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MYRON LEONARD, EditorWestern Carolina University

Marketing LiteratureReview

This section is based on a selection of articie abstracts from a compre-hensive business literature database. Marketing-related abstracts fromover 125 journals (both academic and trade) are reviewed by JM staff.Descriptors for each eritry are assigned byM staff. Each issue of this sec-tion represents three months of entries into the database. JM thanks UMIfor use of the ABI/INFORM business 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 UMI. For additional infor-mation about access to the database or about obtainirig photocopies ofthe articles abstracted here, please call (800) 626-2823 or write to UMI,300 N Zeeb Rd., Ann Arbor, Ml 48106.

SUBJECT HEADINGS

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

2. MARKETING FUNCTIONS2.12.22.32.42.52.62.72.82.92.10

Management, Planning, and StrategyRetailingChannels of DistributionPhysical DistributionPricingProductSales PromotionAdvertisingPersonal Selling

1 Sales 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 Methodology

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

1.THE MARKETING ENVIRONMENT

1.1 Consumer Behavior5eea/50 55, 58, 60, 91, 94, 99, 100, 101, 103, HI, 112, 113, 115,142, 144, 147, 150, 159, 161, 166, 171, 178, 186, 189, 196, 199,200, 201, 202, 205, 206, 219, 220, 224, 232

Play Dough. Jeff Brazil, American Demographics, 21 (December1999), pp. 56-61. [Trends, Youth market. Weekly allowances.Impacts, Region, Religion. Shopping behavior. Market strategy.Investment decisions. Value conscious. Brand names. Popularity,Examples.] 1

A Home of Their Own. Kendra L. Darko, American Demograph-ics,2\ (September 1999), pp. 35-38. [Trends, Single young adults.Home buyers. Impacts, Lifestyles, Income levels. Tax credits.Men, Women, Statistical data.] 2

Don't Miss the Bus. Lisa Goff, American Demographics, 21(August 1999), pp. 49-54. [Trends, Echo boomers (now aged 5 to22), Enthusiasm, Intelligence, Maturity, Buying power. Shoppingbehavior. Convenience, Personalization, Market strategy. Culturalaspects. Statistical data.] 3

In the Eye of the Beholder. Joe Mandese, American Demograph-ics, 2\ (December 1999), pp. 26-29. [Study, Consumer perceptionsof media. Rankings, Networks, Correlation between brand percep-tion and usage. Brand differentiation. Media consumers want to beassociated with. Statistical data.] 4

Mother's Work Is Never Done. Cristina Merrill, American Demo-graphics, 21 (September 1999), pp. 29-32. [Study, Market seg-ments (different types of moms). Self-fulfillment, 'Tug-of-War,""Strong Shoulders" mothers, "Mothers of Invention, " JuneCleaver types. Brand loyalty. Advertising, Examples.] 5

Reaping What They've Sown. Kendra Parker, American Demo-graphics, 21 (December 1999), pp. 34-38. [Trends, 60-plus mar-ket. Financial services. Market strategy. Assistance, Investmentbehavior. Standard of living improvement. Examples.] 6

Generacion Latino. Helene Stapinski, American Demographics,21 (July 1999), pp. 62-68. [Trends, Hispanic teens. Shoppingbehavior. Brand loyalty. Cultural aspects. Entertainment, Fashion,Celebrities, Statistical data.] 7

Gen X Homes In. Alison S. Wellner, American Demographics, 21(August 1999), pp. 56-62. [Trends, Home ownership. Steady risein income. Wealth transfers. Single lifestage. Race, Immigrants,Statistical data.] 8

Brain Dominance and the Interpretation of Advertising Mes-sages. Nessim Hanna, John Wagle, and A.H. Kizilbash, Interna-tional Journal of Commerce and Management, 9 (No. 3 and 4,1999), pp. 19-32. [Literature review. Hypotheses, Experiment.

110/ Journal of Marketing, October 2000Journal of t\/tart<etingVol. 64 (October 2000), 110-121

Effects of "informational" versus "visual" appeals used in printadvertisements. Discriminate analysis.] 9

Relationships Between Acculturation, Attitude Toward theAdvertisement, and Purctiase Intention of Asian-Indian Immi-grants. Durriya Z. Khairullah and Zahid Y. Khairullah, tnterna-tional Journal of Commerce and Management, 9 (No. 3 and 4.1999), pp. 46-65. [Literature review. Experiment, Low and mod-erate acculturated respondents can be more effectively reached bydeveloping advertisements depicting Indian cultural themes.] 10

CITect of Archetypal Embeds on Feelings: An Indirect Route toAffecting Attitudes? Andrew B. Aylesworth, Ronald C. Good-stein, and Ajay Kalra, Journal of Advertising, 28 (Fall 1999), pp.73-81. [Literature review. Subliminal messages. Hypotheses,Experiment, Attitudes, Feelings (upbeat, negative, warm). Judg-ments (evaluation, activity, gentleness). Assessment, ANCOVA.]

i t

The Influence of Consumer Socialization Variahles on AttitudeToward Advertising: A Comparison of African-Americans andCaucasians. Alan J. Bush, Rachel Smith, and Craig Martin, Jour-nal of Advertising, 28 (Fall 1999), pp. 13-24. [Literature review.Hypotheses, Survey, Impacts, Parental and peer communication.Mass media. Gender, Race.TV viewing. Statistical analysis. Impli-cations.] t2

A Six-Segment Message Strategy Wtieel. Ronald E. Taylor,Journal of Advertising Research, 39 (November/December 1999),pp. 7-17. [Literature review; Transmission (ration, acute need, rou-tine) and ritual (ego, social, sensory) models of communication;Kotler's buying models; Foote, Cone, and Belding Grid; Modeltesting; Applications.] t3

Providing the Human and Cultural Context for Brands: Using"Memories of the Future" to Create Future Narratives. RichardWoods, Journal of Brand Management {UK}, 1 (September 1999),pp. 10-18. [Discussion, Scenarios, Fast Show, Kaleidoscope,Fortress Society, Virtual Village, Gaining consumer insights (pro-voking consumers, taken-for-granted commonsense assumptions,actual experience of brands). Assessment.] t4

Comparison Effects on Preference Construction. Ravi Dhar,Stephen M. Nowlis, and Steven J. ShcTman, Journal of ConsumerResearch, 26 (December 1999), pp. 293-306. [Literature review.Hypotheses, Five studies. Impacts, Difference comparisons onpreferences for focal alternative. Initial similarity/difference com-pari.son on choice deferral and choice satisfaction. Adding commonfeatures. Initial dissimilarity judgments on choices involving realconsequences. Assessment.] tS

Avoidance or Vigilance? The Psychology of False-Positive TestResults. Mary Frances Luce and Barbara E. Kahn, Journal of Con-sumer Research, 26 (December 1999), pp. 242-59. [Literaturereview, Hypothe.ses, Four laboratory experiments. Effects, Percep-tions of vulnerability and test inaccuracy. Planned compliance. Sta-tistical analysis. Public-policy implications.] 16

The Social Uses of Advertising: An Ethnographic Study ofAdolescent Advertising Audiences. Mark Ritson and RichardElliott, Journal of Consumer Research, 26 (December 1999), pp.260-77. [Literature review; Advertising meanings possess socialuses related to textual experience, interpretation, evaluation, ritualuse, and metaphor; Theoretical and managerial implications.] t7

Heart and Mind in Conflict: The Interplay of Affect and Cog-nition in Consumer Decision Making. Baba Shiv and AlexanderFedorikhin. Journal of Consumer Research, 26 (December 1999),pp. 278-92. [Literature review. Conceptual framework. Hypothe-ses, Two experiments. Alternatives evaluation. Impacts, Mode ofpresentation. Personality, Impulsivity, Low versus high processingresources. Statistical analysis. Theoretical and managerial implica-tions.] 18

Trying to Be Cosmopolitan. Craig J. Totnpson and Siok KuanTambyah, Journal of Consumer Research, 26 (December 1999),pp. 214-41. [Historical discussion. Personal interviews (expatriateprofessionals). Narratives (traveling, dwelling), Idiographic com-plexities and contradictions. Postmodern consutnption. Implica-tions, Singapore.] 19

An Investigation of Gender Differences in On-Line PrivacyConcerns and Resultant Behaviors. Kim Bartel Sheehan, Jour-nal of Interactive Marketing, 13 (Autumn 1999), pp. 24-38. [Lit-erature review. Survey, Demographic characteristics. Behaviors,Reading unsolicited e-mail. Notifying service provider. Requestingremoval from mailing lists. Sending a "(lame, " Registering forWeb sites. Providing incomplete or inaccurate information. Assess-ment, Implications.] 20

Measuring the Influence of Individual Preference Structures inGroup Decision Making. Neeraj Arora and Greg M. Allenby,Journal of Marketing Research, 36 (November 1999), pp. 476-87.[Discussion, Model development and testing. Survey of marriedcouples, Demographic characteristics. Individual estitnates. Grouptasks. Product attributes. Predictions, Statistical analysis.] 21

Investigating Household State Dependence Effects Across Cat-egories. P.B. Seetharaman, Andrew Ainslie, and Pradeep K. Chin-tagunta. Journal of Marketing Research, 36 (November 1999), pp.488-500. [Literature review. Multinomial probit model. Scannerpanel data. Impacts, Lapse of time. Shopping behavior variables.Marketing mix sensitivities. Statistical analysis.] 22

Assessing a Place to Live: A Quality of Life Perspective. GlenRiecken, Don Shemwell, and Ugur Yavas, Journal of Nonprofitand Public Sector Marketing, 6 (No. 4, 1999), pp. 41-52. [Con-sumer survey. Importance-performance analytical technique.Matrix, Factors, Statistical analysis, Irnplications.] 23

A Relationship Customer Typology. Kristy E. Reynolds andSharon E. Beatty, Journal of Retailing, 75 (Winter 1999), pp.509-23. [Literature review. Customer survey. Retail clothing.Clusters, Variables (shopping enjoyment, shopping confidence,social needs, time poverty). Statistical analysis. Recommenda-tions.] 24

1.2 Legal, Political and Economic IssuesSee also 149, 175

DMA Seeks Big Role Setting Weh Policy. Laura Loro. BusinessMarketing, 84 (June 1999), pp. 3, 34. [Pending legislation. Taxissues. Acquisitions and mergers, Internet alliance. Impacts, Onlineadvocacy. Business-to-business policy initiatives.] 25

Economic Development from Capital Investment in Trans-portation Systems. M.D. Salim, Ali E. Kashef, and Harald J.Barry, Jjournal of Nonprofit and Puhlic Sector Marketing, 6 (No. 4,1999), pp. 53-68. [Discussion, Cost/benefits, Impacts, Per capitaincome. Highway transportation. Consumer spending. Populationgrowth. Examples.] 26

Ads and Marketing Materials Can Lead to Liahility. Frank J.Giliberti, Marketing Management, 8 (Winter 1999), pp. 53-56.[Uniform Commercial Code, Provisions, Implied warranties. Law-suits, Court decisions. Manufacturers' defenses. Assessment.] 27

1.3 Ethics and Social ResponsibilitySee also 20, 63, 109, 148, 151

Do American and Mexican Purchasing Managers PerceiveEthical Situations Differently? An Empirical Investigation.Raghu Tadepalli, Abel Moreno, and Salvador Trevino, IndustrialMarketing Management, 28 (July 1999), pp. 369-80. [Literaturereview. Hypotheses, Survey, Cultural dimensions (collectivism,power distance, uncertainty avoidance). Statistical analysis. Impli-cations.] 28

Marketing Literature Review /111

Corporate Ethics and the New Commercial Paradigm.Jonathan Hall, Journal of Brand Management (UK), 1 (September1999), pp. 38-47. [Discussion, Consumer attitudes. Multinationals,Consumer choice. Pressure groups. Brand names. Environmentalperformance. Examples.] 29

When the Cause Is Just. Harvey Meyer, Joumal of BusinessStrategy, 20 (November/December 1999), pp. 27-31. [Cause mar-keting. Social responsibility. Benefits, Image enhancement. Cus-tomer loyalty. Problems, Measuring effectiveness. False accusa-tions. Long-term commitment. Examples.] 30

Taking Aim at Internet Fraud. Patricia A. Murphy, Stores, 81(October 1999), pp. 23-24, 26. [Web credit card abuse, Softgoodrisks. Software packages. Customer authentication. Neural net-works. Examples.] 31

2. MARKETING FUNCTIONS

2.1 Management, Planning, and StrategySee also 56, 59, 61, 66, 70, 71, 72, 75, 82, 83, 84, 87, 88, 90, 92,93, 95. 96, 97. 98, 108, 122. 134, 135, 136, 137, 139, 140, 141,143, 145, 146, 153, 154, 155, 158, 159, 162, 163, 164, 165, 167,168, 172, 173, 175, 176, 181, 182, 188, 208, 209, 213, 214, 215,218,222

Team Empowerment in New Product Development. DonaldGerwin, Business Horizons, 42 (July/August 1999), pp. 29-36.[Field survey. Transfers (delegation, expansion, interference, esca-lation). Impacts, Performance, Work problems. Management sup-port. Assessment, Recommendations.] 32

Financial Management and Planning with the Product LifeCycle Concept. David R. Rink, Dianne M. Roden, and Harold W.Fox, Business Horizons, 42 (September/October 1999), pp. 65-72.[Model extension. Stages, Optimal flnancial decision making.Relationships (intradepartmental, intracompany, external). Assess-ment.] 33

How to Frame a Message: The Art of Persuasion and Negotia-tion. Lyle Sussman, Business Horizons, 42 (July/August 1999), pp.2-6. [Discussion, Strategies, Specific objective, SWOT analysis ofthe other party's current status. Other party's core values. Linkstrategies.] 34

Business-to-Buslness Marketing and the World Wide Web:Planning, Managing, and Assessing Web Sites. Joel R. Evansand Vanessa E. King, Industrial Marketing Management, 28 (July1999), pp. 343-58. [Discussion, Opportunities, Obstacles, Assess-ment tool categories and factors (home page, site design and per-formance, text content, audiovisual elements, interaction/involve-ment). Applications, Managerial implications.] 35

Patterns in Mid-Market Companies. Ken Hardy, Ivy BusinessJournal (Canada), 63 (September/October 1999), pp. 52-53. [Dis-cussion, Business growth. Factors, Niche products for world mar-kets. Industry consolidations. Use of new technology. Acquisitionof business skills. Assessment.] 36

Demystifying Competitive Intelligence. Estelle Metayer, tvyBusiness Journal (Canada), 63 (November/December 1999), pp.70-74. [Discussion, Impacts, New competitors. Industry consoli-dation. New tools and sources of information. Comparisons, Tra-ditional marketing. Tactical and strategic orientations. Ongoingand crises-mode analyses. Success, Guidelines.] 37

Financial and Planning Implications for Small Business Entre-preneurship. Brian D. Fitzpatrick, Richard Hunt, and DavidAdams, Journal of Business and Entrepreneurship, 11 (October1999), pp. 27-40. [Literature review. Hypotheses, Comparison,Amount of start-up capital. Preparation of business plans. Effects,Personal characteristics, Start-up decisions. Changes in marketstrategy. Statistical analysis.] 38

How to Avoid the Ten Biggest Mistakes in CRM. Meryl Davids,Journat of Business Strategy, 20 (November/December 1999), pp.22-26. [Customer relationship management. Impacts, Customerservice. Profits, Market strategy. Data collection. Cross-companyinvolvement. Outsourcing, Becoming operational. Starting small.Testing, Estimating change. Examples.] 39

It's the Third Millennium: Do You Know Where Your Com-petitor Is? John A. Nolan III, Journal of Business Strategy, 20(November/December 1999), pp. 11-15. [Discussion, Models,Competitive intelligence, Counterintelligence cycle. Assessingvulnerabilities, Countermeasures, Analysis and dissemination.Examples.] 40

Have You Made a Wrong T\irn in Your Approach lo Market?Robert Waggoner, Journal of Business Strategy, 20(November/December 1999), pp. 16-21. [Discussion, Market seg-mentation. Aligning organizational capabilities. Managementrequirement. Examples, Recommendations.] 41

Growing a Business: Challenges Facing a Young Entrepreneur.Newell D. Wright, Reginald R Foucar-Szocki, Paula Daly. ThomasWood, and Robert Jerome, Journal of the International Academyfor Case Studies, 4 (No. I and 2, 1998), pp. 9-18. [Discussion,Management styles. Financial management. Personnel problems.Expansion, Landscape design. Case study.] 42

Strategic Foretelling: Communication-Based Antecedents of aFirm's Propensity to Preannounce. Roger J. Calantone and KimE. Schatzei, Journal of Marketing, 64 (January 2000), pp. 17-38.[Literature review. Conceptual model. Hypotheses, Survey of high-level executives. Impacts, First-mover predisposition. Firm infor-mation interactivity. Competitive equity building. Industrydynamism. Statistical analysis. Future research directions.] 43

Strategic Marketing Planning for Radically New Products. LeeG. Cooper, Journal of Marketing, 64 (January 2000), pp. 1-16.[Literature review. Open-systems model, Bayesian networks. Crit-ical issues grid (political, behavioral, economic, social, technolog-ical). Applications.] 44

An Examination of Organizational Factors Influencing NewProduct Success in Internal and Alliance-Based Processes.Eugene Sivadas and F. Robert Dwyer, Journal of Marketing, 64(January 2000), pp. 31-49. [Literature review. Model presentation.Hypotheses, Survey of semiconductor firms. Measures, Coopera-tive competency. Governance structure. Administrative mecha-nisms. Partner type. Mutual dependence. Innovation type. Institu-tional support. Complementarity, Confirmatory factor analysis.] 45

Sustained Spending and Persistent Response: A New Look atLong-Term Marketing Profitability. Mamik G. Dekimpe andDominique M. Hanssens, Joumal of Marketing Research, 36(November 1999), pp. 397-412. [Strategic scenarios resulting fromtemporary versus permanent effort/response. Positive and negativeconsequences, Multivariate persistence measures. Empirical illus-trations, Pharmaceutical and packaged-food industries.] 46

Strategic Planning for Puhlic and Nonprofit Organizations:Rethinking the Strategic Market Analysis Sections. Roger Gomesand Patricia A. Knowles, Journal of Nonprofit and Public SectorMarketing, 6 (No. 4, 1999), pp. 3-22. [Literature review. Strategicplanning outline formats. Situation analysis. Strategic alternatives.Evaluation, Decision, Implementation, Monitoring.] 47

A Strategic Approach to Enhance Management and MarketingEffectiveness: Utilizing the SOAR Leadership Model toImprove Communication for Puhlic Sector and Not-for-ProfitOrganizations. Dewey E. Johnson and Douglas A. Cords, Journalof Nonproftt and Public Sector Marketing, 6 (No. 4, 1999), pp.23-39. [Literature review. Goal-oriented behavior. Situation-orga-nization interaction. Leadership, Feedback, Assessment, Applica-tion.] 48

112 / Journal of Marketing, October 2000

Practices That Support Team Learning and Their Impact onSpeed to IVIarket and New Product Success. Gary S. Lynn,Richard B. Skov, and Kate D. Abel, Journal of Product InnovationManagement, 16 (September 1999), pp. 439-54. [Literaturereview. Hypotheses, Survey of technical managers. Variables,Recording, Filing, Reviewing, Goal clarity and stability. Vision,NPD process. Information acquisition and implementation. Speed,Success, Statistical analysis.] 49

Journat of Small Business Management, 38 (January 2000), pp.1-85. [Four articles on small business performance. Effects ofafter-hours accessibility. Environmental scanning. Market orienta-tion. Community values.] SO

Finance and Strategy: Time-to-Wait or Time-to-Marliet? OnnoLint and Enrico Pennings. Long Range Planning (UK), 32 (Octo-ber 1999), pp. 483-93. [Literature review. Technology-based prod-ucts. Optimal timing. Market entry. Uncertainty, Comparisons,Finance and marketing theory. Company should invest when thevalue of a project passes a certain threshold.] 51

Pattern Thinking: Cutting Through the Chaos. David J. Morri-son and James A. Quella. Marketing Management, 8 (Winter1999). pp. 16-23. [Strategic planning. Change. Pattern types(mega, value chain, customer, channel, product, knowledge, orga-nizational). Applications.] 52

Marketing in 3-D. David Court. Thomas D. French. Tim I.McGuire, and Michael Partington, McKinsey Quarterly, (No. 4,1999), pp. 6-17. [Discussion, Market segmentation. Benefits(functional, process, relationship). Branding, Investment flows.Profits, Changing marketing mixes. Examples.] 53

Despite Attempts to Break Them, Functional Silos Live On.Brian Milligan, Purchasing, 127 (November 4, 1999), pp. 24-26.[Survey. Attitudes. Functional organization structure. Promotingintegration and teamwork among departments. Functions that pro-vide greatest level of cooperation. Impacts. Communication. Topmanagement support. Examples.] 54

2.2 RetailingSeealso24,S\, III, 121. 149. 169. 198

Pent-Up Spending Energy. Kendra Parker. American Demo-graphics, 21 (November 1999), pp. 40-42. [Inner cities. Targetmarkets. Income levels. Site selection. Access. Surrounding build-ings. Ethnic groups. Buying patterns. Merchandise to suit localneeds. Examples.] 55

Power Retail. Larry Stevenson, Joe Shiesinger, and MichaelPearee. Ivy Business Journal (Canada), 63 (September/October1999), pp. 27-29. [Discussion; Factors; Customer driven, superiorRetail Value Proposition; Dominate geographic markets, cate-gories, and channels; Execute better than competitors; Continuallyreinvent themselves.] 56

Retailers'Adoption Decision of New Consumer Durables. ErikJan Hultink. Jurg M. Tholke. and Henry S.J. Robben, Journal ofProduct Innovation Management, 16 (September 1999). pp.483-90. [Literature review. Survey, Adoption criteria. Differencesamong product categories. Dimensions underlying decisions (man-ufacturer pressure, early product impact, slow turnaround time,manufacturer competencies, new product strategy). Statisticalanalysis. The Netherlands.] 57

Journal of Retailing, 75 (Fall 1999), pp. 295-424. [Six articles onassortment planning. Selection and pricing. Ambience, Buyer pref-erences. Strategies, Assortment overlap. Merchandise planning.Regional and product assortment difterences.] 58

Marketing Program Planning, Process Benefits, and Store Per-formance: An Initial Study Among Small Retail Firms. JeffreyS. Conant and J. Chris White, Journal of Retailing, 75 (Winter1999). pp. 525-41. [Literature review. Survey of owners/operators.

Computer and software stores. Impacts, Formal planning. Strategicclarity. Extent of segmentation. Rapid market response. Marketknowledge. Marketing program effectiveness. Financial perfor-mance. Statistical analysis. Implications.] 59

On the Relationship Between Inventory Costs and VarietyBenefits in Retail Assortments. Garrett van Ryzin and SiddharthMahajan, Management Science, 45 (November 1999), pp.1496-1509. [Literature review. Multinomial logit and newsboymodels. Optimal assortment problem. Defining fashion usingmajorization ordering. Assessment.] 60

You Want Profits with That? John D. Calkins, Jevin S. Eagle,Michael J. Farello, Michelle B. Horn, and Mark A. Loch, McKin-sey Quarterly, (No. 4, 1999), pp. 134—43. [Competition, Revenues,Concept renewal. Labor equation. Consolidation, Examples, Quickservice restaurant industry.] 61

2.3 Channels of Distribution5eea/.jo20. 25. 31,35, 39, 85, 96, 120, 127, 130, 135, 138, 151,159, 161, 169, 174, 179, 180, 198,216

The Power of Opt-In. Kendra L. Darko./4men'6an Demographics,21 (October 1999), pp. 4 0 ^ 3 . [Direct Marketing Association'sMail Preference Service. Choice Mail program. E-mail list brokers.Customer interests. Examples.] 62

Strategies for Combating Gray Market Activity. Matthew B.Myers and David A. Griffith, Business Horizons, 42 (Novetn-ber/December 1999), pp. 2-8. [Study, Exporters, Global, Unautho-rized distribution. Factors, Coordinate distribution channel hori-zontally. Stay apprised of changing regulations. Differentiatedproducts across markets. Restrict autonomy to set prices. Commu-nicate with distributors.] 63

Business Marketing, 84 (October 1999), pp. 21-22, 24-25. [Fourarticles on digital direct. Trends, Internet. Direct-to-customeraccess. Sales presentations. Catalogs, Customer service. E-maillists. Privacy issues. Impacts, Direct mail. Examples.] 64

Back-End Inefficiency: Despite Hype, E-Commerce Far fromBeing Truly Automated. John Evan Frook, Business Marketing,84 (December 1999), pp. 37, 40. [Electronic data interchange.Costs, Finding a standard way to describe products and code them.Supply chain cooperation. Examples.] 65

Getting Real About Virtual Commerce. Philip Evans and ThomasS. Wurster. Harvard Business Review, 77 (November/December1999), pp. 84-94. [Discussion, Consumer search. Competitiveadvantage. Transformation, Product information. Navigationaltools. Reach, Affiliation, Richness, Examples.] 66

Industrial Marketing Management, 28 (September 1999), pp.413-564. [Eleven articles on business relationships and networks.Capabilities needed. Decision-making actions. Organizational learn-ing. International production networks. Buyer-supplier relation-ships. Adaptive behavior. Managing interfaces with suppliers. Cus-tomer partnerships. Internal marketing relationships in high-techtlrms. Relationship promoters. Relationship marketing terms.] 67

Creating Effective International Marketing Channels. ChrisVandersluis. Ivy Business Journal (Canada), 63 (November/December 1999), pp. 13-15. [Matching product to location, Inter-net resources. Language and legal issues. Getting internationalpartners started. Assessment.] 68

Journal of the Academy of Marketing Science, 28 (Winter 2000).pp. 9-174. [Fifteen articles on serving customers and consumerseffectively in the twenty-first century. Conceptual fratnework.Relationships (brands, consumers, resellers, markets). Customer-centric marketing. Customer satisfaction and retention. Economicworth. Loyalty program memberships and service experiences.Disagreements with suppliers. Intelligence generation and cus-

Marketing Literature Review/113

totner value. Service brand equity. Technology infusion, Quaiity-value-ioyaity chain. Agency and trust mechanisms.] 69

How Leading-Eklge Companies Are Marketing, Selling, andFulfilling over the Internet. Chad Quinn, Journal of InteractiveMarketing, 13 (Autumn 1999), pp. 39-50. [Business ecosystem.Customer relations. Integration, Market strategy. Web initiatives.Value, Supply chains, Extranets, Assessment.] 70

Buyer-Seller Relationships in Business Markets. Joseph P. Can-non and William D. Perreault Jr., Journal of Marketing Research,36 (November 1999), pp. 439-60. [Literature review. Data collec-tion (relationship profiles). Numerical taxonomy. Measures, Oper-ational linkages. Information exchange. Legal bonds. Cooperativenorms. Buyer and seller adaptations. Antecedent market and pur-chase situations. Customer evaluations. Statistical analysis.] 71

Pie-Expansion Efforts: Collahoration Processes in Buyer-Supplier Relationships. Sandy D. Jap, Journal of MarketingResearch, 36 (November 1999), pp. 461-75. [Literature review.Model estimation. Hypotheses, Longitudinal survey of buyers andsuppliers. Facilitating conditions. Environmental factors. Organi-zational properties. Interpersonal states. Strategic outcomes. Statis-tical analysis.] 72

A Taxonomy of Relationship Approaches During ProductDevelopment in Technology-Based, Industrial Markets. GerardA. Athaide and Rodney L. Stump, Journal of Production Innova-tion Management, 16 (September 1999), pp. 469-82. [Literaturereview. Data collection (seller-buyer dyads). Impacts, Buyerknowledge. Prior relationship history. Rate of regulatory change.Product customization. Statistical analysis. Managerial implica-tions.] 73

Build It, and They Will Come. Philip E. Hendrix, MarketingManagement, 8 (Winter 1999), pp. 31-35. [E-commerce, Impacts,Shopping behavior. Pricing, Branding, Channels, Advertising,Assessment.] 74

Can You Leap Across the E-Business Band Gap? Ralph A.Oliva, Marketing Management, 8 (Winter 1999). pp. 48-52. [The"band gap" separates genuine e-business from less potent forms ofonline commerce. E-business stages (add-on, transition, beyondthe gap). Success, Guidelines.] 75

Purchasing, 127 (October 21, 1999), pp. S1-S93. [Eighteen arti-cles on the Internet as a purchasing tool. Survey, Commoditiesbuying. Projections, Buy-side systems. Online auctions. Sell-sideWeb sites. Communication with suppliers. Government, E-com-merce, Transportation, Careers, Electronics sites. Energy sites.Exchange and catalog sites. Federal bills. Web searches. Exam-ples.] 76

Purchasing, 127 (November 18, 1999), pp. 17-58. [Eleven articleson what buyers want from suppliers. Metals, Chemicals and plas-tics. Electronics, Electronics manufacturing. Computer equipment.Office products and business systems, MRO distribution. Trans-portation/logistics, Packaging, E-commerce systems. Examples.]

77

Purchasing, 127 (December 16, 1999), pp. S6-S66. [Sixteen arti-cles on what buyers want from Web sites, Internet survey. Produc-ers and third-party exchanges. Supplier readiness for e-procure-ment. Buyer solutions. E-commerce for trading partners.Third-party hosted Web sites. Benefits, Internet profile. Favoritesites. Economic data and analysis. State tax offices. Chemical andmetals buyers. Office supplies, PCs and Software, MRO buyers.Examples.] 78

Peace Offering. Michele Marchetti, Sales and Marketing Man-agement, Part 1, 151 (September 1999), pp. 58-60, 62, 64, 66, 68.[Channel strategies. Motivating dealers. Support, Communication,Training, Examples.] 79

Shifting Gears. Michele Marchetti, Sales and Marketing Manage-ment, 151 (December 1999), pp. 38^2 , 44, 46, 48. [E-commerce,Data warehousing. Automobiles, Customer relations. Creative,Management styles. Pricing, No-haggle, Examples.] 80

Internet Channel Conflicts. Susan Reda, Stores, 81 (December1999), pp. 24-26, 28. [Web site launches. Brand-centric, Decisionto sell direct over Internet, Retailers' competitive concerns. Con-sumer attitudes. Convenience, Stores as distribution points. Exam-ples.] 81

2.4 Physical DistributionSeealso95, 139, 141,162, 173, 191, 192, 194,195,211,213,229

Many Happy Returns. Harvey Meyer, Journal of Business Strat-egy, 20 (July/August 1999), pp. 27-31. [Discussion, Reverse logis-tics. Problems, Opportunities, Centralized returns centers. Barcodes. Examples.] 82

Purchasing Pros Stumhie Toward Strategic Supply Manage-ment. Purchasing, 127 (September 16, 1999), pp. 20-21. [Survey,Attitudes, Top management support. Long-term agreements. Orga-nizational change. Minimizing transactional buying. Assessment.]

83

Just-in-Time: What's It Going to Take to Make It Work? BrianMilligan, Purchasing, 127 (September 2, 1999), pp. 40-41,43^W.[Discussion, Problems, Implementation, Communication gaps, In-plant supply representatives. Accepting the system. Transportingthe goods. Emergency situations. Examples.] 84

Voice Recognition Systems Find Growing Uses in Warehousesand Distribution Centers. Karen M. Kroll, Stores, 81 (November1999), pp. 77-78, 80. [Discussion, Techniques, Cost savings.Speed, Returns processing. Integration with real-time location sys-tems. Examples.] 85

2.5 PricingSee also 58, 74. 80. 99, 161, 195, 197, 198

Role of Market Turbulence in Shaping Pricing Strategy.Michael F. Smith, Indrajit Sinha, Richard Lancioni, and HowardForman, Industrial Marketing Management, 28 (November 1999),pp. 637-49. [Literature review. Hypotheses, Survey of purchasingmanagers. Measures, Product life cycle. Reference prices. Pricepremiums. Statistical analysis. Managerial implications.] 86

The Limits of Price Leadership: Needs-Based PositioningStrategy and the Long-Term Competitiveness of Europe's LowFare Airlines. Thomas C. Lawton, Long Range Planning (UK), 32(December 1999), pp. 573-86. [Discussion, Passenger and break-even load factors. Adopting a strategic position. Leveraging orga-nizational capabilities. Offering better value, European expansion.Case study.] 87

2.6 ProductSee also 14, 21, 22, 27, 31, 32, 33, 44, 45, 49, 57, 58, 73, 74, 81,86,99, 104, 114, 121, 144, 154, 161, 183, 194, 196,204,206

Strategic Brand Valuation: A Cross-Functional Perspective.Karen S. Cravens and Chris Guilding, Business Horizons, 42(July/August 1999), pp. 53-62. [Accounting information and mar-keting decisions. Costing techniques. Projections of future incomesand cash flows. Communication, Information sharing. Assessment,Implications.] 88

Cutting-Edge Players Push Weh Branding Beyond the Banner.Sean Callahan, Business Marketing, 84 (July 1999), pp. 1, 35.[Companies prefer to show their brands in action. Notion thatbranding should move away from banners to Web sites. Impacts,Customer relations. Examples.] 89

The New Meaning of Quality in the Information Age. C.K. Pra-halad and M.S. Krishnan, Harvard Business Review, 77 (Septem-


ber/October 1999), pp. 109-18. [Information infrastructure. Portfo-lios, Software packages. Risks, Domains, Characteristics, Customerdialogue. Changes in technology. Expectations, Examples.] 90

What High-Tech Managers Need to Know About Brands. ScottWard, Larry Light, and Jonathan Goldstine, Harvard BusinessReview, 77 (July/August 1999), pp. 85-95. [Discussion, Miscon-ceptions, Realities, Market shares. Value, Promises, Persistence,Consistency, Equity, Success, Guidelines.] 91

Key Factors in Increasing Speed to Market and ImprovingNew Product Success Rates. Gary S. Lynn, Kate D. Abel, WilliamS. Valentine, and Robert C. Wright, Industrial Marketing Manage-ment, 28 (July 1999), pp. 319-26. [Literature review. Model pro-posal. Survey of managers. Effects, Vision, NPD process. Long-term view. Product refinement. Regression analysis. Implications.]

92

Brand Stretch. Allan J. Magrath, Ivy Business Journal (Canada),63 (July/August 1999), pp. 10-12. [Discussion; Factors; Horizon-tally, across assortments, categories, and markets; Vertically, byprice/quality association; Extending brand reach through global-ization. World Wide Web, or cobranding partnerships; Updatebrands and continually reestablish their relevance.] 93

The Impact of Brand Extensions on Parent Brand MemoryStructures and Retrieval Processes. Maureen Morrin, Journal ofMarketing Research, 36 (November 1999), pp. 517-25. [Literaturereview. Hypotheses, Two experiments. Effects, Parent brand cate-gorization and dominance. Extension fit and number. Recall,Recognition, Statistical analysis.] 94

Journal of Product Innovation Management, 16 (November 1999),pp. 509-68. [Four articles on new product launch. Strategy, Tac-tics, Demand outcomes. Success factors. Skills and resources.Market information gathering. Managerial decisions in TheNetherlands, Managing product introduction risk throughresponse-based logistics.] 95

First, Fast, and On Time: The Path to Success. Or Is It? DenisLambert and Stanley F. Slater, Journal of Product Innovation Man-agement, 16 (September 1999), pp. 427-38. [Literature review.New products. Development cycle times. Schedule performance.New market-focused principles. Effective market introduction tim-ing. First to mindshare. Managed responsiveness. Market windows(imposed, controllable, emergent). Examples.] 96

Creativity -t- Business Discipline = Higher Profits Faster fromNew Product Development. Greg Stevens, James Burley, andRichard Divine, Journal of Product Innovation Management, 16(September 1999), pp. 455-68. [Literature review. Hypotheses,Study of chemical company's NPD projects. Measures(Myers-Briggs Type Indicator Creativity Index and NPD effec-tiveness). Relationships, NPD stages. Personality traits. Opportu-nity identification. Assessment.] 97

The Soft Side of Telecoms. Finn Persson, Jorgen Rosengren, andMichael J. Wilshire, McKinsey Quarterly, (No. 4, 1999), pp.122-33. [Discussion, Software packages. Focal points. Impacts,Operating systems for mobile devices. Access gateway. Core net-work architecture. Network management and control. User inter-face. Examples.] 98

2.7 Sales PromotionS e e a l s o I I I , 1 9 3

The Role of Retail Promotion in Determining Future BrandLoyalty: Its Effect on Purchase Event Feedhactc. Karen Gedenkand Scott A. Neslin, Journal of Retailing, 75 (Winter 1999), pp.433-59. [Literature review. Model estimation. Hypotheses, Datacollection (Nielsen and GFK, Germany), Comparisons, Price ver-sus nonprice promotions. Statistical analysis. Managerial implica-tions.] 99

Short- or Long-Duration Coupons: The Effect of the Expira-tion Date on the Profitability of Coupon Promotions. AradhnaKrishna and Z. John Zhang, Management Science, 45 (August1999), pp. 1041-56. [Literature review. Model presentation.Propositions, Free-standing-insert and market-level analysis.Coupon duration has been decreasing over time. Larger marketshare firms give shorter coupon duration. Assessment.] 100

2.8 AdvertisingSee also 5,9, 10, 11, 12, 13, 17,27,64,74,89, 160, 199,206

Comparative Analysis of Advertising Information in a U.S. andMexico Edition of a Men's Magazine. Louis K. Falk, Robert W.Jones, Dawn E. Foster, and Sharaf Rehman, International Journalof Commerce and Management, 9 (No. 3 and 4, 1999), pp. 33-45.[Literature review, Mexican magazine advertisements are moreinformative than those in the U.S. editions. Information cues aremarkedly different with respect to frequency within the advertise-ments of the two countries.] 101

Advertising on the Web. Natia English and Michael Pearee, IvyBusiness Journal (Canada), 63 (July/August 1999), pp. 38-41.[Discussion, Presence sites. Sponsorships, Banner and pop-up ads,Internet penetration by age and gender. Connection speed. House-holds with personal computers, Internet ad spending. Examples.]

102

Flaming, Complaining, Abstaining: How Online UsersRespond to Privacy Concerns. Kim Bartel Sheehan and MarieaGrubbs Hoy, Journal of Advertising, 28 (Fall 1999), pp. 37-51.[Literature review; Hypotheses; Survey; More likely to provideincomplete information to Web sites, notify Internet serviceproviders about unsolicited e-mail, request removal from mailingiists, and send a "flame" to online entities that send unsolicitede-mail and less likely to register for Web sites that request infor-mation; Implications for online advertisers.] 103

Brand Endorsement, Popularity, and Event Sponsorship asAdvertising Cues Affecting Consumer Pre-Purchase Attitudes.Dwane Ha\ Dean, Journal of Advertising, 2S(Fa\\ 1999), pp. 1-12.[Literature review. Hypotheses, Experiment, Variables, Quality,Unique, Manufacturer esteem. Corporate citizenship. Statisticalanalysis. Implications.] 104

Advertising Agency Compensation: An Agency Theory Expla-nation. Deborah F. Spake, Giles D'Souza, Tammy Neal Crutch-field, and Robert M. Morgan, Journal of Advertising, 28 (Fall1999), pp. 53-72. [Discussion, Hypotheses, Survey of client adver-tising managers. Likelihood of outcome-based contracts. Effects,Measurability, Goal conflict. Risk averseness. Relationship age.Statistical analysis.] 105

The Portrayal of African-Americans in Business-to-BusinessDirect Mail: A Benchmark Study. Thomas H. Stevenson andLinda E. Swayne, Journal of Advertising, 28 (Fall 1999), pp.25-35. [Content analysis. Industrial advertising. Frequency ofappearance. Occupational portrayals. Racial composition. Assess-ment, Implications.] 106

Influences on the Purchase of Yettow Page Display Advertise-ments. Avery M. Abernethy and David N. Laband, Journal ofAdvertising Research, 39 (September/October 1999), pp. 15-25.[Literature review. Study of Yellow Page listings for selected pro-fessional services. Effects, Clutter, Prices, Proportion of new resi-dents. Statistical analysis. Implications.] 107

Client-Agency Perspectives of Information Needs for MediaPlanning. Russell Abratt and Deanna Cowan, Journal of Advertis-ing Research, 39 (November/December 1999), pp. 37-52. [Litera-ture review. Two samples. Types of information. Budget, Commu-nication planning and strategy. Consumer behavior. Competitive.Creative, Historical, Market size. Media, Objectives, Product,


Brand, Reach and frequency. Sales, Segmentation and target mar-kets. Timing, Statistical analysis. Implications, South Africa,] 108

Enhancing the Detection of Misleading Comparative Advertis-ing. Michael J, Barone, Randall L, Rose, Paul W, Miniard, andKenneth C. Manning, Journal of Advertising Research, 39 (Sep-tember/October 1999), pp, 43-50, [Literature review. Framing cor-respondence hypothesis. Measurement recommendations. Prob-lems (encoding frames). Illustrative applications,] 109

Sales Response to Outdoor Advertising. Mukesh Bhargava andNaveen Donthu, Journal of Advertising Research, 39 (July/August1999), pp, 7-18, [Literature review. Two field experiments.Effects, Temporal, Spatial, Promotional, Marketing plan. Assess-ment,] 110

Exposure to Sates Flyers and Increased Purchases in RetailSupermarkets. Scot Burton, Donald R, Lichtenstein, and RichardG, Netemeyer, Journai of Advertising Research, 39 (September/October 1999), pp, 7-14, [Discussion, Hypotheses, Two studies.Measures, Price sensitivity. Value consciousness. Sale and couponproneness. Demographic characteristics. Statistical analysis. Impli-cations,] i l l

Attitude Toward the Site. Qimei Chen and William D, Wells,Journal of Advertising Research, 39 (September/October 1999),pp, 27-37, [Literature review. Scales, Study of Web sites. Dimen-sions, Entertainment, Informativeness, Organizational profile. Sta-tistical analysis. Practical applications,] 112

Magazines' Secret Weapon: Media Selection on the Basis ofBehavior, as Opposed to Demography. Theodore F, D'Amico,Journal of Advertising Research, 39 (November/December 1999),pp, 53-60, [Discussion, Criticisms of traditional method, Defmingtarget audiences, Inappropriateness of indices. Ignoring nontargetmembers. Hypothetical example.] 113

Factors Affecting In-Market Recall of Food Product Advertis-ing. Michael Ewing, Julie Napoli, and Erik du Plessis, Journal ofAdvertising Research, 39 (July/August 1999), pp, 29-38, [Litera-ture review; Hypotheses; Analysis of commercials; Comparisonsbased on gender, liking, verified recall, commercial length, mediaweight, and flighting; Statistical analysis; South Africa,] 114

"Subtle Servant": A Theme for the Next Decade. Betsy D, Gelb,Journal of Advertising Research, 39 (September/October 1999),pp, 51-54, [To emphasize a service, the advertising shows a buyerunburdened and someone else taking responsibility; Examples;Implications,] 115

"Mass Customization" Is Not an Oxy-Moron. Robert J,Lavidge. Journal of Advertising Research, 39 (July/August 1999),pp, 70-72, [Historical discussion. Niche marketing. Online shop-ping. Individuals, Disaggregated data. Examples,] 116

Advertising Wearout: What and How You Measure Matters.David W, Stewart, Journal of Advertising Research, 39 (Septem-ber/October 1999), pp, 39-42. [Commentary on two 1998 JAR arti-cles by Blair and Rabuck and Scott and Solomon, Focus is differ-ent units of analysis (single executions versus advertisingcampaigns) and different measures (choice-based measure of per-suasiveness versus verbal measures of memory and attitude). Arti-cles illustrate problems inherent in advertising evaluation,] 117

The Use of Rhetorical Devices in Advertising. Gail Tom andAnmarie Eves, Journal of Advertising Research, 39 (July/August1999), pp, 3 9 ^ 3 , [Discussion. Date collection (pairs of advertise-ments in which at least one used a rhetorical figure). Performancemeasures (recall, persuasion). Assessment,] 118

Visual Attention to Repeated Print Advertising: A Test of Scan-path Theory. Rik Pieters, Edward Rosbergen, and Michel Wedel,Journal of Marketing Research, 36 (November 1999), pp, 424-38,[Literature review. Model presentation. Hypotheses, Two experi-ments. Measures, Attention duration and wear-out. Inter- and

intraelement saccades. Statistical analysis. Implications, TheNetherlands,] 119

Do Franchised Chains Advertise Enough? Steven C, Michael,Journal of Retailing, 75 (Winter 1999), pp. 461-78, [Literaturereview. Hypothesis, Study of restaurant and hotel chains, Ad-to-sales ratio. Quality, Market strategy. Organizational form. Statisti-cal analysis.] 120

T\irning Up the Volume on Branding. Stores, &\ (October 1999),pp, 30-32, [Retail advertisitig campaigns, TV expenditures. Net-work, Spot, Syndicated, Cable, Statistical data,] 121

In, Out, or In-Between? Sorting Solutions for Success. SusanReda, Stores, 81 (October 1999), pp. 18-20, [In-house advertising.Outsourcing, Factors, Speed, Expertise, Cost, Control, Creativity,Examples.] 122

2.9 Personal SellingSee also 125, 131

What Sales Taught Them. Christine Galea, Sales and MarketingManagement, 151 (August 1999), pp, 63-66, 68, 70. [Salespeoplewho find new professions. Skills, Discipline, Persistent, Sell-moti-vated, Honesty, Efficient preparation. Listening, Promoting your-self. Examples,] 123

The Ten Traits of Top Salespeople. Erika Rasmusson, Sales andMarketing Management, 151 (August 1999), pp, 34, 36-37, [Sur-vey, Attributes, Ego strength. Sense of urgency, Egodrive,Assertiveness, Willingness to take risks. Sociable, Abstract reason-ing. Healthy skepticism. Creativity, Empathy,] 124

See also 64,19,2.10 Sales Management, 156

Impact of Joh Formalization and Administrative Controls onAttitudes of Industrial Salespersons. Sanjeev Agarwal, IndustrialMarketing Management, 28 (July 1999), pp, 359-68, [Literaturereview. Hypotheses, Survey of salespeople. Output- versus process-based controls. Effects, Role ambiguity. Role conllict. Organiza-tional commitment. Statistical analysis. Implications,] 125

Measuring Upseliing Potential of Life Insurance Customers:Application of a Stochastic Frontier Model. Byung-Do Kim andSun-Ok Km, Journal of Interactive Marketing, 13 (Autumn 1999),pp, 2-9, [Model estimation. Data collection. Mathematical equa-tions. Customer specific selling inefficiency. Impacts, Market strat-egy. Assessment,] 126

Fast Approximation Methods for Sales Force Deployment.Andreas Drexl and Knut Haase, Management Science, 45 (October1999), pp, 1307-23. [Literature review. Nonlinear mixed-integerprogramming model. Experiment, Sales force sizing. Sales repre-sentative location. Sales territory alignment. Sales resource alloca-tion. Application, Distribution of beverages, Germany,] 127

Are Consultants Worth It? Andy Cohen, Sales and MarketingManagement, Part 1,151 (September 1999), pp, 32-36, 38,41-42,[Survey of executives. Impacts, Satisfaction, Technology,Accountability, Follow-up, Trust, Revenues, Large versus smallcompanies. Assessment,] 128

Caution: Glohal Selling Can Be Hazardous to Your Health.Lambeth HochwaM, Sales and Marketing Management, 151 (July1999), pp, 80-84, 86-87, [Discussion, Impacts, Political climate.Regulation, Market strategy. Market research. Partnerships, Exam-ples,] 129

You've Got Sales. Chad Kaydo. Sales and Marketing Manage-ment, 151 (October 1999), pp, 28-32, 34, 36, 38-39, [E-commerce,Business-to-business, Impacts, Saves time. Relationship selling.Targeting specific segments. Providing a new service. Examples.]

130

116 / Joumal of Marketing, October 2000

You Bet Your Life. Sarah Lorge, Sates and Marketing Manage-ment, 151 (December 1999), pp. 68-70, 72, 74-76. [Discussion,Salespeople, Gambling addictions. Warning signs (irregularitiesaround the use of credit cards, expenses that do not make sense,excessive borrowing, advances on commission checks). Success,Guidelines.] 131

Ctiarting a Course. Erin Strout, Sales and Marketing Manage-ment, 151 (August 1999), pp, 46-48, 50, 52-53, [Trends, Mappingsoftware. Territory alignment. Plotting customers by Zip code.Costs, Web-based systems. Examples.] 132

Growing Pains. Erin Strout, Sales and Marketing Management,151 (November 1999), pp, 78-79, 81, 83-84. [Compensationplans. Salespeople, Goals, Change, Communication, Rewards,Examples,] 133

3. SPECIAL MARKETING APPLICATIONS

3.t IndustrialSee also 43, 49, 51, 54, 67, 73, 76, 77, 78, 83, 84, 86, 92, 97, 106,125, 152, 195,203,204

Internet Use Within the U.S. Plastics Industry. Brett A, Boyleand Linda F, Alwitt, Industrial Marketing Management, 28 (July1999), pp, 327-41. [Discussion, Survey of firms. Communicationflows. Information acquisition. Communication mode. Users ver-sus nonusers. Impacts on marketing. Statistical analysis. Manager-ial implications,] 134

The Determinants of Choice Set Structure in High-TechnologyBusiness Markets. Paul G, Patterson and Philip L, Dawes, Indus-trial Marketing Management, 28 (July 1999), pp. 395-411. [Liter-ature review. Hypotheses, Survey of firms. Impacts, Buyer's pastrelationship with vendor. Degree of external technical consultantinvolvement. Purchase situation variables (importance, complex-ity, novelty). Statistical analysis. Managerial implications, Aus-tralia,] 135

Purchasing: A New and Critical Role. Rod Sherkin, Ivy BusinessJournal (Canada), 63 (July/August 1999), pp, 12-15, [Discussion,Overlooked potential. Comparisons, Compensation, Amount oftraining received. Success, Guidelines,] 136

Factors That Affect Performance of U.S. Small and MediumSized Technology-Based Enterprises: Does MultinationalityMatter? Gongming Qian and Denis Wang, Journal of Businessand Entrepreneurship, II (October 1999), pp. 119-31, [Model pre-sentation. Data collection. Variables, Firm size. Firm age, R&Dspending. Advertising expenditures. Debt level. Regression analy-sis. Managerial implications,] 137

Behind Successful IT Strategy Is a Powerful Purchasing Oper-ation. Susan Avery, Purchasing, 127 (October 21, 1999), pp.50-51, [Survey, Involvement in technology purchases. Involve-ment of other departments. Supplier selection criteria. Where pur-chased (value-added resellers, direct from manufacturer). Exam-ples,] 138

Leave the Buying of MRO Supplies to Users! Susan Avery, Pur-chasing, 127 (September 2, 1999), pp, 49, 51-52. [Survey, Supplymanagement strategies. Integrated supply. Procurement cards,Internet, Benefits (reduced acquisition costs, lower inventory lev-els, customer service). Management change. Examples,] 139

Profile of the Purchasing Professional. Kevin R, Fitzgerald, Pur-chasing, 127 (July 15, 1999), pp. 74-75, 78-79, 82, 84, [Survey,Personal information. Responsibilities, Career information.Assessment,] 140

Push Is On to Shorten Leadtimes for Custom Car Orders.Brian Milligan, Purchasing, 127 (October 7, 1999), pp, 74, 76, 78.[Production scheduling. Competitive advantage. Software pack-ages. Logistics Continuous Improvement, Reduced supply inven-

tory. Increased pickup frequency at cross docks. Computer compo-nent. Examples,] 141

3.2 Nonprofit, Political, and Social CausesSee also 29, 30, 47, 48, 170, 171

Charity Begins Online. Kendra Parker, American Demographics,21 (December 1999), pp. 39-41, [Study, Market potentials.Socially engaged Internet users. Demographic characteristics.Impacts, Immediacy, Online auctions. Examples,] 142

Philanthropy's Agenda: Creating Value. Michael E, Porter andMark R, Kramer, Harvard Business Review, 77 (November/December 1999), pp. 121-30, [Discussion, Foundations, Effective-ness, Social benefits. Factors, Selecting best grantees. Signalingother funders. Improving performance of grant recipients. Creatingand disseminating new ideas. Market strategy. Examples,] 143

Charity Involvement and Customer Preference for CharityBrands. Roger Bennett and Helen Gabriel, Journal of Brand Man-agement (UK), 7 (September 1999), pp, 49-66. [Theoretical dis-cussion. Product's overt charity affiliation. Hypotheses, Consumersurvey. Impacts, Product involvement. Donation activity. Statisti-cal analysis. Implications for brand management, UK,] 144

Entrepreneurial Inclination and the Marketing of Very SmallCharities: Implications for Fund-Raising Performance. RogerBennett, Journal of Business and Entrepreneurship, 11 (October1999), pp, 59-75, [Literature review. Propositions, Survey of smallcharity directors. Impacts, Marketing orientation. Environmentalturbulence. Planning, Flexibility, Fund-raising performance. Pro-motional methods. Educational background. Personality, Statisticalanalysis.] 145

Strategic Orientation and Firm Performance in an ArtisticEnvironment. Glenn B, Voss and Zannie Giraud Voss, Journal ofMarketing, 64 (January 2000), pp, 67-83. [Literature review.Hypotheses, Survey of managers. Performance measures, Qualityof productions. Seating capacity. Orientations (product, competi-tor, customer), Interfunctional coordination. Regression analysis.Managerial implications. Nonprofit professional theater industry,]

146

Motives Behind Charitable Bequests. Cyril F, Chang. Albert A,Okunade, and Ned Kumar, Journal of Nonproftt and Public SectorMarketing, 6 (No, 4, 1999), pp, 69-85, [Literature review. Modelpresentation. Effects, Residence tenure status. Personal beliefs andattitudes. Employment status. Personal attributes. Profile develop-ment. Recommendations,] 147

Hoping to Enhance a Local Funding Relationship: ExploringPrivate Sector Business Preferences When Contributing toNonprofit Organizations. Jennifer Mullen, Journal of Nonprofitand Public Sector Marketing, 6 (No, 4, 1999), pp, 87-99, [Litera-ture review. Survey of companies. Perceptions, Current givingbehavior decisions. Benefits, Efforts that would encourage morewillingness to give. Opinions about local nonprofit organizations.Assessment,] 148

Reasonahle Access for Mobility-Disahled Persons Is MoreThan Widening the Door. Carol Kaufman-Scarborough, Journalof Retailing, 75 (Winter 1999), pp, 479-508. [Literature review.Title III, Americans with Disabilities Act, Simulation of disabili-ties. Retailer interviews and surveys. Observations, Problems,Access framework development. Implications for retailers,] 149

Differentiating Donors. Carmine A, Grande and Terry G, Vavra,Marketing Health Services, 19 (Fall 1999), pp, 33-38, [Psycho-graphic analysis. List of Values technique. Survey, Motivations,Comparisons, Nondonors, Children's versus adult hospitals. Influ-ence of income. Recommendations,] 150


3.3 International and ComparativeSee also 1 0 , 19 , 2 8 , 5 7 , 6 3 , 6 8 , 8 7 , 9 5 , 1 0 1 , 1 0 8 , 1 1 4 , 1 1 9 , 1 2 7 ,129, 137,205,212.228,231

At tlie Crossroads of Distribution Reform: China's Recent Banon Direct Setting. Ricky Y.K, Chan, Business Horizons, 42 (Sep-tember/October 1999). pp, 41-46, [Economic development.Growth factors. Cultural aspects. Problems, Fraud, Pyramidschemes. Impacts, Foreign investment. Examples.] 151

Reverse Marlteting in Asia: A Korean Experience. Thomas Choi,Business Horizons, 42 (September/October 1999), pp, 34-^0, [Dis-cussion, Supplier development. Technical capability. Investment,Education and training. Comparisons, United States,] 152

Organizationat Cutture in Russia: Ttie Secret to Success. CarlF, Fey, Claes Nordahl, and Heike Zatterstrom, Business Horizons,42 (November/December 1999), pp, 47-55, [Study of companies.Cultural dimensions. Employee empowerment. Training, Team ori-entation. Coordination and integration. Implicit business behav-ioral norms. Customer focus. Strategy, Assessment,] 153

Ttie Lure of Gtobat Branding. David A, Aaker and ErichJoachimsthaler, Harvard Business Review, 11 (November/Decem-ber 1999). pp, 137-44, [Personal interviews. Executives, Leader-ship, Factors, Sharing insights and best practices across countries.Planning, Assigning responsibility. Leverage global strengths withthe need to recognize local differences. Examples, Europe, UnitedStates, Japan,] 154

Ttie Rigtit Way to Restructure Conglomerates in EmergingMarkets. Tarun Khanna and Krishna Paiepu, Harvard BusinessReview, 11 (July/August 1999), pp, 125-34, [Building a marketinfrastructure. Business groups. Value added, Govemment assis-tance. Case study, Chile,] 155

Selecting and Training tlie International Sales Force: Compar-isons of China and Slovakia. Earl D, Honeycutt, Jr., John B, Ford,Robert A, Lupton, and Theresa B, Flaherty, Industrial MarketingManagement, 28 (November 1999), pp, 627-35, [Discussion; Sur-vey of domestic and global companies; Global firms are more market-oriented in their training focus, devote more time to training, eval-uate training at higher levels, and focus on useful measures oftraining effectiveness,] 156

Customer Attitude Toward Marketing Mix Elements Pertain-ing to Foreign Products in an Emerging International Market.Shahid N, Bhuian and David Kim, International Journal of Com-merce and Management, 9 (No, 3 and 4, 1999), pp, 116-37, [Lit-erature review; Model presentation; Hypotheses; Survey; Prefer-ence for products from Japan and United States, followed by thosefrom Germany and the least preferred ones from Italy, UnitedKingdom, and France; Assessment; Qatar,] 157

Comparing the Entry Mode Strategies of Large U.S. andJapanese Firms, 1987-1993. Som Kiat Mansumitrchai, MichaelS, Minor, and Sameer Prasad, International Journal of Commerceand Management, 9 (No, 3 and 4. 1999). pp, I-I8, [Literaturereview. Hypotheses, Data collection. Effects, Acquisitions, Jointventures. Start-ups, Statistical analysis. Implications,] 158

Cultural Value Orientations and Buyer-Seller Interaction: AnOrganizing Framework. Irena Vida. International Journal ofCommerce and Management, 9 (No, 3 and 4, 1999), pp, 66-11.[Literature review; Model presentation. Cultural value orienta-tions. Individual and company characteristics. Effectiveness ofbuyer-seller interaction process. Future research implications,]

159

Journal of Advertising Research, 39 (November/December 1999),pp, 19-35, 61-69, [Three articles on international advertising.Standardization, Strategies in China, Cultural determinants. Adver-tising appeals in Taiwan tend to be dominated by westernized cul-tural values,] 160

The Consumer Meets the Euro: Likety Effects and Imptica-tiotts. Linda Caller, Journal of Brand Managemenl (UK), 1 (Sep-tember 1999). pp, 21-1)1. [Discussion, Consumer attitudes. Per-ceived effects. Pricing (sensitivity, psychological price points,price transparency, and convergence). Distribution and purchasing.Brands and communications. Assessment, Many countries,] 161

Gtobal E-Commerce, Local Problems. Sunny Baker, Journal ofBusiness Strategy, 20 (;july/August 1999), pp, 32-38, [Discussion,Effects, Supply chain. Software packages. Data access and control.Standards and cross-border operational consistency. Cultural dif-ferences. Examples,] 162

Journal of International Business Studies, 30 (Fourth Quarter1999), pp, 655-812, [Nine articles on new trends in internationaland multicultural management. Work values. Computer-use ethics.Measure of export market orientation. Expatriate trainability.Leadership behavior and organizational commitment. Managerialchoice. Organizational justice. Culture assessment, Intraculturalvariation. Many countries,] 163

Knowledge Transfer in International Acquisitions. Henrik Bres-man, Julian Birkinshaw, and Robert Nobel, Journal of Interna-tional Business Studies, 30 (Third Quarter 1999), pp, 439-62, [Lit-erature review. Regression models. Hypotheses, Survey ofcompanies and case studies. Factors (technological know-how,patents, communication, visits and transfers, articulability ofknowledge, elapsed time, R&D employees). Assessment, Sweden,]

164

International Corporate Visual Identity: Standardization orLocalization? T.C, Melewar and John Saunders, Journal of Inter-national Business Studies, 30 (Third Quarter 1999), pp, 583-98,[Literature review. Hypotheses, Survey of multinationals. Factors,Product markets. Corporate profile. Entry strategy. Local issues.Language, Statistical analysis, Implications,] 165

Nigerian Consumer Attitudes Toward Foreign and DomesticProducts. Chike Okechuku and Vincent Onyemah, Journal ofInternational Business Studies, 30 (Third Quarter 1999). pp,611-22, [Consumer survey. Country of manufacture was signifi-cantly more important than price and other product attributes. The"Made in Nigeria" label was rated lower than labels from moreeconomically developed countries. Conjoint analysis. Implica-tions,] 166

Dimensions, Determinants, and Differences in tbe ExpatriateAdjustment Process. Margaret A, Shaffer, David A, Harrison, andK, Matthew Gilley, Journal of International Business Studies, 30(Third Quarter 1999), pp. 557-81, [Literature review. Hypotheses,Survey, Adjustment, Factors (job, organizational, nonwork. indi-vidual, positional). Moderating relationships (previous interna-tional experience, language fluency, hierarchical level, functionalarea, assignment). Statistical analysis,] 167

Transfer of Marketing Know-How in International StrategicAlliances: An Empirical Investigation of the Role andAntecedents of Knowledge Ambiguity. Bernard L, Simonin,Journal of International Business Studies, 30 (Third Quarter1999), pp, 463-90. [Literature review. Theoretical model.Hypotheses, Survey of multinationals. Variables (tacitness, speci-ficity, complexity, experience, partner protectiveness, cultural dis-tance, organizational distance). Effects, Collaborative experience.Firm size. Alliance duration. Statistical analysis,] 168

The Persistent Competitive Advantage of Traditional FoodRetailers in Asia: Wet Markets' Continued Dominance in HongKong. Arieh Goldman, Robert Krider, and S, Ramaswami, Journalof Macromarketing, 19 (December 1999), pp, 126-39, [Literaturereview. Modernization strategies. Wet markets' superiority. Dimen-sions (consumer, supply, operations, economic). Developments,Assessment, Implications,] 169

118 / Journal of Marketing, Octotwr 2000

Gender Inequity and Quatity of Life: A Macromarketing Per-spective. Ronald Paul Hill and Kanwalroop Dhanda, Journal ofMacromarketing, 19 (December 1999), pp, 140-52, [Literaturereview. International, Consumption inequities and social justice.United Nations data. Comparisons, Gender-related developmentindex. Empowerment measures. Statistical data. Recommenda-tions,] 170

Postmodernism Perspectives for Macromarketing: An Inquiryinto the Gtobal Information and Sign Economy. AlladiVenkatesh, Journal of Macromarketing, 19 (December 1999), pp,153-69, [Discussion, Conditions (sign system, hyperreality, partic-ularism, fragmentation, symbolic nature of consumption). Applica-tions, Contemporary macromarketing topics,] 171

Antecedents and Consequences of Marketing Managers' Con-tiict-Handting Betiaviors. X, Michael Song, Jinhong Xie, andBarbara Dyer, Journat of Marketing, 64 (January 2000), pp. 50-66,[Literature review. Model development and testing. Hypotheses,Survey of nonservice firms. Measures, Goals incongruity. Man-agement support for integration. Participative management. Earlyinvolvement. Job rotation. Avoiding and collaborating behaviors.Cross-functional integration. Performance. Cross-national differ-ences. Japan, China (Hong Kong), United States, United King-dom,] 172

Restructuring European Supply Chains hy ImplementingPostponement Strategies. Remko I, van Hoek, Bart Vos, andHarry R, Commandeur, Long Range Planning (UK), 32 (October1999), pp, 505-18, [Deferring process in which products are trans-formed according to unique customer specifications. Impacts,Visioning. Logistics strategic analysis and planning. Managingchange. Case studies,] 173

Bypassing Barriers to Marketing in Japan. Michael R, Czinkotaand Masaaki Kotabe. Marketing Management, 8 (Winter 1999),pp, 36-43, [Expert opinion. Identifying change. Market impedi-ments. Expected structural changes. Methods to improve foreignpenetration (trade negotiations, business strategy). Implications,]

174

Getting to Global. Lowell L, Bryan and Jane N, Fraser, McKinseyQuarterly, (No, 4, 1999), pp, 68-81, [Economic integration. Mar-ket potentials. Business growth. Market entry. Access, Capital.Technology, Intangibles. Examples,] 175

Think Glohal, Hire Local. Tsun-yan Hsieh, Johanne Lavoie, andRobert A.P Samek, McKinsey Quarterly, (No, 4, 1999), pp,92-101, [Multinationals, Expatriate executives. Emerging markets.Recruitment, Training, Advancement, Retention, Examples,] 176

3.4 Services5eea/,so6,39,42,6l,62,69,87, 107, 120, 126, 128, 146, 150,229

Taking the High Road. Kendra L, Darko, American Demograph-ics,2\ (October 1999), pp, 36-39, [Business travel. Survey, Stress,Personal services. Freestanding Net Stations, Customer databases.Examples,] 177

Happy Campers. John Fetto, American Demographics, 21 (July1999), pp, 46-47. [Residential camps. Special interests, 15- to 18-year-olds, Costs, Activities, Examples.] 178

Weh Savvy for Hire: Marketers Turning to Consultants forE-Commerce Expertise. Sean Callahan, Business Marketing, 84(November 1999), pp, I, 52, [Discussion, Effectiveness, E-businessstrategy. Web design and marketing support. Information technol-ogy. Examples,] 179

Banks Hit the Net As Traditional Efforts Fail. Philip Clark,Business Marketing, 84 (November 1999), pp, 1,51, [Personaliza-tion in a large-scale, paper-based environment is difficult to attain;Banks are planning portal launches, tailored e-mail campaigns, andindustry specific Web sites; Examples,] 180

Building Client Centered Systems of Care: Choosing a ProcessDirection for the Next Century. Curtis P, McLaughlin and ArnoldD, Kaluzny, Health Care Management Review, 25 (Winter 2000),pp, 73-82, [Literature review. Model presentation. Stages (craft,mass production, process enhancement, mass customization, co-configuration). Relationship between delivery mode and diseaseknowledge. Control issue. Example,] 181

Managing Service Quality with Internal Marketing Schemat-ics. Ian N, Lings, Long Range Planning (UK), 32 (August 1999),pp, 452-63, [Customer satisfaction. Service blueprinting. Internaland external eustomer-visible processes, Interaetions, Motivatingemployees. Application,] 182

Customer Satisfaction for Financial Services: The Role ofProducts, Services, and Information Technology. M,S, Krish-nan, Venkatram Ramaswamy, Mary C, Meyer, and Paul Damien,Management Science, 45 (September 1999), pp, 1194-209, [Liter-ature review. Model presentation. Survey, Attitudes, Branch ser-vice. Automated telephone service. Product line. Financial report,Bayesian analysis,] 183

Health Care Communications Approaches for an OnlineWorld. Marketing Health Services, 19 (Fall 1999), pp, 25-30,[Interview with communications expert. Trends, Opportunities,Skill requirements. Web sites. Impacts on traditional marketingchannels. Management of relationships. Information flows. Projec-tions,] 184

Trends in Health Care Marketing. Marketing Health Services,19 (Fall 1999), pp, 42-44, [Survey of hospitals. How marketers areemployed. Marketing expenditures. Priorities of organizations andmarketers. Assessment,] 185

Marketing Assisted-Living Facilities. Kenneth E, Clow, DavidO'Bryan, and Jane O'Bryan, Marketing Health Services, 19 (Fall1999), pp, 44-46, [Survey of households. Attitudes, Age groups.Medical condition. Needs, Involvement, Market segmentation.Providing information. Assessment,] 186

Patient Satisfaction and the Role of Choice. Dennis O, Kalden-berg. Marketing Health Services, 19 (Fall 1999), pp, 39-42, [Sur-vey, Perceptions, Choice limits by type of treatment. Region ofcountry. Type of insurance. Assessment. Managerial implications,]

187

Benchmarking in the Pharmaceutical Industry. Jorg Krutten,Marketing Health Services, 19 (Fall 1999), pp, 15-22, [Discussion;Situation and object analysis; Survey design; Information collec-tion and analysis; Reconfiguration, implementation, and control;Examples,] 188

Ohstetrical Care and Patient Loyalty. James W. Peltier, ThomasBoyt, and John A, Schibrowsky, Marketing Health Services, 19(Fall 1999), pp, 5-12, [Survey of patients. Attitudes, Physician andnurse care. Overall satisfaction versus overall quality. Performanceassessment. Strategic implications,] 189

4. MARKETING RESEARCH

4.1 Theory and Philosoptiy of ScienceSeeaiso 13,51,60, 100, 105, 119, 127

Some Late Nineteenth-Century Antecedents of Marketing The-ory. Donald F, Dixon, Journal of Macromarketing, 19 (December1999), pp, 115-25, [Discussion, Contributions, Alfred Marshalland the Austrians, Consumers, Production and exchange. Market-ing effort. System structure. System and environment. Assess-ment,] 190

Competitive and Cooperative Inventory Policies in a Two-StageSupply Chain. Gerard P, Cachon and Paul H. Zipkin, ManagementScience, 45 (July 1999), pp, 936-53, [Literature review. Game the-


ory, Muitiechelon inventory. Incentive contracts, Nash equilib-rium, Stackelberg equilibria. Assessment,] 191

Decentralized Supply Ctiains Subject to Information Delays.Fangruo Chen, Management Science, 45 (August 1999), pp.1076-90, [Literature review. Models, Teams, Cost centers. Incen-tive compatibility. Irrational behavior. Example,] 192

A Periodic Review Inventory Model with Demand Influenced byPromotion Decisions. Feng Cheng and Suresh P. Sethi, Manage-ment Science, 45 (November 1999), pp, 1510-23, [Markov decisionprocess. Dynamic programming. Mathematical equations. Finitehorizon. Base-stock and threshold policies. Assessment,] 193

The Effects of Selling Packaged Goods on Inventory Decisions.Ricardo Emst and Panagiotis Kouvelis, Management Science, 45(August 1999), pp. 1142-55, [Literature review. Model presenta-tion. Inventory with substitution. Bundling policies, Newsvendorproblem. Retail inventories. Product line design. Assessment,] 194

Coordinating Investment, Production, and Subcontracting. JanA, Van Mieghem, Management Science, 45 (July 1999), pp, 954-71,[Literature review. Analytic models. Outsourcing, Supply contracts.Supply chain. Capacity, Transfer pricing. Assessment,] 195

Endogeneity in Brand Choice Models. J, Miquel Villas-Boas andRussell S, Winer, Management Science, 45 (October 1999), pp.1324-38. [Discussion, Error structures. Scanner panel data. Mar-keting mix variables. Impacts, Purchasing probabilities. Assess-ment,] 196

Estimating Price Elasticities witb Theory-Based Priors. Alan L,Montgomery and Peter E, Rossi, Journal of Marketing Research,36 (November 1999), pp, 413-23. [Prior information based onrestrictions imposed by additive utility models. General substitu-tion parameter and brand-specific expenditure elasticities. Differ-ential shrinkage approach. Store-to-store variations. Expenditureelasticities. Applications,] 197

A Characterization of Retailer Response to ManufacturerTrade Deals. Rajeev K, Tyagi, Journal of Marketing Research, 36(November 1999). pp, 510-16, [Model presentation. Demandfunctions. Retail pass-through. Elasticity, Pricing, Marginal rev-enue. Marginal cost. Optimal, Profit maximization,] 198

4.2 Research MethodologySeeaiso 1 .2 ,3 ,4 ,5 ,6 ,7 ,8 ,9 , 10, II, 12, 15, 16, 17, 18,21,22,23,24,37,46,55,57,59,71,72,94,99, 100, 103, 104, 105, 107,109, 110, 111, 112, 113, 114, 116, 118, 119, 120, 126, 147, 148,149, 177, 183, 188, 189, 197, 219, 220

Tbe Plunge into Prime Time. Deirdre Dolan, American Demo-graphics, 21 (September 1999), pp, 48-52, 54, 56, [Trends, Targetaudiences. Market shares. Show types. Typical advertisers.Impacts, Age groups. Gender, Race, Example.] 199

Keeping Up witb Teens. Christina MerriW, American Demograph-ics, 21 (October 1999), pp, 27-31, [Trends, Magazines, Targetmarkets. Fragmentation, Reading habits. Boys, Girls, Choices,Titles, Online, Examples,] 200

Got Questions? All You Have to Do Is Ask. Kendra Parker, Amer-ican Demographics, 21 (November 1999), pp. 36-39. [Internet sur-veys. Customer satisfaction. Retail Web sites. Pricing, Service,Shopping behavior. Privacy concerns. Demographic characteris-tics. Problems, Costs, Response rates. Examples,] 201

Sometbing in the Way We Move. Glenn Thrush, American Demo-graphics, 2\ (November 1999), pp, 48-52,54, [Trends, Movementto nonmetro rural counties. Western states. Rating scale. Naturalappeal. Labor market considerations. Problems, Lower pay.Remoteness, Connections to the outside world. Examples.] 202

Industrial Marketing Management, 28 (May 1999), pp, 201-317,[Ten articles on researching business and high-technology markets.

Business-to-business case studies, Degrees-of-freedom analysis.Monitoring customer satisfaction. Organizational buying theories.Response rate and response bias. Structure of industrial buyingcenters. Aggregation approaches for second-order data. Disk-by-mail surveys. Creativity management,] 203

Survey of New Product Forecasting Practices in IndustriatHigh Technology and Low Technology Businesses. Gary S,Lynn, Steven P. Schnaars, and Richard B. Skov, Industrial Market-ing Management, 28 (November 1999), pp, 565-71, [Study of pro-ject successes and failures. Successful high-tech projects reliedmore on internal qualitative techniques, whereas low-tech projectsrelied more on conventional quantitative market-based tech-niques,] 204

A Comparison of U.S. and Canadian Consumers. Stephen Fer-ley, Tony Lea, and Barry Watson, Journal of Advertising Research,39 (September/October 1999), pp, 55-65, [Data collection(research studies). Social value differences. Selected product usagepatterns. Leisure activity data, Geodemographic approach to ana-lyzing product consumption differences. Cluster profiles. Assess-ment,] 205

Children and Attitude Toward the Brand: A New Measure-ment Scale. Claude Pecheux and Christian Derbaix, Journal ofAdvertising Research, 39 (July/August 1999), pp, 19-27, [Litera-ture review. Data collection. Dimensions (hedonic, utilitarian).Measures (like, like very much, fun, great, useful, practical/handy,useless). Assessment,] 206

Response Variation in E-Mail Surveys: An Exploration. KimBartel Sheehan and Sally J, McMillan, Journal of AdvertisingResearch, 39 (July/August 1999), pp, 45-54, [Literature review.Hypotheses, Three studies. Issue salience has a positive effect onresponse rates. Impacts, Prenotification, Implications,] 207

Application of GIS in Small and Medium Enterprises. Sanjay S,Metha, Mark Leipnik, and Balasundram Maniam, Journal of Busi-ness and Entrepreneurship, II (October 1999), pp, 77-88, [Dis-cussion, Geographic information systems. Uses, Spatial analysis.Optimal locations. Trade areas. Distribution, Competition. Viewand query of locations. Buffer zone generation. Polygon overlay.Examples,] 208

The Strategic Power of Consensus Forecasting: Setting YourOrganization Up to Win. Katy Fosnaught, Journal of BusinessForecasting, 18 (Fall 1999), pp, 3-7, [Discussion, Factors, One-number monthly forecasting process. Use of appropriate tools andtechniques. Organizational infrastructure. Change management.Assessment,] 209

Six Ways to Make Sales Forecasts More Accurate. Michael D.Geurts and David B, Whitlark, Journal of Business Forecasting, 18(Winter 1999-2000), pp, 21-23, 30, [Discussion, Find new leadingindicators. Improve data quality. Reduce variance in sales pattern.Use marketing research. Draw on knowledge of supply chain.Manage bias. Assessment,] 2tO

Multi-tier Forecasting: A Way to Improve Accuracy. LarryLapide, Journal of Business Forecasting, 18 (Winter 1999-2000),pp, 12-14, [Discussion, Supply chain volatility. Data sources.Assembling and collecting data. Model development. Forecastsales and inventories. Implementation,] 211

Forecasting Creditworthiness: Logistic vs. Artificial NeuralNet. Timothy H, Lee and Sung-Chang Jung, Journal of BusinessForecasting, 18 (Winter 1999-2000), pp, 28-30, [Model compar-isons. Study of credit unions. Estimation criteria. Two-sampleKolmogorov-Smirnov test statistic. Information value. Coefficientof Separation, Percentile analysis. South Korea,] 212

Bayesian Modeling Enhances Supply Chain Forecasting andPlanning. J.D. Picksley and G.J, Brentnall, Journal of BusinessForecasting, 18 (Fall 1999), pp, 19-23, [Dynamic linear modeling.


Advantages, Impacts, Nonroutine sales patterns. Default settings.Comparisons, Traditional models, Suecess, Guidelines,] 213

tntegration of Different Forecasting Models. Wei Zhou, Journalof Business Forecasting, 18 (Fall 1999), pp, 26-28, [Discussion,Factors, One-number monthly torecasting process. Use of appro-priate tools and techniques. Organizational infrastructure. Changemanagement. Assessment,] 214

Divide and Conquer. Sunny Baker and Kim Baker, Journat ofBusiness Strategy, 20 (September/October 1999), pp, 16-19,[Trends; Data visualization technologies; Mapping software (geo-graphic information systems); Integrating marketing, operations,and customer service; Example,] 215

Ridge Regression and Direet Marl^eting Scoring Models.Edward C. Malthouse, Journal of Interactive Marketing, 13(Autumn 1999), pp, 10-23. [Discussion, Techniques, Alternative tovariable subset selection methods to control the bias-variancetrade-off of the estimated values. More variables can be includedin a scoring model without danger of overtltting the data,] 216

HINoV: A New Model to Improve Market Segment Definitionby Identifying Noisy Variabtes. Frank J, Carmone, Jr,, Ali Kara,and Sarah Maxwell, Journal of Marketing Research, 36 (Novem-ber 1999), pp, 501-509, [Literature review. Robustness demon-stration with artificial data. Evaluation using two real marketingdata sets. Statistical analysis,] 217

l\irning Marketing Researcb Higb Tecb. Fareena Sultan andGloria Barczak, Marketing Management, 8 (Winter 1999), pp,24-30, [Survey of managers. Attitudes, Marketing research meth-ods used in stages of new product development process. Value ofmethods. Dissemination of information. Assessment, Recommen-dations,] 218

5. OTHER TOPICS

5.1 Educational and Professional IssuesSeeaiso 106. 117

Going tbe Distance. Ron Feemster, American Demographics, 21(September 1999), pp, 58-62. 64, [Trends, Number of people whohave some college experience but lack a diploma. Skill profiles.Aptitudes. Experience. Income. Consumption behavior. Expendi-tures. Statistical data,] 219

Consumer Socialization of Children: A Retrospective Look atTwenty-Five Years of Researcb. Deborah Roedder John, Journalof Consumer Research, 26 (December 1999). pp, 183-213, [Liter-ature review. Conceptual framework. Stages, Empirical findings.Children's knowledge of products. Brands, Advertising, Shopping,Decision-making and parental influence strategies. Consumptionmotives and values. Implications,] 220

Interactive Distance Learning: Impact on Student CourseEvaluations. Kenneth E, Clow, Journal of Marketing Education,21 (August 1999). pp, 97-105, [Literature review; Comparisons;Noninteractive distance learning; Graduates versus undergradu-ates; Most evaluation differences dealt with the instructor's teach-ing methodology, style, and interaction with students; Better suitedfor graduate programs,] 221

Marketing Department Leaderstiip: An Analysis of TeamTransformation. Roger Gomes and Patricia A, Knowles, Journalof Marketing Education, 21 (December 1999), pp, 164-74, [Liter-ature review. Model development. Propositions, Personal inter-views. Tenured professors. Department chair characteristics.Implementation strategies,] 222

But Tbat's Not Fair! An Exploratory Study of Student Percep-tions of Instructor Fairness. Mark B, Houston and Lance A, Bet-tencourt. Journal of Marketing Education, 21 (August 1999), pp,84-96, [Literature review. Survey. Factors, Professor conduct in

interpersonal interactions. Flexibility, Implementation of coursegrades and policies. Interactions with professor regarding grades.Course and exam content. Assessment, Implications,] 223

Faculty Perceptions and Experiences of Student Bebavior:Does Gender Matter? Kathleen J. Kelly and Linda R, Stanley,Journal of Marketing Education, 21 (December 1999), pp,194-205, [Literature review. Survey, Class workload and policies.Teaching environment. Instructor descriptors. Classroom situation.Teaching style. Requests, Complaints, Statistical analysis,] 224

Undergraduate Marketing Students, Group Projects, and Team-work: Tbe Good, the Bad, and the Ugly? Denny E, McCorkle.James Reardon, Joe F, Alexander, Nathan D, Kling, Robert C, Har-ris, and R, Vishwanathan Iyer, Joumal of Marketing Education, 21(August 1999). pp, 106-17, [Literature review. Survey of students.Group work impressions. Specialization of labor. Collective actions.Teamwork skills development. Administrative problems. Prefer-ences for group work. Assessment, Implications,] 225

Implementing an Interdisciplinary Marketing/EngineeringCourse Project: Project Format, Preliminary Evaluation, andCritical Factor Review. Kim McKeage, Deborah Skinner, R,M,Seymour, Darrell W, Donahue, and Tom Christensen, Journal ofMarketing Education, 21 (December 1999). pp, 217-31, [Litera-ture review. Interdisciplinary teams of instructors. Relationship ofprocess and content to overall evaluation,] 226

Tbe Second Course in Business Statistics and Its Role inUndergraduate Marketing Education. Sarath A, Nonis and GailI, Hudson, Journal of Marketing Education, 21 (December 1999),pp, 232^1 , [Discussion, Decision-making emphasis. Preparationfor marketing research course. Communication, Problem solving.Computer use. Assessment,] 227

Accessibility: An Alternative Metbod of Ranking MarketingJournals? Michael Jay Polonsky, Gary Jones, and Megan J, Kears-ley. Journal of Marketing Education, 21 (December 1999), pp,181-93, [Discussion, Traditional ranking methods. Problems,Study of journal characteristics and their relationship to libraryholdings. Impacts, Initial publication date. Perceived importance inthe United States. Regression analysis. Australia,] 228

A Customer Service Course: Bringing Marketing and LogisticsTogetber. Elise Truly Sautter, Arnold Maltz. and Kevin Boberg,Journal of Marketing Education, 21 (August 1999). pp, 138-45,[Literature review; Supply chain management as an organizingconcept; Customer identification and expectations; Product,process, and system design; Service encounter; Intermediary rela-tionships; Future course development,] 229

Marketing Education in tbe Year 2000: Cbanges Observed andCballenges Anticipated. Denise T, Smart. Craig A, Kelley, andJeffrey S, Conant, Journal of Marketing Education, 21 (December1999), pp, 206-16, [Literature review. Survey of marketing faculty.Class style and course management issues. Technology. Changes instudents. Skill development. Projections, Assessment,] 230

Tbe International Marketing Curriculum: Views from Stu-dents. L,W, Turley and J, Richard Shannon. Journal of MarketingEducation, 21 (December 1999), pp, 175-80, [Literature review.National sample. Attitudes, Future importance. Level of prepara-tion. Foreign language choices. Statistical analysis. Implications,]

231

5.2 General MarketingSee also 53, 157, 170, 185, 190. 230

Tbe Early Development of Purcbasing Roles in tbe AmericanHousebold, 1750 to 1840. Terrence H, Witkowski, Journal ofMacromarketing, 19 (December 1999), pp, 104—14, [Discussion;Marital authority; Home production and the division of labor;Household decision-making influences; Ordering, shopping, andpurchasing; Examples,] 232

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