Proceedings of the 1987 Academy of Marketing Science (AMS) Annual Conference

This volume includes the full proceedings from the 1987 Academy of Marketing Science (AMS) Annual Conference held in Bal Harbour, Florida. It provides a variety of quality research in the fields of marketing theory and practice in areas such as consumer behaviour, marketing management, marketing education, and international marketing, among others. Founded in 1971, the Academy of Marketing Science is an international organization dedicated to promoting timely explorations of phenomena related to the science of marketing in theory, research, and practice. Among its services to members and the community at large, the Academy offers conferences, congresses and symposia that attract delegates from around the world. Presentations from these events are published in this Proceedings series, which offers a comprehensive archive of volumes reflecting the evolution of the field. Volumes deliver cutting-edge research and insights, complimenting the Academy’s flagship journals, the __Journal of the Academy of Marketing Science (JAMS)__ and __AMS Review__. Volumes are edited by leading scholars and practitioners across a wide range of subject areas in marketing science. Front Matter....Pages i-xxvii Front Matter....Pages 1-1 The Influence of Different Shopping Behaviors on Rational Choice: An Empirical Investigation....Pages 2-7 Income Level and Pre-Purchase Shopping Behavior....Pages 8-11 Discriminant Shopping Values....Pages 12-14 Consumer Knowledge of Finance Charges on Credit Card Purchases....Pages 15-18 An Empirical Exploration of the Alternative Evaluation Stage of the EKB Model Relative to the Political Decision Making Process....Pages 19-23 Importance of Buyers’ Criteria for Evaluating New Technology Attributes....Pages 24-28 An Application of the Consumer Involvement Matrix of a Product Evaluation Task....Pages 29-33 The Organization of Memory: Its Effect on the Recall of Advertisements....Pages 34-38 The Medium is not the Message for all Consumers....Pages 39-43 A Scandinavian View of the Manifest and Latent Themes in Home Video Advertisements....Pages 44-48 An Analysis of Discrepant Husband-Wife Data....Pages 49-54 Nonsyncratic Decision Processes Across Syncratic Products and Syncratic Couples....Pages 55-58 The Effectiveness of Social Influence as a Negotiation Strategy in Buyer-Seller Interactions....Pages 59-63 Working Wives and Time-Saving Durables: Usage Patterns for the Microwave Oven....Pages 64-68 Self-Perceived Sexual Identity: A Functional Consumer Model....Pages 69-73 Self-Enhancement: A Neglected Dimension of Self-Concept Theories....Pages 74-79 Product Dispossession: A Conceptual Approach....Pages 80-84 How Does Variety Seeking Affect Product Usage?....Pages 85-89 A Longitudinal Study of the Structure of Beliefs in Social Marketing: A Cross Comparison of Youth Attitudes Towards Alcohol, Tobacco, and Marijuana in Canada....Pages 90-95 A Comparison of the Attitudes Towards and use of Direct Marketing Channels by Blacks and Whites....Pages 96-100 Front Matter....Pages 1-1 Norms verses Expectations in Explaining Consumer Satisfaction....Pages 101-104 An Exploratory Investigation into Varying Patterns of Affect....Pages 105-109 Male and Female Fashion Innovativeness and Opinion Leadership: A Research Note....Pages 110-114 The Impact of Advertised Sale Duration on Consumer Perceptions....Pages 115-117 Consumer Logistics: The Communication Subsystem....Pages 118-122 Consumer Logistics: The Handling and Storage Subsystem....Pages 123-128 Front Matter....Pages 129-129 The Correspondence between the Price and Quality of Consumer Products in 10 Countries: Preliminary Results....Pages 130-134 An Empirical Investgation of the Role of Language in Cross-National Research....Pages 135-140 Consumer Rights: The Perception of Business Managers in Hong Kong....Pages 141-145 The Shift-Share Analysis : An Examination and Application to Identify Export Opportunities to China....Pages 146-150 A Refutation of the Psychic Distance Effect on Export Development....Pages 151-156 The Determinants of U.S. International Fast Food Franchising: An Application to the Pacific Basin....Pages 157-160 Some Observations on Japanese Retailing Strategies: Lessons for Eastern Europe and America....Pages 161-164 Standardizing Marketing Strategies Internationally: A Model of the Issues and a Look at the Future....Pages 165-170 What is meant by Global Marketing?....Pages 171-175 Aggressive Marketing and Revitalizing the Corporation: Increasing U.S. Competitiveness....Pages 176-180 Nationalism and the Consumer: Is it Really Important?....Pages 181-185 Using International Consulting Services for Export Development: A Case Study in North America....Pages 186-190 Turkish Free Trade Zones: An Export-Oriented Development Strategy....Pages 191-196 Front Matter....Pages 197-201 Foreign Trade Zones Policy in the United States: A Controversial Instrument1....Pages 129-129 Airline Passenger Service Preference: A Comparison of International and Domestic Users....Pages 202-206 Front Matter....Pages 207-210 An Alternative Instructional Method for Teaching Doctoral Seminars: An Examination of Issues and Arguments....Pages 211-211 Expanding the Undergraduate Marketing Curriculum: A Course in Marketing and Public Policy....Pages 212-216 The Marketing Research Principles Course: An Alternative Approach to the Client-Sponsored Project....Pages 217-221 Direct Marketing and Ethics: A Collision Course....Pages 222-226 A Simulation of the Faculty-Assignment Problem: An Integer Programming Approach....Pages 227-231 Structure and Locus of Control in Marketing Courses....Pages 232-235 Selecting a University: Information Sources and Types....Pages 236-240 The Value-Added Contribution of a Core Marketing Course - A Preliminary Assessment....Pages 241-244 Front Matter....Pages 245-248 Differentiation and Positioning are Really a Type of Segmentation....Pages 249-249 Perceived Risk in Buying Apparel from Selected Retail Patronage Modes....Pages 250-254 New Dealer Choice: The Buyer Perspective....Pages 255-259 Advertising and the Elderly Consumer: A Review and Managerial Implications....Pages 260-264 Specialty Advertising: The Overlooked Medium....Pages 265-269 An Exploratory Study of Retailers’ Perceptions of Issues Related to the Viability of the Offer of Cash Discounts....Pages 270-273 Marketing Budgeting Practices: An Empirical Study....Pages 274-277 Economies of Scope and Tying Agreements....Pages 278-282 Price and Advertising Effort Over the Product Life Cycle: The B.C.G. and Dorfman-Steiner Approaches....Pages 283-287 Retail Patronage Profile: Rebate Users versus Non-Users....Pages 288-290 Front Matter....Pages 291-295 Do Retailer Pricing Strategies and the Perceived Competitive Situation Influence Retailing Success?....Pages 249-249 New Insights into Second-Order Goods Retailing....Pages 296-300 Quality Consistency: A Predictor of Generics Pruchase?....Pages 301-304 Implications of Customers’ Interest in Nutrition for the Restaurant Industry....Pages 305-309 Product Liability: An Important Dimension of Marketing Strategy....Pages 310-314 The Role of Consumer Product Warranties and Other Extrinsic Cues in Reducing Perceived Risk....Pages 315-318 Front Matter....Pages 319-324 Protocol Analysis: An Appropriate Methodology for the Study of Salespersons....Pages 325-325 Retail Sales Clerk Evaluation Methods....Pages 326-329 Three Speech Communication Theories: Potential Tools for Selecting and Training of Salespersons....Pages 330-334 A Re-Examination of the Exercised/Unexercised Power Sources Issue using Partial Correlation Analysis....Pages 335-338 Salesperson-Customer Dyadic Interaction Revisited: A Call for Methodological Eclectisism....Pages 339-342 Personal Inducements: Selected Views from a Sales Management Perspective....Pages 343-347 The Effects of a Salespersons’ Credibility on Other Salespersons and Sales Managers....Pages 348-352 College Student Interest in a Sales Career: The Gap Narrows, but Problems Remain....Pages 353-358 Organizational Buying Behavior in Vendor Selections: A Model of the Uses of Decision Strategies in Evoked Set Selection....Pages 359-362 Organizational Procurement Paper- and Work-Flow Bottlenecks: Some “Real World” Cases....Pages 363-366 Informal Interpersonal Influence on Purchasing Agents’ Perceived Risk....Pages 367-370 Selecting Successful Purchasing Agents....Pages 371-375 The Relationship between Growth Strategy and Market Performance in Technology-Based Manufacturing Companies....Pages 376-381 The Distinctive Needs and Problems in Industrial Goods Classification....Pages 382-386 Front Matter....Pages 387-392 What a Difference Density Makes in Defining the Boundaries of Industrial Markets....Pages 325-325 Penetrating the Industrial Market: A Case Study....Pages 393-394 Front Matter....Pages 395-400 An Enrollment Marketing Plan for Institutions of Higher Learning....Pages 401-401 Human Resource Development - The Key Investment for a Firm Marketing Services....Pages 402-407 Consumer Utilities for a Legal Service Quality Support System....Pages 408-412 Direct Marketing via High-Technology: Is There a Market?....Pages 413-417 The Automatic Bank Machine User: Demographics, In-Bank Visitation and Inherent Promotional Considerations....Pages 418-422 Consumer Attitudes Toward Alternative Health Care Services....Pages 423-428 The Effect of Demographics and Old Age Adjustment on Attitudes Toward Retirement Communities: An Empirical Examination....Pages 429-433 Positioning in the Financial Services Industry: A Look at the Decomposition of Image....Pages 434-438 The Services Challenge: Meeting the Service Needs of the Singles Market....Pages 439-442 Segmenting the Market for Leisure Time Services....Pages 443-446 The Service Encounter and Customer Satisfaction....Pages 447-452 Front Matter....Pages 453-458 A Cost-Benefit Analysis of a Mail Survey of Retailers in Kuwait....Pages 459-459 The Demise and Revival of Motivation Research: Recent Lessons from Europe....Pages 460-463 Measurement of Traces of Regional Culture: A Cross-Generational Approach....Pages 464-469 Questionnaire Development for the Periodic Survey of a Logistics Infrastructure....Pages 470-474 The Relationships of Time Spent and Respondent’s Interest Level on the Usefulness of Conjoint Measurement....Pages 475-479 An Exploratory Comparison of Non-Metric Multidimensional Scaling and Principal Components Results for the Same Data....Pages 480-482 Second Order Confirmatory Factor Analysis: An Example....Pages 483-487 Front Matter....Pages 488-490 Where are Dependent Chi-Squared Tests in Market Research Texts?....Pages 459-459 Front Matter....Pages 491-494 Income Effect on Consumption Behavior....Pages 495-495 Factors Influencing Adolescent Shoplifting....Pages 496-496 Influence of Store Image on Taste Perceptions: A QDA Approach....Pages 497-497 An Analytical Comparison of Single-Stage and Two-Stage Models of Consumer Behavior....Pages 498-498 The Dimensions of Consumption Needs: A Conceptualization....Pages 499-499 The Family Life Cycle: Still a Useful Concept in Marketing?....Pages 500-500 Perception of Husbands and Wivies in Family Decisions Making: In an Oriental Culture a Multidimensional Scaling Approach....Pages 501-501 Social Impact Assessment, Developing Countries and Marketing Opportunities....Pages 502-502 The Marketing System Concept and an Environmental Analysis: The Case of Nigeria....Pages 503-503 Milk Consumption Behavior of Adults: Insights from New Zealand....Pages 504-504 Global Strategic Market Planning: Recent Perspectives and Emerging Concepts....Pages 505-505 The Quest for International Marketing Success....Pages 506-506 Who Will Win the Race for Profits in Space?....Pages 507-507 Trade Models and the Multinational Corporation: A Comparison of Asian and Latin American Experience....Pages 508-508 Has the Countdown Begun for Imported Grocery Products in Hong Kong?....Pages 509-509 The Generalized System of Preferences: Is it the Answer to LDCS Needs for Export Development?....Pages 510-510 Transfer of Managerial Technology to Ireland by Multinational Corporations....Pages 511-511 A Profile of Extension Courses Offered by Business Schools....Pages 512-512 Free Points: An Experiential Exercise in Sales Management....Pages 513-513 Front Matter....Pages 514-514 Recruiting a New Marketing Graduate: What Criteria are Important for Today’s Industrial Marketing Manager?....Pages 495-495 Toward Stronger Nonprofit Marketing Texts....Pages 515-515 The Medicare HMO Choice for the Elderly: An Analysis of Needs and Concerns....Pages 516-516 Proclivity to Donate Time: Do Heavy, Moderate, Light, and Nondonors Vary?....Pages 517-517 Banking: Taking a Marketing Perspective....Pages 518-518 Is There a Psychographic Profile of the Service User....Pages 519-519 Including the Unranked Half in a Two-Stage Ranking Procedure....Pages 520-520 The Degree of Rivalry (Competition) in an Industry can be Measured....Pages 521-521 “Double Voting” in Mail Surveys the Potential and the Reality....Pages 522-522 An Analysis of the Properties of Four Scales Measuring Attitudes Toward Sexual Embeds in Advertising....Pages 523-523 The Selection of Advertising Media an Application of the Analytical Hierarchy Process....Pages 524-524 A Test for Reactivity in Paired Comparison Taste Tests....Pages 525-525 A Theory of the Firm in Imperfect Competition Using a Relative Measure (Market Share) and the Entire Marketing Mix....Pages 526-526 Gatekeepers: Their Views on Community Mental Health Centers....Pages 527-527 A Lisrel Application in Sales Management: Model Testing and Refinement....Pages 528-528 Back Matter....Pages 529-530 ....Pages 531-534 This volume includes the full proceedings from the 1987 Academy of Marketing Science (AMS) Annual Conference held in Bal Harbour, Florida. It provides a variety of quality research in the fields of marketing theory and practice in areas such as consumer behaviour, marketing management, marketing education, and international marketing, among others. Founded in 1971, the Academy of Marketing Science is an international organization dedicated to promoting timely explorations of phenomena related to the science of marketing in theory, research, and practice. Among its services to members and the community at large, the Academy offers conferences, congresses and symposia that attract delegates from around the world. Presentations from these events are published in this Proceedings series, which offers a comprehensive archive of volumes reflecting the evolution of the field. Volumes deliver cutting-edge research and insights, complimenting the Acadемуђ́ةs flagship journals, the Journal of the Academy of Marketing Science (JAMS) and AMS Review. Volumes are edited by leading scholars and practitioners across a wide range of subject areas in marketing science