MYRON LEONARD, EditorWestern Carolina University

Marketing LiteratureRevievf

This section is based on a selection of article abstracts from a compre-hensive business literature database. Marketing-related abstracts frommore than 125 journals (both academic and trade) are reviewed by Mstaff. Descriptors for each entry are assigned by JM staff. Each issue ofthis section represents three months of entries into the database.

Each entry has an identifying number. Cross-references appear immedi-ately under each subject heading.

The following article abstracts are available online from the ABI/INFORMdatabase, which is published and copyrighted by ProQuest Informationand Learning. For additional information about access to the database orabout obtaining photocopies of the articles abstracted here, please call(800) 521-0600 or write to ProQuest, 300 N. Zeeb Rd., Ann Arbor, Ml48106.

SUBJECT HEADINGS

1.THE MARKETING ENVIRONMENT1.1 Consumer Behavior1.2 Legal, Political, and Economic Issues1.3 Ethics and Social Responsibility

2. MARKETING FUNCTIONS2.12.22.32.42.52.62.72.82.92.102.11

Management, Planning, and StrategyRetailingChannels of DistributionElectronic MarketingPhysical DistributionPricingProductSales PromotionAdvertisingPersonal SellingSales Management

3. SPECIAL MARKETING APPLICATIONS3.13.23.33.4

IndustrialNonprofit, Political, and Social CausesInternational and ComparativeServices

4. MARKETING RESEARCH4.1 Theory and Philosophy of Science4.2 Research Methodology4.3 Infornfiation Technology

5. OTHER TOPICS5.1 Educational and Professional Issues5.2 General Marketing

1. THE MARKETING ENVIRONMENT

1.1 Consumer BehaviorSee also 50, 78, 79, 80, 86, 91, 97, 98, 116, 120, 124, 126, 130,160, 161, 162, 163, 166, 177, 178, 179, 183, 186, 193, 197, 198,205, 206, 207, 215, 216, 220, 235

Let's Hear It for the Boys. Mary Harvey, American Demograph-ics, 22 (August 2000), pp. 30-33. [Magazines, Target markets.Market potentials. Adolescent males. Incomes, Expenditures,Interests, Statistical data.] 1

Sleepless in America. Mary Harvey, American Demographics, 22(July 2000), pp. 9-10. [Discussion, Impacts, Drowsiness, Agegroups. Watching TV, Going online. Getting more work done.Quality of work. Midday naps. Statistical data.] 2

Tiger Would-Be's. David J. Lipke, American Demographics, 22(August 2000), pp. 50-51. [Trends, Golf participation. Age groups.Household incomes. Lifestyles, Geographic areas. Advertisers,Market strategy. Statistical data.] 3

For Richer and For Poorer. Joan Raymond and Robbie Woliver,American Demographics, 22 (July 2000), pp. 58-64. [Marriedcouples. Income, Organizing finances. Impacts, Women, Buyingpower. Financial services. Market strategy. Age groups. Statisticaldata.] 4

Happy Trails: America's Affinity for the Great Outdoors. JoanRaymond, American Demographics, 22 (August 2000)* pp. 52-58.[Outdoor leisure activity. Market potentials. Families, Age groups.Income levels. Market strategy. Services, Providing informationand education. Examples.] 5

The End of Leisure? Alison Stein Wellner, American Demo-graphics, 22 (July 2000), pp. 50-54, 56. [Internet access at work.Impacts, Employee morale. Vacations, Business travel with familymembers. Hiring older workers. Statistical data.] 6

Is Customer Loyalty a Pernicious Myth? Craig Douglas Henry,Business Horizons, 43 (July/August 2000), pp. 13-16. [Reasonsfor retuming to same product or supplier, Nonloyal retention(monopoly, switching costs, risk aversion). Brand names. Compe-tition, Reciprocity, Examples.] 7

Socializing Children About Television: An IntergenerationalStudy. Les Carlson, Russell N. Laczniak, and Ann Walsh, Journalof the Academy of Marketing Science, 29 (Summer 2001), pp.276-88. [Literature review; Hypotheses; Study involvingmother-child dyads; Mothers' perceptions of responsibilities vary;Children's perceptions of mothers' verbal interactions about TVand coviewing along with opinions, monitoring, and controlling oftelevision similarly vary across parental styles.] 8

142 / Journal of Marketing, April 2002Journal of MarketingVol. 64 (April 2002), 142-155

The Accuracy of Brand and Attribute Judgments: The Role ofInformation Relevancy, Product Experience, and Attrihute-Relationship Schemata, Kevin Mason, Thomas Jensen, Scot Bur-ton, and Dave Roach, Journal of the Academy of Marketing Sci-ence, 29 (Summer 2001), pp. 307-17. [Literature review. Modelpresentation. Hypotheses, Data collection (consumer ratings ofbrand attribute performance levels compared with more objectivemeasures). Statistical analysis.] 9

The Impact of Corporate Credihility and Celebrity Credibilityon Consumer Reaction to Advertisements and Brands. RonaldE. Goldsmith, Barbara A. Lafferty, and Stephen J. Newell, Journalof Advertising, 29 (Fall 2000), pp. 43-54. [Literature review; Fourmodels; Hypotheses; Variables; Corporate honesty, and expertise;Endorser attractiveness, honesty, and experience; Attitude towardad and brand; Purchase intentions; Interactions; Statistical analy-sis; Implications.] 10

The Relationship Between Values and Appeals in Israeli Adver-tising: A Smallest Space Analysis. Amir Hetsroni, Journal ofAdvertising, 29 (Fall 2000), pp. 55-68. [Literature review, TV ads,Characteristics, Values-appeal structure. Rational appeal withfunctional values. Emotional appeal with hedonistic values. Emo-tional appeal with altruistic values. Assessment, Implications.] 11

Segmentation Based on Affinity for Advertising, Edith G. Smitand Peter C. Neijens, Journal of Advertising Research, 40(July/August 2000), pp. 35-43. [Literature review. Consumer sur-vey, Attitudes, Television, Radio, Newspapers, Magazines, Dimen-sions (irritation, information, entertainment). Affinity clusters.Watching and avoiding, Reading and skipping. Statistical analysis.Managerial implications. The Netherlands.] 12

Moderators of the Brand Image/Perceived Product QualityRelationship, Lester W. Johnson, Geoffrey N. Soutar, and JillianC. Sweeney, Journal of Brand Management (UK), 7 (August2000), pp. 425-33. [Model testing. Consumer survey. Impacts,Lack of familiarity. Perceived risk. Difficulty of evaluation. Pur-chase and product involvement. Perceived risk. Statistical analysis.Managerial implications, Australia.] 13

The Effects of Moderating Variables on Maker-Loyalty Taxon-omy Based on Automobile Repurchase Intention. Joo-Ho Kim,Journal of Brand Management (UK), 8 (September 2000), pp.24-38. [Model presentation. Hypotheses, Survey of new car dri-vers. Classification (loyals, latent loyals, spurious loyals, nonloy-als). Impacts, Situation and image variables. Statistical analysis.Implications, Korea.] 14

The Effects of Experience with Brand Extensions on ParentBrand Knowledge. Daniel A. Sheinin, Journal of BusinessResearch, 49 (July 2000), pp. 47-55. [Literature review; Hypothe-ses; Experiment; After experience with a brand extension, con-sumers changed their beliefs about and attitude toward unfamiliarparent brands more than with familiar parent brands; Managerialimplications.] 15

"I" Seek Pleasures and "We" Avoid Pains: The Role of Self-Regulatory Goals in Information Processing and Persuasion,Jennifer L. Aaker and Angela Y. Lee, Journal of ConsumerResearch, 28 (June 2001), pp. 33-49. [Theoretical discussion.Hypotheses, Four experiments. Impacts, Individuals with accessi-ble independent as opposed to interdependent self-views. Promo-tion- versus prevention-focused information. Statistical analysis.]

16

Sometimes It Just Feels Right: The Differential Weighting ofAffect-Consistent and Affect-Inconsistent Product Informa-tion. Rashmi Adaval, Journal of Consumer Research, 28 (June2001), pp. 1-17. [Theoretical discussion. Hypotheses, Four exper-iments. Impacts, Affect-confirmation process, Hedonic criteria.Statistical analysis. Implications for consumer information pro-cessing and decisions.] 17

Examination of Psychological Processes Underlying Resistanceto Persuasion, Rohini Ahluwalia, Journal of Consumer Research,27 (September 2000), pp. 217-32. [Literature review. Hypotheses,Longitudinal field study and lab experiment. Resistance modes(biased assimilation, relative weighting of attributes, minimizationof impact). Easy and difficult to refute information. Statisticalanalysis.] 18

Knowledge Calibration: What Consumers Know and WhatThey Think They Know, Joseph W. Alba and J. Wesley Hutchin-son. Journal of Consumer Research, 27 (September 2000), pp.123-56. [Discussion; Methods and models; Review of empiricalresults indicating that high levels of calibration are achieved rarely,moderate levels that include some degree of systematic bias are thenorm, and confidence and accuracy are sometimes completelyuncorrelated; Assessment.] 19

Controlling the Information Flow: Effects on Consumers'Decision Making and Preferences, Dan Ariely, Journal of Con-sumer Research, 27 (September 2000), pp. 233-48. [Literaturereview. Model testing. Hypotheses, Five experiments. Impacts,Consumers' decision quality. Memory, Knowledge, Confidence,Demand on processing resources. Consumers' ability to utilizeinformation. Application, Electronic commerce.] 20

Consumer Self-Confidence: Refinements in Conceptualizationand Measurement, William O. Bearden, David M. Hardesty, andRandall L. Rose, Journal of Consumer Research, 28 (June 2001),pp. 121-34. [Literature review. Seven studies. Six-factor correlatedmodel. Dimensions (information acquisition, consideration-set for-mation, personal outcomes, social outcomes, persuasion knowl-edge, marketplace interfaces). Effects, Psychometric properties.Discriminant and construct validity. Statistical analysis.] 21

The Costs and Benefits of Consuming. Mihaly Csikszentmihaiyi,Journal of Consumer Research, 27 (September 2000), pp. 267-72.[Discussion; Experiential rewards; To evaluate the impact of con-suming, it is necessary to measure the entropy costs of the behav-ior balanced against the psychic benefits it provides.] 22

Consumer Response to Stockouts. Gavan J. Fitzsimons, Journalof Consumer Research, 11 (September 2000), pp. 249-66. [Litera-ture review. Hypotheses, Four laboratory experiments. Decisionprocesses. Store switching. Effect of a stockout on the difficulty ofmaking a choice from the consideration set. Degree of personalcommitment to the out-of-stock alternative. Statistical analysis.]

23

The Role of Sensory-Specific Satiety in Attribute-Level VarietySeeking, J. Jeffrey Inman, Journal of Consumer Research, 28(June 2001), pp. 105-20. [Theoretical discussion. Three studies.Sensory (flavor) versus nonsensory (brand) attributes. Consumersswitched more intensively on flavor. Effects, Preference hetero-geneity. Perceived risk. Statistical analysis.] 24

Effects of Brand Logo Complexity, Repetition, and Spacing onProcessing Fluency and Judgment, Chris Janiszewski and TomMeyvis, Journal of Consumer Research, 28 (June 2001), pp.18-32. [Literature review. Model development. Hypotheses, Fourexperiments. Comparisons, Two-factor and dual-process theories.How people process and respond to repeated presentations of thesame information. Statistical analysis.] 25

Utopian Enterprise: Articulating the Meanings of Star TVek'sCulture of Consumption, Robert V. Kozinets, Journal of Con-sumer Research, 28 (June 2001), pp. 67-88. [Theoretical discus-sion; Model presentation; Interviews with fans; Stigma, social sit-uation, need for legitimacy; Effects; Consumption as religious ormythic; Affinities and consumption practices; Assessment; Impli-cations.] 26

Persistent Preferences for Product Attributes: The Effects ofthe Initial Choice Context and Uninformative Experience, A.V.

Marketing Literature Review/143

Muthukrishnan and Frank R. Kardes, Journal of ConsumerResearch, 28 (June 2001), pp. 89-104. [Theoretical discussion.Four experiments. Experiences, Ambiguity via nonoverlapping setsof attributes. Negatively correlated attributes. Salience of irrelevantattribute. Comparison referent (inferior or superior). Comparativedeliberation. Statistical analysis. Implications.] 27

Older Consumers' Disposition of Special Possessions. Linda L.Price, Eric J. Amould, and Carolyn Folkman Curasi, Journal ofConsumer Research, 27 (September 2000), pp. 179-201. [Litera-ture review. Personal interviews. Disposition decision. Precipitat-ing events (awareness of finitude, complex bundling, caretakers ofspecial objects). Emotions, Special possession meanings. Tacticsfor disposition (who, when, how). Assessment.] 28

The Impact of Anticipating Satisfaction on Consumer Choice,Baba Shiv and Joel Huber, Journal of Consumer Research, 27(September 2000), pp. 202-16. [Literature review. Three experi-ments. Decision making. Shifts, Expressed and revealed prefer-ences. Mental-imaging processing strategy. Thought protocols.Statistical analysis. Implications.] 29

The Influence of Task Complexity on Consumer Choice: ALatent Class Model of Decision Strategy Switching, Joffre Swaitand Wiktor Adamowicz, Journal of Consumer Research, 28 (June2001), pp. 135-48. [Literature review. Experiment, Decision strat-egy selection. Model reflects changing aggregate preferences aschoice complexity changes and as task progresses. Statisticalanalysis. Implications.] 30

Communicating the Consequences of Early Detection: TheRole of Evidence and Framing. Dena Cox and Anthony D. Cox,Journal of Marlceting, 65 (July 2001), pp. 91-103. [Discussion,Hypotheses, Experiment and depth interviews. Impacts, Anecdotalversus statistical messages. Behavior types as a moderator of fram-ing. Potential for boomerang effects. Mediation analysis.] 31

Social Dimensions of Consumer Distinctiveness: The Influenceof Social Status on Group Identity and Advertising Persuasion.Sonya A. Grier and Rohit Deshpande, Journal of MarketingResearch, 38 (May 2001), pp. 216-24. [Literature review. Modelproposal. Hypotheses, Data collection. Numeric and social statusdistinctiveness. Ethnic salience. Spokesperson ethnicity. Statisticalanalysis. South Africa.] 32

The Effects of Incomplete Information on Consumer Choice,Ran Kivetz and Itamar Simonson, Journal of Marketing Research,37 (November 2000), pp. 427-48. [Literature review. Hypotheses,Series of studies. Written explanations. Think aloud. Options, Pref-erences, Common and unique attributes. Process measures.Impacts, Subsequent tastes and purchase decisions. Statisticalanalysis. Theoretical and practical implications.] 33

In Search of Negative Consumer Feedback: The Effect ofExpecting to Evaluate on Satisfaction Evaluations, Chezy Ofirand Itamar Simonson, Journal of Marketing Research, 38 (May2001), pp. 170-82. [Literature review. Series of field and labora-tory studies related to services. Expecting to evaluate leads to lessfavorable quality and satisfaction evaluations and reduces cus-tomers' willingness to purchase and recommend. Impacts, Nega-tivity enhancement. Role expectation. Vigilant processing. Statisti-cal analysis. Implications.] 34

The Effects of Analyzing Reasons for Brand Preferences: Dis-ruption or Reinforcement? Jaideep Sengupta and Gavan J. Fitzsi-mons, Journal of Marketing Research, 37 (August 2000), pp.318-30. [Literature review. Hypotheses, Three experiments. Atti-tudes, Behavior, Persistence, Timing of reasons. Accountability,Statistical analysis. Implications.] 35

Remote Purchase Environments: The Influence of Return Pol-icy Leniency on Two-Stage Decision Processes. Stacy L. Wood,Journal of Marketing Research, 38 (May 2001), pp. 157-69. [Lit-

erature review. Catalog sales and e-commerce. Hypotheses, Threeexperiments. Decisions to order and to keep or return the item.Endowment effect. Product ownership depends more on perceptionthan possession. Implications.] 36

Ensuring Greater Satisfaction hy Engineering SalespersonResponse to Customer Emotions. Kalyani Menon and LauretteDube, Journal of Retailing, 76 (Fall 2000), pp. 285-307. [Litera-ture review. Data collection (negative and positive emotion experi-ences in retail outlets). Observed salesperson response that posi-tively disconfirms customers' normative expectations will lead togreater customer satisfaction. Statistical analysis.] 37

The Moderating Role of Target-Arousal on the Impact ofAffect on Satisfaction—An Examination in the Context of Ser-vice Experiences. Jochen Wirtz, Anna S. Mattila, and Rachel L.P.Tan, Journal of Retailing, 76 (Fall 2000), pp. 347-65. [Literaturereview. Hypotheses, Experiment, Traditional pleasure-arousalinteraction might be-limited to high target arousal situations. Opti-mal arousal. Effects, Satisfaction arousal in low target arousal envi-ronments. Statistical analysis. Managerial implications.] 38

Why Susceptibility to Interpersonal Influence Ought to BeUsed to Segment Consumer Markets. Denver D'Rozario andJames J. Hunt, Journal of Segmentation in Marketing, 4 (No. 2,2001), pp. 87-103. [Literature review; Data collection (Anglo-,Chinese-, African-, Hispanic-Americans); Impacts; Utilitarian,value-expressive, and informational influences; Statistical analysis;Managerial implications.] 39

Life Transition as a Basis for Segmentation, Cathy Goodwin andJames W. Gentry, Journal of Segmentation in Marketing, 4 (No. 1,2000), pp. 71-83. [Literature review. Lifestyles, Social roles. Iden-tity, Market strategy. Services, Assessment.] 40

Gift-Giving Behavior of Grandmothers, Tammy Kinley andLinda Sivils, Journal of Segmentation in Marketing, 4 (No. 1,2000), pp. 53-70. [Literature review. Survey, Attitudes, Apparel,Shopping preferences. Preferred retail formats. Shopping con-straints. Garment characteristics. Use of reference sources. Statis-tical analysis.] 41

Kid Pleasers to Service Lovers: Singapore's Five Segments ofFast-Food Patronage. William R. Swinyard and Ah-Keng Kau,Journal of Segmentation in Marketing, 4 (No. I, 2000), pp. 5-26.[Literature review. Intercept interviews. Attributes, Meal types.Atmosphere and service. Speed and convenience. Kid centered-ness. Food variety. Good value. Perceptions of chain performance.Statistical analysis.] 42

1.2 Legal, Political, and Economic IssuesSee also 4S, 117

Management and the EEOC, Gerald E. Calvasina, Richard V.Calvasina, and Eugene J. Calvasina, Business Horizons, 43(July/August 2000), pp. 3-7. [Equal Employment OpportunityCommission, Court decisions. Processing discrimination charges(categorizing the claim, investigation, issuance of a Notice of Rightto Sue), Litigation statistics. Enforcement efforts. Assessment.] 43

Intellectual Property in Computer Programs, Elliott TurnerNalley, Business Horizons, 43 (July/August 2000), pp. 43-51.[Networked personal computers. Court decisions. Copyright law.Policy considerations. Computer program registration and licens-ing. Concerns, Unauthorized use. Interface with patent protection.Assessment.] 44

Workers' Compensation and Respondeat Superior LiabilityLegal Cases Involving Salespersons' Misuse of Alcohol. JudithSpain and Rosemary Ramsey, Journal of Personal Selling andSales Management, 20 (Fall 2000), pp. 263-69. [Discussion, Courtdecisions. Impacts, Salesperson travel including use of a homeoffice. Condoning of alcohol use by corporations. Use of a com-pany car. Corporate policy issues. Assessment.] 45

144 / Journal of Marketing, April 2002

Online Commerce and tbe Law. John Murray Jr., Purchasing,129 (July 13, 2(X)0), pp. 66, 70, 73. [Electronic data interchange.Value added networks. Trading partner agreements. Proposed leg-islation recognizing electronic transactions. Uniform ElectronicTransactions Act, Federal statutes, Software licenses. Copyright,Domain names. Assessment.] 46

Retailers See Risks in Latest Pusb for On-line Privacy Protec-tions. Susan Reda, Stores, 82 (September 2(X)0), pp. 75-76, 78.[FTC is seeking legislation. Fair information practices (notice,choice, access, security). Court decisions. Retailers may not beable to sell personal data about customers. Assessment.] 47

1.3 Ethics and Social ResponsibilitySee also 42, 129,238

The ADA and the Mentally Disabled: Wbat Must Firms Do?Robert H. Schwartz, Frederick R. Post, and Jack L. Simonetti,Business Horizons, 43 (July/August 2000). pp. 52-58. [Americanswith Disabilities Act, Forces (political, social, economic). Guid-ance (clarifications). Applications, Survey of human resource man-agers. Recommendations.] 48

Are Some Comparative Nutrition Claims Misleading? TbeRole of Nutrition Knowledge, Ad Claim Type and DisclosureConditions. J. Craig Andrews, Scot Burton, and Richard G. Nete-meyer, Joumal of Advertising, 29 (Fall 2000), pp. 29-42. [Litera-ture review. Hypotheses, Experiment, Misleading generalizationsare found for both specific and general nutrient content claims. Sta-tistical analysis. Implications.] 49

Does Doing Good Always Lead to Doing Better? ConsumerReactions to Corporate Social Responsibility. Sankar Sen andC.B. Bhattacharya, Journal of Marketing Research, 38 (May2001), pp. 225-43. [Literature review, Hypotheses, Two studies.Purchase intentions. Impacts, Company- and individual-specificfactors. Corporate social responsibility record. Support, Domain,Corporate ability beliefs. Product quality. Congruence, Interac-tions, Statistical analysis.] 50

An Empirical Investigation of Locus of Control and the Struc-ture of Moral Reasoning: Examining tbe Etbical Decision-Making Processes of Sales Managers. John Cherry and JohnFraedrich, Journal of Personal Selling and Sales Management, 20(Summer 2000), pp. 173-88. [Literature review. Model presenta-tion. Hypotheses, Survey of sales managers. Comparisons, Internalversus external managers, Deontological and teleological evalua-tions. Subjective norm. Ethical judgment. Intention, Interactions,Statistical analysis. Managerial implications.] 51

Suppliers Face a New Definition. Brian Milligan, Purchasing,129 (August 10, 2000), pp. 57-58, 60-^3, 65-66, 68, 70. [Minor-ity supplier development. Definition now includes businesses withas little as 30% nonwhite ownership. Joint ventures. Needed capi-tal. Consolidation of purchases. Impacts, Internet, Assessment.]

52

2. MARKETING FUNCTIONS

2.1 Management, Planning, and StrategySee also 7, 77, 82, 83, 84, 85, 92, 93, 94, 95, 96, 106, 107, 114,116, 118, 156, 158, 159, 164, 165, 167, 168, 169, 170, 171, 172,173, 174, 175, 177, 179, 180, 181, 182, 184, 185, 187, 194, 199,200,222,227,229,230,241

Turning Competitive Advantage into Customer Equity. Ley-land F. Pitt, Michael T. Ewing, and Pierre Berthon, Business Hori-zons, 43 (September/October 2000), pp. 11-18. [Discussion,Process model. Sources (superior skills and resources). Positions(low cost, differentiation). Outcomes (customer satisfaction andloyalty). Market shares. Word of mouth. Marketing implications.]

53

Wby Should Anyone Be Led by You? Robert Goffee and GarethJones, Harvard Business Review, 78 (September/October 2000),pp. 62-70. [Discussion, Qualities, Reveal your weaknesses.Become a sensor. Practice tough empathy. Dare to be different.Examples.] 54

Having Trouble witb Your Strategy? Then Map It. Robert S.Kaplan and David P. Norton, Harvard Business Review, 78 (Sep-tember/October 2000), pp. 167-76. [Corporate planning. Convert-ing assets into desired outcomes. Cause and effect links. Perspec-tives (financial, customer, internal process, learning, and growth).Example.] 55

Knowing a Winning Business Idea Wben You See One. W. ChanKim and Renee Mauborgne, Harvard Business Review, 78 (Sep-tember/October 2000), pp. 129-36, 138. [Discussion, Factors, Cre-ating exceptional utility. Setting a strategic price. Building a prof-itable business model. Impacts, Stakeholders (employees, businesspartners, general public). Examples.] 56

Dynamic Strategic Tbinking. Peter R. Dickson, Paul W. Farris,and Willem J.M.I. Verbeke, Joumal ofthe Academy of MarketingScience, 29 (Summer 2001), pp. 216-37. [A taxonomy of systemicfeedback regularities is presented with applications that demon-strate how the taxonomy and proposed soft mapping techniquescan be used to construct dynamic mental models that help man-agers and consultants improve their dynamic strategic thinking andthe strategic foresight of firms.] 57

Forecasting Practices in Corporate America. Chaman L. Jain,Joumal of Business Forecasting, 20 (Summer 2001), pp. 2, 15.[Top management support. Placement of the forecasting function.Compensation, Models, Software/system,' Forecaster's back-ground. Forecast error. Measures to improve and revise forecasts.Forecast horizon.] 58

Bencbmarking Is More Tban Just Numbers. Larry Lapide,Joumal of Business Forecasting, 20 (Summer 2001), pp. 13-15.[Broad operational benchmarking. Best practices. Impacts, Salesand operations planning. Demand forecasting (collaborative, mul-titiered, causal, consumer-level). Software applications. E-businesscapabilities. Assessment.] 59

Developing Training Plans for tbe Forecasting Organization.Steve Thrift, Journal of Business Forecasting, 19 (Fall 2000), pp.12-14. [Defining critical knowledge and skills. Gap analysis anddevelopment plans. Supporting infrastructure. Success, Guide-lines.] 60

Forecasting in a Dynamic Environment: How to Deal witbJumps and Spikes in Data. Frank Wolek, Journal of BusinessForecasting, 20 (Summer 2001), pp. 19-22. [Discussion, Black-box approach. Understanding and handling discontinuities. Promo-tions, Media events. Product line redefinition. Reorganizations,Success, Guidelines.] 61

An Analysis of Mental Processes, Behaviors, and Job Satisfac-tion of Apparel Product Developers and Traditional RetailBuyers. Young-Eun Choi and LuAnn Ricketts Gaskill, Joumal ofBusiness Research, 49 (July 2000), pp. 15-34. [Literature review.Hypotheses, Survey, Attitudes, Job content. Job characteristics.Overall satisfaction. Interaction with other departments. Linedevelopment. Demographic profile. Statistical analysis.] 62

Perceived Strategic Uncertainty and Environmental ScanningBebavior of Hong Kong Cbinese Executives. Bahman P.Ebrahimi, Journal of Business Research, 49 (July 2000), pp.67-77. [Literature review; Hypotheses; Survey; Results indicated ahigher degree of uncertainty in the competitive, customer, and eco-nomic sectors than the political; Task environment was scannedmore intensely than the remote; Statistical analysis; Managerialimplications.] 63

Marketing Literature Review /145

Influencing R&D/Marketing Integration and the Use of Mar-ket Information by R&D Managers: Intended and UnintendedEffects of Managerial Actions. Elliot Maltz, William E. Souder,and Ajith Kumar, Journal of Business Research, 52 (April 2001),pp. 69-82. (Literature review. Model presentation. Hypotheses,Survey of firms. Direct and indirect effects of top managementactions on rivalry and conceptual use (cross-functional teams,social orientation, customer visits with/without, co-location, struc-tural flux). Statistical analysis.] 64

The Board's Role: Driver's Seat or Ruhher Stamp? Richard W.Oliver, Journal of Business Strategy, 21 (July/August 2000), pp.7-9. [Discussion, Key roles of board. Role in strategy. Strategicplanning. Scenarios (reactive, interactive, inactive, proactive).Examples.] 6S

The Effect of Strategy Type on the Market Orientation-Per-formance Relationship. Ken Matsuno and John T. Mentzer, Jour-nal of Marketing, 64 (October 2000), pp. 1-16. [Literature review.Model presentation. Hypotheses, Survey of marketing executives.Strategic types (defenders, prospectors, analyzers, reactors).Impacts, Market shares. Relative sales growth. Percentage of newproduct sales to total sales, ROI, Statistical analysis. Implications.]

66

Opportunism in Interfirm Relationships: Forms, Outcomes,and Solutions. Kenneth H. Wathne and Jan B. Heide, Journal ofMarketing, 64 (October 2000), pp. 36-51. [Original and emergentconceptualizations. Conceptual framework of govemance strate-gies (monitoring, incentives, selection, socialization). Forms ofopportunism (evasion, refusal to adapt, violation, forced renegotia-tion). Case studies.] . 67

A Multiple-Layer Model of Market-Oriented OrganizationalCulture: Measurement Issues and Performance Outcomes.Christian Homburg and Christian Ptlesser, Journal of MarketingResearch, 37 (November 2000), pp. 449-62. [Literature review.Model development. Hypotheses, Content analysis, Survey ofmanagers. Measurement scales. Impacts, Artifacts, Statisticalanalysis. Managerial implications, Germany.] 68

A Cost-Benefit Approach to Segment-Based Mass Customiza-tion. Pingjun Jiang and Qi Chen, Journal of Segmentation in Mar-keting, 4 (No. 2, 2001), pp. 7-23. [Literature review. Model pre-sentation. Supply- and demand-side theories. Individual- andsegment-specific values. Optimal segment size. Assessment, Man-agerial implications.] 69

Shedding the Commodity Mind-Set. John E. Forsyth, AlokGupta, Sudeep Haldar, and Michael V. Mam, McKinsey Quarterly,(No. 4, 2000), pp. 78-85. [Needs-based segmentation. Business-to-business, Customer perceptions. Assess vulnerability. View cus-tomers strategically. Profitability, Competition, Product's serviceattributes. Examples.] 70

Measuring Performance Takes on New Importance. SusanAvery, Purchasing, 129 (August 24, 2000), pp. 123-26. [Supplierrelations. Systemic methodology (align, prepare, transact, inter-act). Contract management plan (resources, responsibilities, sched-ule, documentation, change control, acceptance, completion, close-out, postcompletion rights and obligations). Examples.] 71

What's New Here Exactly? James Champy, Sales and MarketingManagement, (July 2000), pp. 46, 48. [Discussion, Impacts, Eco-nomic and technological context of business. Global economies arebecoming increasingly open. Emerging online marketplaces.Essentials (costs, customers, consolidation). Examples.] 72

Is This Guy for Real? Andy Cohen, Sales and Marketing Man-agement, (May 2001), pp. 36-40, 42, 44. [Turnaround manage-ment. Sports marketing. Media exposure, TV ratings. Ticket sales.Aggressive selling. Case study.] 73

Can Dot-Coms Grow Up? Erika Rasmusson, Sales and Market-ing Management, (August 2000), pp. 72-76, 78, 80. [Personalinterviews. Executives, Need for leadership on the execution side.Opportunities for senior-level sales and marketing managers.Processes are rarely well defined. Need for quick decisions. Cor-porate culture. Examples.] 74

Launching an E-Business: A Survival Guide. Erin Strout, Salesand Marketing Management, (July 2000), pp. 88-90, 92, 94, 96.[Discussion, Implementation, Define e-business. Decide on a strat-egy and communicate it, Leam how to talk to IT people. Preparefor mistakes. Examples.] 75

The Multi-channel CEO: What Does It Take to Succeed? SusanReda, Stores, 82 (October 2000), pp. 26, 28, 30, 32. [Discussion,Factors, Customer focus. Distinct vision and the ability to executethat vision. Able to look at the bigger picture. Inside or outside tal-ent. Examples.] 76

2.2 RetailingSee also 23, 36, 37, 41, 47, 62, 76, 85, 101, 102, 103, 104, 113,120, 121, 127, 163, 178, 232, 233, 234

Rocket Science Retailing Is Almost Here—Are You Ready?Marshall L. Fisher, Ananth Raman, and Anna Sheen McClelland,Harvard Business Review, 78 (July/August 2000), pp. 115-24.[Survey of retailers. Attitudes, Forecasting, Supply-chain speed.Inventory planning. Data accuracy and availability. Costs, Cus-tomer satisfaction. Morale, Planning systems. Examples.] 77

Journal of Business Research, 49 (August 2000), pp. 91 -211. [Tenarticles on retail atmospherics. Value creation. Gaining marketshare. Emotional response to shopping experience, In-store infor-mation search strategies, Self-congruity, Retail patronage. Effects,of music. Irritating aspects of the shopping environment. Impact ofambient scent on brand evaluation. Store environment. Customers'perceptions of salespeople and persuasion. Shopping behavior.]

78

Consumer Store Choice Dynamics: An Analysis of the Com-petitive Market Structure for Grocery Stores. Peter T.L. Pop-kowski Leszczyc, Ashish Sinha, and Harry J.P. Timmermans,Journal of Retailing, 76 (Fall 2000), pp. 323-45. [Literaturereview. Dynamic hazard model. Scanner panel data. Latent struc-ture. Store and chain specific. Pricing strategy. Location, Statisticalanalysis. Managerial implications.] 79

Analysis of Cross Category Dependence in Market BasketSelection. Gary J. Russell and Ann Peterson, Journal of Retailing,76 (Fall 2000), pp. 367-92. [Literature review, Multivariate logis-tic model. Purchase panel data. Category loyalty. Time since lastpurchase. Category price index. Cross-category price elasticities.Statistical analysis. Implications, Canada.] 80

The Price of Loyalty. James Cigliano, Margaret Georgiadis, Dar-ren Pleasance, and Susan Whalley, McKinsey Quarterly, (No. 4,2000), pp. 68-77. [Discussion, Incentives, Free riders. Slim mar-gins versus attractive rewards. Failing to track expenses properly.Competing on unequal terms with the virtual world. Success,Guidelines.] 81

From Products to Ecosystems: Retail 2010. Jevin S. Eagle, Eliz-abeth E. Joseph, and Elizabeth C. Lempres, McKinsey Quarterly,(No. 4, 2000), pp. 108-15. [Business growth; Providing interre-lated products, services, and information; Benefits; Examples.] 82

2.3 Channels of DistributionSee also 36, 52, 67, 71, 100, 103, 106, 107, 111, 112, 143, 156,159, 174,224

Out-of-Home Sales for FMCG Companies: An Opportunity ora Problem? Melanie Cocks, Journal of Brand Management (UK),8 (September 2000), pp. 41-53. [Discussion, Competition, Fastmoving consumer goods. Changes, Organizational structure. Brand

146 / Journal of Marketing, April 2002

management. Depth interviews. Market strategy. Examples, UK.]83

Efrects of Supplier Reliability and Benevolence in BusinessMarketing. Fred Seines and Kjell Gonhaug, Journal of BusinessResearch, 49 (September 2000), pp. 259-71. [Model presentation,Hypotheses. Survey of business customers. Measures. Reliability,Benevolence, Positive and negative affect. Impacts, Satisfaction,Behavioral intention. Interactions, Statistical analysis. Managerialimplications.] 84

On the Profltability of Long-Life Customers in a Noncontrac-tual Setting: An Empirical Investigation and Implications forMarketing. Werner J. Reinartz and V. Kumar, Journal of Market-ing, 64 (October 2000), pp. 17-35. [Discussion, Market segments.Conceptual model. Propositions, Data collection (catalog retailer).Nature of relationship. Profits over time. Costs. Whether higher orlower prices are paid. Statistical analysis. Managerial implica-tions.] 85

Expanding to the Internet: Pricing and CommunicationsStrategies When Firms Compete on Multiple Channels. FlorianZettelmeyer, Journal of Marketing Research, 37 (August 2000).pp. 292-308. [Literature review. Model presentation and exten-sions. Propositions (mathematical formulation). Conventional ver-sus electronic channels. Consumers' search and purchase decisionsamong firms. Illustrative example, Internet directions and manage-rial implications.] 86

2.4 Electronic MarketingSee also 6, 20, 36, 46, 74, 75, 86, 111, 113. 115, 122, 129, 158,181,226,229,230,239

High Frequency. Rebecca Gardyn. American Demographics, 22(July 2000), pp. 32-34, 36. [Discussion, Accessible technology.Market segments, Internet radio listeners. Consumer expenditures.Advertising, Market strategy. Statistical data.] 87

Exclusively Yours. Elizabeth Hughes, American Demographics,22 (July 2000), pp. 41-44. [Online product launches. Industryleaders. Lower costs. Higher margins. Building community andconnecting with customers. Examples.] 88

Home, Home, on the Net. Joan Raymond, American Demograph-ics, 22 (September 2000), pp. 10, 12, 14. [Trends, Online homebuying. Virtual panoramic tours. Demographic characteristics.Impacts, Real estate agents.] 89

A New Cure for Shoppers Interruptus. Alison Stein Wellner,American Demographics, 22 (August 2000), pp. 44-47. [Onlineshopping. Technical failure. Catalog sales. Databases, Costs, Aban-doning merchandise. Customer assistance. Examples.] 90

The Internet's Next Niche. Alison Stein Wellner, AmericanDemographics, 22 (September 2000), pp. 18-19. [Disabled adulU;Diverse in age, ethnicity, and physical condition; Market poten-tials; Income levels; Spend more time logged on; Quality of lifeimprovement; Assessment.] 91

E-Loyalty: Your Secret Weapon on the Weh. Frederick F. Reich-held and Phil Schefter, Harvard Business Review, 78 (July/August2000), pp. 105-13. [Business growth. Impacts, Consumer life-cycle economics. Acquisition cost per customer. Years to breakeven. Percent who defect before break-even point. Organization,Examples.] 92

The Seven Laws of E-Commerce Strategy. Richard W. Oliver,Journal of Business Strategy, 21 (September/October 2000), pp.8-10. [Constantly plan and react. Everything is out in the open.Think global. Customer now has a say in determining the relation-ship. Be able to shift resources and focus at any moment in time.Be open to continuous change. Fine-tune strategies reflexively.Examples.] 93

There's More to E-Business Than Point and Click. Jerry Savinand David Silberg. Journal of Business Strategy, 21 (Septem-ber/October 2000), pp. 11-13. [Site design. Appeal, Function, Fearabout providing too much information over the Net, Combiningtraditional marketing methods with online banner ads. Assuringcredibility. Guidelines.] 94

Some New Thoughts on Conceptualizing Perceived ServiceQuality: A Hierarchical Approach. Michael K. Brady and J.Joseph Cronin Jr., Journal of Marketing, 65 (July 2001), pp. 34-49.[Literature review. Model development and testing. Hypotheses,Organizational-level survey data. Impacts, Motivation, Ability,Nature of participation. Statistical analysis. Managerial implica-tions.] 95

An Investigation into the Antecedents of Organizational Par-ticipation in Business-to-Business Electronic Markets. RajdeepGrewal, James M. Cromer, and Raj Mehta, Journal of Marketing,65 (July 2001), pp. 17-33. [Literature review. Model developmentand testing. Hypotheses. Organizational-level survey data.Impacts, Motivation, Ability, Nature of participation. Statisticalanalysis. Managerial implications.] 96

Internet Recommendation Systems. Asim Ansari, SkanderEssegaier, and Rajeev Kohli, Journal of Marketing Research, 37(August 2000), pp. 363-75. [Discussion, Hierarchical Bayesiansystem. Model comparisons. Customer and product heterogeneity.Information sources. Application to movies. Variables (genre,expert, demographic). Statistical analysis.] 97

e-Satisfaction: An Initial Examination. David M. Szymanski andRichard T Hise, Journal of Retailing, 76 (Fall 2000), pp. 309-22.[Literature review. Model presentation. Hypotheses, Consumersurvey. Variables, Convenience, Product offerings. Product infor-mation. Site design. Financial security. Statistical analysis. Impli-cations.] 98

Marketing Lessons from E-Failures. Vittoria Varianini and DianaVaturi, McKinsey Quarterly, (No. 4, 2000), pp. 86-97. [Businesslaunch. Customer orientation. Qualitative research. Graphic profil-ing. Sequence of activities. Customer expectations. Continuous-relationship marketing systems. Media spending. Guidelines.] 99

Buyers Turn Wary Eyes on Electronic Auctions. Anne MillenPorter, Purcliasing, 129 (August 24, 2000), pp. 109-10, 112. [Dis-cussion, Problems, Too small to command much benefit. Notenough time to investigate. Does not fit with methods of dealingwith suppliers. Damage to long-standing supply relationship.Assistance in designing products. Quality, Supply-base shakeouts.Examples.] 100

After Overcoming Their Apprehensions, Mall OwnersEmhrace E-Commerce. Timothy P Henderson, Stores, 82 (July2000), pp. 47-48, 50, 52. [Survey, Online expenditures. Nation-wide networks. Virtual stores. Services available to retailers on ausage-based cost model. Customized solutions. Examples.] 101

Customer Service, Brand Management Seen as Key Aspects ofOn-line Fulfillment. Susan Reda, Stores, 82 (October 2000), pp.40, 42, 44. [Discussion, Third-party providers. Set up IT infra-structure. Order processing. Customer satisfaction. Multimediaapproach. Example.] 102

Retailers Migrate to On-line Auction Sites as New SellingChannel. Susan Reda, Stores, 82 (September 2000), pp. 140, 142,144. [Trends, Building auction capabilities into Web sites. Impacts,Moving products. Acquiring customers. Software applications andseller services. Customer relationship management. Examples.]

103

Web-Based Technologies Power Growing Uses of In-StoreKiosks. Tony Seideman, Stores, 82 (July 2000), pp. 62, 64. [Dis-cussion, Interactive activities. Extending assortment offered instore. Providing information to salespeople. Conducting customer

Marketing Literature Review/147

transactions. Providing entertainment and promotional material.]104

2.5 Physical DistributionSee also 157, 188,232

Introducing JIT Manufacturing: It's Easier Than You Think.Luciana Beard and Stephen A. Butler, Business Horizons, 43(September/October 2000), pp. 61-64. [Survey of production man-agers. Adapting JIT to fit the needs of their companies. Generalmanufacturing environment. Inventory and ordering practices.Suppliers, Problems, Costs, Assessment.] 105

From Supply Chain to Value Net. David Bovel and JosephMartha, Journal of Business Strategy, 21 (July/August 2000), pp.24-28. [Discussion, Solving customer problems. Respond rapidlyto customer demands. Build a strong brand based on services.Build in barriers to competition. Examples, Guidelines.] 106

Customer Profitability in a Suppjy Chain. Rakesh Niraj, Mahen-dra Gupta, and Chakravarthi Narasimhan, Journal of Marketing, 65(July 2001), pp. 1-16. [Literature Review; Model development,comparison, and implementation; Data collection (large distribu-tor); Effect of volume, complexity, and efficiency factors on grossproflt, service costs, and net customer profits; Sensitivity analysis.]

107

Supply Chain Inventory Management and the Value of SharedInformation. Gerard P. Cachon and Marshall Fisher, ManagementScience, 46 (August 2000), pp. 1032-48. [Literature review. Modelpresentation. Periodic reviews. Traditional and full informationpolicies. Simulation-based lower bound costs. Electronic datainterchange. Numerical study.] 108

Internet APLs Make Headway into Third-Party Logistics.Brian Milligan, Purchasing, 129 (August 10, 2000), pp. 85, 87.[Discussion, Application Process Locations, Web sites to take careof shipping needs. Asset relationships. Skepticism, Examples.]

109

Rail Industry Discovers the Internet Brian Milligan, Purchas-ing, 129 (August 24, 2000), pp. 139-42. [Logistics exchanges.Demand forecasting. Tracking and tracing technology. View a largecustomer base. Complaint handling. Examples.] 110

Transportation Exchanges Must Get Plugged In. Brian Milli-gan, Purchasing, 129 (July 13, 2000), pp. 78-79, 82-85, 89, 92.[Business-to-business e-commerce. Provides shipment informationelectronically. Must develop complex supply chain activityoptions. Data transmission. Emphasis on rates. Consolidation,Examples.] U l

Transportation Holds Up Its End of JIT Bargain. Brian Milli-gan, Purchasing, 129 (September 7, 2000), pp. 75-76, 78, 81-82.[Discussion, Inventory reductions. Overnight deliveries. Use ofInternet, Transportation exchanges. Emergency planning. Regula-tion, Examples.] 112

V i e s Seeks Supply Chain Efficiency Through New StandardBill of Lading. Timothy P Henderson, Stores, 82 (August 2000),pp. 111-12. [Voluntary Interindustry Commerce Standards Associ-ation, EDI transactions. Mandatory and conditional information.Compliance issue. Examples.] 113

2.6 PricingSee also 79, 80, 81, 86, 122, 125, 126, 127, 190

The Hidden Value in Postmerger Pricing. Michael V. Mam,Jamie Moffitt, Dennis D. Swinford, and Craig C. Zawada, McKin-sey Quarterly, (No. 4, 2000), pp. 38-45. [Discussion, Aligningprice with new value. Uncovering accumulated discounts. Usingprice structures to fuel demand. Discovering and adopting betterpricing practice. Setting intensity of competition. Expectationsregarding change. Examples.] 114

Virtual Pricing. Michael V. Mam, McKinsey Quarterly, (No. 4,2000), pp. 128-30. [Pricing on the Intemet, Price variations. Trans-parency, Examining buying pattems of consumers. Market seg-mentation. Incentives, Electronic coupons. Assessment.] 115

2.7 ProductSee also 7,9, 13, 15,17, 24,25, 27, 35,41,62,70, 80, 83, 88, 102,124, 145, 157, 167, 176, 192, 197, 217, 220, 223, 241

Styling Strategy. Tom Moulson and George Sproles, BusinessHorizons, 43 (September/October 2000), pp. 45-52. [Theories onthe diffusion of innovative styles. New style acceptance in the autoindustry. Forecasting models. Profiles, Stages (preintroduction,midlife, decline, demise). Market acceptance. Misconceptions,Assessment.] 116

The Reason for the Patent Wars. Timothy J. O'Hearn, BusinessHorizons, 43 (July/August 2000), pp. 33-42. [Technological inno-vation. Factors, Appropriability, involvement of complementaryassets. Design paradigm. Legal relations and rules. Variationsamong industries and projects. Organizing and measuring theprocess. Examples.] 117

Futurology of Brand Management. Ian Ryder, Journal of BrandManagement (UK). 8 (September 2000), pp. 13-23. [Trends, Cus-tomer relationship management. Total customer experience.Demographics, Technology, Knowledge management/intellectualasset management. Assessment.] 118

Does Customer Interaction Enhance New Product Success?Kjell E. Gruner and Christian Hornburg, Journal of BusinessResearch, 49 (July 2000), pp. 1-14. [Literature review. Proposi-tions, Field interviews (sample in the machinery industry). Inten-sity of interaction. Characteristics of involved customers. Impacts,Quality, Development process. Financial, Inexpensiveness of newproduct ownership. Statistical analysis. Managerial implications,Germany.] 119

Reducing Assortment: An Attribute-Based Approach. PeterBoatwright and Joseph C. Nunes, Journal of Marketing, 65 (July2001), pp. 50-63. [Literature Review, Model presentation. Experi-ment, Effects of attribute cuts on sales (brand, share, flavor, brand-size). Statistical analysis. Implication.] 120

Building Store Loyalty Through Store Brands. Marcel Corstjensand Rajiv Lai, Journal of Marketing Research, 37 (August 2O(X3),pp. 281-91. [Literature review. Model development. Propositions,Data collection (retailer- and household-level analysis). Qualitystore brands. Impacts, Store differentiation and profitability. Com-plementary role of national brands. Statistical analysis, Europe,Canada, U.S.] 121

2.8 Sales PromotionSee also S\, 115, 186,219

The Prohlem with Micro-marketing. Christopher Preston, Jour-nal of Advertising Research, 40 (July/August 2000), pp. 55-58.[Discussion, Wasteful advertising. Need for more targeted commu-nications. Impacts on primary demand, Intemet advertising isessentially sales promotion elevated by the use of computer tech-nology. Retail point-of-sale promotions are merely targeted pricepromotion.] 122

Trade Shows, Trade Missions, and State Governments:Increasing FDI and High-Tech Exports. Timothy J. Wilkinsonand Lance Eliot Brouthers, Journal of International Business Stud-ies, 31 (Fourth Quarter 2000), pp. 723-34. [Discussion, Two mod-els. Hypotheses, Data collection. States with comparatively moreforeign direct investment (FDI) have greater success in their use oftrade missions for the purpose of inward FDI attraction and in theiruse of trade shows to promote high-tech exports.] 123

A Benefit Congruency Framework of Sales Promotion Effec-tiveness. Pierre Chandon, Brian Wansink, and Gilles Laurent,

148 / Journal of Marketing, April 2002

Journal of Marketing, 64 (October 2000), pp, 65-81. [Literaturereview. Monetary and nonmonetary promotions, Hedonic and util-itarian consumer benefits. Hypotheses, Measurement and experi-mental studies. Impacts, High- and low-equity brands. Compar-isons, Multibenefit frameworks, French and U.S, respondents.Statistical analysis. Implications.] 124

Promotion of Prescription Drugs and Its Impact on Physicians'Choice Behavior. Fusun F, Gonul, Franklin Carter, Elina Petrova,and Kannan Srinivasan, Journal of Marketing, 65 (July 2(X)1), pp,79-90, [Discussion, Model presentation. Hypotheses, Data collec-tion. Impacts, Pricing, Detailing, Samples, Numbers of Medicareor health maintenance organization patients. Statistical analysis.Implications,] 125

An Experimental and Theoretical Analysis of Price-MatchingRefund Policies. Sanjay Jain and Joydeep Srivastava, Journal ofMarketing Research, 37 (August 2000), pp, 351-62. [Literaturereview. Model presentation and extensions. Propositions, Twoexperiments. Numerical examples. Competition-reducing andprice discrimination effects can be counteracted by the presence ofdifferentiated tlrms and uninformed consumers,] 126

The Estimation of Pre- and Postpromotion Dips with Store-Level Scanner Data. Harald J, Van Heerde, Peter S.H, Leeflang,and Dick R, Wittink, Journal of Marketing Research, 37 (August2000), pp, 383-95, [Literature review. Lead and lag structures(Almon model, unrestricted dynamic effects model, exponentialdecay model). Price discounts (without any support, display-only,feature-only, feature and display). Assessment,] 127

2.9 AdvertisingSee also 1, 10, 11, 12,31,32,49,86,87, 122, 160, 161, 162, 166,197, 198,202

Fewer Is Better. Yvan Boivin and Francois Coderre, Journal ofAdvertising Research, 40 (July/August 2000), pp, 45-53. [Mediascheduling procedures. Reach, Number of insertions and vehicles.Elimination, Marginal revenue/cost analysis. Assessment, Canada,]

128

Potential Challenges the Internet Brings to the Agency-Adver-tiser Relationship. Alan J, Bush and Victoria D, Bush, Journal ofAdvertising Research, 40 (July/August 2000), pp, 7-16, [Literaturereview. National sample of advertising agencies and advertisers.Perceptions and usage of Internet by organization type and size.Ethical issues. People who influence decision. People who main-tain Web site. Statistical analysis. Strategic implications,] 129

English in Dutch Commercials: Not Understood and NotAppreciated. Marinel Gerritsen, Hubert Korazilius, Frank vanMeurs, and Inge Gijsbers, Journal of Advertising Research, 40(July/August 2000), pp, 17-31, [Literature review. Survey of agegroups (15 to 18 and 50 to 57), Comparisons, Education levels.Comprehension of English, Differences in correctly transcribingwith and without text appearing on screen. Statistical analysis,]

130

Ambush Marketing: "An Olympic Event." John A. Tripodi andMax Sutherland, Journal of Brand Management (UK), 7 (August2000), pp, 412-22. [Sports sponsorship. Cost-effective altema-tives. Ethical considerations. Incidental ambush. Clutter, Success,Guidelines,] 131

Fostering Client-Agency Relationships: A Business BuyingBehavior Perspective. J. David Lichtenthal and David Shani,Journal of Business Research, 49 (September 2000), pp, 213-28.[Literature review. Survey of sales executives. Factors (environ-mental, organizational, group, individual). Statistical analysis.Implications,] 132

Star Power. Betsy Cummings, Sales and Marketing Management,(April 2001), pp, 52-54, 56, 58-59, [Discussion, Market strategy.

Celebrity spokespersons. Credibility, Impacts, Sales meetings.Brand loyalty. Examples.] 133

2.10 Personal SellingSee also 37, 45, 73, 144, 146, 147, 148, 149, 150, 151, 153, 155,222

Examining Gender Differences in Field Sales Organizations.William C. Moncrief, Emin Babakus, David W, Cravens, and MarkW. Johnston, Journal of Business Research. 49 (September 2000),pp, 245-57. [Literature review. Hypotheses, Survey of salespeople.Measures, Role ambiguity. Role conflict. Job stress. Job satisfac-tion. Met expectations. Organizational commitment. Propensity toleave. Statistical analysis. Managerial implications.] 134

Successful and Unsuccessful Sales Calls: Measuring Salesper-son Attributions and Behavioral Intentions. Andrea L, Dixon,Rosann L, Spiro, and Maqbul Jamil, Journal of Marketing, 65 (July2001), pp. 64-78, [Theoretical discussion. Propositions, Scaledevelopment. Measures, Performance attributions for a previoussales interaction. Intended behaviors for a future similar selling sit-uation. Personal characteristics. Statistical analysis. Managerialimplications,] 135

Supervisory Orientations and Salesperson Work Outcomes:The Moderating Effect of Salesperson Location. Goutam Chal-lagalla, Tasadduq Shervani, and George Huber, Journal of PersonalSelling and Sales Management. 20 (Summer 2000), pp, 161-71.[Model estimation. Hypotheses, Survey of close and remote sales-people. Satisfaction with supervisor. Performance, Impacts, Sales-person experience. Supervisor role ambiguity. Task complexity.Orientations (end results, activity, capability). Statistical analysis.Implications,] 136

Communication Between Hispanic Salespeople and Their Cus-tomers: A First Look. Lucette B, Comer and J,A,F, Nicholls,Journal of Personal Selling and Sales Management. 20 (Summer2000), pp, 121-27, [Literature review. Research questions. Inter-views with "key informants," Cultural communication style.Altered style when selling to Anglo Americans, Cultural clasheswhen interactions occur with Hispanic customers of a differentnational origin and/or different stage in acculturation process,]

137

The Role of Trust in Salesperson-Sales Manager Relation-ships. Karen E, Flaherty and James M, Pappas, Journal of PersonalSelling and Sales Management. 20 (Fall 2000), pp. 271-78,[Leader-member exchange theory. Hypotheses, Survey of automo-bile salespeople. Variables, Satisfaction, Commitment, Trtist, Pro-cedural and distributive justice. Career stage. Age, Job tenure inyears. Occupational tenure. Statistical analysis. Implications.] 138

Does Relational Demography Matter in a Personal SellingContext? Kevin M, McNeilly and Frederick A, Russ, Journal ofPersonal Selling and Sales Management, 20 (Fall 2000), pp.279-88, [Literature review. Hypotheses, Data from manager-repdyads. Variables, Role ambiguity. Role conflict, Advanceinentopportunities. Organizational commitment. Intention to stay. Per-formance effectiveness. Differences (age, education, sex). Statisti-cal analysis,] 139

Examining the Relationship Between Work Attitudes andPropensity to Leave Among Expatriate Salespeople. Earl Nau-mann, Scott M. Widmier, and Donald W, Jackson Jr., Journal ofPersonal Selling and Sales Management. 20 (Fall 2000), pp,227-41, [Literature review; Hypotheses; Survey of U.S, expatriatesales reps; Measures; Individuai, job, and organization characteris-tics; Sales force attitudes; Propensity to leave; Statistical analysis;Managerial implications,] 140

An Empirical Investigation of Key Account Salesperson Effec-tiveness. Sanjit Sengupta, Robert E. Krapfel, and Michael A.Pusateri, Journal of Personal Selling and Sales Management, 20

Marketing Literature Review/149

(Fall 2000), pp. 253-61. [Model development and testing,Hypotheses, Survey, Measures, Strategic and intrapreneurial abili-ties, Commuriication quality, Customer trust. Perceived effective-ness. Interactions, Statistical analysis.] 141

Wishing List. Gabrielle Birkner, Sales and Marketing Manage-ment, (September 2000), pp. 64-68,70. [Personal interviews. Whatsalespeople want most, Communication, Training, Motivation,Coaching, Assessment.] 142

Do Customers Hate Salespeople? Betsy Cummings, Sales andMarketing Management, (June 2001), pp. 44-48, 50-51. [Discus-sion, Problems, Reps don't do their homework. Too pushy. Over-riding a buyer's decision by going to company executives. Don'tfollow up. Often rude. Mislead clients. Examples.] 143

2.11 Sales ManagementSee also ^5, 5\, 132, 133, 135, 136, 138, 139, 140, 141, 142,238

Heterogeneity in Sales Districts: Beyond Individual-Level Pre-dictors of Satisfaction and Performance. R. Venkatesh, GoutamChallagalla, and Ajay K. Kohli, Journal of the Academy of Mar-keting Science, 29 (Summer 2001), pp- 238-54. [Literature review.Hypotheses, Survey of salespeople. Measures, Dispersions (careerstage, sex, competence, reward, learning, and prove orientation).Unit job satisfaction and performance. Statistical analysis. Man-agerial implications.] 144

Selling Strategies: The Effects of Suggesting a Decision Struc-ture to Novice and Expert Buyers. Judy A. Wagner, Noreen M.Klein, and Janet E. Keith, Journal of the Academy of MarketingScience, 29 (Summer 2001), pp. 289-306. [Literature review;Hypotheses; Field experiment; When sellers use an agenda sellingstrategy, target products receive higher evaluations and have higherprobabilities oi" being considered and chosen; Buyer expertisemoderates this effect; Implications.] 145

From Uncertain Intentions to Actual Behavior: A ThresholdModel of Whether and When Salespeople Quit. Murali Chan-drashekaran, Kevin McNeilly, Frederick A. Russ, and DetelinaMarinova, Journal of Marketing Research, 37 (November 2000),pp. 463-79. [Literature review. Model development. Hypotheses,Survey of sales reps. Antecedent variables. Intention magnitudeand uncertainty. Probability and timing of quitting. Statisticalanalysis. Printing and publishing industry.] 146

An Empirical Investigation of Critical Success Factors in thePersonal Selling Process for Homogeneous Goods. Sean Dwyer,John Hill, and Warren Martin, Journal of Personal Selling andSales Management, 20 (Summer 2000), pp. 151-59. [Literaturereview. Survey of sales agents. Measures, Prospecting, Preap-proach. Approach, Sales presentation. Handling objections. Clos-ing, Follow-up, Profile of high versus low performance. Statisticalanalysis. Implications, Life insurance industry.] 147

An Empirical Investigation of a Social Exchange Model ofOrganizational Citizenship Behaviors Across Two Sales Situa-tions: A Turkish Case. Bulent Menguc, Journal of Personal Sell-ing and Sales Management, 20 (Fall 2000), pp. 205-14. [Literaturereview. Hypotheses, Survey of retail and insurance salesperson-manager dyads. Measures, Helping behavior. Sportsmanship, Civicvirtue. Trust in sales manager. Procedural justice. Statistical analy-sis. Managerial implications.] 148

Managing Salesperson Motivation in a Territory Realignment.Kirk Smith, Eli Jones, and Edward Blair, Journal of Personal Sell-ing and Sales Management, 20 (Fall 2000), pp. 215-26. [Theoret-ical discussion. Model presentation. Hypotheses, Two studies.Managerial actions based on expectancy theory were found to bemore effective for salespeople whose territory realignmentincreased sales potential and justice-based actions were moreeffective for salespeople experiencing a reduction in territorypotential. Implications.] 149

Sales Territory Alignment: An Overlooked Productivity Tool.Andris A. Zoltners and Sally E. Lorimer, Journal of Personal Sell-ing and Sales Management, 20 (Summer 2000), pp. 139-50. [Dis-cussion, Benefits (customer coverage, increased sales, morale,reduced travel time). Obstacles (incentive compensation plans,cumbersome task, data availability). Success, Guidelines.] 150

AU the Right Moves. Karen J. Bannan, Sales and Marketing Man-agement, (June 2001), pp. 58-60, 62-64. [Management styles.Teams, Evaluation, Traveling with reps. Motivation, Perform atechnology audit. Set the right tone. Examples.] 151

How to Run a Customer Meeting. Elana Harris, Sales and Mar-keting Management, (August 2000), pp. 62-64, 66-68, 70. [Build-ing relationships. Integrate customer expectations with meeting'sobjectives. Company-client dialogues. Maximize attendance byhigh-level executives at top customer companies. Networking,Examples.] 152

Fight Club. Mark McM aster. Sales and Marketing Management,(August 2000), pp. 44-48,50. [Management styles. Resolving con-flict. Building teamwork among reps. Factors, Read the signals andintervene early. Don't be afraid to get personal. Analyze sources oftension. Lead by example. Examples.] 153

The Third Time's the Charm. David Prater, Sales and MarketingManagement, (September 2000), pp. 100-102, 104. [Sales andmarketing automation. Implementation stages. Systems overhaul.Evaluate software packages. Systems improvement allowingreports to be e-mailed from headquarters on a more timely basis.Case study. Building materials industry.] 154

Doctoring Sales. Erin Strout, Sales and Marketing Management,(May 2001), pp. 52-54,58-60. [Discussion, Pharmaceuticals, Sell-ing to physicians. Market strategy. Incentives, Dinners, Free trips.Free samples. Providing good information, Prescriber profiles.Examples.] 155

3. SPECIAL MARKETING APPLICATIONS

3.1 IndustrialSee also 52, 64, 105, 119, 168, 171

When Does Vertical Coordination Improve Industrial Purchas-ing Relationships? Amt Buvik and George John, Journal of Mar-keting, 64 (October 2000), pp. 52-64. [Literature review; Hypothe-ses; Survey of industrial buyers; When specific investments aremodest, greater vertical coordination diminishes transaction diffi-culties in adapting to high environmental uncertainty; Verticalcoordination increases transaction difficulties when firms adapt tohigh environmental uncertainty and specific investments are sub-stantial.] 156

Companies Get Purchasing Pros into the Design Stage. Pur-chasing, 129 (August 24, 2000), pp. 26-28. [Survey, Helps identifybest parts and materials early on. Excessive costs and/or long leadtimes. Competitive advantage. Early supplier involvement.Improved value-added stream. Examples.] 157

Weh, Outsourcing Revolutionize Buying. James Carbone, Pur-chasing, 129 (August 24, 2000), pp. 50-51, 54, 59-60, 62. [Origi-nal equipment manufacturers. Automation of purchasing transac-tions. Reduction in procurement cycle time. Managing multipletiers of the supply chain. Expanding role of contract manufactur-ers. Web as a sourcing tool. Examples.] 158

Outsourcing: Key to Many Competitive Battles. Robert M.Monczka and James P. Morgan, Purchasing, 129 (August 24,2000), pp. 85, 89, 91. [Study, Factors, Cross-functional input toevaluate and select suppliers. Information sharing. Resource appro-priation, Insourcing/outsourcing strategy and process model,impacts. Core competencies. Success, Guidelines.] 159

150 / Journal of Marketing, April 2002

3.2 Nonprofit, Political, and Social CausesSee also 48, 123

Fountain of Youth. David J. Lipke, American Demographics, 22(September 2(XX)), pp. 37-38, 40. [American Association ofRetired Persons, Image revamp. Advertising campaign. Publicationmakeover. New publication. Target markets. Baby Boomers, Pro-prietary research. Attitudes toward joining civic and social organi-zations. Statistical data.] 160

Oh Come All Ye Faithful. Alison Stein Wellner, American Demo-graphics, 23 (June 2001), pp. 50-55. [Religious institutions. Com-petition, Market strategy, T'arget markets. Young adults. Entertain-ment, Advertising campaigns. Family influence. Examples.] 161

Explaining Gendered Responses to "Help-SelP' and "Help-Others" Charity Ad Appeals: The Mediating Role of World-Views. Frederic F. Brunei and Michelle R. Nelsen, Journal ofAdvertising, 29 (Fall 2000), pp. 15-27. [Literature review.Hypotheses, Two experiments. Women respond more favorably tothe help-others appeal and men to the help-self appeal. Assess-ment, Implications.] 162

Charitable Programs and the Retailer: Do They Mix? PamScholder Ellen, Lois A. Mohr, and Deborah J. Webb, Journal ofRetailing, 76 (Fall 2000), pp. 393-406. [Literature review. Causemarketing. Attribution theory. Gift giving. Hypotheses, Experi-ment, Factors, Donation situation, Congruency with core business.Effort, Commitment, Store types. Differences, Statistical analysis.]

163

3.3 International and ComparativeSee also l\, 12, 13, 14,32,42,63,68,83,121,123,124, 130, 137,140, 148, 207, 223, 224, 237, 240

After the Meltdown: A Survey of International Firms in Rus-sia. Avraham Shama, Business Horizons, 43 (July/August 2000),pp. 73-81. [Information on year of entry, entry strategy, businessactivities, and performance; Financial collapse; Response strate-gies; Future prospects; Case studies.] 164

A Better Way to Crack China. Wilfried R. Vanhonacker, HarvardBusiness Review, 78 (July/August 2000), pp. 20, 22. [Discussion,Joint-stock companies (foreign investor shareholding corpora-tions). Impacts, Industrial reform. Access to markets, Profltability,Case study. Photo industry.] 165

A Content Analysis of Magazine Advertisements from theUnited States and the Arah World. Fahad S. Al-Olayan andKiran Karande, Journal of Advertising, 29 (Fall 2000), pp. 69-82.[Literature review. Hypotheses, Depiction of men and women.Comparative ads. Information content. Price appeal. Impacts, Roleof religion in forming values. Level of individualism. High- versuslow-context culture. Economic differences. Assessment, Implica-tions.] 166

Market Closeness, Commitment, and the International Cus-tomisation of Brand Image: The Case of Western Brands in theCzech Republic. Roger Bennett and Radka Koudelova, Journal ofBrand Management (UK), 8 (September 2000), pp. 54-68. [Liter-ature review. Hypotheses, Survey, Market closeness and marketcommitment significantly affect the degree of image customiza-tion. Impacts, Cultural differences. Implications.] 167

Wholly Owned Subsidiary Versus Technology Licensing in theWorldwide Chemical Industry. Ashish Arora and Andrea Fosfuri,Journal of International Business Studies, 31 (Fourth Quarter2000), pp. 555-72. [Discussion, Hypotheses, Data collection(Chemical Age Project File), Impacts, Cultural distance. Learningthrough past experience. Number of technology suppliers. Statisti-cal analysis.] 168

Cross-National Empirical Generalization in Business ServicesBuying Behavior. Douglas Bowman, John U. Farley, and David C.

Schmittlein, Journal of International Business Studies, 31 (FourthQuarter 2000), pp. 667-85. [Discussion, Hypotheses, Model devel-opment and testing. Panel data on foreign exchange services banksprovide to major multinational corporations. Interviews with cor-porate financial managers. Supplier selection and usage decisions.Sources of differences across countries. Statistical analysis. Impli-cations.] 169

Internationalization and Firm Risk: An Upstream-Down-stream Hypothesis. Chuck C.Y. Kwok and David M. Reeb, Jour-nal of International Business Studies, 31 (Fourth Quarter 2000),pp. 611-29. [Literature review. Hypotheses, Data collection (Dis-closure World Scope Database), The overall effect of international-ization on the risk and leverage of multinational corporations isexpected to vary with home and target market considerations. Sta-tistical analysis. Many countries.] 170

What Makes Management Style Similar and Distinct AcrossBorders? Growth, Experience and Culture in Korean andJapanese Firms. Jangho Lee, Thomas W. Roehl, and SoonkyooChoe, Journal of International Business Studies, 31 (Fourth Quar-ter 2000), pp. 631-52. [Literature review. Model presentation.Hypotheses, Survey of manufacturing firms. Impacts, Strategicgoals. Environment analysis. Technology development. Supplierrelations. Closeness with customers. Marketing, Human resourcemanagement. International orientation. Implications, MANOVA.]

171

Organizational Learning About New International Markets:Exploring the Internal Transfer of Local Market Knowledge.Michael D. Lord and Annette L. Ranft, Journal of InternationalBusiness Studies, 31 (Fourth Quarter 2000), pp. 573-89. [Litera-ture review; Hypotheses; Sample of divisional entries of diversifiedU.S.-based firms into China, India, and Russia; Impacts; Organiza-tional structures; Statistical analysis.] 172

National Culture, Transaction Costs, and the Choice BetweenJoint Venture and Wholly Owned Subsidiary. Shige Makino andKent E. Neupert, Journal of International Business Studies, 31(Fourth Quarter 2000), pp. 705-13. [Literature review. Hypotheses,Data collection (Japanese firms in the U.S. and U.S. firms inJapan), Hennart's transaction cost model of entry mode choice.Ownership preferences. Statistical analysis.] 173

The Hierarchical Model of Market Entry Modes. Yigang Panand David K. Tse, Journal of International Business Studies, 31(Fourth Quarter 2000), pp. 535-54. [Literature review. Hypotheses,Sample of foreign entry activities. Nonequity (export, contractualagreements). Equity (equity joint ventures, wholly owned sub-sidiary). Factors (host country, home country, host and home coun-tries, industry). Statistical analysis, China.] 174

Attitudes Toward Cooperative Strategies: A Cross-CulturalAnalysis of Entrepreneurs. H. Kevin Steensma, Louis Marino,and K. Mark Weaver, Journal of International Business Studies, 31(Fourth Quarter 2000), pp. 591-609. [Literature review. Hypothe-ses, Survey, Impacts, National culture (uncertainty avoidance, mas-culinity, individualism). Statistical analysis. Many countries.] 175

Cultural Variations in Country of Origin Effects. ZeynepGurhan-Canli and Durairaj Maheswaran, Journal of MarketingResearch, 37 (August 2000), pp. 309-17. [Theoretical discussion.Hypotheses, Experiment, Respondents in Japan evaluated the tar-get product that originated in the home country more favorablyregardless of product superiority. United States respondents con-sidered whether the product was superior to competitors'. Impacts,Individualism and collectivism.] 176

Targeting the New Chinese Woman: Marketing Implicationsfor Multinational Corporations. Subir Bandyopadhyay and RinaTaraseiskey-King, Journal of Segmentation in Marketing, 4 (No. 2,2001), pp. 47-67. [Discussion, Segmentation bases. Demographic,

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Geographic, Urban areas, City women. Suburbs, Rural, Psycho-graphic, Lifestyle, Involvement, Assessment.] 177

Demographic Segmentation of Shoppers at Traditional Mar-kets and Supermarkets in Taiwan. Eric ChiChung Shui and JohnA. Dawson, Journal of Segmentation in Marketing. 4 (No. 2,2001), pp. 69-85. [Literature review. Postulated models. Consumersurvey. Younger generations and higher-class people are morelikely to be attracted to supermarkets. Managerial implications.]

178

The Household Life Cycle Model as a Segmentation Tool inUrhan China. Ann Veeck, Journal of Segmentation in Marketing,4 (No. 2, 2001), pp. 25-46. [Literature review. Survey of house-holds. Life cycles developed in the West are not appropriate to rep-resent households in China, Redefined model with applications.]

179

3.4 ServicesSee also 4, 5, 31, 34, 38, 40, 42, 70, 73, 89, 97, 101, 102, 103, 125,147, 155, 169,201,221,226,231

Organizing Work in Service Firms. Richard Metters and Vin-cente Vargas, Business Horizons, 43 (July/August 2000). pp.23-32. [Discussion, Impacts, Computer technology. Decouplingapproaches (cost leader, cheap convenience, dedicated service, pre-mium service). Assessment, Banking industry;] 180

Networked Incubators: Hothouses of the New Economy.Morten T. Hansen, Henry W. Chesbrough, Nitin Nohria, and Don-ald N. Sull, Harvard Business Review, 78 (September/October2000), pp. 74-82, 84. [Business growth; Provide office space,funding, and basic services; Offer extensive network of powerfulbusiness connections; Maintain spirit of entrepreneurship; Net-work access; Portfolio strategy; Network design; Examples.] 181

Creating Customer-Focused Health Care Organizations.Robert C. Ford and Myron D. Fottler, Health Care ManagementReview, 25 (Fall 2000), pp. 18-33. [New paradigm. Comparisons,Focus on physicians/third-party payers. Impacts, Patient comfort.Convenience, Satisfaction, Service quality. Rewards, Managers,Health care staff and organizations. Assessment, Implications.]

182

The Effects of Open Access on Member Satisfaction and Inten-tions to Remain in an HMO. John E. Gamble, Marjorie L.Icenogle, Norman B. Bryan, and Daniel A. Rickert, Health CareManagement Review. 25 (Fall 2000), pp. 34-47. [Theoretical dis-cussion. Model presentation and revision. Survey, Measures,Autonomy, Resources, Price, Convenience, Statistical analysis.]

183

Better Medicare Cost Report Data are Needed to Help Hospi-tals Benchmark Costs and Performance. Stephen A. Magnusand Dean G. Smith, Health Care Management Review, 25 (Fall2000), pp. 65-76. [Literature review. Disputes over allowablecosts. Cost shifting and reimbursement gaming. Inability to com-pare costs across institutions. Inability to measure patient carecosts. Lack of timeliness. Factors affecting data quaiity. Assess-ment.] 184

The Strategic Behavior of U.S. Rural Hospitals: A Longitudi-nal and Path Model Examination. Hanh Q. Trinh and Stephen J.O'Connor, Health Care Management Review, 25 (Fall 2000), pp.48-64. [Literature review. Hypotheses, Data collection. Endoge-nous and exogeneous variables. Impacts, Market power strategies.Organizational characteristics. Statistical analysis. Managerialimplications.] 185

4. MARKETING RESEARCH

4.1 Theory and Philosophy of ScienceSee also 16, 17,51,57,69,86, 108, 126, 149,212,215,240

The Commodification of the American West: Marketers' Pro-duction of Cultural Meanings at the Trade Show. Lisa Penaloza,Journal of Marketing, 64 (October 2000), pp. 82-109. [Theoreticaldiscussion. Critical ethnographic research perspective. Market cul-ture (National Westem Stock Show and Rodeo), Mechanisms forcultural negotiation. Production of the West in agents' discourseand practice. Assessment, implications.] 186

Management Science, 46 (September 2000), pp. 1171-1267. [Sixarticles on stochastic models and simulation. Path generation forquasi-Monte Carlo simulation. Risk-constrained dynamic activeportfolio management. Management of HIV-infected patients.Variance reduction via lattice rules. Traffic approximation forworkload processes. Price and service discrimination in queuingsystems.] 187

Exact and Heuristic Solutions for a Shipment Prohlem withGiven Frequencies. Luca Bertazzi, Maria Grozia Speranza, andWalter Ukovich, Management Science, 46 (July 2000), pp. 973-88.[Model presentation. Transportation, Inventory, Dominance rules,Branch-and-bound, Assessment of optimal solutions versus strate-gies with relaxed assumptions.] 188

Assessing Dependence: Some Experimental Results. Robert T.Clemen, Gregory W. Fischer, and Robert L. Winkler, ManagementScience, 46 (August 2000), pp. 1100-15. [Two studies. Correla-tion, Concordance probability. Covariation judgment. Spearman'srho. Subjective assessment.] 189

Perishable Asset Revenue Management with Markovian TimeDependent Demand Intensities. Youyi Feng and Guillermo Gal-lego, Management Science, 46 (July 2000), pp. 941-56. [Literaturereview. Models, Dynamic pricing. Stopping times. Intensity con-trol. Martingales, Finite horizon. Optimal policies. Examples.]

190

Market Information and Firm Performance. Jagmohan S. Rajuand Abhik Roy, Management Science, 46 (August 2000), pp.1075-84. [Literature review. Value of information. Model presen-tation. Propositions, Decision analysis. Game theory. Equilibriumprices and profits. Effects, Product substitutability. Industry andfirm size. Mode of conduct. Assessment.] 191

Sequential Product Positioning Under Differential Costs.Rajeev K. Tyagi, Management Science, 46 (July 2000), pp.928-40. [Literature review. Model presentation. Propositions,Sequential entry. First-mover advantage. Game theory. Uncer-tainty, Cost structures. Assessment.] 192

4.2 Research MethodologySee also 1 ,2 ,3,4,5,6,8,9, 10, 11, 12, 13, 14, 15, 16, 17, 18,19,20, 21, 23, 24, 25, 27, 28, 29, 30, 31, 32, 33, 34, 35, 36, 37, 38, 39,41, 42,49, 50, 58, 59, 60,61, 64,66,68, 78,79, 80,91, 95, 96,97,98, 107, 119, 120, 121, 124, 125, 126, 127, 128, 130, 132, 135,137, 145, 146, 160, 162, 163, 166, 167, 176, 178, 183, 187, 191,228, 235, 236

Under the Lens. Gerda Gallop-Goodman,-American Demograph-ics, 22 (September 2000), pp. 42, 45, 48. [Security cameras,.Impacts, Gathering data. Software packages. Shopping behavior.Program and promotion effectiveness. Examples.] 193

Who's the Boss? Rebecca Gardyn, American Demographics, 22(September 2000), pp. 52-56, 58. [Consumer mentality. Compari-son shopping for employment. Flexibility, Study, Most importantjob components. Telecommuting, Cost savings. Employee empow-erment. Cross-functional teams. Education, Statistical data.] 194

Mountains to Mine. Christina Le Beau, American Demographics,22 (August 2000), pp. 40-42,44. [Information overload. New tech-nologies. Data mining. Intranet connection. Combining data fromdifferent companies. Examples.] 195

152 / Journal of Marketing, April 2002

Movement at Warp Speed. Roberto Suro, American Demograph-ics, 22 (August 2000), pp. 60-64. [Trends, Upsurge in mobility.New Economy workers. Multiple job options. Global reach. Tech-nology centers. Fast-growing communities. Earnings, Migration,Transformation, Suburban consumer markets. Statistical data.]

196

The Match-Up Hypothesis: Physical Attractiveness, Expertise,and the Role of Fit on Brand Attitude, Purchase Intent andBrand Beliefs. Brian D. Till and Michael Busier, Journal of Adver-tising, 29 (Fall 2000), pp. 1-13. [Discussion; Techniques;Hypotheses; Two experiments; Attractiveness effect, but not thematch-up predicted in previous literature; Effectiveness in increas-ing brand attitude but not purchase intent; Impacts; Fit; Belong-ingness; Statistical analysis.] 197

Methods and Measures That Profile Heavy Users. BrianWansink and Sea Bum Park, Journal of Advertising Research, 40(July/August 2000), pp. 61-72. [Literature review. Techniques(simple mean comparisons, basic cluster analysis, hybrid two-stagecluster analysis). Magazine subscriptions. Lifestyle and personalityvariables. Statistical analysis.] 198

New Approaches to "Unforecastahle" Demand. MichaelGilliland and Drew Prince, Journal of Business Forecasting, 20(Summer 2001), pp. 9-12. [Discussion, Statistical approach. Sup-ply chain engineering. Demand smoothing. Economy of process.Proactive collaboration. Assessment.] 199

Which Forecasting Model Should We Use? Chaman L. Jain,Journal of Business Forecasting, 19 (Fall 2000), pp. 2, 28, 35. [Dis-cussion, Factors, Data pattern. Amount of data available, Seasonal-ity. Strong and stable cause and effect relationship. Forecast hori-zon. What and if analysis. Success, Guidelines.] 200

Assessment of the Three-Column Format SERVQUAL: AnExperimental Approach. Albert Caruana, Michael T. Ewing, andB. Ramaseshan, Journal of Business Research, 49 (July 2000), pp.57-65. [Using a six-group experimental design, group 1 respon-dents are administered the revised SERVQUAL instrument con-taining minimum and desired expectations, as well as performanceitems; Findings indicate that the perception battery is the salientcomponent, raising concerns regarding the usefulness of therevised expectations scale in service quality measurement.] 201

Bayesian Semiparametric Regression: An Exposition andApplication to Print Advertising Data. Michael Smith, RobertKohn, and Sharat K. Mathur, Journal of Business Research, 49(September 2000), pp. 229^44. [Discussion; Techniques; Modelingmarketing databases; Independent variables can enter into themodel in either parametric or nonparametric manner, significantvariables can be identified from a large number of potential regres-sors, and an appropriate transformation of the dependent variablecan be automatically selected from a discrete set of prespecifiedcandidate transformations.] 202

The Desperate Need for Replications. John E. Hunter, Journal ofConsumer Research, 28 (June 2001), pp. 149-58. [Discussion;Sampling error; Statistical, scientific, and conceptual replications;Heterogeneous domain; Assessment.] 203

Opportunities for Improving Consumer Research ThroughLatent Variable Structural Equation Modeling. Scott B.MacKenzie, Journal of Consumer Research, 28 (June 2001), pp.159-66. [Discussion, Advantages (ability to control for measure-ment error, enhanced ability to test the effects of experimentalmanipulations, test complex theoretical structures, link micro andmacro perspectives, assess reliability and validity). Limitations ofalternative methodologies.] 204

Consumers' Need for Uniqueness: Scale Development and Val-idation. Kelly Tepper Tian, William O. Bearden, and Gary L.Hunter, Journal of Consumer Research, 28 (June 2001), pp. 50-66.

[Literature review. Data collection (surveys and experiments). Cre-ative and unpopular choice counterconformity. Avoidance of simi-larity. Model fit indices for competing measurement models. Com-parison groups. Trait antecedents. Consequential effects,Situational moderators. Statistical analysis.] 205

Parameter Bias from Unobserved Effects in the MultinomialLogit Model of Consumer Choice. Charles Abramson, Rick L.Andrews, Imran S. Currim, and Morgan Jones, Journal of Market-ing Research, 37 (November 2000), pp. 410-26. [Literature review.Simulation study. Impacts, Choice set effects. Heterogeneity inpreferences and market response. State dependence. Serial correla-tion. Statistical analysis. Implications for model builders and man-agers.] 206

Response Styles in Marketing Research: A Cross-NationalInvestigation. Hans Baumgartner and Jan-Benedict E.M.Steenkamp, Journal of Marketing Research, 38 (May 2001), pp.143-56. [Discussion, Model estimation. Consumer survey. Sys-tematic effects of response styles on scale scores is a function oftwo scale characteristics (the proportion of reverse-scored itemsand the extent of deviation of the scale mean from the midpoint ofthe response scale). Research implications, European Union.] 207

A Multiple-Item Model of Paired Comparisons: SeparatingChance from Latent Preference. Albert C. Bemmaor and UdoWagner, Journal of Marketing Research, 37 (November 2000), pp.514-24. [Literature review; Model testing; When a binomial and abinomial/Dirichlet model were estimated on paired comparisons,taken separately for each of the data sets that used relative perfor-mance measurements, the same log-likelihood for both occurred.]

208

Testing the Reliability of Weight Elicitation Methods: DirectRating Versus Point Allocation. Paul A. Bbttomley, John R.Doyle, and Rodney H. Green, Journal of Marketing Research, 37(November 2000), pp. 508-13. [Literature review. Hypotheses,Experiment, Weights elicited by direct rating were more reliablethan those elicited by point evaluation in a test-retest situation.]

209

Subscale Distance and Item Clustering Effects in Self-Admin-istered Surveys: A New Metric. Eric T. Bradlow and Gavan J.Fitzsimons, Journal of Marketing Research, 38 (May 2001), pp.254-61. [Literature review. Hypotheses, Experiment, Special one-dimensional case of the spatial and attribute-based distance metricproposed by Hoch, Bradlow, and Wansink (1999) to explain sub-scale variance, replacing the indicator variable for clustering usedin a standard analysis of variance.] 210

The Joint Spatial Representation of Multiple Variable Batter-ies Collected in Marketing Research. Wayne S. DeSarbo andJianan Wu, Journal of Marketing Research, 38 (May 2001), pp.244-53. [Literature review. Model selection and analysis. Theauthors propose a new latent structure multidimensional scalingprocedure that is devised to represent jointly the structure in multi-ple batteries (preferences, proximities, and brand attribute ratings)of variables collected across the same set of respondents. Applica-tion.] 211

Index Construction with Formative Indicators: An Alternativeto Scale Development. Adamantios Diamantopoulos and Heidi M.Winklhofer, Journal of Marketing Research, 38 (May 2001), pp.269-77. [Theoretical discussion. Model comparisons. Data collec-tion. Impacts, Causal priority between the indicators and the latentvariable involved. Indicator collinearity. Sample size. Model fit.Assessment.] 212

Response Latencies in the Analysis of Conjoint Choice Experi-ments. Rinus Haaijer, Wagner Kamakura, and Michel Wedel, Jour-nal of Marketing Research, 37 (August 2000), pp. 376-82.[Authors use filtered response latencies to scale the covariancematrix of a multinomial probit model and show that this leads to

Marketing Literature Review/153

better model fit and holdout predictions, even if the response laten-cies in the holdout task are not used; Application.] 213

Factor Analysis and Missing Data. Wagner A. Kamakura andMichel Wedel, Journai of Marketing Research, 37 (November2(XX)), pp. 490-98. [Discussion, Techniques, Model presentation.Marketing data missing by design (data fusion, split questionnaire,subsampling, time sampling). Estimation and imputation. Syn-thetic data analysis. Assessment.] 214

Choice Menus for Mass Customization: An ExperimentalApproach for Analyzing Customer Demand with an Applica-tion to a Weh-Based Information Service. John Liechty, Vanka-tram Ramaswamy, and Steven H. Cohen, Joumai of MarketingResearch, 38 (May 2001), pp. 183-96. [Literature review; Effects;Customers' portfolio of choices from each of several experimentalmenus by estimating the utility for each menu item as a function ofits characteristics, price, and other specific attributes; Compar-isons; Alternative traditional approaches; Managerial implica-tions.] 215

A Cognitive Model of People's Usage Estimations. Joseph C.Nunes, Journal of Marketing Research, Yl (November 2000), pp.397-409. [Literature review. Descriptive model. Hypotheses,Three studies. Choice between paying a flat fee for unlimitedaccess or paying per use, Maximum, Minimum, Break-even analy-sis. Statistical analysis.] 216

Artificial Neural Network Decision Support Systems for NewProduct Development Project Selection. R. Jeffrey Thieme,Michael Song, and Roger J. Calantone, Journal of MarketingResearch, 37 (November 2000), pp. 499-507. [Discussion, Tech-niques, Data from 612 projects. Comparisons, Traditional methods.Success (dichotomous, financial, technical). Application, Assess-ment.] 217

A Methodology for Linking Customer Acquisition to CustomerRetention. Jacquelyn S. Thomas, Joumai of Marketing Research,38 (May 2001), pp. 262-68. [Literature review; Data collection;Model comparisons; Market segments; Customer life cycle; On thebasis of this analysis, the Tobit model with selection, which simul-taneously addresses censoring and data truncation, is a better mod-eling approach than the standard Tobit model.] 218

Semiparametric Analysis to Estimate the Deal Effect Curve.Harald J. Van Heerde, Peter S.H. Leeflang, and Dick R. Wittink,Journal of Marketing Research, 38 (May 2001), pp. 197-215. [Lit-erature review. Model comparisons. Predictive validity. Store-levelsales. Relationships, Own- and cross-item price discounts, Thresh-old and saturation effects. Flexible main effects and interactioneffects. Assessment.] 219

A Connectionist Model of Brand-Quality Associations. ChrisJaniszewski and Stijn M.J. Van Osselaer, Journal of MarketingResearch, 37 (August 2000), pp. 331-50. [Discussion, Models(direct association, least mean squares, adaptive character ofthought-rational). Hypotheses, Five experiments, Subbranding andingredient-branding strategies can either protect brands from dilu-tion or promote dilution. Statistical analysis.] 220

Modeling Fuzzy Data in Qualitative Marketing Research.Sajeev Varki, Bruce Cooil, and Roland T Rust, Joumai of Market-ing Research, 37 (November 2000), pp. 480-^9. [Literature review.Empirical demonstration (customer descriptions of service inci-dents). Assumptions allow for items to be either crisp or fuzzy.Moment-based measure. Statistical analysis, Dillon and Mulani(1984).] 221

Subcultural Research on Organizational Commitment with the15 OCQ Invariant Instrument. Anne Mathieu, Norman T. Bru-vold, and R Neal Ritchey, Joumai of Personal Selling and SalesManagement, 20 (Summer 2000), pp. 129-38. [Literature review.Scale development and testing, Survey of French and English

Canadian salespeople, Multigroup confirmatory analysis. Avenuesfor further research.] 222

Market Segmentation Involving Mixtures of Quantitative andQualitative Variables. Abba M. Krieger and Paul E. Green, Jour-nal of Segmentation in Marketing, 4 (No 1, 2000), pp. 85-106.[Literature review; Model proposal; Generalized measure of pair-wise partition agreement based on a combination of eta squared,chi squared, or Rand measure; Comparisons; Alternativeapproaches; Monte Carlo simulation; Clustering; Internationalproduct planning application.] 223

The Segmentation and Targeting of Consumers Within theFragmenting U.K. Mail Order MarkeL Gary S. Robertshaw,Joumai of Segmentation in Marketing, 4 (No 1, 2000), pp. 27-51.[Literature review. Individual-specific segmentation. Computerprocessing. Consumer data. Comparative profiling. Application,Data collection. Assessment.] 224

An Investigation of the Efficacy of Univariate Screening Mea-sures in Defining Market Structure. Catherine M. Schaffer, PaulE. Green, and Frank J. Carmone Jr, Joumai of Segmentation inMarketing, 4 (No 1, 2000), pp. 107-25. [Discussion, Cluster analy-sis. Problems, Noisy variables. Error conditions. Simulation, Datasets. Empirical evaluation, Donoghue.] 225

4.3 Information Technology5ee a/so 44,46, 52,90,99, 104,108, 109, 110, 112, 154, 158,180,181, 195,196,215,217,224,241

The Cyber File Cabinet. Joan Raymond, American Demograph-ics, 22 (July 2000), pp. 38-40. [Health information. Market poten-tials. Storage of medical records online. Privacy concems. Marketstrategy, Direct-to-consumer campaigns. Business partnerships.Examples.] 226

The Internet Does Not Eliminate the Need to Forecast. LarryLapide, Joumai of Business Forecasting, 19 (Fall 2000), pp.15-16. [Sell-One-Make-One scenario. Problems, Seasonal andheavily promoted products. Safety stock. Impacts, Electronicallyconnected supply chain.] 227

Choosing the Right Forecasting Software and System. AlexSafavi, Journal of Business Forecasting, 19 (Fall 2000), pp. 6, 8,\0~\\, 14. [Multidimensional modeling. System flexibility. Multi-ple data sources. Presentation, Collaboration, Forecast reconcilia-tion. Adjustment and allocation. Demand, Statistical forecasting.New products, Lifecycles, Analysis, Involvement of other func-tions, Internet enabled, Interoperatibility, Scalability, Guidelines.]

228

Getting the Most from Your Internet and Extranet Strategies.Sunny Baker, Journal of Business Strategy, 21 (July/August 2000),pp. 40-43. [Information sharing networks. Evolve from depart-mental solutions. Corporate applications. Opening up applicationsto suppliers and trading partners. Online solutions. Success, Guide-lines.] 229

The Software to Secure Your Strategic Advantage. Sunny J.Baker, Joumai of Business Strategy, 21 (September/October 2000),pp. 33-37. [Decision-making information support systems, Basicplanning tools. Link combinations of assets to value creation. Datawarehousing analysis. Setting strategic e-business metrics andobjectives. Examples.] 230

Health On-line—The Best Will Get Bigger. Ari S. Kellen andSteve Van Kuiken, McKinsey Quarterly, (No. 4, 2000), pp. 131-35.[Discussion, Financial perfonnance. Problems, Internet features.Ability to disseminate knowledge. Driving down interaction costs.Communication between prominent medical centers and hospitals.Services to physicians and patients. Examples.] 231

Data Synchronization Clears the Way for Expanded Scan-Based Trading. Timothy P. Henderson, Stores, 82 (September

154 / Journal of Marketing, April 2002

2000), pp. 88-90,92. [Synchronization of item and price file infor-mation. Electronic communication and database technologieseliminate discrepancies and inefficiencies between retailers andsuppliers. Time savings. Electronic receiving. Greater accessibility.Examples.] 232

From Delivering Basic Data to Hosting Robust Applications,Intranets Find Growing Retail Role. Timothy P. Henderson,Stores, 82 (August 2000), pp. 76,78, 80. [Corporate culture. Web-based applications. Information access. Communication- and workflow-based, ROI justification. Examples.] 233

Research Center Sets Goal of Developing the Next GenerationUPC. Timothy P Henderson, Stores, 82 (August 2000), pp. 47-48,50, 52. [Discussion, Research focus, ID code needed to addressand identify information, ID system consisting of the tag andreader technology, Internet directory needed to point infonnationalong a path from the code to the correct server. Language neces-sary to describe products.] 234

5. OTHER TOPICS

5.1 Educational and Professional IssuesSeealso 134

Generation Z. Alison Stein Wellner, American Demographics, 22(September 20(X)), pp. 60-64. [New generation of elementaryschool students. Wider mix of backgrounds. Ethnic breakdown.Changing family structure. Customized information. Marketingimplications.] 235

Research Productivity in the Journal of Business Research:1985-1999. Gary A. Knight, G. Tomas M. Hult, and R. EdwardBashaw, Journal of Business Research, 49 (September 20(X)), pp.303-14. [Discussion, Primary content areas. Authors, Institutions,Number of articles published. Rankings, Citation analysis. Assess-ment.] 236

Ranking the International Business Journals. Frank L. DuBoisand David M. Reeb, Journal of tnternational Business Studies, 31(Fourth Quarter 2000), pp. 689-704. [Literature review. Citationanalysis. Core joumals. Impact factors. Survey questionnairemethodology. Composite ranking. Assessment, Implications.] 237

An Experimental Investigation of Efforts to Improve Sales Stu-dents' Moral Reasoning. Terry W. Loe and William A. Weeks,Joumai of Personal Selling and Sales Management, 20 (Fall 2000),pp. 243-51. [Discussion, Hypotheses, In-class ethics training ses-sions. Role-play interventions. Gender differences. Statisticalanalysis. Implications for higher education and sales organiza-tions.] 238

How to Prepare for E-Commerce. Kathryn Belyea, Purchasing,129 (July 13, 2000), pp. 258-59. [Career development. Procure-ment, Technical and commercial issues. Buy and sell sides. Globalgrowth scenario. Look at other companies. Market awareness,Infrastnictural readiness.] 239

5.2 General MarketingSee also 53, 99

Instituting the Marketing Concept in a Multinational Setting:The Role of National Culture. Cheryl Nakata and K. Sivakumar,Journal of the Academy of Marketing Science, 29 (Summer 2001),pp. 255-75. [Literature review. Theoretical framework. Proposi-tions, Stages (interpretation, adoption, implementation). Dimen-sions (individualism, uncertainty avoidance, power distance, mas-culinity, Confucian dynamic). Managerial implications.] 240

Consumer Empowerment Creates a Shift in the MarketingModel: How the Rules of the Game Are Changing. JeremyBraune, Joumai of Brand Management (UK), 1 (August 2(XX)), pp.395-404. [Discussion, Brand names. Target markets, Internet andtelecommunications revolutions. Restructuring and the marketingdepartment. Consumer manager. Flexible branding. Consumer seg-mentation. Examples.] 241

Marketing Literature Review/155