Marketing Literature Review

1.1 Consumer Behavior

See also 50, 78, 79, 80, 86, 91, 97, 98, 116, 120, 124, 126, 130, 160, 161, 162, 163, 166, 177, 178, 179, 183, 186, 193, 197, 198, 205, 206, 207, 215, 216, 220, 235

1 Let's Hear It for the Boys. Mary Harvey, American Demographics, 22 (August 2000), pp. 30–33. [Magazines, Target markets, Market potentials, Adolescent males, Incomes, Expenditures, Interests, Statistical data.]

2 Sleepless in America. Mary Harvey, American Demographics, 22 (July 2000), pp. 9–10. [Discussion, Impacts, Drowsiness, Age groups, Watching TV, Going online, Getting more work done, Quality of work, Midday naps, Statistical data.]

3 Tiger Would-Be's. David J. Lipke, American Demographics, 22 (August 2000), pp. 50–51. [Trends, Golf participation, Age groups, Household incomes, Lifestyles, Geographic areas, Advertisers, Market strategy, Statistical data.]

4 For Richer and For Poorer. Joan Raymond and Robbie Woliver, American Demographics, 22 (July 2000), pp. 58–64. [Married couples, Income, Organizing finances, Impacts, Women, Buying power, Financial services, Market strategy, Age groups, Statistical data.]

5 Happy Trails: America's Affinity for the Great Outdoors. Joan Raymond, American Demographics, 22 (August 2000), pp. 52–58. [Outdoor leisure activity, Market potentials, Families, Age groups, Income levels, Market strategy, Services, Providing information and education, Examples.]

6 The End of Leisure? Alison Stein Wellner, American Demographics, 22 (July 2000), pp. 50–54, 56. [Internet access at work, Impacts, Employee morale, Vacations, Business travel with family members, Hiring older workers, Statistical data.]

7 Is Customer Loyalty a Pernicious Myth? Craig Douglas Henry, Business Horizons, 43 (July/August 2000), pp. 13–16. [Reasons for returning to same product or supplier, Nonloyal retention (monopoly, switching costs, risk aversion), Brand names, Competition, Reciprocity, Examples.]

8 Socializing Children About Television: An Intergenerational Study. Les Carlson, Russell N. Laczniak, and Ann Walsh, Journal of the Academy of Marketing Science, 29 (Summer 2001), pp. 276–88. [Literature review; Hypotheses; Study involving mother–child dyads; Mothers' perceptions of responsibilities vary; Children's perceptions of mothers' verbal interactions about TV and coviewing along with opinions, monitoring, and controlling of television similarly vary across parental styles.]

9 The Accuracy of Brand and Attribute Judgments: The Role of Information Relevancy, Product Experience, and Attribute-Relationship Schemata. Kevin Mason, Thomas Jensen, Scot Burton, and Dave Roach, Journal of the Academy of Marketing Science, 29 (Summer 2001), pp. 307–17. [Literature review, Model presentation, Hypotheses, Data collection (consumer ratings of brand attribute performance levels compared with more objective measures), Statistical analysis.]

10 The Impact of Corporate Credibility and Celebrity Credibility on Consumer Reaction to Advertisements and Brands. Ronald E. Goldsmith, Barbara A. Lafferty, and Stephen J. Newell, Journal of Advertising, 29 (Fall 2000), pp. 43–54. [Literature review; Four models; Hypotheses; Variables; Corporate honesty, and expertise; Endorser attractiveness, honesty, and experience; Attitude toward ad and brand; Purchase intentions; Interactions; Statistical analysis; Implications.]

11 The Relationship Between Values and Appeals in Israeli Advertising: A Smallest Space Analysis. Amir Hetsroni, Journal of Advertising, 29 (Fall 2000), pp. 55–68. [Literature review, TV ads, Characteristics, Values–appeal structure, Rational appeal with functional values, Emotional appeal with hedonistic values, Emotional appeal with altruistic values, Assessment, Implications.]

12 Segmentation Based on Affinity for Advertising. Edith G. Smit and Peter C. Neijens, Journal of Advertising Research, 40 (July/August 2000), pp. 35–43. [Literature review, Consumer survey, Attitudes, Television, Radio, Newspapers, Magazines, Dimensions (irritation, information, entertainment), Affinity clusters, Watching and avoiding, Reading and skipping, Statistical analysis, Managerial implications, The Netherlands.]

13 Moderators of the Brand Image/Perceived Product Quality Relationship. Lester W. Johnson, Geoffrey N. Soutar, and Jillian C. Sweeney, Journal of Brand Management (UK), 7 (August 2000), pp. 425–33. [Model testing, Consumer survey, Impacts, Lack of familiarity, Perceived risk, Difficulty of evaluation, Purchase and product involvement, Perceived risk, Statistical analysis, Managerial implications, Australia.]

14 The Effects of Moderating Variables on Maker-Loyalty Taxonomy Based on Automobile Repurchase Intention. Joo-Ho Kim, Journal of Brand Management (UK), 8 (September 2000), pp. 24–38. [Model presentation, Hypotheses, Survey of new car drivers, Classification (loyals, latent loyals, spurious loyals, nonloyals), Impacts, Situation and image variables, Statistical analysis, Implications, Korea.]

15 The Effects of Experience with Brand Extensions on Parent Brand Knowledge. Daniel A. Sheinin, Journal of Business Research, 49 (July 2000), pp. 47–55. [Literature review; Hypotheses; Experiment; After experience with a brand extension, consumers changed their beliefs about and attitude toward unfamiliar parent brands more than with familiar parent brands; Managerial implications.]

16 “I” Seek Pleasures and “We” Avoid Pains: The Role of Self-Regulatory Goals in Information Processing and Persuasion. Jennifer L. Aaker and Angela Y. Lee, Journal of Consumer Research, 28 (June 2001), pp. 33–49. [Theoretical discussion, Hypotheses, Four experiments, Impacts, Individuals with accessible independent as opposed to interdependent self-views, Promotion- versus prevention–focused information, Statistical analysis.]

17 Sometimes It Just Feels Right: The Differential Weighting of Affect-Consistent and Affect-Inconsistent Product Information. Rashmi Adaval, Journal of Consumer Research, 28 (June 2001), pp. 1–17. [Theoretical discussion, Hypotheses, Four experiments, Impacts, Affect-confirmation process, Hedonic criteria, Statistical analysis, Implications for consumer information processing and decisions.]

18 Examination of Psychological Processes Underlying Resistance to Persuasion. Rohini Ahluwalia, Journal of Consumer Research, 27 (September 2000), pp. 217–32. [Literature review, Hypotheses, Longitudinal field study and lab experiment, Resistance modes (biased assimilation, relative weighting of attributes, minimization of impact), Easy and difficult to refute information, Statistical analysis.]

19 Knowledge Calibration: What Consumers Know and What They Think They Know. Joseph W. Alba and J. Wesley Hutchinson, Journal of Consumer Research, 27 (September 2000), pp. 123–56. [Discussion; Methods and models; Review of empirical results indicating that high levels of calibration are achieved rarely, moderate levels that include some degree of systematic bias are the norm, and confidence and accuracy are sometimes completely uncorrelated; Assessment.]

20 Controlling the Information Flow: Effects on Consumers' Decision Making and Preferences. Dan Ariely, Journal of Consumer Research, 27 (September 2000), pp. 233–48. [Literature review, Model testing, Hypotheses, Five experiments, Impacts, Consumers' decision quality, Memory, Knowledge, Confidence, Demand on processing resources, Consumers' ability to utilize information, Application, Electronic commerce.]

21 Consumer Self-Confidence: Refinements in Conceptualization and Measurement. William O. Bearden, David M. Hardesty, and Randall L. Rose, Journal of Consumer Research, 28 (June 2001), pp. 121–34. [Literature review, Seven studies, Six-factor correlated model, Dimensions (information acquisition, consideration-set formation, personal outcomes, social outcomes, persuasion knowledge, marketplace interfaces), Effects, Psychometric properties, Discriminant and construct validity, Statistical analysis.]

22 The Costs and Benefits of Consuming. Mihaly Csikszentmihalyi, Journal of Consumer Research, 27 (September 2000), pp. 267–72. [Discussion; Experiential rewards; To evaluate the impact of consuming, it is necessary to measure the entropy costs of the behavior balanced against the psychic benefits it provides.]

23 Consumer Response to Stockouts. Gavan J. Fitzsimons, Journal of Consumer Research, 27 (September 2000), pp. 249–66. [Literature review, Hypotheses, Four laboratory experiments, Decision processes, Store switching, Effect of a stockout on the difficulty of making a choice from the consideration set, Degree of personal commitment to the out-of-stock alternative, Statistical analysis.]

24 The Role of Sensory-Specific Satiety in Attribute-Level Variety Seeking. J. Jeffrey Inman, Journal of Consumer Research, 28 (June 2001), pp. 105–20. [Theoretical discussion, Three studies, Sensory (flavor) versus nonsensory (brand) attributes, Consumers switched more intensively on flavor, Effects, Preference heterogeneity, Perceived risk, Statistical analysis.]

25 Effects of Brand Logo Complexity, Repetition, and Spacing on Processing Fluency and Judgment. Chris Janiszewski and Tom Meyvis, Journal of Consumer Research, 28 (June 2001), pp. 18–32. [Literature review, Model development, Hypotheses, Four experiments, Comparisons, Two-factor and dual-process theories, How people process and respond to repeated presentations of the same information, Statistical analysis.]

26 Utopian Enterprise: Articulating the Meanings of Star Trek's Culture of Consumption. Robert V. Kozinets, Journal of Consumer Research, 28 (June 2001), pp. 67–88. [Theoretical discussion; Model presentation; Interviews with fans; Stigma, social situation, need for legitimacy; Effects; Consumption as religious or mythic; Affinities and consumption practices; Assessment; Implications.]

27 Persistent Preferences for Product Attributes: The Effects of the Initial Choice Context and Uninformative Experience. A.V. Muthukrishnan and Frank R. Kardes, Journal of Consumer Research, 28 (June 2001), pp. 89–104. [Theoretical discussion, Four experiments, Experiences, Ambiguity via nonoverlapping sets of attributes, Negatively correlated attributes, Salience of irrelevant attribute, Comparison referent (inferior or superior), Comparative deliberation, Statistical analysis, Implications.]

28 Older Consumers' Disposition of Special Possessions. Linda L. Price, Eric J. Arnould, and Carolyn Folkman Curasi, Journal of Consumer Research, 27 (September 2000), pp. 179–201. [Literature review, Personal interviews, Disposition decision, Precipitating events (awareness of finitude, complex bundling, caretakers of special objects), Emotions, Special possession meanings, Tactics for disposition (who, when, how), Assessment.]

29 The Impact of Anticipating Satisfaction on Consumer Choice. Baba Shiv and Joel Huber, Journal of Consumer Research, 27 (September 2000), pp. 202–16. [Literature review, Three experiments, Decision making, Shifts, Expressed and revealed preferences, Mental-imaging processing strategy, Thought protocols, Statistical analysis, Implications.]

30 The Influence of Task Complexity on Consumer Choice: A Latent Class Model of Decision Strategy Switching. Joffre Swait and Wiktor Adamowicz, Journal of Consumer Research, 28 (June 2001), pp. 135–48. [Literature review, Experiment, Decision strategy selection, Model reflects changing aggregate preferences as choice complexity changes and as task progresses, Statistical analysis, Implications.]

31 Communicating the Consequences of Early Detection: The Role of Evidence and Framing. Dena Cox and Anthony D. Cox, Journal of Marketing, 65 (July 2001), pp. 91–103. [Discussion, Hypotheses, Experiment and depth interviews, Impacts, Anecdotal versus statistical messages, Behavior types as a moderator of framing, Potential for boomerang effects, Mediation analysis.]

32 Social Dimensions of Consumer Distinctiveness: The Influence of Social Status on Group Identity and Advertising Persuasion. Sonya A. Grier and Rohit Deshpandé, Journal of Marketing Research, 38 (May 2001), pp. 216–24. [Literature review, Model proposal, Hypotheses, Data collection, Numeric and social status distinctiveness, Ethnic salience, Spokesperson ethnicity, Statistical analysis, South Africa.]

33 The Effects of Incomplete Information on Consumer Choice. Ran Kivetz and Itamar Simonson, Journal of Marketing Research, 37 (November 2000), pp. 427–48. [Literature review, Hypotheses, Series of studies, Written explanations, Think aloud, Options, Preferences, Common and unique attributes, Process measures, Impacts, Subsequent tastes and purchase decisions, Statistical analysis, Theoretical and practical implications.]

34 In Search of Negative Consumer Feedback: The Effect of Expecting to Evaluate on Satisfaction Evaluations. Chezy Ofir and Itamar Simonson, Journal of Marketing Research, 38 (May 2001), pp. 170–82. [Literature review, Series of field and laboratory studies related to services, Expecting to evaluate leads to less favorable quality and satisfaction evaluations and reduces customers' willingness to purchase and recommend, Impacts, Negativity enhancement, Role expectation, Vigilant processing, Statistical analysis, Implications.]

35 The Effects of Analyzing Reasons for Brand Preferences: Disruption or Reinforcement? Jaideep Sengupta and Gavan J. Fitzsimons, Journal of Marketing Research, 37 (August 2000), pp. 318–30. [Literature review, Hypotheses, Three experiments, Attitudes, Behavior, Persistence, Timing of reasons, Accountability, Statistical analysis, Implications.]

36 Remote Purchase Environments: The Influence of Return Policy Leniency on Two-Stage Decision Processes. Stacy L. Wood, Journal of Marketing Research, 38 (May 2001), pp. 157–69. [Lit- erature review, Catalog sales and e-commerce, Hypotheses, Three experiments, Decisions to order and to keep or return the item, Endowment effect, Product ownership depends more on perception than possession, Implications.]

37 Ensuring Greater Satisfaction by Engineering Salesperson Response to Customer Emotions. Kalyani Menon and Laurette Dube, Journal of Retailing, 76 (Fall 2000), pp. 285–307. [Literature review, Data collection (negative and positive emotion experiences in retail outlets), Observed salesperson response that positively disconfirms customers' normative expectations will lead to greater customer satisfaction, Statistical analysis.]

38 The Moderating Role of Target-Arousal on the Impact of Affect on Satisfaction—An Examination in the Context of Service Experiences. Jochen Wirtz, Anna S. Mattila, and Rachel L.P. Tan, Journal of Retailing, 76 (Fall 2000), pp. 347–65. [Literature review, Hypotheses, Experiment, Traditional pleasure–arousal interaction might be limited to high target arousal situations, Optimal arousal, Effects, Satisfaction arousal in low target arousal environments, Statistical analysis, Managerial implications.]

39 Why Susceptibility to Interpersonal Influence Ought to Be Used to Segment Consumer Markets. Denver D'Rozario and James J. Hunt, Journal of Segmentation in Marketing, 4 (No. 2, 2001), pp. 87–103. [Literature review; Data collection (Anglo-, Chinese-, African-, Hispanic-Americans); Impacts; Utilitarian, value-expressive, and informational influences; Statistical analysis; Managerial implications.]

40 Life Transition as a Basis for Segmentation. Cathy Goodwin and James W. Gentry, Journal of Segmentation in Marketing, 4 (No. 1, 2000), pp. 71–83. [Literature review, Lifestyles, Social roles, Identity, Market strategy, Services, Assessment.]

41 Gift-Giving Behavior of Grandmothers. Tammy Kinley and Linda Sivils, Journal of Segmentation in Marketing, 4 (No. 1, 2000), pp. 53–70. [Literature review, Survey, Attitudes, Apparel, Shopping preferences, Preferred retail formats, Shopping constraints, Garment characteristics, Use of reference sources, Statistical analysis.]

42 Kid Pleasers to Service Lovers: Singapore's Five Segments of Fast-Food Patronage. William R. Swinyard and Ah-Keng Kau, Journal of Segmentation in Marketing, 4 (No. 1, 2000), pp. 5–26. [Literature review, Intercept interviews, Attributes, Meal types, Atmosphere and service, Speed and convenience, Kid centeredness, Food variety, Good value, Perceptions of chain performance, Statistical analysis.]

1.2 Legal, Political, and Economic Issues

See also 48, 117

43 Management and the EEOC. Gerald E. Calvasina, Richard V. Calvasina, and Eugene J. Calvasina, Business Horizons, 43 (July/August 2000), pp. 3–7. [Equal Employment Opportunity Commission, Court decisions, Processing discrimination charges (categorizing the claim, investigation, issuance of a Notice of Right to Sue), Litigation statistics, Enforcement efforts, Assessment.]

44 Intellectual Property in Computer Programs. Elliott Turner Nalley, Business Horizons, 43 (July/August 2000), pp. 43–51. [Networked personal computers, Court decisions, Copyright law, Policy considerations, Computer program registration and licensing, Concerns, Unauthorized use, Interface with patent protection, Assessment.]

45 Workers' Compensation and Respondeat Superior Liability Legal Cases Involving Salespersons' Misuse of Alcohol. Judith Spain and Rosemary Ramsey, Journal of Personal Selling and Sales Management, 20 (Fall 2000), pp. 263–69. [Discussion, Court decisions, Impacts, Salesperson travel including use of a home office, Condoning of alcohol use by corporations, Use of a company car, Corporate policy issues, Assessment.]

46 Online Commerce and the Law. John Murray Jr., Purchasing, 129 (July 13, 2000), pp. 66, 70, 73. [Electronic data interchange, Value added networks, Trading partner agreements, Proposed legislation recognizing electronic transactions, Uniform Electronic Transactions Act, Federal statutes, Software licenses, Copyright, Domain names, Assessment.]

47 Retailers See Risks in Latest Push for On-line Privacy Protections. Susan Reda, Stores, 82 (September 2000), pp. 75–76, 78. [FTC is seeking legislation, Fair information practices (notice, choice, access, security), Court decisions, Retailers may not be able to sell personal data about customers, Assessment.]

1.3 Ethics and Social Responsibility

See also 43, 129, 238

48 The ADA and the Mentally Disabled: What Must Firms Do? Robert H. Schwartz, Frederick R. Post, and Jack L. Simonetti, Business Horizons, 43 (July/August 2000), pp. 52–58. [Americans with Disabilities Act, Forces (political, social, economic), Guidance (clarifications), Applications, Survey of human resource managers, Recommendations.]

49 Are Some Comparative Nutrition Claims Misleading? The Role of Nutrition Knowledge, Ad Claim Type and Disclosure Conditions. J. Craig Andrews, Scot Burton, and Richard G. Netemeyer, Journal of Advertising, 29 (Fall 2000), pp. 29–42. [Literature review, Hypotheses, Experiment, Misleading generalizations are found for both specific and general nutrient content claims, Statistical analysis, Implications.]

50 Does Doing Good Always Lead to Doing Better? Consumer Reactions to Corporate Social Responsibility. Sankar Sen and C.B. Bhattacharya, Journal of Marketing Research, 38 (May 2001), pp. 225–43. [Literature review, Hypotheses, Two studies, Purchase intentions, Impacts, Company- and individual-specific factors, Corporate social responsibility record, Support, Domain, Corporate ability beliefs, Product quality, Congruence, Interactions, Statistical analysis.]

51 An Empirical Investigation of Locus of Control and the Structure of Moral Reasoning: Examining the Ethical Decision-Making Processes of Sales Managers. John Cherry and John Fraedrich, Journal of Personal Selling and Sales Management, 20 (Summer 2000), pp. 173–88. [Literature review, Model presentation, Hypotheses, Survey of sales managers, Comparisons, Internal versus external managers, Deontological and teleological evaluations, Subjective norm, Ethical judgment, Intention, Interactions, Statistical analysis, Managerial implications.]

52 Suppliers Face a New Definition. Brian Milligan, Purchasing, 129 (August 10, 2000), pp. 57–58, 60–63, 65–66, 68, 70. [Minority supplier development, Definition now includes businesses with as little as 30% nonwhite ownership, Joint ventures, Needed capital, Consolidation of purchases, Impacts, Internet, Assessment.]

2.1 Management, Planning, and Strategy

See also 7, 77, 82, 83, 84, 85, 92, 93, 94, 95, 96, 106, 107, 114, 116, 118, 156, 158, 159, 164, 165, 167, 168, 169, 170, 171, 172, 173, 174, 175, 177, 179, 180, 181, 182, 184, 185, 187, 194, 199, 200, 222, 227, 229, 230, 241

53 Turning Competitive Advantage into Customer Equity. Ley-land F. Pitt, Michael T. Ewing, and Pierre Berthon, Business Horizons, 43 (September/October 2000), pp. 11–18. [Discussion, Process model, Sources (superior skills and resources), Positions (low cost, differentiation), Outcomes (customer satisfaction and loyalty), Market shares, Word of mouth, Marketing implications.]

54 Why Should Anyone Be Led by You? Robert Goffee and Gareth Jones, Harvard Business Review, 78 (September/October 2000), pp. 62–70. [Discussion, Qualities, Reveal your weaknesses, Become a sensor, Practice tough empathy, Dare to be different, Examples.]

55 Having Trouble with Your Strategy? Then Map It. Robert S. Kaplan and David P. Norton, Harvard Business Review, 78 (September/October 2000), pp. 167–76. [Corporate planning, Converting assets into desired outcomes, Cause and effect links, Perspectives (financial, customer, internal process, learning, and growth), Example.]

56 Knowing a Winning Business Idea When You See One. W. Chan Kim and Renee Mauborgne, Harvard Business Review, 78 (September/October 2000), pp. 129–36, 138. [Discussion, Factors, Creating exceptional utility, Setting a strategic price, Building a profitable business model, Impacts, Stakeholders (employees, business partners, general public), Examples.]

57 Dynamic Strategic Thinking. Peter R. Dickson, Paul W. Farris, and Willem J.M.I. Verbeke, Journal of the Academy of Marketing Science, 29 (Summer 2001), pp. 216–37. [A taxonomy of systemic feedback regularities is presented with applications that demonstrate how the taxonomy and proposed soft mapping techniques can be used to construct dynamic mental models that help managers and consultants improve their dynamic strategic thinking and the strategic foresight of firms.]

58 Forecasting Practices in Corporate America. Chaman L. Jain, Journal of Business Forecasting, 20 (Summer 2001), pp. 2, 15. [Top management support, Placement of the forecasting function, Compensation, Models, Software/system, Forecaster's background, Forecast error, Measures to improve and revise forecasts, Forecast horizon.]

59 Benchmarking Is More Than Just Numbers. Larry Lapide, Journal of Business Forecasting, 20 (Summer 2001), pp. 13–15. [Broad operational benchmarking, Best practices, Impacts, Sales and operations planning, Demand forecasting (collaborative, multitiered, causal, consumer-level), Software applications, E-business capabilities, Assessment.]

60 Developing Training Plans for the Forecasting Organization. Steve Thrift, Journal of Business Forecasting, 19 (Fall 2000), pp. 12–14. [Defining critical knowledge and skills, Gap analysis and development plans, Supporting infrastructure, Success, Guidelines.]

61 Forecasting in a Dynamic Environment: How to Deal with Jumps and Spikes in Data. Frank Wolek, Journal of Business Forecasting, 20 (Summer 2001), pp. 19–22. [Discussion, Black-box approach, Understanding and handling discontinuities, Promotions, Media events, Product line redefinition, Reorganizations, Success, Guidelines.]

62 An Analysis of Mental Processes, Behaviors, and Job Satisfaction of Apparel Product Developers and Traditional Retail Buyers. Young-Eun Choi and LuAnn Ricketts Gaskill, Journal of Business Research, 49 (July 2000), pp. 15–34. [Literature review, Hypotheses, Survey, Attitudes, Job content, Job characteristics, Overall satisfaction, Interaction with other departments, Line development, Demographic profile, Statistical analysis.]

63 Perceived Strategic Uncertainty and Environmental Scanning Behavior of Hong Kong Chinese Executives. Bahman P. Ebrahimi, Journal of Business Research, 49 (July 2000), pp. 67–77. [Literature review; Hypotheses; Survey; Results indicated a higher degree of uncertainty in the competitive, customer, and economic sectors than the political; Task environment was scanned more intensely than the remote; Statistical analysis; Managerial implications.]

64 Influencing R&D/Marketing Integration and the Use of Market Information by R&D Managers: Intended and Unintended Effects of Managerial Actions. Elliot Maltz, William E. Souder, and Ajith Kumar, Journal of Business Research, 52 (April 2001), pp. 69–82. [Literature review, Model presentation, Hypotheses, Survey of firms, Direct and indirect effects of top management actions on rivalry and conceptual use (cross-functional teams, social orientation, customer visits with/without, co-location, structural flux), Statistical analysis.]

65 The Board's Role: Driver's Seat or Rubber Stamp? Richard W. Oliver, Journal of Business Strategy, 21 (July/August 2000), pp. 7–9. [Discussion, Key roles of board, Role in strategy, Strategic planning, Scenarios (reactive, interactive, inactive, proactive), Examples.]

66 The Effect of Strategy Type on the Market Orientation–Performance Relationship. Ken Matsuno and John T. Mentzer, Journal of Marketing, 64 (October 2000), pp. 1–16. [Literature review, Model presentation, Hypotheses, Survey of marketing executives, Strategic types (defenders, prospectors, analyzers, reactors), Impacts, Market shares, Relative sales growth, Percentage of new product sales to total sales, ROI, Statistical analysis, Implications.]

67 Opportunism in Interfirm Relationships: Forms, Outcomes, and Solutions. Kenneth H. Wathne and Jan B. Heide, Journal of Marketing, 64 (October 2000), pp. 36–51. [Original and emergent conceptualizations, Conceptual framework of governance strategies (monitoring, incentives, selection, socialization), Forms of opportunism (evasion, refusal to adapt, violation, forced renegotiation), Case studies.]

68 A Multiple-Layer Model of Market-Oriented Organizational Culture: Measurement Issues and Performance Outcomes. Christian Homburg and Christian Pflesser, Journal of Marketing Research, 37 (November 2000), pp. 449–62. [Literature review, Model development, Hypotheses, Content analysis, Survey of managers, Measurement scales, Impacts, Artifacts, Statistical analysis, Managerial implications, Germany.]

69 A Cost–Benefit Approach to Segment-Based Mass Customization. Pingjun Jiang and Qi Chen, Journal of Segmentation in Marketing, 4 (No. 2, 2001), pp. 7–23. [Literature review, Model presentation, Supply- and demand-side theories, Individual- and segment-specific values, Optimal segment size, Assessment, Managerial implications.]

70 Shedding the Commodity Mind-Set. John E. Forsyth, Alok Gupta, Sudeep Haldar, and Michael V. Marn, McKinsey Quarterly, (No. 4, 2000), pp. 78–85. [Needs-based segmentation, Business-to-business, Customer perceptions, Assess vulnerability, View customers strategically, Profitability, Competition, Product's service attributes, Examples.]

71 Measuring Performance Takes on New Importance. Susan Avery, Purchasing, 129 (August 24, 2000), pp. 123–26. [Supplier relations, Systemic methodology (align, prepare, transact, interact), Contract management plan (resources, responsibilities, schedule, documentation, change control, acceptance, completion, close-out, postcompletion rights and obligations), Examples.]

72 What's New Here Exactly? James Champy, Sales and Marketing Management, (July 2000), pp. 46, 48. [Discussion, Impacts, Economic and technological context of business, Global economies are becoming increasingly open, Emerging online marketplaces, Essentials (costs, customers, consolidation), Examples.]

73 Is This Guy for Real? Andy Cohen, Sales and Marketing Management, (May 2001), pp. 36–40, 42, 44. [Turnaround management, Sports marketing, Media exposure, TV ratings, Ticket sales, Aggressive selling, Case study.]

74 Can Dot-Coms Grow Up? Erika Rasmusson, Sales and Marketing Management, (August 2000), pp. 72–76, 78, 80. [Personal interviews, Executives, Need for leadership on the execution side, Opportunities for senior-level sales and marketing managers, Processes are rarely well defined, Need for quick decisions, Corporate culture, Examples.]

75 Launching an E-Business: A Survival Guide. Erin Strout, Sales and Marketing Management, (July 2000), pp. 88–90, 92, 94, 96. [Discussion, Implementation, Define e-business, Decide on a strategy and communicate it, Learn how to talk to IT people, Prepare for mistakes, Examples.]

76 The Multi-channel CEO: What Does It Take to Succeed? Susan Reda, Stores, 82 (October 2000), pp. 26, 28, 30, 32. [Discussion, Factors, Customer focus, Distinct vision and the ability to execute that vision, Able to look at the bigger picture, Inside or outside talent, Examples.]

2.2 Retailing

See also 23, 36, 37, 41, 47, 62, 76, 85, 101, 102, 103, 104, 113, 120, 121, 127, 163, 178, 232, 233, 234

77 Rocket Science Retailing Is Almost Here—Are You Ready? Marshall L. Fisher, Ananth Raman, and Anna Sheen McClelland, Harvard Business Review, 78 (July/August 2000), pp. 115–24. [Survey of retailers, Attitudes, Forecasting, Supply-chain speed, Inventory planning, Data accuracy and availability, Costs, Customer satisfaction, Morale, Planning systems, Examples.]

78 Journal of Business Research, 49 (August 2000), pp. 91–211. [Ten articles on retail atmospherics, Value creation, Gaining market share, Emotional response to shopping experience, In-store information search strategies, Self-congruity, Retail patronage, Effects of music, Irritating aspects of the shopping environment, Impact of ambient scent on brand evaluation, Store environment, Customers' perceptions of salespeople and persuasion, Shopping behavior.]

79 Consumer Store Choice Dynamics: An Analysis of the Competitive Market Structure for Grocery Stores. Peter T.L. Popkowski Leszczyc, Ashish Sinha, and Harry J.P. Timmermans, Journal of Retailing, 76 (Fall 2000), pp. 323–45. [Literature review, Dynamic hazard model, Scanner panel data, Latent structure, Store and chain specific, Pricing strategy, Location, Statistical analysis, Managerial implications.]

80 Analysis of Cross Category Dependence in Market Basket Selection. Gary J. Russell and Ann Peterson, Journal of Retailing, 76 (Fall 2000), pp. 367–92. [Literature review, Multivariate logistic model, Purchase panel data, Category loyalty, Time since last purchase, Category price index, Cross-category price elasticities, Statistical analysis, Implications, Canada.]

81 The Price of Loyalty. James Cigliano, Margaret Georgiadis, Darren Pleasance, and Susan Whalley, McKinsey Quarterly, (No. 4, 2000), pp. 68–77. [Discussion, Incentives, Free riders, Slim margins versus attractive rewards, Failing to track expenses properly, Competing on unequal terms with the virtual world, Success, Guidelines.]

82 From Products to Ecosystems: Retail 2010. Jevin S. Eagle, Elizabeth E. Joseph, and Elizabeth C. Lempres, McKinsey Quarterly, (No. 4, 2000), pp. 108–15. [Business growth; Providing interrelated products, services, and information; Benefits; Examples.]

2.3 Channels of Distribution

See also 36, 52, 67, 71, 100, 103, 106, 107, 111, 112, 143, 156, 159, 174, 224

83 Out-of-Home Sales for FMCG Companies: An Opportunity or a Problem? Melanie Cocks, Journal of Brand Management (UK), 8 (September 2000), pp. 41–53. [Discussion, Competition, Fast moving consumer goods, Changes, Organizational structure, Brand management, Depth interviews, Market strategy, Examples, UK.]

84 Effects of Supplier Reliability and Benevolence in Business Marketing. Fred Selnes and Kjell Gonhaug, Journal of Business Research, 49 (September 2000), pp. 259–71. [Model presentation, Hypotheses, Survey of business customers, Measures, Reliability, Benevolence, Positive and negative affect, Impacts, Satisfaction, Behavioral intention, Interactions, Statistical analysis, Managerial implications.]

85 On the Profitability of Long-Life Customers in a Noncontractual Setting: An Empirical Investigation and Implications for Marketing. Werner J. Reinartz and V. Kumar, Journal of Marketing, 64 (October 2000), pp. 17–35. [Discussion, Market segments, Conceptual model, Propositions, Data collection (catalog retailer), Nature of relationship, Profits over time, Costs, Whether higher or lower prices are paid, Statistical analysis, Managerial implications.]

86 Expanding to the Internet: Pricing and Communications Strategies When Firms Compete on Multiple Channels. Florian Zettelmeyer, Journal of Marketing Research, 37 (August 2000), pp. 292–308. [Literature review, Model presentation and extensions, Propositions (mathematical formulation), Conventional versus electronic channels, Consumers' search and purchase decisions among firms, Illustrative example, Internet directions and managerial implications.]

2.4 Electronic Marketing

See also 6, 20, 36, 46, 74, 75, 86, 111, 113, 115, 122, 129, 158, 181, 226, 229, 230, 239

87 High Frequency. Rebecca Gardyn, American Demographics, 22 (July 2000), pp. 32–34, 36. [Discussion, Accessible technology, Market segments, Internet radio listeners, Consumer expenditures, Advertising, Market strategy, Statistical data.]

88 Exclusively Yours. Elizabeth Hughes, American Demographics, 22 (July 2000), pp. 41–44. [Online product launches, Industry leaders, Lower costs, Higher margins, Building community and connecting with customers, Examples.]

89 Home, Home, on the Net. Joan Raymond, American Demographics, 22 (September 2000), pp. 10, 12, 14. [Trends, Online home buying, Virtual panoramic tours, Demographic characteristics, Impacts, Real estate agents.]

90 A New Cure for Shoppers Interruptus. Alison Stein Wellner, American Demographics, 22 (August 2000), pp. 44–47. [Online shopping, Technical failure, Catalog sales, Databases, Costs, Abandoning merchandise, Customer assistance, Examples.]

91 The Internet's Next Niche. Alison Stein Wellner, American Demographics, 22 (September 2000), pp. 18–19. [Disabled adults; Diverse in age, ethnicity, and physical condition; Market potentials; Income levels; Spend more time logged on; Quality of life improvement; Assessment.]

92 E-Loyalty: Your Secret Weapon on the Web. Frederick F. Reich-held and Phil Schefter, Harvard Business Review, 78 (July/August 2000), pp. 105–13. [Business growth, Impacts, Consumer life-cycle economics, Acquisition cost per customer, Years to break even, Percent who defect before break-even point, Organization, Examples.]

93 The Seven Laws of E-Commerce Strategy. Richard W. Oliver, Journal of Business Strategy, 21 (September/October 2000), pp. 8–10. [Constantly plan and react, Everything is out in the open, Think global, Customer now has a say in determining the relationship, Be able to shift resources and focus at any moment in time, Be open to continuous change, Fine-tune strategies reflexively, Examples.]

94 There's More to E-Business Than Point and Click. Jerry Savin and David Silberg, Journal of Business Strategy, 21 (September/October 2000), pp. 11–13. [Site design, Appeal, Function, Fear about providing too much information over the Net, Combining traditional marketing methods with online banner ads, Assuring credibility, Guidelines.]

95 Some New Thoughts on Conceptualizing Perceived Service Quality: A Hierarchical Approach. Michael K. Brady and J. Joseph Cronin Jr., Journal of Marketing, 65 (July 2001), pp. 34–49. [Literature review, Model development and testing, Hypotheses, Organizational-level survey data, Impacts, Motivation, Ability, Nature of participation, Statistical analysis, Managerial implications.]

96 An Investigation into the Antecedents of Organizational Participation in Business-to-Business Electronic Markets. Rajdeep Grewal, James M. Cromer, and Raj Mehta, Journal of Marketing, 65 (July 2001), pp. 17–33. [Literature review, Model development and testing, Hypotheses, Organizational-level survey data, Impacts, Motivation, Ability, Nature of participation, Statistical analysis, Managerial implications.]

97 Internet Recommendation Systems. Asim Ansari, Skander Essegaier, and Rajeev Kohli, Journal of Marketing Research, 37 (August 2000), pp. 363–75. [Discussion, Hierarchical Bayesian system, Model comparisons, Customer and product heterogeneity, Information sources, Application to movies, Variables (genre, expert, demographic), Statistical analysis.]

98 e-Satisfaction: An Initial Examination. David M. Szymanski and Richard T. Hise, Journal of Retailing, 76 (Fall 2000), pp. 309–22. [Literature review, Model presentation, Hypotheses, Consumer survey, Variables, Convenience, Product offerings, Product information, Site design, Financial security, Statistical analysis, Implications.]

99 Marketing Lessons from E-Failures. Vittoria Varianini and Diana Vaturi, McKinsey Quarterly, (No. 4, 2000), pp. 86–97. [Business launch, Customer orientation, Qualitative research, Graphic profiling, Sequence of activities, Customer expectations, Continuous-relationship marketing systems, Media spending, Guidelines.]

100 Buyers Turn Wary Eyes on Electronic Auctions. Anne Millen Porter, Purchasing, 129 (August 24, 2000), pp. 109–10, 112. [Discussion, Problems, Too small to command much benefit, Not enough time to investigate, Does not fit with methods of dealing with suppliers, Damage to long-standing supply relationship, Assistance in designing products, Quality, Supply-base shakeouts, Examples.]

101 After Overcoming Their Apprehensions, Mall Owners Embrace E-Commerce. Timothy P. Henderson, Stores, 82 (July 2000), pp. 47–48, 50, 52. [Survey, Online expenditures, Nationwide networks, Virtual stores, Services available to retailers on a usage-based cost model, Customized solutions, Examples.]

102 Customer Service, Brand Management Seen as Key Aspects of On-line Fulfillment. Susan Reda, Stores, 82 (October 2000), pp. 40, 42, 44. [Discussion, Third-party providers, Set up IT infrastructure, Order processing, Customer satisfaction, Multimedia approach, Example.]

103 Retailers Migrate to On-line Auction Sites as New Selling Channel. Susan Reda, Stores, 82 (September 2000), pp. 140, 142, 144. [Trends, Building auction capabilities into Web sites, Impacts, Moving products, Acquiring customers, Software applications and seller services, Customer relationship management, Examples.]

104 Web-Based Technologies Power Growing Uses of In-Store Kiosks. Tony Seideman, Stores, 82 (July 2000), pp. 62, 64. [Discussion, Interactive activities, Extending assortment offered in store, Providing information to salespeople, Conducting customer transactions, Providing entertainment and promotional material.]

2.5 Physical Distribution

See also 157, 188, 232

105 Introducing JIT Manufacturing: It's Easier Than You Think. Luciana Beard and Stephen A. Butler, Business Horizons, 43 (September/October 2000), pp. 61–64. [Survey of production managers, Adapting JIT to fit the needs of their companies, General manufacturing environment, Inventory and ordering practices, Suppliers, Problems, Costs, Assessment.]

106 From Supply Chain to Value Net. David Bovel and Joseph Martha, Journal of Business Strategy, 21 (July/August 2000), pp. 24–28. [Discussion, Solving customer problems, Respond rapidly to customer demands, Build a strong brand based on services, Build in barriers to competition, Examples, Guidelines.]

107 Customer Profitability in a Supply Chain. Rakesh Niraj, Mahendra Gupta, and Chakravarthi Narasimhan, Journal of Marketing, 65 (July 2001), pp. 1–16. [Literature Review; Model development, comparison, and implementation; Data collection (large distributor); Effect of volume, complexity, and efficiency factors on gross profit, service costs, and net customer profits; Sensitivity analysis.]

108 Supply Chain Inventory Management and the Value of Shared Information. Gerard P. Cachon and Marshall Fisher, Management Science, 46 (August 2000), pp. 1032–48. [Literature review, Model presentation, Periodic reviews, Traditional and full information policies, Simulation-based lower bound costs, Electronic data interchange, Numerical study.]

109 Internet APLs Make Headway into Third-Party Logistics. Brian Milligan, Purchasing, 129 (August 10, 2000), pp. 85, 87. [Discussion, Application Process Locations, Web sites to take care of shipping needs, Asset relationships, Skepticism, Examples.]

110 Rail Industry Discovers the Internet. Brian Milligan, Purchasing, 129 (August 24, 2000), pp. 139–42. [Logistics exchanges, Demand forecasting, Tracking and tracing technology, View a large customer base, Complaint handling, Examples.]

111 Transportation Exchanges Must Get Plugged In. Brian Milligan, Purchasing, 129 (July 13, 2000), pp. 78–79, 82–85, 89, 92. [Business-to-business e-commerce, Provides shipment information electronically, Must develop complex supply chain activity options, Data transmission, Emphasis on rates, Consolidation, Examples.]

112 Transportation Holds Up Its End of JIT Bargain. Brian Milligan, Purchasing, 129 (September 7, 2000), pp. 75–76, 78, 81–82. [Discussion, Inventory reductions, Overnight deliveries, Use of Internet, Transportation exchanges, Emergency planning, Regulation, Examples.]

113 VICS Seeks Supply Chain Efficiency Through New Standard Bill of Lading. Timothy P. Henderson, Stores, 82 (August 2000), pp. 111–12. [Voluntary Interindustry Commerce Standards Association, EDI transactions, Mandatory and conditional information, Compliance issue, Examples.]

2.6 Pricing

See also 79, 80, 81, 86, 122, 125, 126, 127, 190

114 The Hidden Value in Postmerger Pricing. Michael V. Marn, Jamie Moffitt, Dennis D. Swinford, and Craig C. Zawada, McKinsey Quarterly, (No. 4, 2000), pp. 38–45. [Discussion, Aligning price with new value, Uncovering accumulated discounts, Using price structures to fuel demand, Discovering and adopting better pricing practice, Setting intensity of competition, Expectations regarding change, Examples.]

115 Virtual Pricing. Michael V. Marn, McKinsey Quarterly, (No. 4, 2000), pp. 128–30. [Pricing on the Internet, Price variations, Transparency, Examining buying patterns of consumers, Market segmentation, Incentives, Electronic coupons, Assessment.]

2.7 Product

See also 7, 9, 13, 15, 17, 24, 25, 27, 35, 41, 62, 70, 80, 83, 88, 102, 124, 145, 157, 167, 176, 192, 197, 217, 220, 223, 241

116 Styling Strategy. Tom Moulson and George Sproles, Business Horizons, 43 (September/October 2000), pp. 45–52. [Theories on the diffusion of innovative styles, New style acceptance in the auto industry, Forecasting models, Profiles, Stages (preintroduction, midlife, decline, demise), Market acceptance, Misconceptions, Assessment.]

117 The Reason for the Patent Wars. Timothy J. O'Hearn, Business Horizons, 43 (July/August 2000), pp. 33–42. [Technological innovation, Factors, Appropriability, Involvement of complementary assets, Design paradigm, Legal relations and rules, Variations among industries and projects, Organizing and measuring the process, Examples.]

118 Futurology of Brand Management. Ian Ryder, Journal of Brand Management (UK), 8 (September 2000), pp. 13–23. [Trends, Customer relationship management, Total customer experience, Demographics, Technology, Knowledge management/intellectual asset management, Assessment.]

119 Does Customer Interaction Enhance New Product Success? Kjell E. Gruner and Christian Homburg, Journal of Business Research, 49 (July 2000), pp. 1–14. [Literature review, Propositions, Field interviews (sample in the machinery industry), Intensity of interaction, Characteristics of involved customers, Impacts, Quality, Development process, Financial, Inexpensiveness of new product ownership, Statistical analysis, Managerial implications, Germany.]

120 Reducing Assortment: An Attribute-Based Approach. Peter Boatwright and Joseph C. Nunes, Journal of Marketing, 65 (July 2001), pp. 50–63. [Literature Review, Model presentation, Experiment, Effects of attribute cuts on sales (brand, share, flavor, brand-size), Statistical analysis, Implication.]

121 Building Store Loyalty Through Store Brands. Marcel Corstjens and Rajiv Lal, Journal of Marketing Research, 37 (August 2000), pp. 281–91. [Literature review, Model development, Propositions, Data collection (retailer- and household-level analysis), Quality store brands, Impacts, Store differentiation and profitability, Complementary role of national brands, Statistical analysis, Europe, Canada, U.S.]

2.8 Sales Promotion

See also 81, 115, 186, 219

122 The Problem with Micro-marketing. Christopher Preston, Journal of Advertising Research, 40 (July/August 2000), pp. 55–58. [Discussion, Wasteful advertising, Need for more targeted communications, Impacts on primary demand, Internet advertising is essentially sales promotion elevated by the use of computer technology, Retail point-of-sale promotions are merely targeted price promotion.]

123 Trade Shows, Trade Missions, and State Governments: Increasing FDI and High-Tech Exports. Timothy J. Wilkinson and Lance Eliot Brouthers, Journal of International Business Studies, 31 (Fourth Quarter 2000), pp. 723–34. [Discussion, Two models, Hypotheses, Data collection, States with comparatively more foreign direct investment (FDI) have greater success in their use of trade missions for the purpose of inward FDI attraction and in their use of trade shows to promote high-tech exports.]

124 A Benefit Congruency Framework of Sales Promotion Effectiveness. Pierre Chandon, Brian Wansink, and Gilles Laurent, Journal of Marketing, 64 (October 2000), pp. 65–81. [Literature review, Monetary and nonmonetary promotions, Hedonic and utilitarian consumer benefits, Hypotheses, Measurement and experimental studies, Impacts, High- and low-equity brands, Comparisons, Multibenefit frameworks, French and U.S. respondents, Statistical analysis, Implications.]

125 Promotion of Prescription Drugs and Its Impact on Physicians' Choice Behavior. Fusun F. Gonul, Franklin Carter, Elina Petrova, and Kannan Srinivasan, Journal of Marketing, 65 (July 2001), pp. 79–90. [Discussion, Model presentation, Hypotheses, Data collection, Impacts, Pricing, Detailing, Samples, Numbers of Medicare or health maintenance organization patients, Statistical analysis, Implications.]

126 An Experimental and Theoretical Analysis of Price-Matching Refund Policies. Sanjay Jain and Joydeep Srivastava, Journal of Marketing Research, 37 (August 2000), pp. 351–62. [Literature review, Model presentation and extensions, Propositions, Two experiments, Numerical examples, Competition-reducing and price discrimination effects can be counteracted by the presence of differentiated firms and uninformed consumers.]

127 The Estimation of Pre- and Postpromotion Dips with Store-Level Scanner Data. Harald J. Van Heerde, Peter S.H. Leeflang, and Dick R. Wittink, Journal of Marketing Research, 37 (August 2000), pp. 383–95. [Literature review, Lead and lag structures (Almon model, unrestricted dynamic effects model, exponential decay model), Price discounts (without any support, display-only, feature-only, feature and display), Assessment.]

2.9 Advertising

See also 1, 10, 11, 12, 31, 32, 49, 86, 87, 122, 160, 161, 162, 166, 197, 198, 202

128 Fewer Is Better. Yvan Boivin and Francois Coderre, Journal of Advertising Research, 40 (July/August 2000), pp. 45–53. [Media scheduling procedures, Reach, Number of insertions and vehicles, Elimination, Marginal revenue/cost analysis, Assessment, Canada.]

129 Potential Challenges the Internet Brings to the Agency–Advertiser Relationship. Alan J. Bush and Victoria D. Bush, Journal of Advertising Research, 40 (July/August 2000), pp. 7–16. [Literature review, National sample of advertising agencies and advertisers, Perceptions and usage of Internet by organization type and size, Ethical issues, People who influence decision, People who maintain Web site, Statistical analysis, Strategic implications.]

130 English in Dutch Commercials: Not Understood and Not Appreciated. Marinel Gerritsen, Hubert Korazilius, Frank van Meurs, and Inge Gijsbers, Journal of Advertising Research, 40 (July/August 2000), pp. 17–31. [Literature review, Survey of age groups (15 to 18 and 50 to 57), Comparisons, Education levels, Comprehension of English, Differences in correctly transcribing with and without text appearing on screen, Statistical analysis.]

131 Ambush Marketing: “An Olympic Event.” John A. Tripodi and Max Sutherland, Journal of Brand Management (UK), 7 (August 2000), pp. 412–22. [Sports sponsorship, Cost-effective alternatives, Ethical considerations, Incidental ambush, Clutter, Success, Guidelines.]

132 Fostering Client–Agency Relationships: A Business Buying Behavior Perspective. J. David Lichtenthal and David Shani, Journal of Business Research, 49 (September 2000), pp. 213–28. [Literature review, Survey of sales executives, Factors (environmental, organizational, group, individual), Statistical analysis, Implications.]

133 Star Power. Betsy Cummings, Sales and Marketing Management, (April 2001), pp. 52–54, 56, 58–59. [Discussion, Market strategy, Celebrity spokespersons, Credibility, Impacts, Sales meetings, Brand loyalty, Examples.]

2.10 Personal Selling

See also 37, 45, 73, 144, 146, 147, 148, 149, 150, 151, 153, 155, 222

134 Examining Gender Differences in Field Sales Organizations. William C. Moncrief, Emin Babakus, David W. Cravens, and Mark W. Johnston, Journal of Business Research, 49 (September 2000), pp. 245–57. [Literature review, Hypotheses, Survey of salespeople, Measures, Role ambiguity, Role conflict, Job stress, Job satisfaction, Met expectations, Organizational commitment, Propensity to leave, Statistical analysis, Managerial implications.]

135 Successful and Unsuccessful Sales Calls: Measuring Salesperson Attributions and Behavioral Intentions. Andrea L. Dixon, Rosann L. Spiro, and Maqbul Jamil, Journal of Marketing, 65 (July 2001), pp. 64–78. [Theoretical discussion, Propositions, Scale development, Measures, Performance attributions for a previous sales interaction, Intended behaviors for a future similar selling situation, Personal characteristics, Statistical analysis, Managerial implications.]

136 Supervisory Orientations and Salesperson Work Outcomes: The Moderating Effect of Salesperson Location. Goutam Challagalla, Tasadduq Shervani, and George Huber, Journal of Personal Selling and Sales Management, 20 (Summer 2000), pp. 161–71. [Model estimation, Hypotheses, Survey of close and remote salespeople, Satisfaction with supervisor, Performance, Impacts, Salesperson experience, Supervisor role ambiguity, Task complexity, Orientations (end results, activity, capability), Statistical analysis, Implications.]

137 Communication Between Hispanic Salespeople and Their Customers: A First Look. Lucette B. Comer and J.A.F. Nicholls, Journal of Personal Selling and Sales Management, 20 (Summer 2000), pp. 121–27. [Literature review, Research questions, Interviews with “key informants,” Cultural communication style, Altered style when selling to Anglo Americans, Cultural clashes when interactions occur with Hispanic customers of a different national origin and/or different stage in acculturation process.]

138 The Role of Trust in Salesperson–Sales Manager Relationships. Karen E. Flaherty and James M. Pappas, Journal of Personal Selling and Sales Management, 20 (Fall 2000), pp. 271–78. [Leader–member exchange theory, Hypotheses, Survey of automobile salespeople, Variables, Satisfaction, Commitment, Trust, Procedural and distributive justice, Career stage, Age, Job tenure in years, Occupational tenure, Statistical analysis, Implications.]

139 Does Relational Demography Matter in a Personal Selling Context? Kevin M. McNeilly and Frederick A. Russ, Journal of Personal Selling and Sales Management, 20 (Fall 2000), pp. 279–88. [Literature review, Hypotheses, Data from manager–rep dyads, Variables, Role ambiguity, Role conflict, Advancement opportunities, Organizational commitment, Intention to stay, Performance effectiveness, Differences (age, education, sex), Statistical analysis.]

140 Examining the Relationship Between Work Attitudes and Propensity to Leave Among Expatriate Salespeople. Earl Naumann, Scott M. Widmier, and Donald W. Jackson Jr., Journal of Personal Selling and Sales Management, 20 (Fall 2000), pp. 227–41. [Literature review; Hypotheses; Survey of U.S. expatriate sales reps; Measures; Individual, job, and organization characteristics; Sales force attitudes; Propensity to leave; Statistical analysis; Managerial implications.]

141 An Empirical Investigation of Key Account Salesperson Effectiveness. Sanjit Sengupta, Robert E. Krapfel, and Michael A. Pusateri, Journal of Personal Selling and Sales Management, 20 (Fall 2000), pp. 253–61. [Model development and testing, Hypotheses, Survey, Measures, Strategic and intrapreneurial abilities, Communication quality, Customer trust, Perceived effectiveness, Interactions, Statistical analysis.]

142 Wishing List. Gabrielle Birkner, Sales and Marketing Management, (September 2000), pp. 64–68, 70. [Personal interviews, What salespeople want most, Communication, Training, Motivation, Coaching, Assessment.]

143 Do Customers Hate Salespeople? Betsy Cummings, Sales and Marketing Management, (June 2001), pp. 44–48, 50–51. [Discussion, Problems, Reps don't do their homework, Too pushy, Overriding a buyer's decision by going to company executives, Don't follow up, Often rude, Mislead clients, Examples.]

2.11 Sales Management

See also 45, 51, 132, 133, 135, 136, 138, 139, 140, 141, 142, 238

144 Heterogeneity in Sales Districts: Beyond Individual-Level Predictors of Satisfaction and Performance. R. Venkatesh, Goutam Challagalla, and Ajay K. Kohli, Journal of the Academy of Marketing Science, 29 (Summer 2001), pp. 238–54. [Literature review, Hypotheses, Survey of salespeople, Measures, Dispersions (career stage, sex, competence, reward, learning, and prove orientation), Unit job satisfaction and performance, Statistical analysis, Managerial implications.]

145 Selling Strategies: The Effects of Suggesting a Decision Structure to Novice and Expert Buyers. Judy A. Wagner, Noreen M. Klein, and Janet E. Keith, Journal of the Academy of Marketing Science, 29 (Summer 2001), pp. 289–306. [Literature review; Hypotheses; Field experiment; When sellers use an agenda selling strategy, target products receive higher evaluations and have higher probabilities of being considered and chosen; Buyer expertise moderates this effect; Implications.]

146 From Uncertain Intentions to Actual Behavior: A Threshold Model of Whether and When Salespeople Quit. Murali Chandrashekaran, Kevin McNeilly, Frederick A. Russ, and Detelina Marinova, Journal of Marketing Research, 37 (November 2000), pp. 463–79. [Literature review, Model development, Hypotheses, Survey of sales reps, Antecedent variables, Intention magnitude and uncertainty, Probability and timing of quitting, Statistical analysis, Printing and publishing industry.]

147 An Empirical Investigation of Critical Success Factors in the Personal Selling Process for Homogeneous Goods. Sean Dwyer, John Hill, and Warren Martin, Journal of Personal Selling and Sales Management, 20 (Summer 2000), pp. 151–59. [Literature review, Survey of sales agents, Measures, Prospecting, Preapproach, Approach, Sales presentation, Handling objections, Closing, Follow-up, Profile of high versus low performance, Statistical analysis, Implications, Life insurance industry.]

148 An Empirical Investigation of a Social Exchange Model of Organizational Citizenship Behaviors Across Two Sales Situations: A Turkish Case. Bulent Menguc, Journal of Personal Selling and Sales Management, 20 (Fall 2000), pp. 205–14. [Literature review, Hypotheses, Survey of retail and insurance salesperson–manager dyads, Measures, Helping behavior, Sportsmanship, Civic virtue, Trust in sales manager, Procedural justice, Statistical analysis, Managerial implications.]

149 Managing Salesperson Motivation in a Territory Realignment. Kirk Smith, Eli Jones, and Edward Blair, Journal of Personal Selling and Sales Management, 20 (Fall 2000), pp. 215–26. [Theoretical discussion, Model presentation, Hypotheses, Two studies, Managerial actions based on expectancy theory were found to be more effective for salespeople whose territory realignment increased sales potential and justice-based actions were more effective for salespeople experiencing a reduction in territory potential, Implications.]

150 Sales Territory Alignment: An Overlooked Productivity Tool. Andris A. Zoltners and Sally E. Lorimer, Journal of Personal Selling and Sales Management, 20 (Summer 2000), pp. 139–50. [Discussion, Benefits (customer coverage, increased sales, morale, reduced travel time), Obstacles (incentive compensation plans, cumbersome task, data availability), Success, Guidelines.]

151 All the Right Moves. Karen J. Bannan, Sales and Marketing Management, (June 2001), pp. 58–60, 62–64. [Management styles, Teams, Evaluation, Traveling with reps, Motivation, Perform a technology audit, Set the right tone, Examples.]

152 How to Run a Customer Meeting. Elana Harris, Sales and Marketing Management, (August 2000), pp. 62–64, 66–68, 70. [Building relationships, Integrate customer expectations with meeting's objectives, Company–client dialogues, Maximize attendance by high-level executives at top customer companies, Networking, Examples.]

153 Fight Club. Mark McMaster, Sales and Marketing Management, (August 2000), pp. 44–48, 50. [Management styles, Resolving conflict, Building teamwork among reps, Factors, Read the signals and intervene early, Don't be afraid to get personal, Analyze sources of tension, Lead by example, Examples.]

154 The Third Time's the Charm. David Prater, Sales and Marketing Management, (September 2000), pp. 100–102, 104. [Sales and marketing automation, Implementation stages, Systems overhaul, Evaluate software packages, Systems improvement allowing reports to be e-mailed from headquarters on a more timely basis, Case study, Building materials industry.]

155 Doctoring Sales. Erin Strout, Sales and Marketing Management, (May 2001), pp. 52–54, 58–60. [Discussion, Pharmaceuticals, Selling to physicians, Market strategy, Incentives, Dinners, Free trips, Free samples, Providing good information, Prescriber profiles, Examples.]

3.1 Industrial

See also 52, 64, 105, 119, 168, 171

156 When Does Vertical Coordination Improve Industrial Purchasing Relationships? Arnt Buvik and George John, Journal of Marketing, 64 (October 2000), pp. 52–64. [Literature review; Hypotheses; Survey of industrial buyers; When specific investments are modest, greater vertical coordination diminishes transaction difficulties in adapting to high environmental uncertainty; Vertical coordination increases transaction difficulties when firms adapt to high environmental uncertainty and specific investments are substantial.]

157 Companies Get Purchasing Pros into the Design Stage. Purchasing, 129 (August 24, 2000), pp. 26–28. [Survey, Helps identify best parts and materials early on, Excessive costs and/or long lead times, Competitive advantage, Early supplier involvement, Improved value-added stream, Examples.]

158 Web, Outsourcing Revolutionize Buying. James Carbone, Purchasing, 129 (August 24, 2000), pp. 50–51, 54, 59–60, 62. [Original equipment manufacturers, Automation of purchasing transactions, Reduction in procurement cycle time, Managing multiple tiers of the supply chain, Expanding role of contract manufacturers, Web as a sourcing tool, Examples.]

159 Outsourcing: Key to Many Competitive Battles. Robert M. Monczka and James P. Morgan, Purchasing, 129 (August 24, 2000), pp. 85, 89, 91. [Study, Factors, Cross-functional input to evaluate and select suppliers, Information sharing, Resource appropriation, Insourcing/outsourcing strategy and process model, Impacts, Core competencies, Success, Guidelines.]

3.2 Nonprofit, Political, and Social Causes

See also 48, 123

160 Fountain of Youth. David J. Lipke, American Demographics, 22 (September 2000), pp. 37–38, 40. [American Association of Retired Persons, Image revamp, Advertising campaign, Publication makeover, New publication, Target markets, Baby Boomers, Proprietary research, Attitudes toward joining civic and social organizations, Statistical data.]

161 Oh Come All Ye Faithful. Alison Stein Wellner, American Demographics, 23 (June 2001), pp. 50–55. [Religious institutions, Competition, Market strategy, Target markets, Young adults, Entertainment, Advertising campaigns, Family influence, Examples.]

162 Explaining Gendered Responses to “Help-Self” and “Help-Others” Charity Ad Appeals: The Mediating Role of World-Views. Frederic F. Brunel and Michelle R. Nelsen, Journal of Advertising, 29 (Fall 2000), pp. 15–27. [Literature review, Hypotheses, Two experiments, Women respond more favorably to the help-others appeal and men to the help-self appeal, Assessment, Implications.]

163 Charitable Programs and the Retailer: Do They Mix? Pam Scholder Ellen, Lois A. Mohr, and Deborah J. Webb, Journal of Retailing, 76 (Fall 2000), pp. 393–406. [Literature review, Cause marketing, Attribution theory, Gift giving, Hypotheses, Experiment, Factors, Donation situation, Congruency with core business, Effort, Commitment, Store types, Differences, Statistical analysis.]

3.3 International and Comparative

See also 11, 12, 13, 14, 32, 42, 63, 68, 83, 121, 123, 124, 130, 137, 140, 148, 207, 223, 224, 237, 240

164 After the Meltdown: A Survey of International Firms in Russia. Avraham Shama, Business Horizons, 43 (July/August 2000), pp. 73–81. [Information on year of entry, entry strategy, business activities, and performance; Financial collapse; Response strategies; Future prospects; Case studies.]

165 A Better Way to Crack China. Wilfried R. Vanhonacker, Harvard Business Review, 78 (July/August 2000), pp. 20, 22. [Discussion, Joint-stock companies (foreign investor shareholding corporations), Impacts, Industrial reform, Access to markets, Profitability, Case study, Photo industry.]

166 A Content Analysis of Magazine Advertisements from the United States and the Arab World. Fahad S. Al-Olayan and Kiran Karande, Journal of Advertising, 29 (Fall 2000), pp. 69–82. [Literature review, Hypotheses, Depiction of men and women, Comparative ads, Information content, Price appeal, Impacts, Role of religion in forming values, Level of individualism, High- versus low-context culture, Economic differences, Assessment, Implications.]

167 Market Closeness, Commitment, and the International Customisation of Brand Image: The Case of Western Brands in the Czech Republic. Roger Bennett and Radka Koudelova, Journal of Brand Management (UK), 8 (September 2000), pp. 54–68. [Literature review, Hypotheses, Survey, Market closeness and market commitment significantly affect the degree of image customization, Impacts, Cultural differences, Implications.]

168 Wholly Owned Subsidiary Versus Technology Licensing in the Worldwide Chemical Industry. Ashish Arora and Andrea Fosfuri, Journal of International Business Studies, 31 (Fourth Quarter 2000), pp. 555–72. [Discussion, Hypotheses, Data collection (Chemical Age Project File), Impacts, Cultural distance, Learning through past experience, Number of technology suppliers, Statistical analysis.]

169 Cross-National Empirical Generalization in Business Services Buying Behavior. Douglas Bowman, John U. Farley, and David C. Schmittlein, Journal of International Business Studies, 31 (Fourth Quarter 2000), pp. 667–85. [Discussion, Hypotheses, Model development and testing, Panel data on foreign exchange services banks provide to major multinational corporations, Interviews with corporate financial managers, Supplier selection and usage decisions, Sources of differences across countries, Statistical analysis, Implications.]

170 Internationalization and Firm Risk: An Upstream–Down-stream Hypothesis. Chuck C.Y. Kwok and David M. Reeb, Journal of International Business Studies, 31 (Fourth Quarter 2000), pp. 611–29. [Literature review, Hypotheses, Data collection (Disclosure World Scope Database), The overall effect of internationalization on the risk and leverage of multinational corporations is expected to vary with home and target market considerations, Statistical analysis, Many countries.]

171 What Makes Management Style Similar and Distinct Across Borders? Growth, Experience and Culture in Korean and Japanese Firms. Jangho Lee, Thomas W. Roehl, and Soonkyoo Choe, Journal of International Business Studies, 31 (Fourth Quarter 2000), pp. 631–52. [Literature review, Model presentation, Hypotheses, Survey of manufacturing firms, Impacts, Strategic goals, Environment analysis, Technology development, Supplier relations, Closeness with customers, Marketing, Human resource management, International orientation, Implications, MANOVA.]

172 Organizational Learning About New International Markets: Exploring the Internal Transfer of Local Market Knowledge. Michael D. Lord and Annette L. Ranft, Journal of International Business Studies, 31 (Fourth Quarter 2000), pp. 573–89. [Literature review; Hypotheses; Sample of divisional entries of diversified U.S.-based firms into China, India, and Russia; Impacts; Organizational structures; Statistical analysis.]

173 National Culture, Transaction Costs, and the Choice Between Joint Venture and Wholly Owned Subsidiary. Shige Makino and Kent E. Neupert, Journal of International Business Studies, 31 (Fourth Quarter 2000), pp. 705–13. [Literature review, Hypotheses, Data collection (Japanese firms in the U.S. and U.S. firms in Japan), Hennart's transaction cost model of entry mode choice, Ownership preferences, Statistical analysis.]

174 The Hierarchical Model of Market Entry Modes. Yigang Pan and David K. Tse, Journal of International Business Studies, 31 (Fourth Quarter 2000), pp. 535–54. [Literature review, Hypotheses, Sample of foreign entry activities, Nonequity (export, contractual agreements), Equity (equity joint ventures, wholly owned subsidiary), Factors (host country, home country, host and home countries, industry), Statistical analysis, China.]

175 Attitudes Toward Cooperative Strategies: A Cross-Cultural Analysis of Entrepreneurs. H. Kevin Steensma, Louis Marino, and K. Mark Weaver, Journal of International Business Studies, 31 (Fourth Quarter 2000), pp. 591–609. [Literature review, Hypotheses, Survey, Impacts, National culture (uncertainty avoidance, masculinity, individualism), Statistical analysis, Many countries.]

176 Cultural Variations in Country of Origin Effects. Zeynep Gurhan-Canli and Durairaj Maheswaran, Journal of Marketing Research, 37 (August 2000), pp. 309–17. [Theoretical discussion, Hypotheses, Experiment, Respondents in Japan evaluated the target product that originated in the home country more favorably regardless of product superiority, United States respondents considered whether the product was superior to competitors', Impacts, Individualism and collectivism.]

177 Targeting the New Chinese Woman: Marketing Implications for Multinational Corporations. Subir Bandyopadhyay and Rina Taraseiskey-King, Journal of Segmentation in Marketing, 4 (No. 2, 2001), pp. 47–67. [Discussion, Segmentation bases, Demographic, Geographic, Urban areas, City women, Suburbs, Rural, Psycho-graphic, Lifestyle, Involvement, Assessment.]

178 Demographic Segmentation of Shoppers at Traditional Markets and Supermarkets in Taiwan. Eric ChiChung Shui and John A. Dawson, Journal of Segmentation in Marketing, 4 (No. 2, 2001), pp. 69–85. [Literature review, Postulated models, Consumer survey, Younger generations and higher-class people are more likely to be attracted to supermarkets, Managerial implications.]

179 The Household Life Cycle Model as a Segmentation Tool in Urban China. Ann Veeck, Journal of Segmentation in Marketing, 4 (No. 2, 2001), pp. 25–46. [Literature review, Survey of households, Life cycles developed in the West are not appropriate to represent households in China, Redefined model with applications.]

3.4 Services

See also 4, 5, 31, 34, 38, 40, 42, 70, 73, 89, 97, 101, 102, 103, 125, 147, 155, 169, 201, 221, 226, 231

180 Organizing Work in Service Firms. Richard Metters and Vincente Vargas, Business Horizons, 43 (July/August 2000), pp. 23–32. [Discussion, Impacts, Computer technology, Decoupling approaches (cost leader, cheap convenience, dedicated service, premium service), Assessment, Banking industry.]

181 Networked Incubators: Hothouses of the New Economy. Morten T. Hansen, Henry W. Chesbrough, Nitin Nohria, and Donald N. Sull, Harvard Business Review, 78 (September/October 2000), pp. 74–82, 84. [Business growth; Provide office space, funding, and basic services; Offer extensive network of powerful business connections; Maintain spirit of entrepreneurship; Network access; Portfolio strategy; Network design; Examples.]

182 Creating Customer-Focused Health Care Organizations. Robert C. Ford and Myron D. Fottler, Health Care Management Review, 25 (Fall 2000), pp. 18–33. [New paradigm, Comparisons, Focus on physicians/third-party payers, Impacts, Patient comfort, Convenience, Satisfaction, Service quality, Rewards, Managers, Health care staff and organizations, Assessment, Implications.]

183 The Effects of Open Access on Member Satisfaction and Intentions to Remain in an HMO. John E. Gamble, Marjorie L. Icenogle, Norman B. Bryan, and Daniel A. Rickert, Health Care Management Review, 25 (Fall 2000), pp. 34–47. [Theoretical discussion, Model presentation and revision, Survey, Measures, Autonomy, Resources, Price, Convenience, Statistical analysis.]

184 Better Medicare Cost Report Data are Needed to Help Hospitals Benchmark Costs and Performance. Stephen A. Magnus and Dean G. Smith, Health Care Management Review, 25 (Fall 2000), pp. 65–76. [Literature review, Disputes over allowable costs, Cost shifting and reimbursement gaming, Inability to compare costs across institutions, Inability to measure patient care costs, Lack of timeliness, Factors affecting data quality, Assessment.]

185 The Strategic Behavior of U.S. Rural Hospitals: A Longitudinal and Path Model Examination. Hanh Q. Trinh and Stephen J. O'Connor, Health Care Management Review, 25 (Fall 2000), pp. 48–64. [Literature review, Hypotheses, Data collection, Endogenous and exogeneous variables, Impacts, Market power strategies, Organizational characteristics, Statistical analysis, Managerial implications.]

4.1 Theory and Philosophy of Science

See also 16, 17, 51, 57, 69, 86, 108, 126, 149, 212, 215, 240

186 The Commodification of the American West: Marketers' Production of Cultural Meanings at the Trade Show. Lisa Penaloza, Journal of Marketing, 64 (October 2000), pp. 82–109. [Theoretical discussion, Critical ethnographic research perspective, Market culture (National Western Stock Show and Rodeo), Mechanisms for cultural negotiation, Production of the West in agents' discourse and practice, Assessment, Implications.]

187 Management Science, 46 (September 2000), pp. 1171–1267. [Six articles on stochastic models and simulation, Path generation for quasi-Monte Carlo simulation, Risk-constrained dynamic active portfolio management, Management of HIV-infected patients, Variance reduction via lattice rules, Traffic approximation for workload processes, Price and service discrimination in queuing systems.]

188 Exact and Heuristic Solutions for a Shipment Problem with Given Frequencies. Luca Bertazzi, Maria Grozia Speranza, and Walter Ukovich, Management Science, 46 (July 2000), pp. 973–88. [Model presentation, Transportation, Inventory, Dominance rules, Branch-and-bound, Assessment of optimal solutions versus strategies with relaxed assumptions.]

189 Assessing Dependence: Some Experimental Results. Robert T. Clemen, Gregory W. Fischer, and Robert L. Winkler, Management Science, 46 (August 2000), pp. 1100–15. [Two studies, Correlation, Concordance probability, Covariation judgment, Spearman's rho, Subjective assessment.]

190 Perishable Asset Revenue Management with Markovian Time Dependent Demand Intensities. Youyi Feng and Guillermo Gallego, Management Science, 46 (July 2000), pp. 941–56. [Literature review, Models, Dynamic pricing, Stopping times, Intensity control, Martingales, Finite horizon, Optimal policies, Examples.]

191 Market Information and Firm Performance. Jagmohan S. Raju and Abhik Roy, Management Science, 46 (August 2000), pp. 1075–84. [Literature review, Value of information, Model presentation, Propositions, Decision analysis, Game theory, Equilibrium prices and profits, Effects, Product substitutability, Industry and firm size, Mode of conduct, Assessment.]

192 Sequential Product Positioning Under Differential Costs. Rajeev K. Tyagi, Management Science, 46 (July 2000), pp. 928–40. [Literature review, Model presentation, Propositions, Sequential entry, First-mover advantage, Game theory, Uncertainty, Cost structures, Assessment.]

4.2 Research Methodology

See also 1, 2, 3, 4, 5, 6, 8, 9, 10, 11, 12, 13, 14, 15, 16, 17, 18, 19, 20, 21, 23, 24, 25, 27, 28, 29, 30, 31, 32, 33, 34, 35, 36, 37, 38, 39, 41, 42, 49, 50, 58, 59, 60, 61, 64, 66, 68, 78, 79, 80, 91, 95, 96, 97, 98, 107, 119, 120, 121, 124, 125, 126, 127, 128, 130, 132, 135, 137, 145, 146, 160, 162, 163, 166, 167, 176, 178, 183, 187, 191, 228, 235, 236

193 Under the Lens. Gerda Gallop-Goodman, American Demographics, 22 (September 2000), pp. 42, 45, 48. [Security cameras, Impacts, Gathering data, Software packages, Shopping behavior, Program and promotion effectiveness, Examples.]

194 Who's the Boss? Rebecca Gardyn, American Demographics, 22 (September 2000), pp. 52–56, 58. [Consumer mentality, Comparison shopping for employment, Flexibility, Study, Most important job components, Telecommuting, Cost savings, Employee empowerment, Cross-functional teams, Education, Statistical data.]

195 Mountains to Mine. Christina Le Beau, American Demographics, 22 (August 2000), pp. 40–42, 44. [Information overload, New technologies, Data mining, Intranet connection, Combining data from different companies, Examples.]

196 Movement at Warp Speed. Roberto Suro, American Demographics, 22 (August 2000), pp. 60–64. [Trends, Upsurge in mobility, New Economy workers, Multiple job options, Global reach, Technology centers, Fast-growing communities, Earnings, Migration, Transformation, Suburban consumer markets, Statistical data.]

197 The Match-Up Hypothesis: Physical Attractiveness, Expertise, and the Role of Fit on Brand Attitude, Purchase Intent and Brand Beliefs. Brian D. Till and Michael Busler, Journal of Advertising, 29 (Fall 2000), pp. 1–13. [Discussion; Techniques; Hypotheses; Two experiments; Attractiveness effect, but not the match-up predicted in previous literature; Effectiveness in increasing brand attitude but not purchase intent; Impacts; Fit; Belongingness; Statistical analysis.]

198 Methods and Measures That Profile Heavy Users. Brian Wansink and Sea Bum Park, Journal of Advertising Research, 40 (July/August 2000), pp. 61–72. [Literature review, Techniques (simple mean comparisons, basic cluster analysis, hybrid two-stage cluster analysis), Magazine subscriptions, Lifestyle and personality variables, Statistical analysis.]

199 New Approaches to “Unforecastable” Demand. Michael Gilliland and Drew Prince, Journal of Business Forecasting, 20 (Summer 2001), pp. 9–12. [Discussion, Statistical approach, Supply chain engineering, Demand smoothing, Economy of process, Proactive collaboration, Assessment.]

200 Which Forecasting Model Should We Use? Chaman L. Jain, Journal of Business Forecasting, 19 (Fall 2000), pp. 2, 28, 35. [Discussion, Factors, Data pattern, Amount of data available, Seasonality, Strong and stable cause and effect relationship, Forecast horizon, What and if analysis, Success, Guidelines.]

201 Assessment of the Three-Column Format SERVQUAL: An Experimental Approach. Albert Caruana, Michael T. Ewing, and B. Ramaseshan, Journal of Business Research, 49 (July 2000), pp. 57–65. [Using a six-group experimental design, group 1 respondents are administered the revised SERVQUAL instrument containing minimum and desired expectations, as well as performance items; Findings indicate that the perception battery is the salient component, raising concerns regarding the usefulness of the revised expectations scale in service quality measurement.]

202 Bayesian Semiparametric Regression: An Exposition and Application to Print Advertising Data. Michael Smith, Robert Kohn, and Sharat K. Mathur, Journal of Business Research, 49 (September 2000), pp. 229–44. [Discussion; Techniques; Modeling marketing databases; Independent variables can enter into the model in either parametric or nonparametric manner, significant variables can be identified from a large number of potential regressors, and an appropriate transformation of the dependent variable can be automatically selected from a discrete set of prespecified candidate transformations.]

203 The Desperate Need for Replications. John E. Hunter, Journal of Consumer Research, 28 (June 2001), pp. 149–58. [Discussion; Sampling error; Statistical, scientific, and conceptual replications; Heterogeneous domain; Assessment.]

204 Opportunities for Improving Consumer Research Through Latent Variable Structural Equation Modeling. Scott B. MacKenzie, Journal of Consumer Research, 28 (June 2001), pp. 159–66. [Discussion, Advantages (ability to control for measurement error, enhanced ability to test the effects of experimental manipulations, test complex theoretical structures, link micro and macro perspectives, assess reliability and validity), Limitations of alternative methodologies.]

205 Consumers' Need for Uniqueness: Scale Development and Validation. Kelly Tepper Tian, William O. Bearden, and Gary L. Hunter, Journal of Consumer Research, 28 (June 2001), pp. 50–66. [Literature review, Data collection (surveys and experiments), Creative and unpopular choice counterconformity, Avoidance of similarity, Model fit indices for competing measurement models, Comparison groups, Trait antecedents, Consequential effects, Situational moderators, Statistical analysis.]

206 Parameter Bias from Unobserved Effects in the Multinomial Logit Model of Consumer Choice. Charles Abramson, Rick L. Andrews, Imran S. Currim, and Morgan Jones, Journal of Marketing Research, 37 (November 2000), pp. 410–26. [Literature review, Simulation study, Impacts, Choice set effects, Heterogeneity in preferences and market response, State dependence, Serial correlation, Statistical analysis, Implications for model builders and managers.]

207 Response Styles in Marketing Research: A Cross-National Investigation. Hans Baumgartner and Jan-Benedict E.M. Steenkamp, Journal of Marketing Research, 38 (May 2001), pp. 143–56. [Discussion, Model estimation, Consumer survey, Systematic effects of response styles on scale scores is a function of two scale characteristics (the proportion of reverse-scored items and the extent of deviation of the scale mean from the midpoint of the response scale), Research implications, European Union.]

208 A Multiple-Item Model of Paired Comparisons: Separating Chance from Latent Preference. Albert C. Bemmaor and Udo Wagner, Journal of Marketing Research, 37 (November 2000), pp. 514–24. [Literature review; Model testing; When a binomial and a binomial/Dirichlet model were estimated on paired comparisons, taken separately for each of the data sets that used relative performance measurements, the same log-likelihood for both occurred.]

209 Testing the Reliability of Weight Elicitation Methods: Direct Rating Versus Point Allocation. Paul A. Bottomley, John R. Doyle, and Rodney H. Green, Journal of Marketing Research, 37 (November 2000), pp. 508–13. [Literature review, Hypotheses, Experiment, Weights elicited by direct rating were more reliable than those elicited by point evaluation in a test–retest situation.]

210 Subscale Distance and Item Clustering Effects in Self-Administered Surveys: A New Metric. Eric T. Bradlow and Gavan J. Fitzsimons, Journal of Marketing Research, 38 (May 2001), pp. 254–61. [Literature review, Hypotheses, Experiment, Special one-dimensional case of the spatial and attribute-based distance metric proposed by Hoch, Bradlow, and Wansink (1999) to explain sub-scale variance, replacing the indicator variable for clustering used in a standard analysis of variance.]

211 The Joint Spatial Representation of Multiple Variable Batteries Collected in Marketing Research. Wayne S. DeSarbo and Jianan Wu, Journal of Marketing Research, 38 (May 2001), pp. 244–53. [Literature review, Model selection and analysis, The authors propose a new latent structure multidimensional scaling procedure that is devised to represent jointly the structure in multiple batteries (preferences, proximities, and brand attribute ratings) of variables collected across the same set of respondents, Application.]

212 Index Construction with Formative Indicators: An Alternative to Scale Development. Adamantios Diamantopoulos and Heidi M. Winklhofer, Journal of Marketing Research, 38 (May 2001), pp. 269–77. [Theoretical discussion, Model comparisons, Data collection, Impacts, Causal priority between the indicators and the latent variable involved, Indicator collinearity, Sample size, Model fit, Assessment.]

213 Response Latencies in the Analysis of Conjoint Choice Experiments. Rinus Haaijer, Wagner Kamakura, and Michel Wedel, Journal of Marketing Research, 37 (August 2000), pp. 376–82. [Authors use filtered response latencies to scale the covariance matrix of a multinomial probit model and show that this leads to better model fit and holdout predictions, even if the response latencies in the holdout task are not used; Application.]

214 Factor Analysis and Missing Data. Wagner A. Kamakura and Michel Wedel, Journal of Marketing Research, 37 (November 2000), pp. 490–98. [Discussion, Techniques, Model presentation, Marketing data missing by design (data fusion, split questionnaire, subsampling, time sampling), Estimation and imputation, Synthetic data analysis, Assessment.]

215 Choice Menus for Mass Customization: An Experimental Approach for Analyzing Customer Demand with an Application to a Web-Based Information Service. John Liechty, Vankatram Ramaswamy, and Steven H. Cohen, Journal of Marketing Research, 38 (May 2001), pp. 183–96. [Literature review; Effects; Customers' portfolio of choices from each of several experimental menus by estimating the utility for each menu item as a function of its characteristics, price, and other specific attributes; Comparisons; Alternative traditional approaches; Managerial implications.]

216 A Cognitive Model of People's Usage Estimations. Joseph C. Nunes, Journal of Marketing Research, 37 (November 2000), pp. 397–409. [Literature review, Descriptive model, Hypotheses, Three studies, Choice between paying a flat fee for unlimited access or paying per use, Maximum, Minimum, Break-even analysis, Statistical analysis.]

217 Artificial Neural Network Decision Support Systems for New Product Development Project Selection. R. Jeffrey Thieme, Michael Song, and Roger J. Calantone, Journal of Marketing Research, 37 (November 2000), pp. 499–507. [Discussion, Techniques, Data from 612 projects, Comparisons, Traditional methods, Success (dichotomous, financial, technical), Application, Assessment.]

218 A Methodology for Linking Customer Acquisition to Customer Retention. Jacquelyn S. Thomas, Journal of Marketing Research, 38 (May 2001), pp. 262–68. [Literature review; Data collection; Model comparisons; Market segments; Customer life cycle; On the basis of this analysis, the Tobit model with selection, which simultaneously addresses censoring and data truncation, is a better modeling approach than the standard Tobit model.]

219 Semiparametric Analysis to Estimate the Deal Effect Curve. Harald J. Van Heerde, Peter S.H. Leeflang, and Dick R. Wittink, Journal of Marketing Research, 38 (May 2001), pp. 197–215. [Literature review, Model comparisons, Predictive validity, Store-level sales, Relationships, Own- and cross-item price discounts, Threshold and saturation effects, Flexible main effects and interaction effects, Assessment.]

220 A Connectionist Model of Brand-Quality Associations. Chris Janiszewski and Stijn M.J. Van Osselaer, Journal of Marketing Research, 37 (August 2000), pp. 331–50. [Discussion, Models (direct association, least mean squares, adaptive character of thought-rational), Hypotheses, Five experiments, Subbranding and ingredient-branding strategies can either protect brands from dilution or promote dilution, Statistical analysis.]

221 Modeling Fuzzy Data in Qualitative Marketing Research. Sajeev Varki, Bruce Cooil, and Roland T. Rust, Journal of Marketing Research, 37 (November 2000), pp. 480–89. [Literature review, Empirical demonstration (customer descriptions of service incidents), Assumptions allow for items to be either crisp or fuzzy, Moment-based measure, Statistical analysis, Dillon and Mulani (1984).]

222 Subcultural Research on Organizational Commitment with the 15 OCQ Invariant Instrument. Anne Mathieu, Norman T. Bruvold, and P. Neal Ritchey, Journal of Personal Selling and Sales Management, 20 (Summer 2000), pp. 129–38. [Literature review, Scale development and testing, Survey of French and English Canadian salespeople, Multigroup confirmatory analysis, Avenues for further research.]

223 Market Segmentation Involving Mixtures of Quantitative and Qualitative Variables. Abba M. Krieger and Paul E. Green, Journal of Segmentation in Marketing, 4 (No 1, 2000), pp. 85–106. [Literature review; Model proposal; Generalized measure of pair-wise partition agreement based on a combination of eta squared, chi squared, or Rand measure; Comparisons; Alternative approaches; Monte Carlo simulation; Clustering; International product planning application.]

224 The Segmentation and Targeting of Consumers Within the Fragmenting U.K. Mail Order Market. Gary S. Robertshaw, Journal of Segmentation in Marketing, 4 (No 1, 2000), pp. 27–51. [Literature review, Individual-specific segmentation, Computer processing, Consumer data, Comparative profiling, Application, Data collection, Assessment.]

225 An Investigation of the Efficacy of Univariate Screening Measures in Defining Market Structure. Catherine M. Schaffer, Paul E. Green, and Frank J. Carmone Jr., Journal of Segmentation in Marketing, 4 (No 1, 2000), pp. 107–25. [Discussion, Cluster analysis, Problems, Noisy variables, Error conditions, Simulation, Data sets, Empirical evaluation, Donoghue.]

4.3 Information Technology

See also 44, 46, 52, 90, 99, 104, 108, 109, 110, 112, 154, 158, 180, 181, 195, 196, 215, 217, 224, 241

226 The Cyber File Cabinet. Joan Raymond, American Demographics, 22 (July 2000), pp. 38–40. [Health information, Market potentials, Storage of medical records online, Privacy concerns, Market strategy, Direct-to-consumer campaigns, Business partnerships, Examples.]

227 The Internet Does Not Eliminate the Need to Forecast. Larry Lapide, Journal of Business Forecasting, 19 (Fall 2000), pp. 15–16. [Sell-One-Make-One scenario, Problems, Seasonal and heavily promoted products, Safety stock, Impacts, Electronically connected supply chain.]

228 Choosing the Right Forecasting Software and System. Alex Safavi, Journal of Business Forecasting, 19 (Fall 2000), pp. 6, 8, 10–11, 14. [Multidimensional modeling, System flexibility, Multiple data sources, Presentation, Collaboration, Forecast reconciliation, Adjustment and allocation, Demand, Statistical forecasting, New products, Lifecycles, Analysis, Involvement of other functions, Internet enabled, Interoperatibility, Scalability, Guidelines.]

229 Getting the Most from Your Internet and Extranet Strategies. Sunny Baker, Journal of Business Strategy, 21 (July/August 2000), pp. 40–43. [Information sharing networks, Evolve from departmental solutions, Corporate applications, Opening up applications to suppliers and trading partners, Online solutions, Success, Guidelines.]

230 The Software to Secure Your Strategic Advantage. Sunny J. Baker, Journal of Business Strategy, 21 (September/October 2000), pp. 33–37. [Decision-making information support systems, Basic planning tools, Link combinations of assets to value creation, Data warehousing analysis, Setting strategic e-business metrics and objectives, Examples.]

231 Health On-line—The Best Will Get Bigger. Ari S. Kellen and Steve Van Kuiken, McKinsey Quarterly, (No. 4, 2000), pp. 131–35. [Discussion, Financial performance, Problems, Internet features, Ability to disseminate knowledge, Driving down interaction costs, Communication between prominent medical centers and hospitals, Services to physicians and patients, Examples.]

232 Data Synchronization Clears the Way for Expanded Scan-Based Trading. Timothy P. Henderson, Stores, 82 (September 2000), pp. 88–90, 92. [Synchronization of item and price file information, Electronic communication and database technologies eliminate discrepancies and inefficiencies between retailers and suppliers, Time savings, Electronic receiving, Greater accessibility, Examples.]

233 From Delivering Basic Data to Hosting Robust Applications, Intranets Find Growing Retail Role. Timothy P. Henderson, Stores, 82 (August 2000), pp. 76, 78, 80. [Corporate culture, Web-based applications, Information access, Communication- and work flow–based, ROI justification, Examples.]

234 Research Center Sets Goal of Developing the Next Generation UPC. Timothy P. Henderson, Stores, 82 (August 2000), pp. 47–48, 50, 52. [Discussion, Research focus, ID code needed to address and identify information, ID system consisting of the tag and reader technology, Internet directory needed to point information along a path from the code to the correct server, Language necessary to describe products.]

5.1 Educational and Professional Issues

See also 134

235 Generation Z. Alison Stein Wellner, American Demographics, 22 (September 2000), pp. 60–64. [New generation of elementary school students, Wider mix of backgrounds, Ethnic breakdown, Changing family structure, Customized information, Marketing implications.]

236 Research Productivity in the Journal of Business Research: 1985–1999. Gary A. Knight, G. Tomas M. Hult, and R. Edward Bashaw, Journal of Business Research, 49 (September 2000), pp. 303–14. [Discussion, Primary content areas, Authors, Institutions, Number of articles published, Rankings, Citation analysis, Assessment.]

237 Ranking the International Business Journals. Frank L. DuBois and David M. Reeb, Journal of International Business Studies, 31 (Fourth Quarter 2000), pp. 689–704. [Literature review, Citation analysis, Core journals, Impact factors, Survey questionnaire methodology, Composite ranking, Assessment, Implications.]

238 An Experimental Investigation of Efforts to Improve Sales Students' Moral Reasoning. Terry W. Loe and William A. Weeks, Journal of Personal Selling and Sales Management, 20 (Fall 2000), pp. 243–51. [Discussion, Hypotheses, In-class ethics training sessions, Role-play interventions, Gender differences, Statistical analysis, Implications for higher education and sales organizations.]

239 How to Prepare for E-Commerce. Kathryn Belyea, Purchasing, 129 (July 13, 2000), pp. 258–59. [Career development, Procurement, Technical and commercial issues, Buy and sell sides, Global growth scenario, Look at other companies, Market awareness, Infrastructural readiness.]

5.2 General Marketing

See also 53, 99

240 Instituting the Marketing Concept in a Multinational Setting: The Role of National Culture. Cheryl Nakata and K. Sivakumar, Journal of the Academy of Marketing Science, 29 (Summer 2001), pp. 255–75. [Literature review, Theoretical framework, Propositions, Stages (interpretation, adoption, implementation), Dimensions (individualism, uncertainty avoidance, power distance, masculinity, Confucian dynamic), Managerial implications.]

241 Consumer Empowerment Creates a Shift in the Marketing Model: How the Rules of the Game Are Changing. Jeremy Braune, Journal of Brand Management (UK), 7 (August 2000), pp. 395–404. [Discussion, Brand names, Target markets, Internet and telecommunications revolutions, Restructuring and the marketing department, Consumer manager, Flexible branding, Consumer segmentation, Examples.]