Proceedings of the 1989 Academy of Marketing Science (AMS) Annual Conference, Orlando, Florida, May 17-20, 1989

This volume includes the full proceedings from the 1989 Academy of Marketing Science (AMS) Annual Conference held in Orlando, 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-xxx Front Matter....Pages 1-1 Consumer Behavior and Addiction....Pages 2-6 An Exploratory Investigation into the Relationship Between Evoked Set Decisions and Final Puchase Choice....Pages 7-11 Antecedents Of Behavior Change....Pages 12-17 Achieving Satisfaction with a Long-Term Service....Pages 18-22 Using Fear Appeals for A.I.D.S. Prevention: An Analysis of Arousal and ad Response....Pages 23-27 Measuring the Effectiveness of Emotional Commercials: Self-Reports Versus Psychophysiological Measures....Pages 28-32 A Proposed Theoretical Model for Dyadic Marketing Negotiations....Pages 33-37 Bases for the Formation of Product Gender Images....Pages 38-42 An Empirical Investigation of the Relationship Between Product Familiarity and Perceived Risk....Pages 43-47 Evidence of a New Brand’s Success: Five Measures of Buyer Acceptance....Pages 48-52 Deviation From Price Expectation: Findings Regarding Prospect Theory and Price Impression....Pages 53-58 Life Begins when the Kids Leave Home and the Dog Dies - But that’s where the Family Life Cycle Ends....Pages 59-63 A Health Oriented Explanation for Snacking Behavior....Pages 64-68 Lifestyle Research in the Context of Household Economic Behavior....Pages 69-73 An Exploratory Empirical Inquiry into Consumer Logistics....Pages 74-78 The Diffusion of Innovations: Let’s Take Another Look....Pages 79-83 An Empirical Study of the Relationship Between Personal Values and Innovative Purchasing Behavior....Pages 84-88 A Study of the Diffusion, Acceptance and Marketing of Credit Cards in the Middle East....Pages 89-92 What is Time: An Empirical Exploratory Investigation....Pages 93-98 Debt Swaps for Education....Pages 99-102 Front Matter....Pages 1-1 The Interplay between Consumption and Politics in the Polish Economy: In Search of Unifying Concepts....Pages 103-107 The Maquiladora Program: Nature and Current Status....Pages 108-112 The U.S. Canada Free Trade Pact: Issues and Perspectives....Pages 113-116 Global Branding Policies by the Big Three Soapmakers....Pages 117-122 International Marketing Strategies of U.S. Fast Food Franchises....Pages 123-127 Global Sourcing: An Overview of Offshore Investment Strategies....Pages 128-131 Organizational Commitment and International Competitiveness....Pages 132-137 Smedish Consumers Attitudes Towards Imported Products....Pages 138-142 A Comparative Study of How the U.S. Products are Ranked by Canadian and Turkish Consumers....Pages 143-147 Individual Difference Moderators of Country-of-Origin Effect on Product Evaluations....Pages 148-152 Consumer Satisfaction with Foreign and Domestic Products: A Cross-Cultural Comparison....Pages 153-157 Foreign vs Local Tourist Attitudes Toward Food Vending Places in Singapore....Pages 158-162 Franchising of Us Fast Food Chains in Hong Kong: Entry and Expansion Strategies....Pages 163-167 Building Exporting Capabilities: Korea’s Emergence as a Marketing Power....Pages 168-173 Accklerated Change in the Pacific RIM: Threat or Opportunity....Pages 174-178 Aspects of Outshopping: Insights from a European Country....Pages 179-183 Foreign Direct Investment in the U.S.: Some Observations in the State of Tennessee....Pages 184-187 Environmental Factors and Wholesaler Structure in Nigeria: A Canonical Correlation Analysis....Pages 188-192 International Marketing: The Perils of Causal Reasoning from Single Instances....Pages 193-197 An Evaluation of the Current Export Marketing Practices of United States Firms....Pages 198-202 Front Matter....Pages 1-1 Export Market Share Analysis: Evaluating the Turkish Performance....Pages 203-207 The Relationship Between Managerial Characteristics and Exporting Behavior....Pages 208-211 A Model of Marketing Strategy for Export Trading Companies....Pages 212-216 Client-Sponsored Marketing Project Courses: A Barometer for Measuring a Business School’s Commitment to the Teaching and Community Service Functions....Pages 217-221 Internationally-Oriented Marketing Curriculum Development: A Comparative Study of Canada, the U.S.A., and New Zealand....Pages 222-226 A Guide on the Design, Selection, and Implementation of Marketing Simulation for the Classroom....Pages 227-230 Marketing’s Greatest Challenge: The Social Impact of the Globalization of Markets....Pages 231-234 An Examination of Demographic Variables Associated with Ethical Behaviors and Perceptions of Retailers....Pages 235-238 Conjoint Analysis as a Methodological Approach in Ethics Research....Pages 239-243 An Overview of Ethical Considerations in Industrial Marketing....Pages 244-248 An Update on the Definition of Marketing....Pages 249-252 An Investigation of Marketing Educators’ Activities and Perceptions Regarding Teaching and Research....Pages 253-257 The Language of Marketing: A Content Analysis of Marketing Principles Textbooks....Pages 258-262 Examination Procedures in Marketing Education: Profiling Marketing’s Master Teachers....Pages 263-267 A Study of Effects on Buyer’s Choice Between Different Price Incentives....Pages 268-272 An Exploratory Study on Consumers’ Attitudes Toward Rebates....Pages 273-277 Retailer Perception of In-Store Customer Responsibility: Managerial Implications....Pages 278-282 Self-Image of Elderly and Non-Elderly Consumers: Implications for Marketing Managers....Pages 283-287 The Product Warranty Audit: A Model for Evaluating an Important Product Decision....Pages 288-292 Segmenting the Transit Bus Market: Traditional vs. Product Attributes/Decision Process Segments....Pages 293-297 Front Matter....Pages 1-1 Marketing When Payment is Voluntary: Rhe Case of "Shareware"....Pages 298-302 Spurious Awareness in the Wine Industry....Pages 303-305 Assessing The Descriptive Accuracy of Three Theories of Long-Term Profitability For a Service Industry....Pages 306-309 The Effect of Celebrity Endorsement Announcements oh Stock Prices....Pages 310-314 A Comparison of Forecasting Methods For Estimating The Sales of a Retail Firm....Pages 315-319 Consumer Incentive Programs: The Participante Viewpoint....Pages 320-323 Is the Marketing Concept Short-Term Oriented?....Pages 324-328 Marketing Inertia....Pages 329-333 An Examination of the Focus Strategy a Literature Review....Pages 334-339 The First Client Abroad....Pages 340-344 Organizational Life Cycle Theory: an Introduction as an Aid To Strategic Marketing Planning....Pages 345-349 Characteristics of the Principal Influencer in Organizational Buying Committees....Pages 350-354 A Note on the Relationship Between Advertising and Sales....Pages 355-359 Marketing Strategy Implications of Consumer Preferences For Downtown Housing....Pages 360-364 What is important To Whom? the Effects of Career Stage on the Relationship Between Job Characteristics and Job Satisfaction of Salespersons....Pages 365-370 A Model of the Buying Center Decision Making Process....Pages 371-376 Self Concept Effects on Marketing Performance as Related To Job Satisfaction....Pages 377-380 Relative Effects of Expectancy and Commitment on Salespeople’a Work Outcomes: a Conceptual Framework....Pages 381-386 Personal Selling: Chicken or Egg?....Pages 387-391 Trade Shows as an Industrial Promotion Tool: a Review and a Research Agenda....Pages 392-396 Front Matter....Pages 1-1 Characteristics Discriminating Job Satisfied Retail Salespersons....Pages 397-402 Suggestion Selling in the Fast Food Environment: Observations and Implications....Pages 403-408 Jung’s Type Theory: Some Implications for Relationship Management in Marketing Channels....Pages 409-414 A Conceptual Framework of Functional Conflict in Marketing Channels....Pages 415-419 External Dependency and Evolution in Marketing Channels....Pages 420-424 Using Game Theory to Model Channel Relationships....Pages 425-429 How Market-Oriented Are the Pricing Practices of Industrial Service Providers?....Pages 430-435 Purchase Behavior by Commodities Buyers; Some Strategic and Tactical Insights....Pages 436-439 Negotiator Personality and Concession Perceptions in Shipper - Motor Carrier Negotiations....Pages 440-444 An Examination of North American Leading Edge Logistics....Pages 445-449 The Battle Against Counterfeit Products: Dealers’ Willingness to Help Manufacturers Fight Counterfeiters....Pages 450-454 A Model of Conflict Comparison Between International and Domestic Channels: The Manufacturer’s Perspective....Pages 455-459 Fish Distribution System: Structure and Institutions....Pages 460-464 Distribution and Sales Management Strategies Related to International Involvement Levels....Pages 465-468 An Empirical Analysis of Brand Label, Unit Price, and Package Size as Determinants of Product Value For Frequently Purchased Consumer Packaged Goods: Preliminary Results....Pages 469-473 Older Female Apparel Consumers: Have Retailers Overlooked This Market Segment?....Pages 474-478 Direct Product Profit: a Sensitivity Analysis....Pages 479-482 Product Strategies and the Perceived Competitive Situation: Do They Affect Retailer Profitability?....Pages 483-487 A Closer Look at Customer Service: a Conceptual Model....Pages 488-492 Dynamics of Service Encounters: Insights From Role and Interdependence Theories and Implications For Customer Satisfaction....Pages 493-496 Front Matter....Pages 1-1 Service Quality: An Agenda for Future Research....Pages 497-501 Marketing New Services....Pages 502-506 Physician, Heal Thyself: Suggestions for Medical Service Quality Improvement....Pages 507-512 Reading Between the Lines: Identifying Consequential and Speculative Opportunities in the Health Care Industry....Pages 513-517 Perceived Quality in Health Cake Service Consumption: What are the Structural Dimensions?....Pages 518-521 Information Sources for Strategic Planning in Primary Care Facilities....Pages 522-525 Healthcare Services Consumerism Among Older Persons....Pages 526-530 Exploring the Relationship Between Healthcare Services Satisfaction and Life Satisfaction among the Elderly....Pages 531-536 Profiling the Older Healthcare Services Consumer Activist....Pages 537-541 The Relative Importance of Various Factors in the Selection of Privately Funded Long Term Health Care Facilities....Pages 542-545 The Structure of Customer Complaint Behavior in the Airline Industry....Pages 546-551 Perceptions Toward Implementation of Microcomputers: a Study Of Public Radio Stations....Pages 552-555 "Use Segmentation of The Local Tv News Audience"....Pages 556-559 Site Selection Analysis In Tourism: Selected Findings....Pages 560-564 Increasing ATM Utilization: User Profiles and Marketing Challenges....Pages 565-569 Image Variables as Discriminating Factors: a Comparative Study of Credit Unions Versus Banks....Pages 570-574 Marketing Higher Educational Institutions to Academically Talented Students....Pages 575-580 Consumer Satisfaction in Higher Education Measures of Teaching Effectiveness....Pages 581-582 Service Provider and Receiver Perceptual Gap Analysis For Effective Dental Specialist Services Marketing....Pages 583-587 Retail Pharmacy Patronage: Mom and Pop Vs The Chain....Pages 588-591 Front Matter....Pages 1-1 Attribute Category Importance in Stimulating Interest and Intention to Use a New Service....Pages 592-596 Determining the Optimal Promotional Mix for Health Care Cost Containment Systems....Pages 597-601 An Exploration of the Use of Chronometric Methodology in Mapping Automatically Activated Cognitive Associations....Pages 602-606 The Validity of Alternative Measures of Attribute Importance: The Role of Product Purchase Familiarity....Pages 607-611 A Model for Researching Computer Assisted Cutoff Processes: An Exploratory Study....Pages 612-616 Reducing Spurious and Uninformed Response by Means of Respondent Warnings: An Experimental Study....Pages 617-621 Coupon Usage by Chinese Consumers....Pages 622-626 Assessing and Managing Hispanic Markets in the U.S.: A Review....Pages 627-631 Hispanic Consumer Behavior, Ethnic Identity, and Ethnic Origin: An Empirical Study....Pages 632-636 Ebonics and Advertising to the Black Consumer: A Need for Research to Analyze Language and Communication Styles in a Linguistic Framework....Pages 637-642 Estimating Lagged and Cumulative Effects of Customer Service Variables in the Marketing Mix....Pages 643-647 A Conceptual Framework for Examining Color Preference, Importance and Categorization in a Multiattribute Context – A Comparative Approach....Pages 648-653 Expert Systems: a Review and Discussion of Marketing Applications....Pages 654-658 Marketing and Economic Development: the Saudi Arabian Experience....Pages 659-664 Front Matter....Pages 665-665 Are Market Performance Discriminators of Consumer and Industrial Products Similar?....Pages 666-666 The Tasks of Strategic Market Management: The Role of Marketing....Pages 667-667 A Methodology for the Joint Analysis of Modal Choice and Transshipment....Pages 668-668 Relative Attractiveness of Rewards to Singaporean Salespersons: Relationship With Satisfaction and Performance....Pages 669-669 Marketing For Product Use: Its Potential Role In Reducing Product Liability Problems....Pages 670-670 Characteristics of an Adopting Unit and Implementation of an Innovation....Pages 671-671 Front Matter....Pages 665-665 Advertising Practices of Industrial Manufacturers....Pages 672-672 Product-Discontent, Incidence of Complaints and Rights Awareness Among Middle-Class Consumers: Findings of an Exploratory Survey in Three Cities of Northern India....Pages 673-673 Life Style Segmentation in a Service Industry: The Case of Fitness Spas....Pages 674-674 Marketing of Health Care Services: The Physicians’Perspective....Pages 675-675 Evaluating the Relevance of Marketing to Social Welfare Service Organizations....Pages 676-676 Image as a Strategic Tool for Service Marketers....Pages 677-677 Analyzing the Performance of Mass Transit Systems: Can Effectiveness and Efficiency Be Measured....Pages 678-678 Frequent Flyer Programs: A Conoentric Diversification and Penetration Promotion Strategy....Pages 679-679 High Tech Services Innovativeness: Profiling High Prone Air-to-Ground Telephone Market Segments....Pages 680-680 Interactive Services Marketing: The Relationships Among Information, Technology and Exchange Transactions in Services Marketing....Pages 681-681 Back Matter....Pages 682-683 This volume includes the full proceedings from the 1989 Academy of Marketing Science (AMS) Annual Conference held in Orlando, 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