sets, Assessment, Managerial implications.]

33 The Value of Internet Commerce to the Customer. Ralph L. Keeney, Management Science, 45 (April 1999), pp. 533–42. [Personal interviews, Value-focused thinking, Means–ends objectives network, Value proposition, Creating and redesigning products, Improving product delivery, Assessment, Implications.]

1.2 Legal, Political and Economic Issues

See also 61

34 Marketers Look to Stave Off Net Taxes. Laura Loro, Business Marketing, 84 (April 1999), pp. 1, 31. [E-commerce, Advisory commissions, Access taxes, Attitudes, State and local officials, Taxpayer advocacy groups, Direct Marketing Association.]

35 Vertical Territorial Restrictions and Public Policy: Theories and Industry Evidence. Shantanu Dutta, Jan B. Heide, and Mark Bergen, Journal of Marketing, 63 (October 1999), pp. 121–34. [Literature review, Hypotheses, Survey of marketing managers, Scales, Free-rideable services, Information asymmetry, Detection and enforcement abilities, Distributor heterogeneity, Statistical analysis.]

1.3 Ethics and Social Responsibility

See also 176, 177, 178, 234, 235

36 From Spare Change to Real Change: The Social Sector as Beta Site for Business Innovation. Rosabeth Moss Kanter, Harvard Business Review, 77 (May/June 1999), pp. 122–32. [Corporate social innovation, R&D, Community needs, Partnerships, Resource commitments, Links to other organizations, Long-term commitments, Examples.]

37 Do Citizenship Behaviors Matter More for Managers Than for Salespeople? Scott B. MacKenzie, Philip M. Podsakoff, and Julie Beth Paine, Journal of the Academy of Marketing Science, 27 (Fall 1999), pp. 396–410. [Literature review, Model presentation, Two surveys (insurance agents and managers), Overall performance rating, Measures, Objective performance, Helping, Civic virtue, Sportsmanship, Statistical analysis.]

38 Corporate Citizenship: Cultural Antecedents and Business Benefits. Isabelle Maignan, O.C. Ferrell, and G. Tomas M. Hult, Journal of the Academy of Marketing Science, 27 (Fall 1999), pp. 455–69. [Literature review, Conceptual framework, Hypotheses, Survey of marketing executives, Effects, Market-oriented and humanistic cultures, Employee commitment, Customer loyalty, Business performance, Statistical analysis, Implications.]

39 Perceived Importance of Ethics and Ethical Decisions in Marketing. Anusorn Singhapakdi, Journal of Business Research, 45 (May 1999), pp. 89–99. [Literature review, Hypotheses, Survey of marketing professionals, Perceptions regarding the importance of ethics and social responsibility can influence intentions in a positive way, Gender differences in ethical intentions, Statistical analysis.]

40 Social Contracts and Marketing Ethics. Thomas W. Dunfee, N. Craig Smith, and William T. Ross Jr., Journal of Marketing, 63 (July 1999), pp. 14–32. [Literature review, Social contract and integrative social contracts theory, Application, Commercial bribery, Assessment, Implications.]

41 Supply Alliances Pose New Ethical Threats. Anne Millen Porter, Purchasing, 126 (May 20, 1999), pp. 20–22. [Survey, Personal relationships, Information sharing, Bidding, Pricing, Standards, Examples.]

2.1 Management, Planning, and Strategy

See also 36, 38, 39, 66, 68, 69, 70, 71, 73, 77, 79, 81, 88, 99, 101, 103, 104, 106, 108, 109, 110, 111, 114, 116, 119, 123, 136, 139, 153, 154, 155, 156, 157, 158, 161, 176, 180, 187, 188, 189, 191, 192, 193, 199, 201, 202, 204, 207, 214, 215, 224, 226, 234

42 One More Time: How Do You Satisfy Customers? Earl Naumann and Donald W. Jackson Jr., Business Horizons, 42 (May/June 1999), pp. 71–76. [Model presentation, Customer value, Perceptions (product and service quality, transaction price, life cycle costs, risk), Expected benefits and outlays, Examples.]

43 Patching: Restitching Business Portfolios in Dynamic Markets. Kathleen M. Eisenhardt and Shona L. Brown, Harvard Business Review, 77 (May/June 1999), pp. 72–82. [Corporate strategy; Comparisons; Reorganization; Frequent, routine, and mostly small changes; Advantages; Problems; Success; Guidelines.]

44 Turning Negotiation into a Corporate Capability. Danny Ertel, Harvard Business Review, 77 (May/June 1999), pp. 55–56, 58, 60, 62, 64, 66, 68–70. [Discussion, Organization structure, Focus, Measures, Deal and relationship, Closing, Alternatives, Examples.]

45 Producing a Winning Web Site. Alistair Davidson, Ivy Business Journal (Canada), 63 (May/June 1999), pp. 10–13. [Discussion, Factors, Developing the message, Defining the audience, Anticipate search engines' needs, Cross-linking to other sites, Getting listed, Searching for your own site, Maintaining your site, Managing the site and other marketing activities.]

46 Developing Entrepreneurial Growth. John H. Eggers, Ivy Business Journal (Canada), 63 (May/June 1999), pp. 76–81. [Competitive advantage and market size, Psychological characteristics (independence, risk tolerance, achievement, social influence, moral authority), Capacity and ability to manage and lead growth, Organizational cultures that drive growth, Examples.]

47 The Synergistic Effect of Market Orientation and Learning Orientation on Organizational Performance. William E. Baker and James M. Sinkula, Journal of the Academy of Marketing Science, 27 (Fall 1999), pp. 411–27. [Literature review, Conceptual framework, Hypotheses, Survey of executives, Impacts, Competitive advantage, Resource utilization, Innovation, Statistical analysis.]

48 Category Management: A Vehicle for Integration Between Sales and Marketing. Belinda Dewsnap and David Jobber, Journal of Brand Management (UK), 6 (July 1999), pp. 380–92. [Literature review, Trade marketing, Coordinating role, Category Marketing Group, Integration cycle, Customer development, Examples, Managerial implications.]

49 Journal of Business Research, 45 (June 1999), pp. 111–246. [Eleven articles on strategy implementation and assessment research, Eclectic roots, R&D, Strategic types, Marketing competencies, Organizational performance, Market orientation, Adaptability, Policy formulation in complex organizations, Power perceptions in franchise systems, Project complexity, Organizational relationship marketing, Dialectic interpersonal methods, Brand evaluations, Value strategy.]

50 Smiling for the Camera. Meryl Davids, Journal of Business Strategy, 20 (May/June 1999), pp. 20–24. [Videoconferencing, Common uses, Ease of use, Costs, Quality, Advantages, Disadvantages, Examples.]

51 Computing the Payoff from IT. John Thorp, Journal of Business Strategy, 20 (May/June 1999), pp. 35–39. [Discussion, Techniques, Benefits realization approach, Results chain (outcomes, initiatives, contributions, assumptions), Designing a measurement system, Examples.]

52 Managerial Identification of Competitors. Bruce H. Clark and David B. Montgomery, Journal of Marketing, 63 (July 1999), pp. 67–83. [Literature review, Models, Hypotheses, Two studies, Supply- versus demand-based attributes, Size, Threatening behavior, Experience, Statistical analysis, Managerial implications.]

53 The Theory of Multimarket Competition: A Synthesis and Implications for Marketing Strategy. Satish Jayachandran, Javier Gimeno, and P. Rajan Varadarajan, Journal of Marketing, 63 (July 1999), pp. 49–66. [Literature review, Mutual forbearance, Summary of empirical research, Contingency model, Propositions, Impacts, Spheres of influence, Resource similarity, Organizational structure of competing firms, Seller concentration, Product line rivalry, Market entry, Assessment.]

54 Implementing Marketing Strategies: Developing and Testing a Managerial Theory. Charles H. Noble and Michael P. Mokwa, Journal of Marketing, 63 (October 1999), pp. 57–73. [Literature review, Model development and testing, Hypotheses, Survey of managers, Strategy factors, Dimensions of commitment (organizational, strategy, role), Role factors (involvement, autonomy, significance), Individual- and organization-level outcomes, Statistical analysis.]

55 Reputation Management as a Motivation for Sales Structure Decisions. Allen M. Weiss, Erin Anderson, and Deborah J. MacInnis, Journal of Marketing, 63 (October 1999), pp. 74–89. [Literature review, Hypotheses, Survey of managers, Variables, Perceptions of manufacturer's and representative's reputations, Reputation gap, Beliefs about what reputable firms do, Statistical analysis, Electronic components industry.]

56 New Product Portfolio Management: Practices and Performance. Robert G. Cooper, Scott J. Edgett, and Elko Kleinschmidt, Journal of Product Innovation Management, 16 (July 1999), pp. 333–51. [Discussion, Conceptual framework, Survey of companies, Dimensions of satisfaction, Performance types (cowboy and crossroads businesses, duds, benchmarks), Results achieved, Specific techniques used, Importance, Statistical analysis, Recommendations.]

57 Effects of Organizational and Decision-Maker Factors on New Product Risk Taking. John W. Mullins, David Forlani, and Orville C. Walker Jr., Journal of Product Innovation Management, 16 (May 1999), pp. 282–94. [Literature review, Hypotheses, Two experiments, Managers' new product investment decisions, Variables (risk propensity, current performance, reference point, prior decision outcome, attribution for prior outcome), Statistical analysis, Managerial implications.]

58 Leadership Style: Its Impact on Cross-Functional Product Development. Flemming Norrgren and Joseph Schaller, Journal of Product Innovation Management, 16 (July 1999), pp. 377–84. [Literature review, Survey of engineering companies, Factors (organizational climate, conflicts, learning strategy), Statistical analysis, Sweden.]

59 Work Stress and Customer Service Delivery. Philip E. Varca, Journal of Services Marketing, 13 (No. 3, 1999), pp. 229–41. [Discussion, Hypothesis, Survey of service consultants, Relationship between perceived work stressors and job performance, Assessment, Managerial implications and recommendations.]

60 What Price Fairness? A Bargaining Study. Rami Zwick and Xiao-Ping Chen, Management Science, 45 (June 1999), pp. 804–23. [Literature review, Hypotheses, Experiment, Bargaining games, Demands, Agreements, Fixed costs, Disadvantages and adaptive behaviors, Punishment, Assessment.]

61 Organizing to Minimize a Cyber-Terrorist Threat. David A. Griffith, Marketing Management, 8 (Summer 1999), pp. 9–15. [Discussion, Examples, Lack of regulation and enforcement of criminal law, E-Com marketing teams, Prevention, Guidelines.]

62 A Segmentation You Can Act On. John Forsyth, Sunil Gupta, Sudeep Halder, Anil Kaul, and Keith Kettle, McKinsey Quarterly, (No. 3, 1999), pp. 6–15. [Target markets, Customer service, Self-selection, Scoring models, Dual-objective segmentation, Examples.]

63 Are You Taking Your Expatriate Talent Seriously? Tsun-yan Hsieh, Johanne Lavoie, and Robert A.P. Samek, McKinsey Quarterly, (No. 3, 1999), pp. 70–83. [International ventures, Leadership, Transferring skills, Compensation, Family issues, External sources, Early-assessment programs, Top management support, Examples.]

64 Team Sourcing Takes Hold, but Firms Need More Practice. Anne Millen Porter, Purchasing, 126 (June 17, 1999), pp. 22–24. [Survey, Multifunctional groups, Roles, Decision making, Elimination of rivalries, Management support, Conflicting objectives, Performance, Examples.]

2.2 Retailing

See also 23, 24, 28, 29, 80, 85, 86, 92, 98, 117, 182, 185, 189, 222, 235

65 The Effects of Competition on Retail Structure: An Examination of Intratype, Intertype, and Intercategory Competition. Chip E. Miller, James Reardon, and Denny E. McCorkle, Journal of Marketing, 63 (October 1999), pp. 107–20. [Literature review, Model proposal, Hypotheses, Data collection, Positive association between number of larger stores and number and size of smaller stores, Mutually beneficial relationship, Statistical analysis.]

66 Management Behavior and Barriers to Market Orientation in Retailing Companies. Lloyd C. Harris and Nigel F. Piercy, Journal of Services Marketing, 13 (No. 2, 1999), pp. 113–31. [Literature review, Hypotheses, Survey, Effects, Vertical communication, Political behavior, Conflict, Formalization, Path analysis, Managerial implications, UK.]

67 Assessing Contact Personnel/Customer Interaction in a Small To wn: Differences Between Large and Small Retail Districts. Bruce R. Klemz, Journal of Services Marketing, 13 (No. 3, 1999), pp. 194–207. [Literature review, Model presentation, Study of shoppers, Willingness to buy, Impacts, Responsive, Assurance, Empathy, Statistical analysis, Implications.]

68 Transforming the Store. Ginger Koloszyc, Stores, 81 (May 1999), pp. 22–24, 26. [Internet-based technology, Traffic counting, Regulating employee–customer ratio, Reducing shrink, Wireless networks, Digital video, Examples.]

69 Unified POS: Open for Business. Ginger Koloszyc, Stores, 81 (April 1999), pp. 26–30. [A group of retailers and vendors has approved an international open standard for store-level technologies, Unified Point of Service, Hardware flexibility, Architecture issues, Retail leadership, Loyalty programs, Examples.]

70 Borderless Selection: Global Sourcing on the Internet. Susan Reda, Stores, 81 (June 1999), pp. 20–22, 24. [Discussion, Competitive advantage, Secure Extranet, Purchase orders, Software packages, Localization access, Problems, Need for spending time with a business partner, Network bandwidth, Examples.]

71 Websites and Stores: Integrate or Separate? Susan Reda, Stores, 81 (March 1999), pp. 26–28, 30. [Using the Internet as a channel extension, Stores, Catalogs, E-commerce, Cost efficiencies, Integrated information systems, Mission focus, Examples.]

2.3 Channels of Distribution

See also 7, 10, 12, 33, 34, 35, 41, 45, 55, 60, 70, 71, 85, 86, 88, 90, 91, 92, 93, 113, 116, 133, 137, 139, 148, 153, 162, 175, 185, 187, 189, 204, 213, 229

72 The New Gatekeepers. Jennifer Lach, American Demographics, 21 (June 1999), pp. 41–42. [Infomediaries, Maintaining privacy online, Consumers choose companies that wish to contact them, Marketers pay access fees, Consumers receive incentives, Product categories, Examples.]

73 DMA Study: Marketers Making Money Online. Laura Loro and Sean Callahan, Business Marketing, 84 (May 1999), pp. 3, 47. [E-commerce, Business growth, High-tech companies, Web sites, Cost savings, Impacts, Resellers, Examples.]

74 Understanding Customer Quality Requirements: Model and Application. Eric Hansen and Robert J. Bush, Industrial Marketing Management, 28 (March 1999), pp. 119–30. [Literature review, Survey of industrial consumers, Dimensions, Supplier/salesperson characteristics, Product performance and characteristics, Supplier services and facilities, Importance-Performance Analysis, Managerial implications.]

75 Effects of Manufacturers' Strategies on Channel Relationships. Zhan G. Li and Rajiv P. Dant, Industrial Marketing Management, 28 (March 1999), pp. 131–43. [Literature review, Hypotheses, Survey of distributors, Impacts, Differentiation, Cost leadership, Relationalism, Statistical analysis, Implications, Copier industry.]

76 Consumer Acceptance of the Internet as a Channel of Distribution. Dirk Van den Poel and Joseph Leunis, Journal of Business Research, 45 (July 1999), pp. 249–56. [Literature review, Hypotheses, E-mail survey, Likelihood of purchase and usage frequency by store type and product category, Risk relievers, Channel functions, Statistical analysis, Managerial implications, Belgium.]

77 Smart Commerce: The Future of Intelligent Agents in Cyberspace. Pattie Maes, Journal of Interactive Marketing, 13 (Summer 1999), pp. 66–76. [Web-based commerce, Buying behavior, Stages, Need identification, Product and merchant brokering, Negotiation, Purchase and delivery, Product evaluation and service, Agent technology, Projections.]

78 An Empirical Investigation of Ex Post Transaction Costs in Franchised Distribution Channels. Robert Dahlstrom and Arne Nygaard, Journal of Marketing Research, 36 (May 1999), pp. 160–70. [Literature review, Model presentation, Hypotheses, Multisample data, Measures, Costs (bargaining, monitoring, maladaption), Interfirm cooperation, Formalization, Opportunism, Interactions, Statistical analysis, Managerial implications, Norway.]

79 A Meta-Analysis of Satisfaction in Marketing Channel Relationships. Inge Geyskens, Jan-Benedict E.M. Steenkamp, and Nirmalya Kumar, Journal of Marketing Research, 36 (May 1999), pp. 223–38. [Literature review, Model presentation, Economic and noneconomic satisfaction, Conflict, Trust, Commitment, Hypotheses, Measures, Structure, Conduct, Outcomes, Research implications.]

80 Unexplored Antecedents of Exiting in a Marketing Channel. Robert A. Ping Jr., Journal of Retailing, 75 (Summer 1999), pp. 218–41. [Literature review, Structural model, Hypotheses, Survey of hardware retailers, Measures, Satisfaction, Alternative attractiveness, Investment, Switching cost, Loyal behavior, Voice, Neglect, Exit propensity, Statistical analysis.]

81 Communicating for Better Channel Relationships. Jakki J. Mohr, Robert J. Fisher, and John R. Nevin, Marketing Management, 8 (Summer 1999), pp. 39–45. [Enhancement strategies, Outright ownership, Contractual/franchise relationships, Power, Study of computer dealers, Effects, Collaborative communication, Commitment, Satisfaction, Coordination, Assessment.]

82 Are Distributors Going the Extra Mile? Susan Avery, Purchasing, 126 (May 6, 1999), pp. 50–52, 55, 58, 60. [Survey, Committed relationships, Outsourcing, Products, Order handling, Delivery and lead time issues, Costs, Technical support, Geographic range of service, E-commerce capability, Assessment.]

83 Mad as Hell. Rochelle Garner, Sales and Marketing Management, 151 (June 1999), pp. 54–56, 58–61. [Discussion, E-commerce, Discounts, Impacts, Channel members, Creating partnerships, Account representatives, Reseller networks, Increase in quotas, Examples.]

84 Buyers Prepare for Brave New World of E-Commerce. James Carbone, Purchasing, 126 (April 22, 1999), pp. S4–S16. [Survey, Benefits, Software packages, Supplier relations, Tool to compliment telephones and faxes, Security and privacy concerns, Negotiating online, Assessment.]

2.4 Physical Distribution

See also 82, 153, 159, 208, 223

85 Building Competitiveness in Grocery Supply Through Continuous Replenishment Planning: Insights from the Field. Roger C. Vergin and Kevin Barr, Industrial Marketing Management, 28 (March 1999), pp. 145–53. [Study of manufacturing firms; Customers achieved major improvements by lowering inventories and reducing stockouts; However, manufacturers experienced production management and internal inventory problems.]

86 Managing Supply Chain Demand Variability with Scheduled Ordering Policies. Gerard P. Cachon, Management Science, 45 (June 1999), pp. 843–56. [Literature review, Numerical study, Supplier's demand variance will decline as the retailers' order interval is lengthened or as their batch size is increased.]

87 Batch Construction Heuristics and Storage Assignment Strategies for Walk/Ride and Pick Systems. Robert A. Ruben and F. Robert Jacobs, Management Science, 45 (April 1999), pp. 575–96. [Literature review, Simulation model, Warehouse management, Random storage assignment, Turnover- and family-based, Variables (total man-hours, total distance, percent idle time, capacity utilization), Supplemental experiments, Assessment.]

88 Extranets Get a Foothold in Transportation. Brian Milligan, Purchasing, 126 (June 17, 1999), pp. 87–88, 90–91. [Business-to-business e-commerce relationships, Communication, Networking service, Third party can provide technology and set up the Web site, Advantages, Problems, Examples.]

89 New Study Says 3PL Services Keep Growing. Brian Milligan, Purchasing, 126 (June 3, 1999), pp. 89–90. [Third-party logistics, Transportation and warehouse management, Cost savings, Software packages, Geographic concentration, Expertise, Examples.]

90 Integrated Supply Offers Opportunities, Limits. James P. Morgan, Purchasing, 126 (June 3, 1999), pp. 57–58, 60. [Supplier base reductions, Distributor suppliers add greater value, Reduced transaction costs, Jointly selling products, Small distributor complacency, MRO goods, Examples.]

91 Single Sourcing—Some Love It, Most Fear It. Anne Millen Porter, Purchasing, 126 (June 3, 1999), pp. 22–24. [Survey, Commitments, Supplier development activity, Supply chain integration, Fear of supplier complacency, Emergencies, Examples.]

92 Grocery Industry Tackles Tensions over “Backhauling” After Store Deliveries. David Gunn, Stores, 81 (April 1999), pp. 101–103. [Customer Pickup, Shipments back to the factory, Rates, Activity-based costing, Full disclosure, Delivery schedules, Assessment.]

2.5 Pricing

See also 83, 99, 118, 188, 209, 210

93 The Price Is Very Right. Jennifer Lach, American Demographics, 21 (April 1999), pp. 44–45. [Computer prices, Consumer expenditures, Demographic characteristics, Impacts, Channels of distribution, Brand extensions, Profits, Statistical data.]

94 The Effect of Price History on Demand as Mediated by Perceived Price Expensiveness. Robert Slonim and Ellen Garbarino, Journal of Business Research, 45 (May 1999), pp. 1–14. [Literature review, Model presentation, Simulation, Reference prices, Past demand, Perceived quality, Product familiarity, Current demand, Statistical analysis.]

95 The Effect of Discount Frequency and Depth on Consumer Price Judgments. Joseph W. Alba, Carl F. Mela, Terence A. Shimp, and Joel E. Urbany, Journal of Consumer Research, 26 (September 1999), pp. 99–114. [Literature review, Hypotheses, Five experiments, Brand choices, Information processing, Pricing distributions (complex and overlapping versus simpler dichotomous), Statistical analysis.]

96 Exchange Rate Pass-Through and International Pricing Strategy: A Conceptual Framework and Research Propositions. Terry Clark, Masaaki Kotabe, and Dan Rajaratnam, Journal of International Business Studies, 30 (Second Quarter 1999), pp. 249–68. [Discussion, Impacts, Performance orientation, Sourcing strategy, Distribution system, Exchange rate uncertainty, Brand equity, Competitive symmetry and exporting, Assessment.]

97 Perceptions of Price Unfairness: Antecedents and Consequences. Margaret C. Campbell, Journal of Marketing Research, 36 (May 1999), pp. 187–99. [Literature review, Hypotheses, Two experiments, Impacts, Measures, Store reputation, Measures (relative profit, price, inferred motive, perceived unfairness, shopping intentions, intention to bid), Statistical analysis.]

98 Identifying Price Sensitive Consumers: The Relative Merits of Demographic vs. Purchase Pattern Information. Byung-Do Kim, Kannan Srinivasan, and Ronald T. Wilcox, Journal of Retailing, 75 (Summer 1999), pp. 173–93. [Literature review, Models, Hypotheses, Household scanner panel data (ACNielsen), Variables, Shopping expense and frequency, Store loyalty, Private label, Statistical analysis.]

2.6 Product

See also 4, 6, 13, 17, 27, 32, 56, 57, 58, 72, 74, 77, 93, 115, 117, 120, 130, 135, 148, 157, 160, 172, 173, 184, 205, 206, 214, 234

99 The New Appeal of Private Labels. David Dunne and Chakravarthi Narasimhan, Harvard Business Review, 77 (May/June 1999), pp. 41–42, 44, 48–52. [Discussion, Pricing, Costs, Market shares, Premium private labels, Fighter brands, Supplier relations, Agreements, Quality, Long-term intentions, Examples.]

100 The Link Between Attractiveness of “Extrabrand” Attributes and the Adoption of Innovations. Thomas C. Boyd and Charlotte H. Mason, Journal of the Academy of Marketing Science, 27 (Summer 1999), pp. 306–19. [Literature review, Model testing, Experiment, Impacts, Individual characteristics, Communication, Consumer brand choice process, Attribute-based brand comparisons, Statistical analysis, Implications.]

101 Putting Hard Values on the Soft Factors in Mergers and Acquisitions. Shailendra Kumar, Journal of Brand Management (UK), 6 (July 1999), pp. 368–78. [Discussion, Impacts, Intangible assets, Corporate and product brands, Marketing due diligence, Examples, UK.]

102 Re-appraising the Concept of Brand Image. Maurice Patterson, Journal of Brand Management (UK), 6 (July 1999), pp. 409–26. [Literature review, Content analysis, Conceptual framework, Relationships, Brand personality, User image, Redefinitions, Assessment.]

103 Retaliatory Behavior to New Product Entry. Sabine Kuester, Christian Homburg, and Thomas S. Robertson, Journal of Marketing, 63 (October 1999), pp. 90–106. [Literature review, Model presentation, Hypotheses, Survey of firms, Constructs, Speed of retaliation, Innovativeness of new product, Market growth, Incumbent exit costs, Price sensitivity, Threat posed by entrant, Statistical analysis, Managerial implications.]

104 The Contingency Value of Complementary Capabilities in Product Development. Christine Moorman and Rebecca J. Slote-graaf, Journal of Marketing Research, 36 (May 1999), pp. 239–57. [Literature review, Conceptual framework, Hypotheses, Longitudinal quasi experiment, Impacts, Level of brand quality improvements, Speed, External information, Statistical analysis.]

105 Signaling Unobservable Product Quality Through a Brand Ally. Akshay R. Rao, Lu Qu, and Robert W. Ruekert, Journal of Marketing Research, 36 (May 1999), pp. 258–68. [Literature review, Hypotheses, Two studies, Credibility of the “hostage” provided by the second brand in a brand alliance is a useful piece of information regarding product quality when quality is unobservable, Managerial implications.]

106 New Product Introduction and Incumbent Response Strategies: Their Interrelationship and the Role of Multimarket Contact. Venkatesh Shankar, Journal of Marketing Research, 36 (August 1999), pp. 327–44. [Literature review, Model estimation, Hypotheses, Data collection (prescription drug industry), Marketing spending, Multimarket contact leads to both lower introduction spending and milder incumbent response, Managerial implications.]

107 The Advantages of Entry in the Growth Stage of the Product Life Cycle: An Empirical Analysis. Venkatesh Shankar, Gregory S. Carpenter, and Lakshman Krishnamurthi, Journal of Marketing Research, 36 (May 1999), pp. 269–76. [Model presentation, Hypotheses, Data collection (pharmaceutical markets), Comparisons, Pioneer and mature stages, Factors, Brand growth, Competitor diffusion, Perceived product quality, Marketing spending, Order of entry, Assessment, Implications.]

108 Technological Level and Product Development Cycle Time. Christer Karlsson and Par Ahlstrom, Journal of Product Innovation Management, 16 (July 1999), pp. 352–62. [Literature review, Data collection (new worldwide car development projects), Reciprocal relationship, Market- and company-related factors, Dimensions in technology level, Cause/effects, Examples.]

109 Speeding Up the Pace of New Product Development. Eric H. Kessler and Alok K. Chakrabarti, Journal of Product Innovation Management, 16 (May 1999), pp. 231–47. [Literature review, Hypotheses, Study of projects, Strategic orientation, Organizational capability, Antecedents (criteria, scope, staffing, and structuring related), Backward-elimination regression analysis, Implications.]

110 Reaping Benefit from Speed to Market. Preston G. Smith, Journal of Product Innovation Management, 16 (May 1999), pp. 222–30. [Discussion, Unproductive routes, Accelerated product development, Cost of delay, Implementation alternatives, Assessment.]

111 Planned Flexibility: Linking Anticipation and Reaction in Product Development Projects. Roberto Verganti, Journal of Product Innovation Management, 16 (July 1999), pp. 363–76. [Literature review, In-depth studies, Approaches (detailed, selective, comprehensive, postponers), Effects, Performance, Comparisons, Structural flexibility, Examples, Italy, Sweden.]

112 Your Most-Valuable Asset. Michael Petromilli and Dorothy Michalczyk, Marketing Health Services, 19 (Summer 1999), pp. 5–9. [Hospitals, Brand identity, Define brand's image, Maximize brand's positioning and patients' brand experience, Communicate brand, Measure brand's performance, Assessment.]

113 Beyond Print: A Future for Magazines. Joanna Barsh, Georgia Shao-Chi Lee, and Alan Miles, McKinsey Quarterly, (No. 3, 1999), pp. 122–30. [Discussion, Market segments, Special interest magazines, Advertising expenditures, Business growth, World Wide Web, Decline of traditional mass media, Assessment, Success, Guidelines.]

114 Brand Leverage. David C. Court, Mark G. Leiter, and Mark A. Loch, McKinsey Quarterly, (No. 2, 1999), pp. 100–10. [Survey of companies and consumers, Success strategies for focused and diversified brands, Brand stewardship, Corporate planning, Supporting capabilities, Measures, Examples.]

2.7 Sales Promotion

See also 95

115 Point-of-Purchase Displays, Product Organization, and Brand Purchase Likelihoods. Charles S. Areni, Dale F. Duhan, and Pamela Kiecker, Journal of the Academy of Marketing Science, 27 (Fall 1999), pp. 428–41. [Discussion; Hypotheses; Lab experiment (wines); Attribute salience; Effects; Organization by region, color, and variety; Statistical analysis.]

116 Managing Trade Promotions in the Context of Market Power. Jack J. Kasulis, Fred W. Morgan, David E. Griffith, and James M. Kenderdine, Journal of the Academy of Marketing Science, 27 (Summer 1999), pp. 320–32. [Literature review, Channel relationships, Propositions, Situations (dominant supplier, dominant retailer, strong and weak symmetric), Assessment, Implications.]

117 Brand Equity Dilution: Retailer Display and Context Brand Effects. Lauranne Buchanan, Carolyn J. Simmons, and Barbara A. Bickart, Journal of Marketing Research, 36 (August 1999), pp. 345–55. [Literature review, Hypotheses, Experiment, Measures (quality, value, fair price), Display precedence and brand expectations, Statistical analysis, Theoretical and managerial implications.]

118 When Do Price Promotions Affect Pretrial Brand Evaluations? Priya Raghubir and Kim Corfman, Journal of Marketing Research, 36 (May 1999), pp. 211–22. [Literature review; Three laboratory studies; Consistency with past promotional behavior, distinctiveness in terms of how common it is to promote in an industry, and consumer expertise are important variables that moderate when price promotions have an unfavorable effect on brand evaluations.]

119 Event Sponsorship: An Exploratory Study of Small Business Objectives, Practices, and Perceptions. Rhonda Walker Mack, Journal of Small Business Management, 37 (July 1999), pp. 25–30. [Survey, Comparisons, Nonsponsors, Sponsorship level and event type, Reasons, Benefits, Future plans, Statistical analysis, Recommendations.]

2.8 Advertising

See also 6, 9, 15, 18, 21, 73, 113, 164, 196, 210, 217, 231

120 The Olympics of Marketing. Carolyn Edy, American Demographics, 21 (June 1999), pp. 47–48. [Global branding, Market research, Market segments, Advertising campaigns, Youth attitudes toward technology and change, Case study.]

121 The Ever Entangling Web: A Study of Ideologies and Discourses in Advertising to Women. Steven M. Kates and Glenda Shaw-Garlock, Journal of Advertising, 28 (Summer 1999), pp. 33–49. [Literature review, Personal interviews, Revised advertising communication model, Importance of historical and ideological context, Assessment.]

122 Moderating Effects of Need for Cognition on Responses to Positively Versus Negatively Framed Advertising Messages. Yong Zhang and Richard Buda, Journal of Advertising, 28 (Summer 1999), pp. 1–15. [Literature review, Hypotheses, Experiment, Variables, Product attractiveness, Willingness to purchase, Perceived performance, Source credibility, Interactions, Statistical analysis, Implications.]

123 Factors in Winning Accounts: The Views of Agency Account Directors in New Zealand. Kim Shyan Fam and David S. Waller, Journal of Advertising Research, 39 (May/June 1999), pp. 21–32. [Literature review, Survey, Effects, Interpersonal relations, Creative ability, Quality of account personnel, Integrity and shared purpose, Agency resources, Marketing and strategy development, Reputation, Agency research capability, Statistical analysis.]

124 Advertising's Double Helix: A Proposed New Process Model. Bill Huey, Journal of Advertising Research, 39 (May/June 1999), pp. 43–51. [Literature review; Comparisons; AIDA stages; The model posits that advertising is nonlinear and multidimensional and achieves its effects over time, within limited parameters of medium and message; Assessment; Implications for branding.]

125 Examination of Qualitative Viewing Factors for Optimal Advertising Strategies. Kate Lynch and Horst Stipp, Journal of Advertising Research, 39 (May/June 1999), pp. 7–16. [Discussion, Model, Holding power, Rating levels, Attentiveness, Program type and environmental factors, Amount of episode viewed, Commercial recall, Assessment.]

126 An Assessment of Advertising Agency Service Quality. Woonbong Na, Roger Marshall, and Youngseok Son, Journal of Advertising Research, 39 (May/June 1999), pp. 33–41. [Literature review, Hypotheses, Survey of advertisers, Top-of-the-mind awareness, Agency typicality/differentiation, Preference, Service dimensions, Creativity and account management, Intention to change agency, Statistical analysis, Korea.]

127 Survey of Internet Users' Attitudes Toward Internet Advertising. Ann E. Schlosser, Sharon Shavitt, and Alaina Kanfer, Journal of Interactive Marketing, 13 (Summer 1999), pp. 34–54. [Literature review, Demographic characteristics, Advertising utility, Indignity, Trust, Price perceptions, Regulation, Promises and product prices, Comparisons, Advertising in general, Statistical analysis, Implications.]

128 Smoking Scenes in Movies and Antismoking Advertisements Before Movies: Effects on Youth. Cornelia Pechmann and Chuan-Fong Shih, Journal of Marketing, 63 (July 1999), pp. 1–13. [Literature review, Excitation transfer theory, Forbidden fruit thesis, Two experiments, Smoking present and absent, Levels of positive arousal, Beliefs about how smokers are perceived by others, How smokers perceive themselves, Lead characters in movies, Statistical analysis.]

129 An Information Search Cost Perspective for Designing Interfaces for Electronic Commerce. Abeer Y. Hoque and Gerald L. Lohse, Journal of Marketing Research, 36 (August 1999), pp. 387–94. [Discussion, Conceptual framework, Hypotheses, Experiment, Using paper and electronic telephone directories, Variables (ad size, display ad, miles, serial position), Statistical analysis.]

130 Relatedness, Prominence, and Constructive Sponsor Identification. Gita Venkataramani Johar and Michel Tuan Pham, Journal of Marketing Research, 36 (August 1999), pp. 299–312. [Literature review, Three experiments, Sponsor identification is biased toward brands that are prominent in the marketplace and semantically related to the event.]

2.9 Personal Selling

See also 37, 67, 83, 137, 138, 140, 141, 142, 143, 144, 145, 146, 147, 149, 150, 152

131 Managing Direct Selling Activities in China: A Cultural Explanation. Sherriff T.K. Luk, Lorna Fullgrabe, and Stephen C.Y. Li, Journal of Business Research, 45 (July 1999), pp. 257–66. [Survey of saleswomen in the cosmetics industry, Types of customers (relatives, friends, referrals, cold calls), Success in closing, Factors influencing customers' commitment to purchase, Statistical analysis.]

132 Decision-Making Processes and Formation of Salespeople's Expectancies, Instrumentalities, and Valences. Gordon T. Gray and Stacia Wert-Gray, Journal of Personal Selling and Sales Management, 19 (Summer 1999), pp. 53–59. [Literature review; Propositions; Because of its focus on individual mental process variables, behavioral decision theory presents an opportunity to complement the expectancy framework and improve understanding of salesperson motivation.]

133 Selling Partner Relationships: The Role of Interdependence and Relative Influence. J. Brock Smith and Donald W. Barclay, Journal of Personal Selling and Sales Management, 19 (Fall 1999), pp. 21–40. [Selling alliances, Model development, Hypotheses, Survey of sponsor and partner representatives, Effects, Mutual trust, Cooperation, Effectiveness, Statistical analysis, Managerial implications.]

134 Optimism and Street-Smarts: Identifying and Improving Salesperson Intelligence. Harish Sujan, Journal of Personal Selling and Sales Management, 19 (Summer 1999), pp. 17–33. [Literature review; Environmental adaptation, selection, and shaping; Impacts; Satisfaction; Assessment; Implications.]

135 Wake Up Your Product Development. Steve McDougal and Jeff Smith, Marketing Management, 8 (Summer 1999), pp. 25–30. [Discussion, Involvement of salespeople, Input, Customer needs, Channel knowledge, Competitive insights, Creative dimension, Sales buy-in, Testing, Rollout and measurement, Motivation, Examples.]

2.10 Sales Management

See also 37, 48, 55, 83, 132, 133, 134, 135

136 Benchmarking Sales Forecasting Management. John T. Mentzer, Carol C. Bienstock, and Kenneth B. Kahn, Business Horizons, 42 (May/June 1999), pp. 48–56. [Discussion, Functional integration, Stages (approach, system, performance measurement), Performance improvements, Assessment.]

137 Examining the Use of Team Selling by Manufacturers' Representatives: A Situational Approach. Donald W. Jackson Jr., Scott M. Widmier, Ralph Giacobbe, and Janet E. Keith, Industrial Marketing Management, 28 (March 1999), pp. 155–64. [Literature review; Hypotheses; Survey; Team selling used during first-time buy of a complex product, customer information needs are great, account requires special treatment, many people involved in buying decision; Managerial implications.]

138 Improving Salesforce Forecasting. Mark A. Moon and John T. Mentzer, Journal of Business Forecasting, 18 (Summer 1999), pp. 7–12. [Discussion, Conditions, Insights into changing demand and securing large orders, Participation factors, Make it part of their jobs, Achieve credibility, Simplicity, Focus, Assessment.]

139 Forecasting Sales in Wholesale Industry. Robin T. Peterson and Minjoon Jun, Journal of Business Forecasting, 18 (Summer 1999), pp. 15–18. [Telephone survey, Attitudes, Company size, Company units for which forecasts were prepared, Periods of time, Statistical analysis.]

140 An Empirical Investigation of the Antecedents of Sales Force Control Systems. Manfred Krafft, Journal of Marketing, 63 (July 1999), pp. 120–34. [Discussion; Outcome- versus behavior-based; Hypotheses from agency theory, transaction cost analysis, and Ouchi's theoretical approach; Survey of sales organizations; Environmental, company, and salesperson variables; Statistical analysis; Managerial implications; Germany.]

141 Reframing Salesforce Compensation Systems: An Agency Theory-Based Performance Management Perspective. Kathryn M. Bartol, Journal of Personal Selling and Sales Management, 19 (Summer 1999), pp. 1–16. [Literature review, Propositions, Contracting schemes, Risk and framing, Performance goals, Commitment, Self-efficacy, Rewards, Justice perceptions, Affective response and related retention/turnover issues, Managerial implications.]

142 Marginally Performing Salespeople: A Definition. Michael R. Hyman and Jeffrey K. Sager, Journal of Personal Selling and Sales Management, 19 (Fall 1999), pp. 67–74. [Literature review, Criteria (convincing, flexible, consistent, robust, action aiding), Patterns of performance, Assessment.]

143 Empowered Selling Teams: How Shared Leadership Can Contribute to Selling Team Outcomes. Monica L. Perry, Craig L. Pearce, and Henry P. Sims Jr., Journal of Personal Selling and Sales Management, 19 (Summer 1999), pp. 35–51. [Literature review, Model development, Vertical leadership role, Team and selling task characteristics, Affective/cognitive and behavior responses, Team effectiveness, Assessment, Managerial implications.]

144 Perceived Trust in Business-to-Business Sales: A New Measure. Richard E. Plank, David A. Reid, and Ellen Bolman Pullins, Journal of Personal Selling and Sales Management, 19 (Summer 1999), pp. 61–71. [Literature review, Survey of firms, Scale development and testing, Reliability, Validity, Salesperson, Product, Company, Statistical analysis.]

145 Apples and Apples or Apples and Oranges? A Meta-Analysis of Objective and Subjective Measures of Salesperson Performance. Gregory A. Rich, William H. Bommer, Scott B. MacKenzie, Philip M. Podsakoff, and Jonathan L. Johnson, Journal of Personal Selling and Sales Management, 19 (Fall 1999), pp. 41–52. [Literature review, Hypotheses, Relationships, Controlling for externalities, Relative rating method, Composite rating format, Assessment, Managerial implications.]

146 Measuring the Impact of Turnover on Sales. Robert Richardson, Journal of Personal Selling and Sales Management, 19 (Fall 1999), pp. 53–66. [Model development, Measuring the loss in sales after a salesman terminates, Periods (prevacancy, vacancy, postva-cancy), Application, Recommendations.]

147 Leadership Practices in Sales Managers Associated with the Self-Efficacy, Role Clarity, and Job Satisfaction of Individual Industrial Salespeople. Mary E. Shoemaker, Journal of Personal Selling and Sales Management, 19 (Fall 1999), pp. 1–19. [Literature review, Model presentation, Hypotheses, Survey of salespeople, Impacts, Challenging the process, Inspiring shared vision, Enabling others to act, Modeling the way, Encouraging the heart, Interactions, Statistical analysis, Managerial implications.]

148 May the Sales Force Be with You. Kari G. Alldredge, Tracey R. Griffin, and Lauri Kien Kotcher, McKinsey Quarterly, (No. 3, 1999), pp. 110–21. [Survey of packaged-goods manufacturers, Supply chain costs, Retail execution, Trade spending, Profits, New channels and products, Projections.]

149 Point, Click, and Sell. Melinda Ligos, Sales and Marketing Management, 151 (May 1999), pp. 50–52, 54, 56. [Web-based communication, Training, Meetings, Sales presentations, Advantages, Problems, Examples.]

150 Teach Your Managers Well. Sarah Lorge, Sales and Marketing Management, 151 (June 1999), pp. 40–42, 44, 46. [Training for frontline managers, Leadership, Skills needs, Attending classes with representatives, Analyzing weaknesses and discussing ways to improve, Providing praise and recognition, Examples.]

151 Wanted: Profitable Customers. Erika Rasmusson, Sales and Marketing Management, 151 (May 1999), pp. 28–30, 32, 34. [Market segments, Target markets, Sales presentations, Incentive plans, Impacts, Marketing plan, Costs, Examples.]

152 Just Rewards. Erin Strout, Sales and Marketing Management, 151 (May 1999), pp. 37–40, 42. [Salespeople, Incentives, Creative, Management styles, Motivation, Recognition, Accomplishments, Examples.]

3.1 Industrial

See also 41, 55, 58, 64, 74, 75, 82, 84, 85, 90, 108, 137, 147, 172, 173, 184, 185, 206, 207, 214

153 Collaborative Relationships for Component Development: The Role of Strategic Issues, Production Costs, and Transaction Costs. Daniel C. Bello, Ritu Lohtia, and Shirish P. Dant, Journal of Business Research, 45 (May 1999), pp. 15–31. [Literature review, Hypothesis, original equipment manufacturer–vendor relationships, Factors, Speed to market, Criticality, Scale and experience effects, original equipment manufacturer scale and resources, Component specificity, Uncertainty, Specific assets, Vendor scarcity, Statistical analysis, Managerial implications.]

154 Influence of Environment, Strategy, and Market Orientation on Performance in Small Manufacturing Firms. Alfred M. Pel-ham, Journal of Business Research, 45 (May 1999), pp. 33–46. [Literature review, Hypotheses, Survey, Firm culture and competencies that affect implementation of firm strategy are more critical determinants of performance than the match of strategy and environment.]

155 Life-Cycle Management of Supplier Literature: The Pertinent Issues. Oliver P. Boston, Stephen J. Culley, and Christopher A. McMahon, Journal of Product Innovation Management, 16 (May 1999), pp. 268–81. [Information identification, Classification and coding, Design information audit (background, qualitative and quantitative findings), Summary of practices, Age identification of supplier literature, Assessment.]

156 Flexibility and Standardization: Test of a Contingency Model of Product Design-Manufacturing Integration. Jeffrey K. Liker, Paul D. Collins, and Frank M. Hall, Journal of Product Innovation Management, 16 (May 1999), pp. 248–67. [Literature review, Hypotheses, Survey of firms, Variables, Differentiating mechanisms, Formalization of work practices, In-process design controls, CAD/CAM and database use, Sociointegrative mechanisms, Linkages with customers and suppliers, Concurrent engineering education and training, Statistical analysis.]

157 Implementation of Industrial Process Innovations: Factors, Effects, and Marketing Implications. Patricia W. Meyers, K. Sivakumar, and Cheryl Nakata, Journal of Product Innovation Management, 16 (May 1999), pp. 295–311. [Literature review, Propositions, Conceptual framework, Success determinants, Human resources, Structure, Decision processes, Technology fit, Assessment.]

158 Analysis of Growth Stages in Small Firms: A Case Study of Automobile Ancillaries in India. Reshmi Mitra and Venugopal Pingali, Journal of Small Business Management, 37 (July 1999), pp. 62–75. [Literature review, Survey, Factors, Managerial orientation and goals, Current business strategy, Human resource policy, Customer orientation, Management style, Managerial capacity, Statistical analysis, Implications.]

159 Inventory Control in Hybrid Systems with Remanufacturing. Erwin van der Laan, Marc Salomom, Rommert Dekker, and Luk Van Wassenhove, Management Science, 45 (May 1999), pp. 733–47. [Literature review, Production planning, Push and pull control strategies, Statistical reorder point models, Computational experiments, Managerial implications.]

160 Holistic Customer Requirements and the Design-Select Decision. Karl T. Ulrich and David J. Ellison, Management Science, 45 (May 1999), pp. 641–58. [Discussion, Hypotheses, Survey of firms, Product design, Components, Make/buy decision, Transaction cost economics, Core capabilities, Assessment.]

161 Contract Manufacturing: Rapid Growth Changes Rules for Purchasing. Elizabeth Baatz, Purchasing, 126 (June 17, 1999), pp. 33–35. [Outsourcing of goods and services, Defining core competencies, Communication, Product design, Process improvements, Quality, Costs, Examples.]

162 How Purchasing Handles Intense Cost Pressure. Elizabeth Baatz, Purchasing, 126 (April 8, 1999), pp. 61–62, 65–66. [Discussion, Appliance manufacturing, High-end products, Supplier relations, Involvement, Proactive purchasing, International activity, Examples.]

3.2 Nonprofit, Political, and Social Causes

See also 1, 2, 34, 36, 40, 128, 232

163 Choosing My Religion. Richard Cimino and Don Lattin, American Demographics, 21 (April 1999), pp. 60–65. [Search for an experiential faith, Cultural aspects, Alternative spirituality, Market strategy, Church attendance, Holistic health, New Age workshops, Cohousing, Examples.]

164 Understanding the “Social Gifts” of Drinking Rituals: An Alternative Framework for PSA Developers. Debbie Treise, Joyce M. Wolburg, and Cele C. Otnes, Journal of Advertising, 28 (Summer 1999), pp. 17–31. [Literature review; Focus groups, depth interviews, and participant observations; Contextual overview (order, community, transformation); Assessment; Implications.]

165 Asking for Less to Obtain More. Pierre Desmet, Journal of Interactive Marketing, 13 (Summer 1999), pp. 55–65. [Discussion, Hypotheses, Experiment, Donation scale, Effects, Scale modifications, Reference price, Involvement, Statistical analysis.]

166 Carrots, Sticks, and Promises: A Conceptual Framework for the Management of Public Health and Social Issue Behaviors. Michael L. Rothschild, Journal of Marketing, 63 (October 1999), pp. 24–37. [Literature review, Potential value of marketing (self-interest, exchange, power and competition), Public policy philosophy (free choice and externalities, overuse of a limited resource, social dilemmas, rights and responsibilities), Propositions, Applications.]

167 Encouraging Human Organ Donation: Altruism Versus Financial Incentives. Thomas J. Cosse and Terry M. Weisenberger, Journal of Nonprofit and Public Sector Marketing, 6 (No. 2 and 3, 1999), pp. 77–94. [Discussion, Survey, Public attitudes, Legal aspects, Organ recovery and distribution system (explicit and presumed consent, mandated choice), Concerns, Paying extra bills, Statistical analysis.]

168 Volunteerism Among Non-clients as Marketing Exchange. Kimball P. Marshall, Journal of Nonprofit and Public Sector Marketing, 6 (No. 2 and 3, 1999), pp. 95–106. [Literature review; Model proposal; Propositions; Survey; Scales; Perceptions of community benefits, social responsibility, school system service quality performance, and willingness to volunteer; Implications.]

169 Hospital Volunteers as Customers: Understanding Their Motives, How They Differ from Other Volunteers, and Correlates of Volunteer Intensity. Walter W. Wymer Jr., Journal of Nonprofit and Public Sector Marketing, 6 (No. 2 and 3, 1999), pp. 51–76. [Literature review, Hypotheses, Survey, Variables (demographic, social lifestyles, self-esteem and empathy, values, determinants), Statistical analysis, Managerial implications.]

170 Segmenting Subgroups of Volunteers for Target Marketing: Differentiating Traditional Hospice Volunteers from Other Volunteers. Walter W. Wymer Jr. and Becky J. Starnes, Journal of Nonprofit and Public Sector Marketing, 6 (No. 2 and 3, 1999), pp. 25–50. [Literature review, Hypotheses, Survey, Variables (social lifestyle, self-esteem and empathy, values), Statistical analysis, Managerial implications.]

171 Understanding Volunteer Markets: The Case of Senior Volunteers. Walter W. Wymer Jr., Journal of Nonprofit and Public Sector Marketing, 6 (No. 2 and 3, 1999), pp. 1–23. [Literature review, Hypotheses, Survey, Men are more likely to volunteer when they are seniors, Church attendance and religious values, More altruistic than younger volunteers, Statistical analysis, Managerial implications.]

3.3 International and Comparative

See also 23, 24, 25, 58, 63, 70, 76, 78, 96, 108, 111, 120, 123, 126, 131, 140, 162, 197, 201, 203, 223

172 Country-of-Origin Effects on Purchasing Agents' Product Perceptions: An Australian Perspective. Sam Dzever and Pascale Quester, Industrial Marketing Management, 28 (March 1999), pp. 165–75. [Literature review, Hypotheses, Survey, Impacts, Quality, Machine tools, Component parts, Country of design, Country of assembly, Statistical analysis, Managerial implications.]

173 Segmenting the Global Market by Usage Rate of Industrial Products. Mahir Nakip, Industrial Marketing Management, 28 (March 1999), pp. 177–95. [Literature review, Data collection, Variables (social, economic, environmental), Country clusters, Target markets, Statistical analysis.]

174 The Loyal Viewer? Patterns of Repeat Viewing in Germany. Camille Zubayr, Journal of Broadcasting and Electronic Media, 43 (Summer 1999), pp. 346–63. [Literature review, Research questions, Data collection, People-meter panel, Measures, Program types, Fictional categories, Type of continuation, Determinants, Statistical analysis.]

175 Mail Order Direct Marketing in the United States and the United Kingdom: Responses to Changing Market Conditions. Michelle A. Morganosky and John Fernie, Journal of Business Research, 45 (July 1999), pp. 275–79. [Discussion, Issues (concentration, specialization, channel competition, diversification), Competitive advantage of mail-order retailing, Projections.]

176 Ethicality in Negotiations: An Analysis of Perceptual Similarities and Differences Between Brazil and the United States. Roger J. Volkema, Journal of Business Research, 45 (May 1999), pp. 59–67. [Literature review, Hypotheses, Survey of students and professionals, Behaviors (competitive bargaining, information misrepresentation, bluffing, information collection, influencing network), Statistical analysis.]

177 Wealth, Culture, and Corruption. Bryan W. Husted, Journal of International Business Studies, 30 (Second Quarter 1999), pp. 339–60. [Literature review, Hypotheses, Data collection (International Corruption Perception Index), Variables, gross national product per capita, Power distance, Uncertainty avoidance, Masculinity, Interactions, Statistical analysis.]

178 Guanxi Versus the Market: Ethics and Efficiency. Steve Lovett, Lee C. Simmons, and Raja Kali, Journal of International Business Studies, 30 (Second Quarter 1999), pp. 231–48. [Literature review, Chinese system of doing business on the basis of personal relationships, Model presentation, Scenarios (stability and uncertainty, progress and certainty, stability and certainty, progress and uncertainty), Trust and emerging economic systems, Assessment.]

179 The Effects of Cultural Adaptation on Business Relationships: Americans Selling to Japanese and Thais. Chanthika Pornpitakpan, Journal of International Business Studies, 30 (Second Quarter 1999), pp. 317–38. [Literature review, Hypotheses, Experiment, Variables, Perceived threat to social identity, Attraction, Outcomes, Statistical analysis.]

180 International Expansion of Telecommunication Carriers: The Influence of Market Structure, Network, Characteristics, and Entry Imperfections. M.B. Sarkar, S. Tamer Cavusgil, and Preet S. Aulakh, Journal of International Business Studies, 30 (Second Quarter 1999), pp. 361–82. [Literature review, Data collection, Environmental and firm-level forces, Types of projects (collaborative, stand-alone), Geographic trends, Preemption strategy, Assessment.]

181 Marketing and the Multiple Meanings of Australian Aboriginal Art. Russell W. Belk and Ronald Groves, Journal of Macromarketing, 19 (June 1999), pp. 20–33. [Discussion, Fieldwork, Artists, Administrators, Advisors, Gallery owners, Buyers and collectors, Positive metainterpretations, Assessment.]

182 Department Stores as Innovations in Retail Marketing: Some Observations on Marketing Practice and Perception in Wilhelmine, Germany. Tim Coles, Journal of Macromarketing, 19 (June 1999), pp. 34–47. [Historical discussion, Establishment of chains, Niches in urban markets, Positions, Salaries, Men, Women, Assessment.]

183 Masks Without Meaning: Notes on the Processes of Production, Consumption, and Exchange in the Context of First World–Third World Tourism. David J. Jamison, Journal of Macromarketing, 19 (June 1999), pp. 8–19. [Ethnographic research, Ethnic division of labor, Adjustments and adaptations to tourist demand, Interpretation of tourist's material world, Impacts, Kenya.]

184 From Physics to Function: An Empirical Study of Research and Development Performance in the Semiconductor Industry. Marco Iansiti and Jonathan West, Journal of Product Innovation Management, 16 (July 1999), pp. 385–99. [Literature review; Technology integration; Research resource and development organization factors; Field study; DRAM and microprocessor performance; Assessment; US, Europe, Korea, Japan.]

185 Changing Patterns of Channel Governance: An Example from Japan. Ritu Lohtia, Kyoichi Ikeo, and Ramesh Subramaniam, Journal of Retailing, 75 (Summer 1999), pp. 263–75. [Trends; Survey of manufacturers and retailers; Measures; Return privileges; Design, development, and mix; Retail price; Promotional aids; Assessment.]

186 Importance-Performance Analysis as a Strategic Tool for Service Marketers: The Case of Service Quality Perceptions of Business Students in New Zealand and the USA. John B. Ford, Mathew Joseph, and Beatriz Joseph, Journal of Services Marketing, 13 (No. 2, 1999), pp. 171–86. [Literature review, Factors (program, academic reputation, physical aspects/cost, career opportunities, location, time, word-of-mouth), Assessment, Implications.]

187 Do Master Franchisors Drive Global Franchising? John K. Ryans Jr., Sherry Lotz, and Robert Krampf, Marketing Management, 8 (Summer 1999), pp. 33–37. [Survey, Business growth, Global, Market entry, Problems, Control and communications, Examples.]

188 The Euro: How to Keep Your Prices Up and Your Competitors Down. Johan Ahlberg, Nicklas Garemo, and Tomas Naucler, McKinsey Quarterly, (No. 2, 1999), pp. 112–18. [Price differentials across European consumer and industrial goods markets, Coordinating and control, Refined pricing and marketing strategies, International accounts, Managing price transparency and switching costs, Examples.]

189 Retailers to the World. Denise Incandela, Kathleen L. McLaughlin, and Christiana Smith Shi, McKinsey Quarterly, (No. 3, 1999), pp. 84–97. [Discussion, Consolidation in developed markets, Global brands, Specialization, Partnering, Intangible assets, Expenses and capital requirements, Arbitrage, Strategic control, Examples.]

3.4 Services

See also 5, 14, 25, 30, 31, 59, 66, 67, 88, 89, 112, 123, 126, 129, 161, 169, 170, 180, 183, 186, 209, 213, 216, 221, 222, 223, 224, 228

190 Summer Overtures. Jennifer Lach, American Demographics, 21 (June 1999), pp. 38–40. [Classical music festivals, Age groups, Lifestyles, Shopping behavior, Appeals to younger concert-goers, Brochures, Web sites, Impacts, Revenues, Examples.]

191 Multiple-Perspectives Model of Medical Technology. Eliezer Geisler, Health Care Management Review, 24 (Summer 1999), pp. 55–63. [Literature review, Comparisons, Current model, Variables (physical, information, knowledge, process, change, enabling resource), Assessment.]

192 Expanding Internet Access for Health Care Consumers. Aaron S. Wilkins, Health Care Management Review, 24 (Summer 1999), pp. 30–41. [Discussion, Competitive advantage, Costs, Patient satisfaction, Problems (misuse of information, confidentiality, provider resistance), Stakeholder strategies, Examples.]

193 ISO 9000: Service Companies Can Benefit. Michael Giguere and Paul E. Smith, Ivy Business Journal (Canada), 63 (May/June 1999), pp. 13–15. [Discussion, Image and marketing, Strategic management, Risk management, Registration, Guidelines.]

194 Commercial Friendships: Service Provider–Client Relationships in Context. Linda L. Price and Eric J. Arnould, Journal of Marketing, 63 (October 1999), pp. 24–37. [Literature review; Five studies; Context and tension between instrumental and expressive goals circumscribe commercial friendships, but friendships are associated with satisfaction, loyalty, and positive word of mouth.]

195 A Model of Customer Satisfaction with Service Encounters Involving Failure and Recovery. Amy K. Smith, Ruth N. Bolton, and Janet Wagner, Journal of Marketing Research, 36 (August 1999), pp. 356–72. [Literature review, Model estimation, Hypotheses, Experiment using survey method, Customers prefer to receive recovery resources that match the type of failure they experience in amounts that are commensurate with the magnitude of the failure that occurs.]

196 Promotion and Advertising Agency Utilization: A Nation-wide Study of Hospital Providers. Beth Hogan, Sharon L. Oswald, Tony L. Henthorne, and William Schaninger, Journal of Services Marketing, 13 (No. 2, 1999), pp. 100–12. [Literature review, Variables, Agency utilization, Bed size, Status, Full-time employees in marketing, Promotion budget, Next year's budget, Initiation of agency relationship, Method of compensation, Statistical analysis, Implications.]

197 The Impact of Communication Effectiveness and Service Quality on Relationship Commitment in Consumer, Professional Services. Neeru Sharma and Paul G. Patterson, Journal of Services Marketing, 13 (No. 2, 1999), pp. 151–70. [Literature review, Hypotheses, Survey of financial services clients, Variables, Comparisons, Trust, Technical and functional quality, Interactions, Causal path analysis, Managerial implications, Australia.]

198 Assessing Quality. Amy Risch Rodie, Louis G. Pol, Benjamin F. Crabtree, and Helen E. McIlvain, Marketing Health Services, 19 (Summer 1999), pp. 17–24. [Discussion, Operational process quality, Medical practice blueprints and genograms, Examples, Applications.]

199 The Medical Call Center. Richard D. Stier, Marketing Health Services, 19 (Summer 1999), pp. 25–28. [Links consumers to meaningful resources, Assures financial viability, Shared outcome requirements, Cross-discipline tasking, Market alignment, Systems integration, Process redesign, High margins leveraged, Outcome quantified, Assessment.]

200 Digital What? The Coming Revolution in Radio. Derek Alder-ton, Kevin Krim, Jason Schmitt, and Finbar Sheehy, McKinsey Quarterly, (No. 2, 1999), pp. 124–29. [Discussion, Delivery systems, Satellite, Cable, Internet, FM broadcasting, Target markets, Problems, Examples.]

201 Personal Financial Services Goes Global. Douglas A. Beck, Jane N. Fraser, A.C. Reuter-Domenech, and Peter Sidebottom, McKinsey Quarterly, (No. 2, 1999), pp. 38–47. [Discussion, Factors (customers have greater choice, companies have greater access, specialization, benefits of scale are becoming polarized), Dominant companies, Characteristics (geographic incumbents and integrators, specialists, shapers), Examples.]

4.1 Theory and Philosophy of Science

See also 8, 15, 16, 19, 21, 22, 25, 28, 32, 33, 35, 40, 53, 54, 60, 78, 79, 86, 87, 121, 124, 132, 140, 159, 160, 164, 166, 217, 218, 235

202 Extending the Competitive Marketing Strategy Paradigm: The Role of Strategic Reference Points Theory. Aviv Shoham and Avi Fiegenbaum, Journal of the Academy of Marketing Science, 27 (Fall 1999), pp. 442–54. [Literature review, Matrix, Subdimensions (internal, external, temporal), Propositions, Performance, Impacts, Content, Configuration, Consensus, Change.]

203 Temporal and Associative Memory in Chinese and English. Nader T. Tavassoli, Journal of Consumer Research, 26 (September 1999), pp. 170–81. [Literature review, Hypotheses, Two experiments, More phonological processing of English words resulted in a superior encoding of temporal information, More contextual and visual-semantic processing of Chinese words resulted in a superior encoding of interitem associative information, Implications.]

204 Toward an Encompassing Theory of Business Marketing Relationships and Interpersonal Commercial Relationships: An Empirical Generalization. Dawn Iacobucci and Jonathan D. Hibbard, Journal of Interactive Marketing, 13 (Summer 1999), pp. 13–33. [Literature review, Model building, Relationships, Dimensions (valence, intensity, symmetry and formality of the dyad), Propositions, Implications and recommendations.]

205 Toward Identifying the Inventive Templates of New Products: A Channeled Ideation Approach. Jacob Goldenberg, David Mazursky, and Sorin Solomon, Journal of Marketing Research, 36 (May 1999), pp. 200–10. [Literature review, Product-based trends, Two experiments, Operators (exclusion, inclusion, unlinking, linking, splitting, joining), Statistical analysis, Implications.]

206 Real Options and Product Life Cycles. Nicolas P.B. Bollen, Management Science, 45 (May 1999), pp. 670–84. [Model presentation, Fixed and flexible capacity, Demand dynamics, Dynamic programming, Lattice topology, Computing project and option values, Numerical example.]

207 Project Scheduling Under Partially Renewable Resource Constraints. Jan Bottcher, Andreas Drexl, Rainer Kolisch, and Frank Salewski, Management Science, 45 (April 1999), pp. 543–59. [Project management, Model formulation, Experimental evaluation, Branch-and-bound algorithm, Serial scheduling scheme, Statistical analysis.]

208 Capacity Allocation Using Past Sales: When to Turn-and-Earn. Gerard P. Cachon and Martin A. Lariviere, Management Science, 45 (May 1999), pp. 685–703. [Model presentation, Game theory, Bullwhip effect, Supply chain management, Assessment.]

209 Dynamic Pricing for Network Service: Equilibrium and Stability. Yasushi Masuda and Seungjin Whang, Management Science, 45 (June 1999), pp. 857–69. [Data communication networks, Model presentation, Multiple nodes, Multiple classes of jobs, Congestion cost, Demand function, Externality pricing, Queuing networks, Markovian expectations, Exponential smoothing, Assessment.]

210 Investigating Dynamic Multifirm Market Interactions in Price and Advertising. Naufel J. Vilcassim, Vrinda Kadiyali, and Pradeep K. Chintagunta, Management Science, 45 (April 1999), pp. 499–518. [Game-theoretic model, Firm- (or brand-) level demand functions, Competitor actions, Marketing mixes, Econometric estimation.]

4.2 Research Methodology

See also 3, 4, 5, 7, 9, 10, 11, 13, 14, 15, 16, 17, 18, 19, 20, 21, 25, 26, 27, 28, 29, 30, 31, 32, 35, 65, 72, 76, 78, 79, 80, 94, 95, 97, 98, 100, 104, 105, 106, 107, 115, 117, 118, 122, 125, 127, 128, 129, 130, 138, 139, 144, 145, 165, 167, 168, 169, 170, 171, 174, 177, 179, 190, 194, 195, 196, 197, 205, 230

211 Good Old Dad. Joanne Y. Cleaver, American Demographics, 21 (June 1999), pp. 58–63. [Prime-of-life fathers, Stepparenting, Impacts, Biological children, Conflict, Expenses, Market strategy, Statistical data.]

212 The New Consumer Paradigm. Cheryl Russell, American Demographics, 21 (April 1999), pp. 50–54, 56, 58. [Household spending trends, 1987–97; Average spending; Women's apparel; Entertainment; Food; Health care; Furniture; Computers; Travel; Statistical data.]

213 Gay Market Power. Rachel X. Weissman, American Demographics, 21 (June 1999), pp. 32–34. [Web sites, Niche marketing, Financial services, Competition, Advertising, Examples.]

214 Industrial Marketing Management, 28 (May 1999), pp. 201–317. [Ten articles on researching business and high-technology markets, Theory testing using case studies, Degrees-of-freedom analysis, Monitoring customer satisfaction, Organizational buying theories, Industrial buying centers, Multivariate tools, Aggregation approaches for second-order data, Disk-by-mail surveys, Creativity management.]

215 How to Set Up a Forecasting System in Telecommunications Industry. Gwenocia Chandler, Journal of Business Forecasting, 18 (Summer 1999), pp. 2–4, 6. [Discussion, Process (analyze decision-making system, forecast needs, model development, ascertain data availability, forecast preparation methods, test methods' accuracy, include judgments, implement forecast, monitor performance).]

216 How to Prepare Forecasts Using EDA Tools: A Hospital-Based Case Study. Azhar Qureshi, Journal of Business Forecasting, 18 (Summer 1999), pp. 19–20, 22–23. [Discussion, Techniques, Exploratory data analytic, Market share data, Prediction intervals based on the resistant-line fit to the percentage errors, Actual versus forecasted demand, Statistical data.]

217 Visual Rhetoric in Advertising: Text-Interpretive, Experimental, and Reader-Response Analyses. Edward F. McQuarrie and David Glen Mick, Journal of Consumer Research, 26 (June 1999), pp. 37–54. [Literature review, Attitude toward the ad, Interaction between cultural competency and scheme versus trope distinction, Rhetorical theory, Statistical analysis.]

218 A Stochastic RFM Model. Richard Colombo and Weina Jiang, Journal of Interactive Marketing, 13 (Summer 1999), pp. 2–12. [Discussion, Techniques (recency, frequency, and monetary value of past responses), Databases, Assumptions, Ranking customers in terms of their lifetime value, Deciding how deep to go in the customer file to make the offer, Example.]

219 The Distribution of Survey Contact and Participation in the United States: Constructing a Survey-Based Estimate. Barbara Bickart and David Schmittlein, Journal of Marketing Research, 36 (May 1999), pp. 286–94. [Model testing, Survey contact and participation rates are lower than previously assumed, and a small percentage of the population is completing the majority of surveys.]

220 A Comparison of Multidimensional Scaling Methods for Perceptual Mapping. Tammo H.A. Bijmolt and Michel Wedel, Journal of Marketing Research, 36 (May 1999), pp. 277–85. [Literature review; Monte Carlo simulation study; MULTISCALE; MAXSCAL; PROSCAL; KYST; Relative performance in recovering true parameter values in conditions related to sample size, number of brands, number of dimensions, error variance, and robustness against violations of the assumptions.]

221 Consumer Choice Process for Experience Goods: An Econometric Model and Analysis. Ramya Neelamegham and Dipak Jain, Journal of Marketing Research, 36 (August 1999), pp. 373–86. [Estimation procedure that explicitly accounts for measurement errors in latent psychological variables, Lab experiment and field study related to new movies, Postconsumption evaluations and word of mouth.]

222 Unmasking a Phantom: A Psychometric Assessment of Mystery Shopping. Adam Finn and Ujwal Kayande, Journal of Retailing, 75 (Summer 1999), pp. 195–217. [Literature review, Customer survey and mystery shopping data, Generalizability theory approach, Service quality of competitive stores, Statistical analysis.]

223 Testing the SERVQUAL Scale in the Business-to-Business Sector: The Case of Ocean Freight Shipping Service. Srinivas Durvasula, Steven Lysonski, and Subhash C. Mehta, Journal of Services Marketing, 13 (No. 2, 1999), pp. 132–50. [Literature review, Survey, Factors (tangibles, reliability, responsiveness, assurance, empathy), Application problems, Perception scores versus gap scores, Statistical analysis, Implications, Singapore.]

224 Transactional Segmentation to Slow Customer Defections. Michael M. Pearson and Guy H. Gessner, Marketing Management, 8 (Summer 1999), pp. 17–23. [Transaction patterns, One-on-one, Customer identification, Data collection, Households, Problems, Modeling, Customer retention system, Applications, Implications, Banking industry.]

225 Internet Interviewing. Phil Levine, Bill Ahlhauser, Dale Kulp, and Rick Hunter, Marketing Research, 11 (Summer 1999), pp. 33–36. [Discussion, Techniques, Fast survey setup and execution, Convenience, High participation, Inexpensive, Small sample size, Inability to identify respondents.]

226 Turning Data into Knowledge. Joan Palmquist and Lisa Ketola, Marketing Research, 11 (Summer 1999), pp. 29–32. [Database marketing, Marketing researchers' role, Adding value, Customer clusters, Cumulative profit distribution, Assessment.]

227 Diagnosing Customer Loyalty Drivers. Michael J. Ryan, Robert Rayner, and Andy Morrison, Marketing Research, 11 (Summer 1999), pp. 19–26. [Discussion, Conceptual model (residential utility customers), Partial least squares analysis produces more accurate results than either multiple regression or principal components regression for a typical loyalty model.]

228 Evaluating EZPass. Terry G. Vavra, Paul E. Green, and Abba M. Krieger, Marketing Research, 11 (Summer 1999), pp. 5–13, 16. [Consumer response to new tollway technology, Field study, Attitudes, Design attributes, Preferences for implementation levels, Demand projections, Conjoint analysis, Implications for future projects.]

229 Customer Relationship Measurement. Gordon A. Wyner, Marketing Research, 11 (Summer 1999), pp. 39–41. [Discussion, Factors, Customer definition, Provider presence, Depth of relationship, Duration, Intermediaries, Assessment, Implications.]

5.1 Educational and Professional Issues

See also 53, 102, 121, 155, 186, 233

230 Experimentation in the 21^st Century: The Importance of External Validity. Russell S. Winer, Journal of the Academy of Marketing Science, 27 (Summer 1999), pp. 349–58. [Articles appearing in the consumer behavior literature, Recommendations, Section indicating how increased levels of external validity can be obtained, Joint efforts between consumer behavior and marketing science researchers, Analyses of electronic panel data, Examples.]

231 Assessing the Quality Ranking of the Journal of Advertising, 1986–1997. George M. Zinkhan and Thomas W. Leigh, Journal of Advertising, 28 (Summer 1999), pp. 51–70. [Citation analysis; Compared with 33 marketing, advertising, and business journals; Statistical data.]

232 Major Research Studies: An Annotated Bibliography of Marketing to Volunteers. Walter W. Wymer Jr. and Donald R. Self, Journal of Nonprofit and Public Sector Marketing, 6 (No. 2 and 3, 1999), pp. 107–64. [Discussion, Topics, Recruitment, Retention, Reactivation of former volunteers, Segmentation, Descriptive studies, Other.]

5.2 General Marketing

233 Higher Than the Bottom Line: Reflections on Some Recent Macromarketing Literature. Morris B. Holbrook, Journal of Macromarketing, 19 (June 1999), pp. 48–74. [Literature review, Fate of contemporary consumers at the hands of businesses that claim to serve them, Potential death of marketing, McDonaldization, Customization, Assessment.]

234 Journal of Marketing, 63 (Special Issue 1999), pp. 3–218. [Seventeen articles on fundamental issues and directions for marketing, Consumer behavior, Market functions and market evolution, How firms relate to their markets, Contributions of marketing to organizational performance and societal welfare.]

235 The Role of Marketing Actions with a Social Dimension: Appeals to the Institutional Environment. Jay M. Handelman and Stephen J. Arnold, Journal of Marketing, 63 (July 1999), pp. 33–48. [Literature review, Legitimation model, Hypotheses, Experiment within a retail context, Institutional and performative actions, Positive and negative, Statistical analysis.]