Proceedings of the 1990 Academy of Marketing Science (AMS) Annual Conference [recurso electrónico

This volume includes the full proceedings from the 1990 Academy of Marketing Science (AMS) Annual Conference held in New Orleans, Louisiana. The research and presentations offered in this volume cover many aspects of marketing science including marketing strategy, consumer behavior, international marketing, industrial marketing, marketing education, 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, __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-xxxiv Self-Image Congruence as a Model of Consumer Attitude Formation and Behavior: A Conceptual Review and Guide for Future Research....Pages 1-7 Validation of the Suscep Scale: An Independent Second Look....Pages 8-12 An Examination of Credit Usage by Compulsive Purchasers....Pages 13-17 Consumer Logistics: An Empirical Investigation....Pages 18-23 Adolescents’ Power and Perceived Influence in Family Purchase Decisions....Pages 24-29 Conceptual and Methodological Issues in Contemporary Values Research in Consumer Behavior: A Critical Analysis....Pages 30-34 Consumer Culture in Developing Economies: Is it Really So Different?....Pages 35-40 Product Familiarity, Involvement and Advertising Effectiveness....Pages 41-46 New Directors for Consumer Behavior: Adding Services Fuel to the Fire....Pages 47-51 Integrating Attitude and Attention Theories....Pages 52-55 The Art of Time....Pages 56-61 A Theoretical Model for Understanding Satisfaction/Dissatisfaction Outcomes of Complaint Responses....Pages 62-66 Multiple Respondent and Measurement Relationship Approach to Measuring Industrial Salesperson Performance....Pages 67-72 The Relationship Between Communication Style and Sales Performance....Pages 73-76 Wholesaling: Marketing’s Forgotten Frontier....Pages 77-80 The Selling Cycle: A Unifying Guide for Sales Management Decisions....Pages 81-84 Making International Marketing Managers: The Irish Experience....Pages 85-91 Comparing two Involvement Scales: An Application of Structural and Conflrmatory Factor Analysis....Pages 92-96 Effects of Mood and Arousal on Industrial Buyer Evaluation of Salespersons, Sales Presentations, and Vendors....Pages 97-102 Prescriptions to Narrow a Consumer/Organizational Buying Behavior Logical Inconsistency....Pages 103-107 An Empirical Investigation of the Diffusion Process for Personal Computers Among Small Business Enterprises....Pages 108-112 Understanding Purchasing Behavior in Public Sector Markets: A Call for Research....Pages 113-118 New Product Development Process Among Manufacturing Companies in Developing Countries: A Case Study....Pages 119-124 Strategies for Market Entry Into Power-Dominated Channels in LDC Markets....Pages 125-129 An Empirical Investigation of the Differences Between Initiating and Continuing Exporters....Pages 130-134 Export Trading Companies: A Promise Yet Unfulfilled....Pages 135-139 The Role of the Japanese General Trading Companies (Sogo Shosha) in Globalization of Business....Pages 140-144 Measurement of Marketing Productivity in a Developing Country....Pages 145-149 Managing International Subsidiaries: The Case of Swedish Firms....Pages 150-154 The Process of Technology Transfer Through Joint Ventures: International Marketing Implications....Pages 155-160 A Cross Regional Study of Export Performance: Atlantic Provinces and Prairie Region Manufacturers Contrasted....Pages 161-165 Is the Third World Ready for Consumerism? The Case of India and Trinidad & Tobago....Pages 166-171 The Impact of International Marketing Research on Export Marketing Strategy: An Empirical Investigation....Pages 172-175 The Impact of Social Class on the Ownership of Consumer Durable Goods in Mexico....Pages 176-180 An Exploratory Investigation of Analogical Reasoning in International Marketing Based on Single Instances....Pages 181-185 Marketing Standardization by Multinationals in an Emerging Market....Pages 186-187 Compatibility Analysis: A Country Selection Strategy for Investment in LDCS....Pages 188-192 Europe 1992: Issues and Prospects....Pages 193-197 Marketing Decision Variables in the Context of a Developing Country....Pages 198-202 Successful Globalization of Parochial Products....Pages 203-207 The Utility of the U.S. Department of Commerce to Small Businesses: An Empirical Study....Pages 208-212 Foreign Market Involvement and Technological Changes Among Enterpreneurial Firms....Pages 213-216 People as Products: An Exploratory Study in a Marketing Exchange Context of Singapore....Pages 217-221 A Cross-Cultural Assessment of Time Oriented Advertising Appeals....Pages 222-226 Shopping Deliberateness in a Developing Country: An Empirical Study....Pages 227-232 Marketing Education and All That Jazz....Pages 233-238 The Impact of the Single European Market on Marketing Education: An Illustrated Note on Integrating the Issues....Pages 239-243 Perspectives on Women in Marketing Education: A Comparison of the Career Paths of Male and Female Marketing Educators....Pages 244-248 Florida’s Mandated Recycling Law (1988): A Marketing Commentary....Pages 249-253 Making Ethical Marketing Decisions....Pages 254-258 Controlling the Counterfeit Product Problem: Marketing and Public Policy Implications of the Trademark Counterfeiting Act of 1984....Pages 259-263 ‘Needs’ and ‘Wants’ in Marketing Literature: Pedagogical Difficulties....Pages 264-268 Who’s Looking Out for the Consumer? A Profile of Concerned Marketers....Pages 269-273 Noncumulative College Education in Marketing: Retarding Professionalism....Pages 274-278 The Impact of Market Structure, Versus Competitor Strategy, on Simulation Outcomes....Pages 279-283 Adding Skill Development to Graduate Marketing: A Case History....Pages 284-288 The Generalizability of Measurements: An Application to ’Blind Refereeing’ Process....Pages 289-294 An Investigation of Service Provider Choice: Ethnic Identity or Better Service?....Pages 295-299 The ’Dead Zones’ in Minorities Marketing....Pages 300-304 A Framework for Developing Reliable and Valid Indicators of Students’ Performance in Marketing Courses....Pages 305-309 An Exploration of Intergenerational Differences Among Mexican-Americans: Consumption-related Attitudes and Behavior....Pages 310-314 Black/White Differences in Rebate Perceptions: An Exploratory Study....Pages 315-318 Obtaining a Premium Price by Managing the Firm’s Reputation for Quality....Pages 319-324 An Exploratory Investigation of Different Patterns of Consistency for Cues Used in Consumers’ Subjective Evaluations or Product Quality....Pages 325-329 Consumer Learning Styles: Implications for Promotional Strategy....Pages 330-334 Attitudes of the Electorate Toward Political Advertising....Pages 335-340 Top Advertisers Budgeting Methods in Canada....Pages 341-345 Defining and Measuring Company Image....Pages 346-350 Role Stereotypes in Television Advertisements....Pages 351-355 Toward Conceptualizing a Model of Direct Marketing Responsiveness in Consumer Environments....Pages 356-360 Rank Order Data and the Choice of a Correlation Input to Confirmatory Factor Analysis....Pages 361-365 Predictive Accuracy of Classification and Regression Trees (CART) Versus Conjoint Analysis....Pages 366-370 The Measurement of Consumer Enthnocentrism: Revisiting the Cetscale....Pages 371-375 Measuring Nonrepresentativeness in a Bank Customer Survey: A Case Study....Pages 376-379 The Effect of Transforming the Dependent Variable on Predictive Validity in OLS Conjoint Estimation Procedure....Pages 380-384 An Analytical Study of the Frequency and Determinants of Forecast Selection for Judgmental Revision....Pages 385-389 Importance Weight Sensitivity in the Hybrid Conjoint Model....Pages 390-394 An Investigation of the Predictive Validity of Bipolar Adjective and Graphic Position Scales....Pages 395-400 Event History Analysis of a Waterfront Redevelopment Project on Existing Retailers....Pages 401-406 Retail Practices: Ethical Perceptions of Retail Students....Pages 407-410 Service Orientation and Ancillary Service Perceptions....Pages 411-414 Incremental Analysis: For Retail Decision Making....Pages 415-419 Part-Time Employment of Older Workers in the Service Industry....Pages 420-423 The Sun Also Rises in the West - Emerging Alternatives to Pacific Rim Sourcing in the Western Hemisphere....Pages 424-426 The Franchise Selection Decision: A Decision Systems Analysis....Pages 427-431 Psychological Age and Fashion Innovations....Pages 432-436 Studying the Bodega in Hispanic Barrios: Research Realities from a Field Study....Pages 437-440 Competition Between Specialty and NonSpecialty Outlets: The Effect of Consumer Expertise....Pages 441-446 Psychic Stock: Retail Inventory for Stimulating Demand....Pages 447-450 Changing Economic Conditions of Small Rural Trade Areas: Some Notes on the Presence of Discount Retail Chains....Pages 451-456 Traditional and Non-Traditional Women-Owned Enterprises: A Comparative Study of Retailers and Realtors....Pages 457-460 The Effects of Retail Sales Promotions on Consumer Decision Making Strategies and Attitude-Behavior Consistency....Pages 461-465 On Defining and Measuring Store Image....Pages 466-470 Field and Laboratory Experiments in Retailing and Marketing Research....Pages 471-474 The Role of Marketing in Educational Services Perceptions of Private Schools....Pages 475-479 Traveler Destination Image Modification Process and Its Marketing Implications....Pages 480-482 How to Improve Perceived Service Quality by Increasing Customer Participation....Pages 483-487 The Need for Positioning in the Health Care Market....Pages 488-492 Examining Market Opportunities for Optometric Services....Pages 493-497 The Effect of Negatively Stated Disclosures in Legal Ads on Consumer Perceptions of the Lawyer: An Exploratory Study....Pages 498-502 Lawyer’s Perceptions of Client Dissatisfaction....Pages 503-507 The Interaction of Marketing with Other Functional Units in Product/Service Management: R&D, Production, and Human Resources....Pages 508-512 The Value-Added Role of Boundary-Spanning Employees....Pages 513-517 Consumer Perceptions of Service Salespeople....Pages 518-522 The Role of Marketing in Mass Transit....Pages 523-525 Does the Degree Designation of a Doctor Make a Difference in the Consumer Selection Process: An Empirical Study....Pages 526-530 How Marketing Managers Use Market Segmentation: An Exploratory Study....Pages 531-536 ’Marketing in the 1970s: A Symposium’ Revisited and a Trepidations Peek at the 1990s....Pages 537-542 Back Matter....Pages 543-546