1. The Marketing Environment
1.1 Consumer Behavior
See also 42, 62, 63, 81, 100, 107, 108, 109, 113, 114, 123, 136, 137, 139, 150, 155, 160, 181, 182, 196, 197, 198, 199, 200, 207, 209, 211, 229
1 Food for Thought. Roberta Bernstein, American Demographics, 22 (May 2000), pp. 39–40, 42. [Hispanic and Asian consumers, Market potentials, Disposable income, Expenditures, Cultural and language issues, Consumer panels, Shopping behavior, Packaged-goods industry.]
2 Congestion Ahead. John Fetto, American Demographics, 22 (June 2000), pp. 49–50. [Extreme commuting, Regions, Time spent in traffic, In-auto activities, Billboards, Radio promotions, Creative, Examples.]
3 Make Room for Daddy. Rebecca Gardyn, American Demographics, 22 (June 2000), pp. 34–36. [Trends, Fathers, Market potentials, Magazine readership, Household spending decisions, Time spent with children, E-marketing, Statistical data.]
4 The Joy of Empty Nesting. Joan Raymond, American Demographics, 22 (May 2000), pp. 48–52, 54. [Trends, Baby boomers, Discretionary income, Lifestyles, Affluence, Market strategy, Quality of life, Techno-savvy, Health concerns, Examples.]
5 Life's a Beach 101. Nancy Shepherdson, American Demographics, 22 (May 2000), pp. 56–58, 60, 62, 64. [Echo boomers, E-commerce, Customization, Market strategy, Web sites, Surveys, Recent college grads, Brand loyalty, Jobs, Starting salaries, Investing, Examples.]
6 The Facilitating Influence of Consumer Knowledge on the Effectiveness of Daily Value Reference Information. Fuan Li, Paul W. Miniard, and Michael J. Barone, Journal of the Academy of Marketing Science, 28 (Summer 2000), pp. 425–36. [Literature review, Hypothesis, Experiment, Measures, Trial intention, Attitude, Healthiness (overall, fat, fiber, sodium), Statistical analysis.]
7 Effects of Absurdity in Advertising: The Moderating Role of Product Category Attitude and the Mediating Role of Cognitive Responses. Leopoldo Arias-Bolzmann, Goutam Chakraborty, and John C. Mowen, Journal of Advertising, 29 (Spring 2000), pp. 35–49. [Literature review; Hypotheses; Experiment; Measures; Ad, brand, and product attitudes; Comparisons; Nonabsurd ads; Recall; Statistical analysis; Implications.]
8 An Empirical Test of an Updated Relevance–Accessibility Model of Advertising Effectiveness. William E. Baker and Richard J. Lutz, Journal of Advertising, 29 (Spring 2000), pp. 1–14. [Literature review, Hypotheses, Experiment, Brand names, Choice processes (optimizing, satisficing, indifference), Types of information (evidence of performance superiority, credibility, and liking), Statistical analysis, Implications.]
9 Customer Satisfaction Cues to Support Market Segmentation and Explain Switching Behavior. Antreas D. Athanassopoulos, Journal of Business Research, 47 (March 2000), pp. 191–207. [Literature review, Model presentation, Hypotheses, Survey of banks' business and individual customers, Measures, Corporate, Innovativeness, Physical and staff service, Pricing, Convenience, Statistical analysis, Implications.]
10 Representation of Numerical and Verbal Product Information in Consumer Memory. Terry L. Childers and Madhubalan Viswanathan, Journal of Business Research, 47 (February 2000), pp. 109–20. [Literature review, Conceptual framework based on surface versus meaning level processing of information, Hypotheses, Two experiments, Recognition paradigm, Assessment.]
11 Consumers' Use of Persuasion Knowledge: The Effects of Accessibility and Cognitive Capacity on Perceptions of an Influence Agent. Margaret C. Campbell and Amna Kirmani, Journal of Consumer Research, 27 (June 2000), pp. 69–83. [Literature review; Model presentation; Four experiments; When an ulterior persuasion motive is highly accessible, both cognitively busy targets and unbusy observers use persuasion knowledge to evaluate a salesperson; Statistical analysis.]
12 Indexicality and the Verification Function of Irreplaceable Possessions: A Semiotic Analysis. Kent Grayson and David Shulman, Journal of Consumer Research, 27 (June 2000), pp. 17–30. [Literature review, Hypotheses, Two studies, Late-adolescent and late-middle-age consumers view irreplaceable possessions as being distinct because of indexicality, Link between verification and irreplaceable possessions, Statistical analysis.]
13 Determinants of Country-of-Origin Evaluations. Zeynep Gurhan-Canli and Durairaj Maheswaran, Journal of Consumer Research, 27 (June 2000), pp. 96–108. [Literature review, Hypotheses, Two experiments, Variables, Evaluations, Beliefs, Information relevance, Total thoughts, Country-of-origin and attribute-related thoughts, Statistical analysis.]
14 Standing on the Shoulders of Ancients: Consumer Research, Persuasion, and Figurative Language. William J. McGuire, Journal of Consumer Research, 27 (June 2000), pp. 109–14. [Literature review, Early communication (tropes, rhetorical figures), Impacts, Creative hypothesis-generating phase of research, Assessment.]
15 Children, Advertising, and Product Experiences: A Multi-method Inquiry. Elizabeth S. Moore and Richard J. Lutz, Journal of Consumer Research, 27 (June 2000), pp. 31–48. [Literature review; Model presentation; Hypotheses; Experiment and depth interviews; Both product trial and advertising have influences, but interplay of these influences differs between older and younger children; Statistical analysis.]
16 Consumer Learning and Brand Equity. Stijn M.J. van Osselaer and Joseph W. Alba, Journal of Consumer Research, 27 (June 2000), pp. 1–16. [Literature review, Series of experiments, Strong blocking effects were found despite a limited number of brand pre-exposures and extensive exposure to predictive attribute information.]
17 The Role of Explanations and Need for Uniqueness in Consumer Decision Making: Unconventional Choices Based on Reasons. Itamar Simonson and Stephen M. Nowlis, Journal of Consumer Research, 27 (June 2000), pp. 49–68. [Literature review, Hypotheses, Series of studies, Explaining decisions shifts the focus from the choice of options to the choice of reasons. Buyers who explain their decisions and have high need for uniqueness tend to select unconventional reasons and are more likely to make unconventional choices.]
18 Qualitative Steps Toward an Expanded Model of Anxiety in Gift-Giving. David B. Wooten, Journal of Consumer Research, 27 (June 2000), pp. 84–95. [Literature review, Model development, Survey of students and nonstudent adults, Givers become anxious when they are highly motivated to elicit desired reactions from their recipients but are pessimistic about their prospects of success.]
19 Understanding the Customer Base of Service Providers: An Examination of the Differences Between Switchers and Stayers. Jaishankar Ganesh, Mark J. Arnold, and Kristy E. Reynolds, Journal of Marketing, 64 (July 2000), pp. 65–87. [Literature review, Hypotheses, Two studies, Consumers' use of banking services, Impacts, Overall satisfaction, Satisfaction with service dimensions, Involvement, Customer loyalty, Statistical analysis, Implications.]
20 Self-Service Technologies: Understanding Customer Satisfaction with Technology-Based Service Encounters. Matthew L. Meuter, Amy L. Ostrom, Robert I. Roundtree, and Mary Jo Bitner, Journal of Marketing, 64 (July 2000), pp. 50–64. [Literature review, Critical incident study (satisfying and dissatisfying), Sources, Consumer reactions, Comparisons, Interpersonal encounter satisfaction, Assessment, Managerial implications.]
21 Consumer Response to Negative Publicity: The Moderating Role of Commitment. Rohini Ahluwalia, Robert E. Burnkrant, and H. Rao Unnava, Journal of Marketing Research, 37 (May 2000), pp. 203–14. [Literature review, Hypotheses, Three experiments, Consumers who are committed to a brand counterargue negative information and can resist information that is likely to induce switching behavior.]
22 A Hierarchical Bayes Model for Assortment Choice. Eric T. Bradlow and Vithala R. Rao, Journal of Marketing Research, 37 (May 2000), pp. 259–68. [Literature review, Experiment, Set of eight popular magazines, Effects, Price, Attributes, Features, Selection, Statistical analysis, Managerial implications.]
23 Impact of Product-Harm Crises on Brand Equity: The Moderating Role of Consumer Expectations. Niraj Dawar and Madan M. Pillutla, Journal of Marketing Research, 37 (May 2000), pp. 215–26. [Literature review, Expectations–evidence framework, Hypotheses, Field survey and two laboratory experiments, Impacts, Consumers' interpretation of the evidence from firm response, Managerial implications.]
24 The Evolution of Brand Preferences and Choice Behaviors of Consumers to a Market. Carrie M. Heilman, Douglas Bowman, and Gordon P. Wright, Journal of Marketing Research, 37 (May 2000), pp. 139–55. [Literature review, Logit-mixture model with time-varying parameters, Consumer panel data, Stages (information collection, extended to lesser-known brands, information consolidation), Impacts, Product experience and learning, Statistical analysis, Implications.]
25 Choosing What I Want Versus Rejecting What I Do Not Want: An Application of Decision Framing to Product Option Choice Decisions. C. Whan Park, Sung Youl Jun, and Deborah J. MacInnis, Journal of Marketing Research, 37 (May 2000), pp. 187–202. [Literature review, Model presentation, Hypotheses, Three studies, Option framing, Psychological reactions, Moderators (option prices, product category prices, regret anticipation, product category commitment), Managerial effects.]
26 Assessing a Place to Live: A Quality of Life Perspective. Glen Riecken, Don Shemwell, and Ugur Yavas, Journal of Nonprofit and Public Sector Marketing, 7 (No. 2, 1999), pp. 17–29. [Survey of community leaders, Factors, Weather, Crime, Economy, Education, Health, Housing, Leisure, Transportation, Arts, Importance/performance analysis, Policy implications.]
27 Assessing the Effects of Quality, Value, and Customer Satisfaction on Consumer Behavioral Intentions in Service Environments. J. Joseph Cronin Jr., Michael K. Brady, and G. Tomas M. Hult, Journal of Retailing, 76 (Summer 2000), pp. 193–218. [Literature review, Model testing, Hypotheses, Two studies, Multiple service providers, Direct and indirect effects, Relationships, Statistical analysis.]
1.2 Legal, Political and Economic Issues
See also 51, 102, 151, 176, 188, 198, 199, 203, 227
28 Ethical and Online Privacy Issues in Electronic Commerce. Eileen P. Kelly and Hugh C. Rowland, Business Horizons, 43 (May/June 2000), pp. 3–12. [Discussion, Information gathering, Legal aspects, Freedom of choice, Voluntary and informed consent, Proposed legislation, Industry reaction, Managerial recommendations.]
29 The Measurement of Intellectual Property Rights Protection. Robert L. Ostergard Jr., Journal of International Business Studies, 31 (Second Quarter 2000), pp. 349–60. [Discussion, Empirical research, Comparisons, Countries, Law and enforcement measures, Protection score analysis (copyright, patent, trademark), Assessment.]
30 Covenants Not to Compete. Erica B. Garay, Marketing Management, 9 (Summer 2000), pp. 61–63. [Acquisitions and mergers, Legislation, Court decisions, Enforcing covenants arising in connection with the sale of a business, Limits to enforcement, Assessment.]
31 U.S. Trust Busters Eye Net Markets. Dan Gottlieb, Purchasing, 128 (June 15, 2000), pp. S67, S69, S72. [Discussion, Net trade exchanges, Legal aspects, Market power, Major industry players, Acquisitions and mergers, Anticompetitive effects, Assessment.]
1.3 Ethics and Social Responsibility
See also 28, 151, 210, 228
32 Representing the Perceived Ethical Work Climate Among Marketing Employees. Barry J. Babin, James S. Boles, and Donald P. Robin, Journal of the Academy of Marketing Science, 28 (Summer 2000), pp. 345–58. [Literature review, Survey of employees, Models, Responsibility/trust, Peer behavior, Ethical norms, Selling practices, Role ambiguity, Role conflict, Job satisfaction, Organizational commitment, Statistical analysis, Implications.]
33 Crime and Small Business: An Exploratory Study of Cost and Prevention Issues in U.S. Firms. Donald F. Kuratko, Jeffrey S. Hornsby, Douglas W. Naffziger, and Richard M. Hodgetts, Journal of Small Business Management, 38 (July 2000), pp. 1–13. [Literature review, Survey, Level of concern, Crime prevention actions, Training provided, Perceptions of crime against business, Annual cost of crime, Impact of industry type, Statistical anlaysis.]
34 Making Business Sense of Environmental Compliance. Jasbinder Singh, Sloan Management Review, 41 (Spring 2000), pp. 91–100. [Discussion, Partnerships, Environmental and plant managers, Savings, Strategies, Review plant operations, Find best times to install pollution-control equipment and upgrade production technology, Allocate environmental costs, Integrate business and environmental decisions, Examples.]
35 Corporate Responsibility Audits: Doing Well by Doing Good. Sandra Waddock and Neil Smith, Sloan Management Review, 41 (Winter 2000), pp. 75–83. [Vision versus practice, CEO commitment, Teams, Corporate culture, Mission statement, Stakeholder elements, Existing policies and practices, Functional areas (human resources, environmental practices, quality systems, community relations), Examples.]
2. Marketing Functions
2.1 Management, Planning, and Strategy
See also 9, 30, 31, 32, 33, 34, 35, 64, 67, 68, 69, 71, 73, 74, 77, 82, 83, 85, 86, 90, 96, 97, 98, 106, 112, 114, 115, 116, 117, 120, 121, 122, 124, 125, 126, 127, 134, 135, 145, 146, 148, 149, 153, 154, 161, 162, 164, 165, 166, 167, 168, 169, 170, 171, 172, 173, 174, 175, 179, 183, 184, 186, 193, 202, 207, 210, 212, 214, 219, 221, 228
36 Avoiding the Complexity Trap. Alan Brache and Peter M. Tobia, Across the Board, 37 (June 2000), pp. 42–46. [Sustainable niches, Problems, Availability of outsourcing, Broadening capability and plunging price of technology, Workforce mobility, E-commerce, Impacts, Focus, Critical resources, Information on costs, Examples.]
37 Laying Off Risk. Stan Davis and Christopher Meyer. Across the Board, 37 (April 2000), pp. 33–37. [Insuring against risk, Risk-related rewards, Organizing around risk, Hedging, Core competencies, Value creation, Examples.]
38 The Negotiation Industry. Lee Edson, Across the Board, 37 (April 2000), pp. 14–20. [Discussion, Use in hiring process, International, Special training, Educational initiatives, Win–win model, Examples.]
39 The Secrets of Performance Appraisal. Dick Grote, Across the Board, 37 (May 2000), pp. 14–20. [Corporate culture, Organizational expectations, Identification of specific core competencies, Evaluation, Mastery descriptions, Role of objectivity, Examples.]
40 Condition Critical. Phillip L. Polakoff and David G. Anderson, Across the Board, 37 (May 2000), pp. 42–47. [Health and safety programs, Control, Lost time costs, Risk shifting strategies, Helping employees manage their own care, Assessment, Guidelines.]
41 The Effects of Formal Strategic Marketing Planning on the Industrial Firm's Configuration, Structure, Exchange Patterns, and Performance. Andy Claycomb, Richard Germain, and Cornelia Droge, Industrial Marketing Management, 29 (May 2000), pp. 219–34. [Literature review; Survey (Council of Logistics Managment); Impacts; Use of integrative committees and mechanisms, specialization, decentralized decision making, and formal performance measurement (both internal and benchmarking).]
42 Implementing a Customer Relationship Strategy: The Asymmetric Impact of Poor Versus Excellent Execution. Mark R. Colgate and Peter J. Danaher, Journal of the Academy of Marketing Science, 28 (Summer 2000), pp. 375–87. [Literature review; Survey of bank customers; Satisfaction, performance, usage of bank; Personal banker; Good and bad strategies; Switching activity; Behavioral intentions; Statistical analysis; New Zealand.]
43 Superordinate Identity in Cross-Functional Product Development Teams: Its Antecedents and Effect on New Product Performance. Rajesh Sethi, Journal of the Academy of Marketing Science, 28 (Summer 2000), pp. 330–44. [Literature review, Hypotheses, Survey of key informants in cross-functional teams, Impacts, Special team structure, Traditional team factor, Interaction effects, Statistical analysis, Managerial implications.]
44 Business Planning Practices in Small Size Companies: Survey Results. Surendra S. Singhvi, Journal of Business Forecasting, 19 (Summer 2000), pp. 3–4, 6, 8. [Primary objectives for preparing a plan, Responsibility, Planning horizon, Plan update, Achievement, Annual budget, Board approval, Financial success, Recommendations.]
45 Journal of Business Research, 47 (January 2000), pp. 3–89. [Eight articles on dynamics of strategy, Executive pay and UK privatization, Nonprofit organization responses to anticipated changes in government support for HIV/AIDS services, Evolving complex organizational structures in new and unpredictable environments, Innovation teams, Institutional foundations of success and failure, Impact of technology policy integration on strategy, Business transformation, Impact of environmentally linked strategies on competitive advantage, Many countries.]
46 Relationship of Firm Size, Initial Diversification, and Internationalization with Strategic Change. Parshotam Dass, Journal of Business Research, 48 (May 2000), pp. 135–46. [Theoretical discussion, Hypotheses, Data collection (COMPUSTAT II database), Variables, Initial and changes in product diversity, Industry performance, Risk, Slack, Firm size, International diversification, Interactions, Statistical analysis.]
47 Organizational Values: The Inside View of Service Productivity. Dawn Dobni, J.R. Brent Ritchie, and Wilf Zerbe, Journal of Business Research, 47 (February 2000), pp. 91–107. [Literature review, Survey of service firms, Impacts, Employee mutualism, Market leadership, Customer intimacy, Operational efficiency, Organizational preservation, Change aversion, Social responsibility, Value systems (entrepreneurial, performance-pressured, integrated, temperate), Statistical analysis, Canada.]
48 Firm Characteristics Influencing Export Propensity: An Empirical Investigation by Industry Type. Rajshekhar G. Javalgi, D. Steven White, and Oscar Lee, Journal of Business Research, 47 (March 2000), pp. 217–28. [Literature review, Hypotheses, Survey, Comparisons, Export versus nonexport firms, Variables, Number of employees, Total sales, Years in business, International trade activity, Primary industrial classification, Firm ownership, Statistical analysis.]
49 Benchmarking Cultural Transition. Roger Connors and Tom Smith, Journal of Business Strategy, 21 (May/June 2000), pp. 10–12. [Corporate culture, The best benchmarks are keyed to important before-and-after results the organization must achieve and to the beliefs and actions that produce those results, Assessment.]
50 Investigation of Factors Contributing to the Success of Cross-Functional Teams. Edward F. McDonough III, Journal of Product Innovation Management, 17 (May 2000), pp. 221–35. [Literature review, Model presentation, Survey of new product development professionals, Outcome and process reasons for adopting cross-functional teams, Interactions, Stage setters, Enablers, Team behaviors, Performance, Assessment.]
51 Environmental and Ownership Characteristics of Small Businesses and Their Impact on Development. William B. Gartner and Subodh Bhat, Journal of Small Business Management, 38 (July 2000), pp. 14–26. [Literature review, Survey, Growth expectations, Effects, Crime, Neighborhood appearance, Ethnicity of owner, Legal structure of firm, Firm type and size, Statistical analysis, Recommendations.]
52 Strategic Planning in the Military: The U.S. Naval Security Group Changes Its Strategy, 1992–1998. William Y. Frentzell II, John M. Bryson, and Barbara C. Crosby, Long Range Planning (UK), 33 (June 2000), pp. 402–29. [Discussion, Creating vision, Middle and top-level management involvement, Stakeholder and SWOT analyses, Scenario planning, Cognitive and oval mapping, Assessment.]
53 The Future.org. Raymond E. Miles, Charles C. Snow, and Grant Miles, Long Range Planning (UK), 33 (June 2000), pp. 300–21. [Collaboration-based organizational model for innovation, Essential conditions (time, trust, territory), Design principles (self-management, behavioral protocols, shared strategic intent, equitable sharing of returns), Barriers (institutional, philosophical, organizational), Examples.]
54 Business Domain Definition Practice: Does It Affect Organisational Performance? Jatinder S. Sidhu, Edwin J. Nijssen, and Harry R. Commandeur, Long Range Planning (UK), 33 (June 2000), pp. 376–401. [Literature review, Hypotheses, Survey of managers, Focus, Stable versus turbulent environments, Impacts, Customer need, Technological competence, Assessment, Implications, The Netherlands.]
55 Marketing Decision Support Systems for Strategy Building. Sanjay K. Rao, Marketing Health Services, 20 (Summer 2000), pp. 15–18. [Pharmaceutical products, Customer and market environments, System outputs (interaction between pricing and other marketing mix strategies), Cash flows, Outcomes, Assessment.]
56 What's in a Name? New CPO Title Reflects Buying's Strategic Role. William Atkinson, Purchasing, 128 (June 1, 2000), pp. 45, 49–51. [Chief procurement officer, Organizational structure, Functions, Responsibilities, Top management support, Implications for suppliers, Examples.]
57 Supporting a For-Profit Cause. Guy Kawasaki, Sales and Marketing Management, (May 2000), pp. S16–S19. [Corporate culture, Customer focused, Morale, Impacts, Creating a good product and service, Sense of ownership, Training, Empowerment, Support, Examples.]
58 A Position of Power. Chad Kaydo, Sales and Marketing Management, (June 2000), pp. 104–106, 108, 110, 112, 114. [Corporate image, Product positioning, Product differentiation, Factors, Identify the difference, Make it relevant, Keep it simple, Watch the competition, Examples.]
59 Technology Is Not Enough: Improving Performance by Building Organizational Memory. Rob Cross and Lloyd Baird, Sloan Management Review, 41 (Spring 2000), pp. 69–78. [Organizational learning, Explicit and tacit knowledge, Databases, Social bonding, Work processes and support systems, Targeting, Structuring, Embedding, Examples.]
60 Outsourcing Innovation: The New Engine of Growth. James Brian Quinn, Sloan Management Review, 41 (Summer 2000), pp. 13–28. [Discussion, Basic and early-stage research, Business processes, New-product introductions, Impacts, Resource limits, Specialist talents, Multiple risks, Attracting talent, Speed, Examples.]
61 Leading Laterally in Company Outsourcing. Michael Useem and Joseph Harder, Sloan Management Review, 41 (Winter 2000), pp. 25–38. [Personal interviews, Senior managers, Leadership capabilities (strategic thinking, deal making, partnership governing, managing change), Assessment.]
2.2 Retailing
See also 73, 87, 96, 99, 100, 105, 109, 110, 132, 133, 215, 224
62 A Longitudinal Analysis of Satisfaction and Profitability. Kenneth L. Bernhardt, Naveen Donthu, and Pamela A. Kennett, Journal of Business Research, 47 (February 2000), pp. 161–71. [Literature review, Hypotheses, Consumer survey, Impacts, Customer and employee satisfaction, Statistical analysis, Managerial implications, Fast-food restaurant industry.]
63 To wards Understanding Consumer Response to Stock-Outs. Katia Campo, Els Gijsbrechts, and Patricia Nisol, Journal of Retailing, 76 (Summer 2000), pp. 219–42. [Literature review; Model estimation; Store intercept; Characteristics (product, consumer, situation); Costs; Impacts; Item, package size, and store switching; Purchase deferment and cancellation; Statistical analysis; Belgium.]
64 Attention, Retailers! How Convenient Is Your Convenience Strategy? Kathleen Seiders, Leonard L. Berry, and Larry G. Gresham, Sloan Management Review, 41 (Spring 2000), pp. 79–89. [Trends; Access, possession, and transaction convenience; Locating the right product; Integrated approach; Examples.]
65 Customer Relationship Management. Susan Reda, Stores, 82 (April 2000), pp. 33–36. [Target markets, Databases, Software packages, Consultants, Role of marketing department, Examples.]
66 Real Estate, Customer Research Become Key Tools in Service Merchandise Revival. Susan Reda, Stores, 82 (June 2000), pp. 118, 120, 122. [Discussion, Consultants, Customer profiles, Product categories, Point-of-sale information, Software packages, Web site, Internet alliances, Trade area analysis, Case study.]
67 Rethinking the Rules. Susan Reda, Stores, 82 (June 2000), pp. 34–35, 38. [Retailing industry, Impacts, Online revolution, Confronting new realities, More fluid environment, Logistics expertise, Acquisition strategy, Bricks-and-mortar advantages, Examples.]
2.3 Channels of Distribution
See also 56, 84, 91, 92, 94, 95, 104, 147, 163, 165, 185, 190
68 Industrial Marketing Management, 29 (July 2000), pp. 285–386. [Nine articles on business marketing networks, Implementing programmatic initiatives in manufacturer–retailer networks, Supplier relations, Interconnectedness, Strategic alliances, Partner as customer, Relationship strategy, Quality, Customer retention, Purchasing behavior, Satisfaction in industrial markets.]
69 On Interfirm Power, Channel Climate, and Solidarity in Industrial Distributor–Supplier Dyads. Keysuk Kim, Journal of the Academy of Marketing Science, 28 (Summer 2000), pp. 388–405. [Literature review, Model estimation, Hypotheses, Survey, Measures, Supplier and distributor power, Coercive and noncoercive influence strategy, Trust, Relationship continuity, Solidarity, Statistical analysis.]
70 A Brand's Advertising and Promotion Allocation Strategy: The Role of the Manufacturer's Relationship with Distributors as Moderated by Relative Market Share. Kenneth Anselmi, Journal of Business Research, 48 (May 2000), pp. 113–22. [Literature review; Hypotheses; Survey of manufacturers; As exchange relationships become more relational, manufacturers increase advertising allocations; More discrete relationships, increase allocation to promotion; Market share moderates the influence of exchange relationship type.]
71 Relationship Marketing Activities, Commitment, and Membership Behaviors in Professional Associations. Thomas W. Gruen, John O. Summers, and Frank Acito, Journal of Marketing, 64 (July 2000), pp. 34–49. [Literature review, Model presentation, Hypotheses, Survey of life insurance agents, Measures, Commitment (affective, continuance, normative), Impacts, Membership retention, Exchange-based participation, Cooperatively based coproduction, Statistical analysis.]
72 Sales Through Sequential Distribution Channels: An Application to Movies and Videos. Donald R. Lehmann and Charles B. Weinberg, Journal of Marketing, 64 (July 2000), pp. 18–33. [Literature review, Model structure and analysis, Data from 35 movies, Exponential sales curves, Optimal release times, Assessment.]
73 Control Mechanisms and the Relationship Life Cycle: Implications for Safeguarding Specific Investments and Developing Commitment. Sandy D. Jap and Shankar Ganesan, Journal of Marketing Research, 37 (May 2000), pp. 227–45. [Literature review, Conceptual framework, Hypotheses, Survey of retailers, Measures, Transaction-specific investments, Relational norms, Explicit contracts, Supplier's commitment, Performance, Conflict level, Relationship satisfaction and phase, Interdependence magnitude and asymmetry, Statistical analysis.]
74 Organizing Distribution Channels for Information Goods on the Internet. Rajiv Dewan, Marshall Freimer, and Abraham Seidmann, Management Science, 46 (April 2000), pp. 483–95. [Electronic commerce, Electronic publishing, Digital and pricing content, Internet service providers, Industrial organization, Spatial competition, Industry structure, Assessment, Managerial implications.]
75 Price Protection in the Personal Computer Industry. Hau L. Lee, V. Padmanabhan, Terry A. Taylor, and Seungjin Whang, Management Science, 46 (April 2000), pp. 467–82. [Literature review, Obsolescence-prone market, Single- and two-buying-opportunity models, Channel coordination, Supply chain management, Incentives, Numerical example.]
76 Pursuing Risk-Sharing, Gain-Sharing Arrangements. James B.L. Thomson and James C. Anderson, Marketing Management, 9 (Summer 2000), pp. 40–47. [Customer–supplier relations, Market strategy, Implementation (assess customer measurement systems, determine products and services, build historical database, measurement responsibility, sharing risks and gains, outline specific actions and initiate the agreement), Case study, Hospital supply industry.]
77 Distributors: How Good Are They? James P. Morgan, Purchasing, 128 (May 4, 2000), pp. 50–52, 54, 58. [Survey of purchasing professionals, Percentage of companies' purchases, Product categories, Needs priorities, Performance ratings, Use of e-business tools, Problems (prices, delivery, damage, cost control, e-business, inventory, personnel, information), Slow implementation, Examples.]
2.4 Electronic Marketing
See also 3, 5, 28, 31, 67, 74, 77, 128, 132, 133, 151, 179, 184, 213
78 Beating the Banner Ad. Christine Blank, American Demographics, 22 (June 2000), pp. 42–44. [E-mail campaigns, Target markets, Entertainment, Multisensory, Interactive, Click-and-play video messages, Rich media, Costs, Examples.]
79 Mouse-Trapping the Student Market. Rebecca Gardyn, American Demographics, 22 (May 2000), pp. 30, 32–34. [In-school marketing, Ad-supported mousepads, Effectiveness, Comparisons, Internet banner ads, Online sweepstakes, Newspaper ads, Case study.]
80 Cracking the Niche. Christina Le Beau, American Demographics, 22 (June 2000), pp. 38–40. [Online marketing, Market segments, Web-based groups with focused interests, Becoming part of a community, Examples.]
81 Internet: A Vehicle for On-line Shopping. Venkatakrishna V. Bellur, Finnish Journal of Business and Economics, 49 (No. 2, 2000), pp. 191–207. [Literature review, Survey of households, Demographic and socioeconomic profile, Internet access and usage rates, Impacts, Occupation, Income, Discriminant analysis.]
82 Harvard Business Review, 78 (May/June 2000), pp. 84–114. [Three articles on e-business, Syndication, Roles, Structure, Business-to-business marketplaces, E-hubs, Integrating virtual and physical operations, Examples.]
83 How to Acquire Customers on the Web. Donna L. Hoffman and Thomas P. Novak, Harvard Business Review, 78 (May/June 2000), pp. 179–80, 183–86, 188. [Discussion, Banner ads, Affiliate marketing, Integrated strategy (mass media, online advertising, strategic partnerships, word of mouth, free links, PR), Examples.]
84 The All-in-One Market. Paul Nunes, Diane Wilson, and Ajit Kambil, Harvard Business Review, 78 (May/June 2000), pp. 19–20. [Trends, Evolution, Online transactions, Mechanisms, Price competition, Examples.]
85 Going Up! Vertical Marketing on the Web. Sunny Baker and Kim Baker, Journal of Business Strategy, 21 (May/June 2000), pp. 30–33. [Discussion, Mission, Customer needs, Market segments, Building awareness, E-commerce strategy, Assessment.]
86 The Eight Deadly Assumptions of E-Business. Alan Brache and Jim Webb, Journal of Business Strategy, 21 (May/June 2000), pp. 13–17. [Discussion, Technology is the answer, Get on the e-business bandwagon, Expand the customer base, Enables global expansion, Reengineering will help to better serve e-business needs, Web sites will ensure more e-business, Delegate development and implementation to the IT department or to a consultant, Going digital quickly, Assessment.]
87 Frictionless Commerce? A Comparison of Internet and Conventional Retailers. Erik Brynjolfsson and Michael D. Smith, Management Science, 46 (April 2000), pp. 563–85. [Literature review, Data collection, Competition, Price changes, Menu costs, Price dispersion, Asymmetrically informed consumers and search costs, Product and retailer heterogeneity, Assessment.]
88 Debunking the Myths of Web Site Promotion. Joyce Flory, Marketing Health Services, 20 (Summer 2000), pp. 31–35. [Discussion, Site registration, Registration services, Search engines, Specific types of information, Impacts, Promotion efforts, Awards, Press releases, Contests and giveaways, Success, Guidelines.]
89 Branding on the Internet. Larry Chiagouris and Brant Wansley, Marketing Management, 9 (Summer 2000), pp. 34–38. [Discussion, Relationship-building continuum, Impacts, E-branding tactics, Measurement issues, Examples.]
90 Ride or Drive? Ralph A. Oliva, Marketing Management, 9 (Summer 2000), pp. 58–60. [Web-based hubs, Driving (starting your own digital marketplace for multiple buyers and sellers), Riding (signing on to a hub run by another firm), Managing cognitive spaces, Spin ups, Hub wars, Ride versus drive, Assessment.]
91 Buyers Are Hot on Internet, Wary About E-Procurement. Purchasing, 128 (June 15, 2000), pp. S6–S7, S10, S13. [Survey, Attitudes, Communications (requests for information and quotes from suppliers, shipments tracking and expediting, ordering), Costs, Ease of use, Security, Reliability, Current or projected use, Examples.]
92 E-Auction Model Morphs to Meet Buyers' Needs. Anne Millen Porter, Purchasing, 128 (June 15, 2000), pp. S31–S32, S34, S36, S39, S40, S44, S46. [Discussion, Reverse e-auctions, Bidding involving many suppliers, Impacts, Profit margins, Consultants, Software packages, Requirements, Transactions, Markets, Outsourcing, Examples.]
93 Cashing In. Ginger Conlon, Sales and Marketing Management, (June 2000), pp. 94–96, 102. [Business growth, Dot-com businesses, Market potentials, Factors, Understand the audience, Act quickly, Risk, Stability, Examples.]
94 Why Dealers Must Buy In to the Web. Brent Keltner, Sales and Marketing Management, (April 2000), pp. 29–30. [Discussion, Benefits, Strategies, Focus on underperforming products, Integrate sales and marketing, Offer incentives, Provide technical support, Examples.]
95 Clicks and Misses. Melinda Ligos, Sales and Marketing Management, (June 2000), pp. 68–70, 72, 74, 76. [E-business, Problems, Alienating channel partners, Not focusing on core competencies, Not integrating customer service systems, Trying to serve mass market instead of existing customers, Not involving salespeople, Not knowing when to outsource, Examples.]
96 Finding Sustainable Profitability in Electronic Commerce. John M. de Figueiredo, Sloan Management Review, 41 (Summer 2000), pp. 41–52. [E-commerce product continuum, Market strategy (commodity products, quasi commodity, look and feel goods, look and feel with variable quality), Incumbents versus new entrants, Sustaining competitive advantage, Examples.]
97 Fast Venturing: The Quick Way to Start Web Businesses. Ajit Kambil, Erik D. Eselius, and Karen A. Monteiro, Sloan Management Review, 41 (Summer 2000), pp. 55–67. [Model presentation; Roles (innovators, equity and operational partners); Stages (illumination, investigation, implementation); Why, when, and how companies should fast venture; Venture networks; Examples.]
98 Building Stronger Brands Through Online Communities. Gil McWilliam, Sloan Management Review, 41 (Spring 2000), pp. 43–54. [Discussion, Traditional user groups, Forum for exchange of common interests, Attracting new members, Links to other sites, Brand owner's control over content, Skills needed to manage online communities, Examples.]
99 Domain Names Emerge as Key Tools for On-line Retail Marketing. Jennifer Karas, Stores, 82 (May 2000), pp. 94, 96, 98. [Discussion, Name by which a company is known on the Internet, Advantages, Professional and credible Web presence, Name competition, Examples.]
100 In-Store Interactive Systems Take on Major Role in Drawing Technology-Savvy Customers. Susan Reda, Stores, 82 (May 2000), pp. 44, 46, 48. [Study, Integration of online and in-store activities (digital signage, electronic messaging, kiosks), Consumer expectations, Shopping behavior, Examples.]
2.5 Physical Distribution
See also 67, 111, 147, 194, 195
101 Early Supplier Involvement in Customer New Product Development: A Contingency Model of Component Supplier Intentions. Douglas W. LaBahn and Robert Krapfel, Journal of Business Research, 47 (March 2000), pp. 173–90. [Literature review, Hypotheses, Survey, Customer power advantage, Adherence to agreements, Customer promise, Supplier intentions, Interdependence, Statistical analysis, Implications.]
102 An Industry Still in Need of Integration. Brian Milligan, Purchasing, 128 (May 18, 2000), pp. 147, 149–50. [Business growth, Intermodal transport, Acquisitions and mergers, Government regulation, Examples.]
103 Service Providers Under Pressure to Control Rates. Brian Milligan, Purchasing, 128 (April 20, 2000), pp. 113, 116–17, 119, 121. [Transportation, Third-party logistics, Industry growth, Purchasing managers, Time constraints, Bundled services, Costs, Internet investments, Software packages, Examples.]
104 Supply Chain Software Moves to the Web. Brian Milligan, Purchasing, 128 (April 6, 2000), pp. 67–68. [Transportation, Impacts, Business processes, Forecasting shipments, Demand forecasts, Meeting anticipated transportation requirements, Needed improvements, Examples.]
105 E-Replenishment System Counters Continuing Problem of Supermarket Out-of-Stocks. Susan Reda, Stores, 82 (April 2000), pp. 70, 72. [Supply chain initiatives, POS system investments, Scanning data, Software packages, Collaborative planning, Initialization, Execution, Monitoring, Examples.]
2.6 Pricing
See also 55, 75, 84, 87, 103, 113
106 Industrial Export Pricing Practices in the United Kingdom. Nikolaos Tzokas, Susan Hart, Paraskevas Argouslidis, and Michael Saren, Industrial Marketing Management, 29 (May 2000), pp. 191–204. [Literature review, Survey of export marketing directors from three industrial sectors, High and low competence firms, Pricing orientations, Objectives, Policies, Methods used, Statistical analysis, Managerial implications, UK.]
107 Advertised Reference Price Effects on Consumer Price Estimates, Value Perception, and Search Intention. Bruce L. Alford and Brian T. Engelland, Journal of Business Research, 48 (May 2000), pp. 93–100. [Literature review, Hypotheses, Experiment, Plausible and implausible price exposure conditions, Statistical analysis, Practical implications.]
108 An Investigation of Reference Price Segments. Tridib Mazumdar and Purushottam Papatla, Journal of Marketing Research, 37 (May 2000), pp. 246–58. [Literature review, Model development, Data collection (ERIM scanner panel of ACNielsen), Use of internal and external reference prices, Brand preferences and responses to marketing-mix variables, Statistical analysis, Managerial implications.]
109 Insights into Cross- and Within-Store Price Search: Retailer Estimates vs. Consumer Self-Reports. Joel E. Urbany, Peter R. Dickson, and Alan G. Sawyer, Journal of Retailing, 76 (Summer 2000), pp. 243–58. [Literature review, Surveys, Attitudes, Consumer patronage behavior, Price comparison frequency, Search for and responsiveness to price specials, Belief discrepancies, Assessment, Theoretical and managerial implications.]
110 Burden of Frequent Price Changes Spurs Development of Automated Pricing Systems. Michael Hartnett, Stores, 82 (May 2000), pp. 56, 58. [Retail chains; Software packages; Category management; Pricing rules can be applied to maintain family group and parity pricing by item, flavor, size, brand, competitor's pricing, margins, and the retailer's value image.]
2.7 Product
See also 1, 6, 7, 8, 10, 15, 16, 21, 22, 23, 24, 25, 43, 50, 55, 58, 60, 63, 70, 89, 98, 101, 108, 135, 145, 147, 148, 154, 155, 167, 170, 173, 206
111 Product Development Partnerships: Balancing the Needs of OEMs and Suppliers. Morgan L. Swink and Vincent A. Mabert, Business Horizons, 43 (May/June 2000), pp. 59–68. [Discussion, OEM needs (providers of scarce resources and capabilities, support of global product strategies, minimized risks), Supplier needs (rewards for up-front involvement, protected business interests, shared wealth), Success, Guidelines.]
112 Building an Innovation Factory. Andrew Hargadon and Robert I. Sutton, Harvard Business Review, 78 (May/June 2000), pp. 157–66. [Knowledge-brokering cycle, Factors, Capturing new ideas, Keeping ideas alive, Imagining new uses for old ideas, Putting promising concepts to the test, Examples.]
113 Price and Brand Name as Indicators of Quality Dimensions for Consumer Durables. Merrie Brucks, Valarie A. Zeithaml, and Gillian Naylor, Journal of the Academy of Marketing Science, 28 (Summer 2000), pp. 359–74. [Literature review, Model presentation, Hypotheses, Laboratory experiment, Ease of use, Versatility, Durability, Service ability, Performance, Prestige, Consumers' judgment processes and inferences, Statistical analysis.]
114 Introducing Short-Term Brands: A New Branding Tool for a New Consumer Reality. Dan Herman, Journal of Brand Management (UK), 7 (May 2000), pp. 330–40. [Changes in consumer preferences and behavior, Market strategy, Evolving and variety brands, Planned limited life expectancies, Value added, Examples.]
115 A Survey of Brand Risk Management. Rory F. Knight and Deborah J. Pretty, Journal of Brand Management (UK), 7 (May 2000), pp. 353–65. [Discussion; Brand significance and perception; Core qualities of brands across regions, industry sectors, and organizational position; Threats; Protection mechanisms; Brand insurance; Brand valuation; Assessment; Many countries.]
116 Call Branding: Identifying, Leveraging, and Managing New Branding Opportunities. Kevin M. Waters, Journal of Brand Management (UK), 7 (May 2000), pp. 321–29. [Modifying a brand to correspond with its verbal identity (Kraft Mayo, FedEx), Partial declaration and use, Acronyms, Success, Guidelines.]
117 The Incumbent's Curse? Incumbency, Size, and Radical Product Innovation. Rajesh K. Chandy and Gerard J. Tellis, Journal of Marketing, 64 (July 2000), pp. 1–17. [Literature review; Data collection (more than 250 books and 500 articles); Recently, large firms and incumbents are significantly more likely to introduce radical innovations than small firms and nonincumbents; Nationality; Implications.]
118 Impact of a Late Entrant on the Diffusion of a New Product/Service. Trichy V. Krishnan, Frank M. Bass, and V. Kumar, Journal of Marketing Research, 37 (May 2000), pp. 269–78. [Model testing, Mathematical equations, Brand-level sales data in multiple markets, Effects, Market potentials, Diffusion speed of the category and of incumbent brands, Statistical analysis.]
119 Customization of Product Technology and International New Product Success: Mediating Effects of New Product Development and Rollout Timeliness. George M. Chryssochoidis and Veronica Wong, Journal of Product Innovation Management, 17 (July 2000), pp. 268–85. [Literature review, Model proposal, Hypotheses, Interviews with managers in multinational companies, Impacts, Scheduling, Individual country requirements, Statistical analysis.]
120 Company Competencies as a Network: The Role of Product Development. Hanne Harmsen, Klaus G. Grunert, and Karsten Bove, Journal of Product Innovation Management, 17 (May 2000), pp. 194–207. [Literature review, Survey of managers, Rankings, Perceived success factors and problems, Assessment, Implications.]
121 Harnessing Tacit Knowledge to Achieve Breakthrough Innovation. Ronald Mascitelli, Journal of Product Innovation Management, 17 (May 2000), pp. 179–93. [Discussion, Model presentation, Methods, Achieve emotional commitment and personal involvement from design team members, Use of early and frequent prototyping, Face-to-face interaction during product development, Examples, Managerial implications.]
122 Technological Innovativeness as a Moderator of New Product Design Integration and Top Management Support. Morgan Swink, Journal of Product Innovation Management, 17 (May 2000), pp. 208–20. [Literature review, Model presentation, Hypotheses, Study of new product development projects, Effects, Financial performance, Design quality, Time-based performance, Interactions, Statistical analysis, Managerial implications.]
123 Consumer-Level Factors Moderating the Success of Private Label Brands. Rajeev Batra and Indrajit Sinha, Journal of Retailing, 76 (Summer 2000), pp. 175–91. [Literature review, Model estimation, Mall-intercept study, Measures (consequences of purchase mistake, degree of quality variation in category, search versus experience nature of category, price consciousness), Statistical analysis, Managerial implications.]
124 Choosing the Right Branding Expert. Victoria Barkan and Debra Semans, Marketing Management, 9 (Summer 2000), pp. 29–31. [Discussion, Understanding your needs, Approach/methodology, Objectivity and bias, Experience, Future perspective, Leading-edge thinking, Benchmark results, Client satisfaction, Stay involved and visible, Assessment.]
125 Market-Driven Product Development. Stephan A. Butscher and Michael Laker, Marketing Management, 9 (Summer 2000), pp. 48–53. [Target-costing pricing approach, Definition of target segments, Competitive advantages and disadvantages, Product positioning, Fine-tuning product design and pricing, Market simulations, Target costs, Examples.]
126 Brand Waves: Building Momentum Throughout the Ownership Cycle. Peter H. Farquhar, Marketing Management, 9 (Summer 2000), pp. 14–21. [Discussion, Ownership cycle, Trigger, Consideration, Drivers (awareness, relevance, differentiation, quality, affordability, availability), Conversion, Purchase and confirmation, Taking credit, Value, Examples.]
127 How to Build a Billion Dollar Business-to-Business Brand. Don E. Schultz and Heidi F. Schultz, Marketing Management, 9 (Summer 2000), pp. 22–28. [Discussion; Evolution of b-to-b companies; Product-, distribution-, and customer-driven; Brand structures and policies; Building and development; Communication; Measuring results; Example.]
2.8 Sales Promotion
See also 70, 75, 88
128 Redeeming Qualities. Jennifer Lach, American Demographics, 22 (May 2000), pp. 36–38. [Study, Incentives, S&H greenpoints.com, Online participation, Customer retention, Age groups, Incomes, Effectiveness, Examples.]
129 An Evaluation of State Sponsored Promotion Programs. Timothy J. Wilkinson and Lance Eliot Brouthers, Journal of Business Research, 47 (March 2000), pp. 229–36. [Data collection (relationships between program offerings and state exports), Variables (direct exports, trade shows, trade missions, foreign offices, market information activities, population), Statistical analysis, Implications.]
130 Money Isn't Everything. Vincent Alonzo, Sales and Marketing Management, (April 2000), pp. 47–48. [Sweepstakes, Appeals, Effectiveness, Impacts, Long-term sales, Offering prizes appropriate for clients, Examples.]
131 The Shows Will Go On. Danielle Harris, Sales and Marketing Management, (May 2000), pp. 85–88. [Discussion, Trade shows, Factors, Increasing booth traffic and generating quality leads, Motivating salespeople, Budgets, Examples.]
132 Internet Retailers Shift Focus from Attracting to Retaining On-line Customers. Maureen Licata, Stores, 82 (June 2000), pp. 66, 68, 70, 72. [Value-focused customers, Loyalty incentives, Discounts, Giveaways, Contests, Sweepstakes, Free shipping, Customer databases, Impacts, Content, Community, Communication, Examples.]
133 Electronic Coupons Find Growing Uses for Both Stores and E-Commerce Sites. Tony Seideman, Stores, 82 (April 2000), pp. 104, 106. [Target markets, Flexibility, Costs, Customer databases, Profiles, Effectiveness, Examples.]
2.9 Advertising
See also 2, 3, 7, 8, 15, 70, 78, 79, 80, 83, 152, 159, 177, 197, 224
134 Who's Next? Richard Linnett, Advertising Age, 71 (May 29, 2000), pp. 12, 15. [Strategic planning, Advertising agencies, Competitive advantage, Acquisitions and mergers, Impacts, Clients, Business growth, Examples.]
135 Linking Advertising and Brand Value. Irene M. Herremans, John K. Ryans Jr., and Raj Aggarwal, Business Horizons, 43 (May/June 2000), pp. 19–26. [Literature review, Model presentation, Advertising turnover, Marketing investment, Product quality, Market share, Study of firms, High- and low-efficiency brand enhancers, Brand deterioration, Future unknown, Neglect, Examples.]
136 Narrative Music in Congruent and Incongruent TV Advertising. Kineta Hung, Journal of Advertising, 29 (Spring 2000), pp. 25–34. [Literature review, Content analysis, Experiment, Meanings associated with ad components and commercials, Textual elaboration, Assessment.]
137 The Impact of Verbal Anchoring on Consumer Response to Image Ads. Barbara J. Phillips, Journal of Advertising, 29 (Spring 2000), pp. 15–24. [Literature review, Experiment, Attitude toward the ad, Presence and level of verbal anchoring, Comprehension, Statistical analysis.]
138 Journal of Advertising Research, 40 (May/June 2000), pp. 7–52. [Four articles on creativity; Recall, liking, and creativity in TV commercials; Creative differences between copywriters and art directors; Correlates of integrated marketing communications; Customer/brand loyalty in the interactive marketplace.]
139 Advertising Attitudes and Advertising Effectiveness. Abhilasha Mehta, Journal of Advertising Research, 40 (May/June 2000), pp. 67–72. [Literature review, Data collection (Magazine Impact Research Systems), Measures, Attitudinal statements, Intrusiveness/recall, Persuasion/buying interest, Statistical analysis, Implications.]
2.10 Personal Selling
See also 11, 142, 217, 218
140 Sales Call Anxiety: Exploring What It Means When Fear Rules a Sales Encounter. Willem Verbeke and Richard P. Bagozzi, Journal of Marketing, 64 (July 2000), pp. 88–101. [Literature review, Model testing, Hypotheses, Survey of salespeople, Factors, Negative self-evaluations, Negative evaluations from customers, Physiological symptoms, Protective actions, Statistical analysis, The Netherlands.]
141 Independents Day. Dan Hanover, Sales and Marketing Management, (April 2000), pp. 64–66, 68. [Independent sales reps, Motivation, Communication, Support, Rewards, Short-term bonus and incentives programs, Examples.]
2.11 Sales Management
See also 57, 93, 95, 130, 131, 140, 141, 147, 213
142 Comparisons of Alternative Perceptions of Sales Performance. Paul A. Dion and Peter M. Banting, Industrial Marketing Management, 29 (May 2000), pp. 263–70. [Study of industrial market triads (salesperson, sales manager, buyer), There were assessment discrepancies in addition to what constituted good performance, Gender evaluation, Statistical analysis, Managerial implications.]
143 Driving Down Costs. Christine Galea, Sales and Marketing Management, (May 2000), pp. 102–104, 106, 108, 110. [Corporate cars, Strategy, Industry, Lease or own, Depreciation, Fuel concerns, Vehicle duration, Reselling, Buy from one manufacturer, Managing risk, Examples.]
144 Masterful Meetings. Erin Strout, Sales and Marketing Management, (May 2000), pp. 68–72, 74, 76. [Discussion, Planning, Choose destination carefully to set the right tone, Set straightforward agenda, Stick to budget, Develop postmeeting action plans.]
3. Special Marketing Applications
3.1 Industrial
See also 41, 46, 50, 56, 68, 69, 77, 101, 106, 111, 119, 121, 122, 142, 163, 164, 166, 173, 193, 194, 195, 212, 217
145 Marketing High Technology: Preparation, Targeting, Positioning, Execution. Chris Easingwood and Anthony Koustelos, Business Horizons, 43 (May/June 2000), pp. 27–34. [Discussion; Market strategy; Supply to OEMs; Market education; Distribution; Target innovative adopters, pragmatists, conservatives, current customers, competitors' customers; Emphasize exclusivity, low price, technological superiority; Execution; Examples.]
146 Do Trade-Offs Exist in Operations Strategy? Insights from the Stamping Die Industry. Mark Pagell, Steve Melnyk, and Robert Handfield, Business Horizons, 43 (May/June 2000), pp. 69–77. [Study of firms, Performance, Comparisons, Strategic advantages and disadvantages, Relative fixed costs and lead time, Employee commitment, Assessment.]
147 Strategic Selling in the Age of Modules and Systems. John W. Henke, Industrial Marketing Management, 29 (May 2000), pp. 271–84. [Discussion, OEM impediments to module and system acquisition, Developing a sales strategy, Capabilities and resources, Cooperation among participating suppliers, Design considerations, Markup practices, Supply chain management experience, Case study, Automotive industry.]
148 Differential Effects of the Primary Forms of Cross Functional Integration on Product Development Cycle Time. J. Daniel Sherman, William E. Souder, and Svenn A. Jenssen, Journal of Product Innovation Management, 17 (July 2000), pp. 257–67. [Literature review; Survey of high-technology firms; Variables; Integration of knowledge from past projects; R&D/customer, marketing, manufacturing, supplier integration; Strategic partnership integration; Statistical analysis; US and Scandinavian firms.]
149 Prepping the Supply Base for Leaner Supply Systems. Tom Stundza, Purchasing, 128 (June 1, 2000), pp. 62–64, 66, 68. [Supplier development programs, Quality control processes, Material resource planning, Just-in-time delivery, Make or buy studies, Component kitting, Best supplier evaluations, Outsourcing, Improving performance, Implementation, Case study, Aerospace industry.]
3.2 Nonprofit, Political, and Social Causes
See also 26, 52, 129, 158, 180, 208
150 Demographics, Personality Traits, Roles, Motivations, and Attrition Rates of Hospice Volunteers. Becky J. Starnes and Walter W. Wymer Jr., Journal of Nonprofit and Public Sector Marketing, 7 (No. 2, 1999), pp. 61–76. [Literature review, Volunteer profile, Services to patients and families, Religious beliefs, Personal experiences, Training and expectations, Assessment.]
3.3 International and Comparative
See also 13, 29, 38, 42, 45, 46, 48, 54, 63, 106, 115, 117, 119, 129, 140, 148, 177, 188, 189, 191, 200, 201, 211, 216, 223
151 Privacy on the Net: Europe Changes the Rules. William J. Scheibal and Julia Alpert Gladstone, Business Horizons, 43 (May/June 2000), pp. 13–18. [Discussion, Legal aspects, Business impact, EU privacy directive, Impacts, US, Assessment.]
152 Color Usage in International Business-to-Business Print Advertising. Irvine Clarke III and Earl D. Honeycutt Jr., Industrial Marketing Management, 29 (May 2000), pp. 255–61. [Literature review, Hypotheses, Content analysis, Comparisons, Black/white ads, Color distribution by magazine, Cultural meanings, Managerial implications, France, US, Venezuela.]
153 Managing International Joint Venture Relationships: A Longitudinal Perspective. Akmal S. Hyder and Pervez N. Ghauri, Industrial Marketing Management, 29 (May 2000), pp. 205–18. [Literature review, Model presentation, In-depth interviews, Motives, Resources, Learning, Network, Performance, Case studies, Telecommunications industry, Sweden, India.]
154 Positioned for Success: Branding in the Czech Brewing Industry. Chris Lewis and Angela Vickerstaff, Journal of Brand Management (UK), 7 (May 2000), pp. 341–52. [Literature review, Brand appeals (function, image and personality), Market strategy, Price, Quality, Traditional, Modern, Effects, Foreign ownership and expertise, Case studies.]
155 Country of Branding: A Review and Research Propositions. Ian Phau and Gerard Prendergast, Journal of Brand Management (UK), 7 (May 2000), pp. 366–75. [Literature review, Hypotheses, Quality perceptions, Brand image, Country of branding versus country of manufacturing, Luxury brands, Development of country, High versus low involvement, Assessment, Asia.]
156 Forecasting Practices in the Pharmaceutical Industry in Singapore. Louis Choo, Journal of Business Forecasting, 19 (Summer 2000), pp. 18–20. [Survey, Extent of involvement, Purpose of forecasts, Techniques used, Sources of information, Forecast drivers, Assessment.]
157 A Systematic Approach to Tourism Policy. Jafar Alavi and Mahmoud M. Yasin, Journal of Business Research, 48 (May 2000), pp. 147–56. [Discussion, Revenues, Model presentation, Mathematical equations, Effects (areawide, region-mix, competitive, allocation), Statistical data, Shift-share analysis, Policy implications, Many countries.]
158 Marketing of a Financial Innovation: Commercial Use of the Euro by European Companies Prior to Mandatory Adoption. Yvonne M. van Everdingen and Gary J. Bamossy, Journal of Business Research, 48 (May 2000), pp. 123–33. [Theoretical discussion, Model presentation, Survey of firms, Measures, Perceived innovation characteristics, Perceptions of political and business environment, Organizational characteristics, Internal communication behavior, Adoption behavior, Statistical analysis, Recommendations.]
159 Effect of a Buy-National Campaign on Member Firm Performance. Graham D. Fenwick and Cameron I. Wright, Journal of Business Research, 47 (February 2000), pp. 135–45. [Literature review, Survey, Comparisons, Nonparticipating firms, Staff member and domestic sales changes, Statistical analysis, New Zealand.]
160 Global Sourcing, Multiple Country-of-Origin Facets, and Consumer Reactions. Zhan G. Li, L. William Murray, and Don Scott, Journal of Business Research, 47 (February 2000), pp. 121–33. [Literature review, Hypotheses, Experiment, Comparisons, Country-of-design, Assembly, Corporation, Dimensions (functional, symbolic, overall quality), Statistical analysis, Implications.]
161 New Rules for Global Markets. Richard W. Oliver, Journal of Business Strategy, 21 (May/June 2000), pp. 7–9. [Discussion; Competitive strategies; Think and act globally; Focus on ethnic group, not country; Focus on neighbors first; Focus on the cities; Culture is an important barrier; Use global market muscle; Focus south, not east–west; Develop new mind-set.]
162 Mode of International Entry: An Isomorphism Perspective. Peter S. Davis, Ashay B. Desai, and John D. Francis, Journal of International Business Studies, 31 (Second Quarter 2000), pp. 239–58. [Literature review, Model development, Hypotheses, Survey of firms, Pressures to conform to behavioral norms within environments, Comparisons, Wholly owned, Exporting, Joint ventures, Licensing agreements, Statistical analysis.]
163 The Determinants of Trust in Supplier–Automaker Relationships in the U.S., Japan, and Korea. Jeffrey H. Dyer and Wujin Chu, Journal of International Business Studies, 31 (Second Quarter 2000), pp. 259–85. [Literature review, Model presentation, Hypotheses, Personal interviews, Measures, Length of relationship, Face-to-face communication, Relationship continuity, Assistance to supplier, Stock ownership, Statistical analysis.]
164 Social Ties and Foreign Market Entry. Paul Ellis, Journal of International Business Studies, 31 (Third Quarter 2000), pp. 443–69. [Literature review, Propositions, Interviews with experienced members of manufacturing firms, Knowledge of foreign market opportunities is commonly acquired through existing interpersonal links rather than through market research, Hong Kong.]
165 Process Standardization Across Intra- and Inter-cultural Relationships. David A. Griffith, Michael Y. Hu, and John K. Ryans Jr., Journal of International Business Studies, 31 (Second Quarter 2000), pp. 303–24. [Literature review, Model presentation, Hypotheses, Survey of distributors, Measures, Trust, Commitment, Conflict, Satisfaction, Statistical analysis, Managerial implications, Canada, Chile, Mexico, US.]
166 Productivity Spillovers from Foreign Direct Investment: Evidence from UK Industry Level Panel Data. Xia ming Liu, Pamela Siler, Chengqi Wang, and Yingqi Wei, Journal of International Business Studies, 31 (Third Quarter 2000), pp. 407–25. [Literature review, Model presentation, Impacts, Situations in which host country is developed, Introduction of advanced technology, Statistical analysis.]
167 The International Biotechnology Industry: A Dynamic Capabilities Perspective. Anoop Madhok and Thomas Osegowitsch, Journal of International Business Studies, 31 (Second Quarter 2000), pp. 325–35. [International diffusion of technology, Propositions, Organizational form and geographic flows, Transactions, Licensing and marketing agreements, Research agreements, Joint ventures, Acquisition, New subsidiaries, Composite groupings, Assessment, Implications.]
168 National Culture and Strategic Change in Belief Formation. Livia Markoczy, Journal of International Business Studies, 31 (Third Quarter 2000), pp. 427–42. [Literature review, Study of Hungarian organizations recently acquired by Anglo-Saxon partners, Individual beliefs, Causal relationships, Impacts, Being a member of the functional area favored by the strategic change, Statistical analysis.]
169 Synergy, Managerialism or Hubris? An Empirical Examination of Motives for Foreign Acquisitions of U.S. Firms. Anju Seth, Kean P. Song, and Richardson Pettit, Journal of International Business Studies, 31 (Third Quarter 2000), pp. 387–405. [Theoretical discussion, Testable hypotheses and empirical predictions, Data collection, Relationship between target gains and acquirer gains, Total gains, Statistical analysis.]
170 Knowledge Flows in the Global Innovation System: Do U.S. Firms Share More Scientific Knowledge Than Their Japanese Rivals? Jennifer W. Spencer, Journal of International Business Studies, 31 (Third Quarter 2000), pp. 521–530. [Discussion, Hypotheses, Data collection (firms' publication and citation patterns), Japanese firms appropriated no more knowledge from the global community than their US counterparts, Statistical analysis.]
171 The Management Implications of Ethnicity in South Africa. Adele Thomas and Mike Bendixen, Journal of International Business Studies, 31 (Third Quarter 2000), pp. 507–19. [Literature review, Hypotheses, Interviews with middle managers, Both management culture and perceived management effectiveness were found to be independent of both race and the dimensions of culture, Implications.]
172 A Case for Comparative Entrepreneurship: Assessing the Relevance of Culture. Anisya S. Thomas and Stephen L. Mueller, Journal of International Business Studies, 31 (Second Quarter 2000), pp. 287–301. [Literature review, Survey of students, Measures, Innovativeness, Locus of control, Risk-taking, Energy level, Impacts, Cultural distance, Many countries.]
173 Customer-Driven Product Development Through Quality Function Deployment in the U.S. and Japan. John J. Cristiano, Jeffrey K. Liker, and Chelsea C. White III, Journal of Product Innovation Management, 17 (July 2000), pp. 286–308. [Literature review; Survey of companies; US companies reported a higher degree of quality function deployment usage, management support, cross-functional support, data sources, benefits; Assessment.]
174 Venture Capitalist Involvement in Portfolio Companies: Insights from South Africa. Michael H. Morris, John W. Watling, and Minet Schindehutte, Journal of Small Business Management, 38 (July 2000), pp. 68–77. [Literature review, Survey, Types of companies in which venture capitalists prefer to invest, Factors influencing involvement, Areas of involvement, Interactions, Statistical analysis, Implications.]
175 International Competition in Mixed Industries. Roland Calori, Tugrul Atamer, and Pancho Nunes, Long Range Planning (UK), 33 (June 2000), pp. 349–75. [Discussion, Formation of regional competitive territories, Dual effect of marketing intensity, Influence of demand factors, Role of strategic innovators across borders, Examples.]
176 Information Technology and Productivity: Evidence from Country-Level Data. Sanjeev Dewan and Kenneth L. Kraemer, Management Science, 46 (April 2000), pp. 548–62. [Discussion, Production function, Hypotheses, Data collection, Capital investment, GDP per worker, Asset categories, Developed and developing countries, Statistical analysis, Policy implications.]
3.4 Services
See also 9, 19, 20, 27, 37, 40, 42, 47, 55, 60, 71, 72, 76, 78, 102, 103, 150, 157, 192, 214, 230, 231
177 Putting the “World” in the World Series. Rebecca Gardyn, American Demographics, 22 (April 2000), pp. 28–30. [Trends, Multicultural players and fans, International, TV viewers, Radio, Impacts, Marketers, Prestige, Brand acceptance, Localism, Examples.]
178 Journal of Business Research, 48 (June 2000), pp. 165–283. [Eleven articles on health care research, Quality-of-life/needs assessment model, Internal marketing, Financial management, Measurement error, Role of nurse practitioners, Market orientation and organizational performance, Antitrust concerns about evolving vertical relationships, Measuring service quality, Modeling health plan choice behavior, Roles of primary and secondary control in older adulthood, Service quality for inpatient nursing services.]
179 One-to-One Marketing Doesn't Have to Be Web-Based. Joel R. Lapointe, Journal of Business Strategy, 21 (May/June 2000), pp. 34–37. [Discussion, Customer relations, Scenarios (hospitality, professional services, customer service/sales), Impacts, Key role identification, High performer profiling, Key information accessibility, Assessment.]
180 Current Resource Constraints and the Role of Marketing in Health Research Organizations. Dennis R. McDermott, Howard P. Tuckman, and David J. Urban, Journal of Nonprofit and Public Sector Marketing, 7 (No. 2, 1999), pp. 3–16. [Survey of CEOs representing national sample of HROs, Attitudes, Fundraising, Revenue sources, Budget allocations, Strategic, Assessment, Recommendations.]
181 A Comprehensive Framework for Service Quality: An Investigation of Critical Conceptual and Measurement Issues Through a Longitudinal Study. Pratibha A. Dabholkar, C. David Shepherd, and Dayle I. Thorpe, Journal of Retailing, 76 (Summer 2000), pp. 139–73. [Literature review, Propositions, Consumer survey, Components and antecedents (reliability, personal attention, comfort, features), Impacts, Behavioral intentions, Measured disconfirmation versus perceptions, Statistical analysis, Implications.]
182 Switching Barriers and Repurchase Intentions in Services. Michael A. Jones, David L. Mothersbaugh, and Sharon E. Beatty, Journal of Retailing, 76 (Summer 2000), pp. 259–74. [Literature review, Model testing, Hypotheses, Consumer survey, Effects, Core-service satisfaction, Interpersonal relationships, Switching costs, Attractiveness of alternatives, Interactions, Statistical analysis, Implications.]
183 Access to Capital and Terms of Credit: A Comparison of Men-and Women-Owned Small Businesses. Susan Coleman, Journal of Small Business Management, 38 (July 2000), pp. 37–52. [Literature review, Model presentation, Data collection (Federal Reserve Board and Small Business Administration), Firm characteristics, Most recent loan, Usage of bank credit products, Interest rates, Collateral, Statistical analysis.]
184 Customer Service: An Essential Component for a Successful Web Site. Cherryl Carlson, Marketing Health Services, 20 (Summer 2000), pp. 28–30. [Discussion, E-mail management, Response (automatic, intelligent agent–aided, intelligent automated), Self help, Live text chat, Outsourcing, Assessment.]
185 Dissecting the HMO–Benefits Managers Relationship: What to Measure and Why. James W. Peltier and John Westfall, Marketing Health Services, 20 (Summer 2000), pp. 5–13. [Discussion, Survey of employee benefits managers, Attitudes, Dimensions (financial/economic, social/responsiveness, structural/partnership), Overall satisfaction and quality, Relationship commitment/loyalty, Statistical analysis, Managerial implications.]
186 Practicing Best-in-Class Service Recovery. Stephen W. Brown, Marketing Management, 9 (Summer 2000), pp. 8–9. [Best practices; Hiring, training, and empowerment; Service recovery guidelines and standards; Easy access and effective response; Customer and product databases; Failure; Companywide recovery; Profits; Technology; Examples.]
4. Marketing Research
4.1 Theory and Philosophy of Science
See also 74, 75, 87, 118, 169
187 Bayesian Dynamic Factor Models and Portfolio Allocation. Omar Aguilar and Mike West, Journal of Business and Economic Statistics, 18 (July 2000), pp. 338–57. [Dynamic linear models, Exchange rates forecasting, Markov chain Monte Carlo, Multivariate stochastic volatility, Portfolio selection, Sequential forecasting, Variance matrix discounting, Assessment.]
188 Modeling the Sources of Output Growth in a Panel of Countries. Gary Koop, Jacek Osiewalski, and Mark F.J. Steel, Journal of Business and Economic Statistics, 18 (July 2000), pp. 284–99. [Stochastic production-frontier model, Efficiency levels, Bayesian inference, Growth decompositions, Technical change, Numerical implementation.]
189 The Theoretical Foundation for Intercultural Business Communication: A Conceptual Model. Iris I. Varner, Journal of Business Communication, 37 (January 2000), pp. 39–57. [Literature review, Research questions, Impacts, Intercultural communication strategy, Country-specific and comparative studies, Assessment.]
190 Information, Contracting, and Quality Costs. Stanley Baiman, Paul E. Fischer, and Madhav V. Rajan, Management Science, 46 (June 2000), pp. 776–89. [Literature review, Model presentation, Propositions, Internal and external failure, First- and second-best settings, Contractible decisions, Impacts, Information systems, Assessment.]
191 Modeling Intercategory and Generational Dynamics for a Growing Information Technology Industry. Namwoon Kim, Dae Ryun Chang, and Allan D. Shocker, Management Science, 46 (April 2000), pp. 496–512. [Wireless telecommunications service, Market potentials, Asymmetry of effect, Bidirectional interrelationship, Implications, Hong Kong, Korea.]
192 Measuring the Robustness of Empirical Efficiency Valuations. Ludwig Kuntz and Stefan Scholtes, Management Science, 46 (June 2000), pp. 807–23. [Model extension, Propositions, Data envelopment analysis, Hospital capacity planning, Monotone one-parameter perturbations, Assessment.]
193 Behind the Learning Curve: Linking Learning Activities to Waste Reduction. Michael A. Lapre, Amit Shankar Mukherjee, and Luk N. Van Wassenhove, Management Science, 46 (May 2000), pp. 597–611. [Literature review, Organizational learning, Quality, Technological knowledge, Experimentation, Knowledge transfer, Implications.]
194 The Value of Information Sharing in a Two-Level Supply Chain. Hau L. Lee, Kut C. So, and Christopher S. Tang, Management Science, 46 (May 2000), pp. 626–43. [Supply chain management, Mathematical models, Production planning and inventory control, Electronic data interchange, Quick response, Analytical and numerical analyses.]
195 Scheduling Resource-Constrained Projects Competitively at Modest Memory Requirements. Arno Sprecher, Management Science, 46 (May 2000), pp. 710–23. [Model presentation, Branch-and-bound algorithm, Rules, Extended and simplified single enumeration, Local left-shift, Extended global left-shift, Contraction, Set-based dominance, Nonoptimality, Heuristic, Computational results.]
4.2 Research Methodology
See also 1, 2, 3, 4, 5, 6, 7, 8, 9, 10, 11, 12, 13, 14, 15, 16, 17, 18, 19, 20, 21, 22, 23, 24, 25, 26, 27, 42, 62, 63, 66, 72, 73, 80, 81, 107, 108, 109, 113, 118, 123, 136, 137, 139, 156, 159, 160, 177, 178, 180, 181, 182, 200, 209, 217, 229, 230
196 American Demographics, 22 (June 2000), pp. 54–56, 58, 60–62, 64–65. [Three articles on our sense of place, Work-at-home labor force, Desire for complex appliances with simple and easy-to-use designs, Networking, Shortening the distance between places and people, Impacts, Neighborhoods, Cities, Emerging markets, Consumer expenditures, Cities, Statistical data.]
197 What's on Your Mind? Rebecca Gardyn, American Demographics, 22 (April 2000), pp. 31–33. [Electroencephalogram technology, Reading consumers' brain-wave activity, System testing, Problems, Data translation, Acceptance, TV content research applicability, Could be useful in conjunction with focus groups.]
198 Riding High on the Market. Cheryl Russell and Marcia Mogelonsky, American Demographics, 22 (April 2000), pp. 44–46, 48, 50, 52, 54. [Economic expansion, Household incomes, Age groups, Financial assets, Risks, Stock holdings, Home values, Debt, Net worth, Saving for retirement, Statistical data.]
199 The Money in the Middle. Alison Stein Wellner, American Demographics, 22 (April 2000), pp. 56–58, 60, 62, 64. [Economic expansion, Impacts, Middle class, Definition problems, Role of immigration, Age groups, Education, Household income, Internet usage, Statistical data.]
200 The Measurement of Intergenerational Communication and Influence on Consumption: Development, Validation, and Cross-Cultural Comparison of the IGEN Scale. Madhubalan Viswanathan, Terry L. Childers, and Elizabeth S. Moore, Journal of the Academy of Marketing Science, 28 (Summer 2000), pp. 406–24. [Literature review, Consumer socialization, Three studies, Components relevant to marketplace transactions (consumer skills, preferences, attitudes toward marketer supplied information), Comparisons, Parents, Children, US, Thailand.]
201 Innovation and International Business Communication: Can European Research Help to Increase the Validity and Reliability for Our Business and Teaching Practice? Jan Ulijn, Journal of Business Communication, 37 (April 2000), pp. 173–87. [Literature review, Quantitative/qualitative, Real life/simulation, Studying language, Culture (national, corporate, professional), Communication medium, Assessment.]
202 Debunking Executive Conventional Wisdom. Larry Lapide, Journal of Business Forecasting, 19 (Summer 2000), pp. 16–17. [Myths about forecasting; Forecasts are always wrong, so why put any focus on demand planning; All we need is a quantitative expert; Forecasting software will take care of all forecasting needs; Process is too expensive; Assessment.]
203 State Demographic Forecasting for Business and Policy Applications. Jon David Vasche, Journal of Business Forecasting, 19 (Summer 2000), pp. 23, 28–30. [Reliance on a large, multidimensional matrix modeling system with extensive input vectors aids in projection of aggregate population and its characteristics.]
204 Journal of Business Research, 48 (April 2000), pp. 5–92. [Ten articles on replication research, Brand awareness effects on consumer decision making, Credit card effect, Business turnarounds following acquisitions, Organizational growth determinants, Impact of internalization on the diversification–performance relationship, Advertising complex products, Religious symbols as peripheral cues in advertising, Market orientation and business profitability, How salespeople build quality relationships, Conducting marketing science.]
205 Riding the Wave: Response Rates and the Effects of Time Intervals Between Successive Mail Survey Follow-Up Efforts. Cindy Claycomb, Stephen S. Porter, and Charles L. Martin, Journal of Business Research, 48 (May 2000), pp. 157–62. [Literature review; Experiment; Follow-up mailings sent to each of 20 different treatment groups, testing follow-up intervals ranging from 3 to 60 days; Assessment; Implications.]
206 Historical Method in Marketing Research with New Evidence on Long-Term Market Share Stability. Peter N. Golder, Journal of Marketing Research, 37 (May 2000), pp. 156–72. [Literature review, Stages, Select topic and collect evidence, Critically evaluate sources along with evidence, Analyze and interpret, Present conclusions, Application.]
207 Cast Demographics, Unobserved Segments, and Heterogeneous Switching Costs in a Television Viewing Choice Model. Ron Shachar and John W. Emerson, Journal of Marketing Research, 37 (May 2000), pp. 173–86. [Model comparisons, Data collection (ACNielsen), Examination of strategic programming and scheduling decisions, Optimal programming decisions, Goodness-of-fit and ratings predictions, Applications.]
208 The Effectiveness of Survey Response Rate Incentives in a Public Non-profit Environment. Frank H. Wadsworth and Eldon Little, Journal of Nonprofit and Public Sector Marketing, 7 (No. 2, 1999), pp. 53–60. [Literature review, Convenience sample, Treatment groups, Deadlines, Prepaid and promised monetary and non-monetary rewards, Statistical analysis, Recommendations.]
4.3 Information Technology
See also 53, 59, 78, 82, 85, 86, 91, 92, 94, 97, 98, 104, 105, 110, 176, 184, 190, 191, 195, 225
209 Teens' Use of Traditional Media and the Internet. Carrie La Ferle, Steven M. Edwards, and Wei-na Lee, Journal of Advertising Research, 40 (May/June 2000), pp. 55–65. [Literature review, Survey, Time spent with media, Media used by activity, Frequency of Internet use by gender, Location of Internet connection, Source of information about Web sites, Internet and interpersonal sources of communication, Statistical analysis, Implications.]
210 Riding Shotgun on the Information Superhighway. Chris Wood, Journal of Business Strategy, 21 (May/June 2000), pp. 38–42. [Internet security, Strategy, Problems, Vulnerability, Costs, Documentation process, Policies, Adding hardware and software, Success, Guidelines.]
211 Understanding the Trade Winds: The Global Evolution of Production, Consumption, and the Internet. Peter R. Dickson, Journal of Consumer Research, 27 (June 2000), pp. 115–22. [Literature review, Economic history, Diffusion technologies, Systems-dynamic perspective, Example.]
212 What Buyers Want in Technology Tools. William Atkinson, Purchasing, 128 (April 20, 2000), pp. 57–58, 61. [Survey, Attitudes, Software packages, Web-based e-procurement systems, Electronic data interchange, Benefits, Satisfaction, Company's internal performance, Supplier selection, After-sales support from suppliers, Management support, Examples.]
213 Web Wise. Patricia B. Seybold, Sales and Marketing Management, (May 2000), pp. S4–S6, 58. [E-business, Customer orientation, Factors, Streamline customer scenarios, Touchpoints and cross-channel solutions, Warehousing and logistics, Staffing and training call/contact center personnel, Managing customer-affecting applications, Examples.]
214 Information Orientation: People, Technology and the Bottom Line. Donald A. Marchand, William J. Kettinger, and John D. Rollins, Sloan Management Review, 41 (Summer 2000), pp. 69–80. [Study of senior managers, Measures of effective information use (information technology and information management practices, information behaviors and values), Achieving high information orientation, Guidelines, Banking industry.]
215 Sophisticated Systems Help Retailers Develop Complete Picture of Each Customer. Susan Reda, Stores, 82 (June 2000), pp. 42, 44. [Customer relationship management, Data strategy, Software packages, Customer analysis, Data warehousing, E-mail response management, Modeling and file integration, Examples.]
