Proceedings of the 1994 Academy of Marketing Science (AMS) Annual Conference (Developments in Marketing Science: Proceedings of the Academy of Marketing Science)

This volume includes the full proceedings from the 1994 Academy of Marketing Science (AMS) Annual Conference held in Nashville, Tennessee. The research and presentations offered in this volume cover many aspects of marketing science including marketing strategy, consumer behavior, international 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-xxxv An Empirical Assessment of Educator and Practitioner Perceptions: Implications for Marketing Research Education....Pages 1-5 An Experiential Approach: A Mentoring Program to Promote Hands-On Experience in Professional Selling....Pages 6-6 The Use of Journaling As a Learning Technique In Consumer Behavior Education....Pages 7-12 Teaching Promotion and Integrated Marketing Communications....Pages 13-13 Perceptions of the Contribution of Femininity to the Performance of Traditionally Masculine Selling....Pages 14-14 The Impact of Family Constellation Upon Salesperson-Customer Interaction: A Theoretical Application....Pages 15-19 Sales Ethics: Are There Gender-Related Differences In the Ranks of Potential Salespeople?....Pages 20-24 Characteristic Effects of Display Difficulty On Information Processing....Pages 25-30 Effects of Involvement, Visual Stimuli, and Verbal Imagery on Recall....Pages 31-31 Perceived Quality for a Symbolic Product: An Empirical Investigation....Pages 32-39 Theory Building from the Quantitative Analysis of Qualitative Information....Pages 40-46 Fuzzy Logic and Marketing: A Simple Introduction....Pages 47-50 Logical Empiricism: Assumptions, Language, Activities, Products, Goal, and Theory Creation....Pages 51-55 Marketing Educational Services to Returning Adults....Pages 56-60 Why Do Spectators Go to the Game?....Pages 61-61 Relationship Marketing and Services Advertising....Pages 62-67 Evaluating Shrinkage in the Retail Environment: Examples of Current Prescriptive Control Methods by Leading Ret Allers....Pages 68-71 The Influence of Consumer Religiosity and Religious Affiliation on Sunday Shopping....Pages 72-72 The Effects of Perceived Time Pressure on Relative Shopping Time and Expenditures....Pages 73-78 Atmospheric Research: Past, Present and Future Directions....Pages 79-87 A Comparison of TV Ads Aimed At the General U.S. Market, The U.S. Hispanic Market, and the Mexican Market....Pages 88-91 Comparing consumer preferences in two european countries: a partially-individualized conjoint analysis....Pages 92-92 Ethical Perceptions and Customer-Orientation of Taiwanese Automobile Sales Companies....Pages 93-96 Consumer Preferences of Fast-Food Outlets in the U.S. and Canada: A Comparative Study....Pages 97-101 An Evaluation of Alternative Segmentation Strategies in Standard Industrial Products Markets....Pages 102-102 The Marketing Planning and Implementation Interface: Some Empirical Evidence....Pages 103-108 Economics, Intuition and Budgets: The Theory of Constraints Alternative....Pages 109-117 Strategic and Tactical Curriculum Assessment: A Case Study in Development....Pages 118-122 Awareness, Timing and Reasons for Choosing Marketing As a College Major....Pages 123-127 An Exploratory Investigation of Students’ Perceptions of Psychological Climate and Trust in Higher Education....Pages 128-128 Finding TIMES in Household Technologies....Pages 129-132 Toward an explanatory model of retail crowding....Pages 133-138 Market Segmentation By Contextual Meaning: An Application to the Market Supporting Physical Activity....Pages 139-143 The Business of Entertainment Marketing Research: Predicting Composite Audience Profiles and Consumer Perceptions of Major Recording Artists....Pages 144-147 Perceptions of Ethical Problems among Advertising Executives in Chile: a Replication of a U.S. Study....Pages 148-148 Manufacturing Executives’ Views of Competitive Challenges That Affect International Trade....Pages 149-153 Competition in Executive Education: A Global Marketing Perspective....Pages 154-158 Business Performance Outcomes of Service Quality: A Conceptual Model....Pages 159-163 Kaisen: Development and Managerial Use of A Multiple-Item Measure of Employee Perceptions of Quality Improvement Efforts....Pages 164-164 An Exploratory Analysis of the Role of Gender in the Development of Buyer-Seller Relationships....Pages 165-165 Effects of Acculturation on Immigrant Consumers’ Perceptions of Advertisements....Pages 166-166 The role of Public Relations Managers in Consumer PRODUCTS Companies in Great Britain, Ireland, France and Greece: A Comparison Study of Demographic Individual Characteristics and Job-Related Attitudes....Pages 167-173 The Role of Women in Television Advertising in Great Britain: A Content Analysis....Pages 174-174 Another Look at Retail Diversification: Some Evidence and Some Contradictions....Pages 175-175 Another Look at Retail Diversification: Some Evidence and Some Contradictions....Pages 176-180 Effects of Realistic Job Information and Interviewer Affect on Retail Employee Turnover....Pages 181-181 Total Quality Management and the Sales Organization: Integrating the New Business Philosophies....Pages 182-182 Differentiating HMOs through Customer Retention Strategy: An Empirical Examination....Pages 183-187 Customer Satisfaction and Customer Retention: An Examination of Small Businesses and Their Banks in the UK....Pages 188-192 Restaurant Service Failure and Recovery Analysis....Pages 193-193 Automobile Recall Data Treatment: Trend Analysis and Purchase Impact....Pages 194-200 Turnover Intentions of Marketing Managers....Pages 201-204 Using a Marketing Approach to Improve Congregational Worship....Pages 205-205 Third Party Endorsement Via Evaluative Certification As a Method For Increasing Mail Survey Response Rates: A Field Experiment....Pages 206-206 Where, When and How to Teach Integrated Marketing Communications....Pages 207-207 Comparing Forecasting Behavior Between Industrial-Product Firms and Consumer-Product Firms....Pages 208-211 Personal Stake As a Causal Determinant of Influence Tactics in Industrial Buying....Pages 212-215 The Influence of Business Concentration on Movement Away From Declining Markets: A Study of Ohio-Based Defense Firms....Pages 216-219 The Natid Scale: Construction of a National Identity Scale for Application in International Marketing Research....Pages 220-224 Country-of-Origin and Technology Level Effects on Product Preferences: A Pilot Response Surface Investigation....Pages 225-229 A Methodological Assessment of Empirical Studies in Cross-Cultural Advertising....Pages 230-231 Social Control in Marketing Channel Systems....Pages 232-237 The Activation Process of Theory of Power: An Integrative Framework for Power in the Channels Setting....Pages 238-242 Incentives and Welfare Implications of Recycling In the Reverse Channel of Distribution....Pages 243-243 Enhancing Team Building and Presentation Skills: A Team Case Presentation Approach....Pages 244-244 Recruitment Without Responsibility: The Problem of Sojourner Adaptation....Pages 245-249 Grammatical Errors in Ad Copy: Effect on Attitude Towards the Ad and Recall....Pages 250-254 Popular Musicin Advertising: Does Popular Music In Advertising Influence Consumption Choices?....Pages 255-260 A Preliminary Study of the Promotional Implications Associated With the Influence of Divergent Probability and Consequence Levels on Risky Consumer Decisions....Pages 261-266 The Moderating Effects of Belief Strength, Involvement, and Self-Monitoring on the Role of Anticipatory Self-Evaluation in Consumer Purchase Motivation....Pages 267-271 Hispanics at The High Arts: In Search of a Culturally Relevant Attendance Experience....Pages 272-272 A Hybrid Conjoint Model With Iterative Response Scale Adjustment....Pages 273-279 Number of Factors Obtained by Chance: A Simulation Study....Pages 280-285 Developing and Calibrating Logit Models for Large, Imbalanced Data: An Energy Conservation Program Targeting Application....Pages 286-290 In the Shoes of The Customer....Pages 291-291 Barriers to Entry Into Central and Eastern Europe....Pages 292-292 An Extended Conceptualization of Country-of-Origin Effects....Pages 293-293 The Effect of Brand Prestige and Country of Manufacture on Consumers’ Brand Evaluation and Purchase Intention....Pages 294-298 A Study of Country-of-Origin Effects in Africa....Pages 299-304 Post-Sale Field Service: Options, Costs, and a New Option....Pages 305-309 Americans’ Choice of Domestic Over Foreign Products: A Replication and Extension....Pages 310-311 An Exploration of Environmental Influences on Pricing Behaviour in South African Firms....Pages 312-316 Excellence, Market Orientation, Some Aspects of Service Quality and Their Effect on Performance in Service Companies Propositions and a Model....Pages 317-318 A Managerial Approach to Mission Analysis....Pages 319-319 The Internal Status and Organisation of Marketing in Hungary and Poland....Pages 320-327 The Perceived Role of Ethics and Social Responsibility: A Scale Development....Pages 328-328 Development of a Multi-Attribute Scale for Assessing Marketing Effectiveness....Pages 329-329 Research Design Effects on the Reliability of Rating Scales in Marketing: An Update on Churchill and Peter....Pages 330-330 Eco-Marketing: A Waste Management Perspective....Pages 331-331 Linking Environmentalism and Marketing Strategy: A Key to Sustainable Success....Pages 332-332 Do External Factors Play an Antecedent Role To Market Orientation?....Pages 333-337 Ethnicity as a Promotional Tool: Retailing to Emerging Consumer Societies....Pages 338-342 An Examination of Influences on Support for Free Trade and Nafta By Managers in the Environmental Services/Technology Industry....Pages 343-347 The Emergence of Global Trading Blocks: Will it Lead to Global Free Trade?....Pages 348-348 North American Free Trade Agreement (NAFTA): A Canadian Perspective....Pages 349-349 30 Years of Perceived Risk: Some Research Issues....Pages 350-355 Solving Optimisation Problems in Marketing Using Tabu Search....Pages 356-356 Hotel Reservation Systems -An Evaluation of Practices in British Hotels....Pages 357-361 Information Intensity and Marketing Effectiveness: A Conceptual Framework....Pages 362-366 The Impact of Environmental Heterogeneity on the Creation and Implementation of Distribution Channel Strategy....Pages 367-370 A Cross Functional Analysis of Performance Measures in Business Research....Pages 371-375 The Ethical Judgment of an Advertisement and its Effects....Pages 376-376 Gender and AD Effectiveness: The Role of Social Risk....Pages 377-381 Women’s Role Stereotypes in Magazine ADS: A 25 Year Perspective - from Suburbia through the Feminine Mystique to Liberation....Pages 382-385 A Systematic Classification of Services to Gain Strategic Marketing Insights....Pages 386-389 The Effects of Service Attributes on Perceived Risk Components: A Structural Model....Pages 390-390 Bias in Consumer Expectations of Services: Implications for Customer Satisfaction Measures....Pages 391-396 The Quality Lens Model: A Marketing Tool For Improving Channel Relationships....Pages 397-401 Relational Exchanges: A Theoretical Model of Negotiation....Pages 402-407 Analytical Models of Competition and Coordination in Marketing Channels: A Qualitative Review....Pages 408-412 Total Quality Management: A New Paradigm that should Enhance Marketing Education....Pages 413-416 Perceptions of Marketing Faculty Publication Outlets: Preliminary Findings....Pages 417-417 Changing Values and Lifestyle to Accommodate a Symbiotic View of Consumer Choice....Pages 418-426 The Effect of Consumership on Financial Satisfaction: Are “Good” Consumers More Satisfied?....Pages 427-431 Effects of Product Involvement and Choice Context on The Use of Attitude-Based and Attribute-Based Decision Strategies....Pages 432-436 Toward a Taxonomy of Varied Purchasing Behavior....Pages 437-441 Sales Control Systems: An Exploratory Study....Pages 442-445 The Influence of Salesperson Motivation and Role Perception: An Empirical Analysis....Pages 446-451 Replication of Sujan’s Attributional Analysis of Salespeople’s Motivation to Work Smarter Versus Harder....Pages 452-452 Back Matter....Pages 453-455