Proceedings of the 1999 Academy of Marketing Science (AMS) Annual Conference

This volume includes the full proceedings from the 1999 Academy of Marketing Science (AMS) Annual Conference held in Coral Gables, Florida. The research and presentations contained in this volume cover many aspects of marketing science including marketing strategy, consumer behaviour, international marketing, advertising, 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, __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-xxxii Establishing the Structure of Brand Images from a Feature-Based Perspective on Memory....Pages 1-5 Trade-Off of Expenditures for Food Away from Home for the Wife’s Housework Time by Employment Status....Pages 6-10 Consumer Attribute and Profile Preferences for Affinity Credit Cards....Pages 11-11 Effects of Internal Reference Prices and Marketers’ Ability to Influence Which Reference Price Buyers Use....Pages 12-12 Advances in How Advertising Works ... from Conception to Effectiveness....Pages 13-15 Beauty and the Prince VS. Beauty and the Beast: An Investigation of the Effects of Male and Female Communicators’ Physical Attractiveness on Evaluations of Advertisements....Pages 16-25 A Cross Category Analysis of Food Advertising Effects....Pages 26-26 Risk-Taking in Advertising Agencies: A Stakeholder Perspective....Pages 27-31 Consumer Bargaining Power as a Key Determinant of Market Entry in Latin American Big Emerging Markets....Pages 32-32 Perceptions of Accounting and Marketing Managers Regarding Characteristics of Shared Information....Pages 33-33 Indian Ethos/Ethics: Relevance in the Global Environment....Pages 34-34 Perceptions of Internet Shopping: An Experimental Comparison of New Entrant and Established Catalogers....Pages 35-35 The Impact of Direct Consumer Premiums Over Time: Repeated Measures of Purchase Intentions....Pages 36-36 Discussion Leader Comments....Pages 37-37 Information Usefulness as a Function of Information Quality: Differences among Functional Areas....Pages 38-42 An Interdisciplinary Framework for Investigating Influences on Judgmental Marketing Decisions....Pages 43-49 The Effect of Time on Relational Norms....Pages 50-54 From Thinking to Doing: Toward a Hands-On Consumer Behavior Course....Pages 55-55 The Impact of Export Orientation on the Export Performance of High-Tech SMEs....Pages 56-56 The Quality of Export Marketing Research Information: An Investigation of Key Antecedents....Pages 57-58 A Comparison of Qualitative and Quantitative Methods for the Cross-National Measurement of Consumers’ National Values....Pages 59-59 An Approach to Bridging the Gap Between Quality, Value and Services Marketing....Pages 60-60 Perceived Service Quality and Customer Satisfaction in a Public Sector Bank of India-A Study....Pages 61-61 Consumer Service Satisfaction: Some Research Insights....Pages 62-62 Market Orientation in the Tourism Industry....Pages 63-63 The Impact of Country of Origin and Consumer Ethnocentrism on Perceptions of Product Quality and service Cost....Pages 64-64 Outcomes Assessment in the Undergraduate Marketing Major: Conceptual and Design Issues....Pages 65-65 Discussion Leader Comments....Pages 66-70 Customer Psychological Attachment to Service Firms: The Impact of Firm-Level and Situational Variables....Pages 71-74 Beyond Service Quality and Customer Satisfaction: Investigating additional Antecedents of Service Provider Switching Intentions....Pages 75-82 An Identification of Consumer Motivational Factors for Establishing Long Term Relationships with Retail Service Establishments....Pages 83-89 An Integrated Model of Factors Affecting Sales Forecasting Management....Pages 90-90 Discussion Leader Comments....Pages 91-97 Toward an Integrated Model of Ethical Decision-Making in Marketing: The Role of Existentialism....Pages 98-100 Culture, Ethics and International Negotiations: Exploring the Role of Trust....Pages 101-105 Piracy Proliferation in Crisis Stricken Asia: Consequences for Marketers?....Pages 106-106 A Comparative Study on the Predictability of Two Models for Ecologically Conscious Consumer Behavior....Pages 107-112 Service Quality in the Internationalization of Service Firms....Pages 113-114 The Performance Classification of Exporting Service Firms Using Managerial Determinants....Pages 115-122 The Importance of the Service Encounter in International Marketing Strategy....Pages 123-123 A Reconceptualization of the Functional Approach to Attitudes: Attitudes as Transitional Objects....Pages 124-132 Does Perceived Risk Mediate the Relationship of Product Involvement and Information Search?....Pages 133-133 The Influence of Nostalgia on Consumer Preference....Pages 134-138 The Retail Buying Process for Small Retailers: A Conceptual Model....Pages 139-139 A Theoretic Exploration of Spousal Support and the Relationship to Sales Performance After Relocation....Pages 140-144 Behavior-Based and Outcome-Based Salesforce Control Systems: Evidence from Canadian Firms....Pages 145-145 Sales Contents as a Sales Force Motivator: Some Emperical Evidence from the Pharmaceutical Industry....Pages 146-146 Discussion Leader Comments....Pages 147-147 Automatic Cognitive Processing and Choice of Suppliers by Business-to-Business Customers....Pages 148-152 Consequences of Product Trial: Does the Disconfirmation Model Fit?....Pages 153-160 An Exploratory Investigation of the Benefits of Guanxi in Chinese Business Relationships....Pages 161-161 New Information and Communication Technologies in Tertiary Education: The “Customer'” Perspective....Pages 162-162 Effects on Student Achievement of Converting a Case Method MBA Course to Distance Education: An Exploratory Study....Pages 163-168 Toward an Understanding of Consumers’ Price Sensitivities for Professional Services....Pages 169-173 Changes in Customers’ Desired Value: Initiating Variables....Pages 174-174 Developing Effective Service Brochures: A Preliminary Assessment of Means-End Theory....Pages 175-180 The Determinants of Acquisition of Outside Investment Management Services Providers in Public and Corporate Pension Plans and Endowments....Pages 181-185 Marketing Managers' Interpretation of and Response to Strategic Marketing Information: The Influence of Cognitive Style and Perceived Organizational Culture....Pages 186-187 The Reactions of Shop Floor Employees to Market Oriented Culture Change....Pages 188-188 Information Distortion, Receiver Reaction, & Organizational Responsiveness: The Impact of Information Distortion Within the Context of Implementing and Sustaining a Market Orientation....Pages 189-189 The Effect of Supplier Commitment on Channel Performance....Pages 190-190 A Performance Model of Hybrid Channel Conflict....Pages 191-191 A Model of Power Distribution....Pages 192-196 Effective Integrated Marketing Strategies Before and into Cyberspace....Pages 197-201 Direct Marketing Advertising: A Comparison of Hispanic and Non-Hispanic Perspectives....Pages 202-202 A Typology of Consumer-Focused Sponsorship Activity....Pages 203-203 Discussion Leader Comments....Pages 204-205 Maintaining Competitive Advantage Through Organizational Unlearning....Pages 206-209 Market Orientation and The Innovative Culture: A Preliminary Empirical Examination....Pages 210-215 An Investigation of Perceptual Differences Between Private and Public Colleges and Universities....Pages 216-216 Determining the Value of Business-To-Business Relationships: A Methodology and Modeling Technique....Pages 217-217 Changing Perceptions Among Industrial Distributors of Future Business Environments....Pages 218-218 Automatic Replenishment Programs: Forging Supply Chain Relationships....Pages 219-219 Measurement of Distributive and Procedural Justice in Sales Management: Scale Development and Validation....Pages 220-220 The Association Between Customer-Oriented Selling Performance with Outcome-Based and Judgmental-Based Measures of Salesperson Effectiveness....Pages 221-225 The Measurement of Self-Monitored Salesperson Performance....Pages 226-229 Discussion Leader Comments: The impact of Changing Retail Landscape on Future Strategy Development- Discussion Points for Building a Shopper’s Paradise....Pages 230-231 Characteristics of Mall Patrons: Comparisons Across Four Ethnic Groups....Pages 232-236 The Use of Gap Analysis in Retailing: Management Versus Customer Perception of the Store image....Pages 237-241 Marketing Alliances between Non-Profits and Businesses: Changing the Public’s Attitudes and Intentions towards the Cause....Pages 242-242 Challenges and Changes in an Aging Consumer Market: A Medicare Healthcare Study....Pages 243-243 The Structural Environment of Diffusion....Pages 244-248 A Reflective Dialogue of Problems and Prospects in Cross National Research....Pages 249-249 Mail Survey Response Rates in Academic Research: A Multi-Disciplinary Trend Analysis....Pages 250-254 Strategic Alliance Evaluation: Comparing Theoretical Prescriptions and Managerial Practice....Pages 255-260 Marketing Orientation in Small Firms in Developing Countries: An Empirical Study In India....Pages 261-261 Entrepreneur in a Can: A Qualitative Review of Small Business Opportunities....Pages 262-262 Some Techniques for Interactive Pedagogy....Pages 263-263 Beyond the Text: A Voiding Interpretation in International Marketing Cases....Pages 264-264 The Facilitation and Use of Teams in the Case Analysis Process....Pages 265-265 More or Less Hispanic?....Pages 266-270 The Three Temporal Heads of the Chinese Dragon: Facing Past, Present and Future Simultaneously....Pages 271-276 A Preliminary Comparison of Whether Academics in the United States and Australia/New Zealand Agree On Where We are Heading 3 ....Pages 277-282 Teaching Models for Guiding the Planning of Growth and Positioning in Small Business Markets....Pages 283-283 Entrepreneurship EducatioN for Non-Traditional Students....Pages 284-284 Entrepreneurship Certificate Program: Teaching Entrepreneurship and Small Business Management through Mini-Courses....Pages 285-285 Using Consumer Stories as a Pedagogical Tool....Pages 286-287 Discussion Leader Comments....Pages 288-289 The Use of Student Feedback Sessions to Enhance Experiential Learning for Journal Assignments....Pages 290-300 A Contingency Perspective of Student Performance in the Principles of Marketing Classes....Pages 301-305 Teaching Savings: A Public School Banking Program....Pages 306-306 Teaching Sales Through Experiential Learning: Professional Selling at Purdue University....Pages 307-307 Overall Fit Statistics as Assessment Tools of Model Usefulness....Pages 308-313 Using the Analytic Hierarchy Process and the Supermatrix Analysis to Determine the Relative Importance of Service Attributes....Pages 314-319 Estimating the Benefit and the Environmental Quality Preference in Multinomial Probit Models Using a Simulation Approach....Pages 320-325 Diagnosing the Strategic Planning Process in Australian Companies....Pages 326-326 Perceptions of Adult Businesspeople Regarding Sex Role Portrayals in Specific Industry Advertising: The Case of Singapore....Pages 327-327 Impact of Conspicuous Consumption on Country of Origin of Brand: An Asian Model....Pages 328-328 Military Commissaries: Cost Savings and Recommendations for the Future....Pages 329-333 Discussion Leader Comments....Pages 334-336 A Proposal for Using the Organizational Citizenship Behavior Framework to Manage Service Delivery Systems....Pages 337-341 ER: Dramatological Theory and Empirical Research....Pages 342-346 Employee Satisfaction and Internal Service Performance: Some Preliminary Evidence....Pages 347-353 Towards an Application of Option Pricing Theory in the Valuation of Customer Relationships....Pages 354-362 Environment and Strategy as Antecedents for Marketing Effectiveness and Organizational Performance....Pages 363-370 Some Considerations on the Links Between Marketing Strategy and Corporate Reputation....Pages 371-378 Discussion Leader Comments....Pages 379-381 Shaping Tourism Destination's Image....Pages 382-389 Sponsorships in Sports Marketing: Some Propositions....Pages 390-396 The Policy Gap in International Marketing Research....Pages 397-397 Is Europe One? An lntemational Multiple-Segmentation Approach and Implications for International Marketers....Pages 398-402 How firm Characteristics, Strategic Tools, Export Performance Level, and Internationalization Stage Differ According to Export Market Selection: An Investigation Using Psychological & Physical Distance I Closeness Effect....Pages 403-408 Product Innovativeness from the Firm’s Perspective: Its Dimensions and Their Impact on Project Selection and Performance....Pages 409-409 Measuring Internet Marketing Productivity: A Study of Fortune 1,000 Companies....Pages 410-414 Extranet Mediated Business Linkages: Effects on Buyer-Seller Relationships....Pages 415-419 Corporate Reputation, Service Quality and Attitude toward Price: The Case of an Energy Utility....Pages 420-425 Consumers’ Use of Perceived and Objective Market Cues for Product Evaluations: Preliminary Findings....Pages 426-426 Back Matter....Pages 427-429 This volume includes the full proceedings from the 1999 Academy of Marketing Science (AMS) Annual Conference held in Coral Gables, Florida. The research and presentations contained in this volume cover many aspects of marketing science including marketing strategy, consumer behaviour, international marketing, advertising, 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 Academyĺls 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