Proceedings of the 2009 Academy of Marketing Science (AMS) Annual Conference (eBook)

ACADEMY OFMARKETING SCIENCE 6
Officers 2009 6
Board Of Governors 6
Program and Track Chairs 7
Preface 9
Acknowledgements 10
Distinguished Fellows 11
Reviewers 12
Session Chairs and Moderators 18
Discussants and Panel Participants 20
Table of Contents 21
AN ETHICAL PERSPECTIVE ON SUSTAINABLE BUSINESS PRACTICES 45
ABSTRACT 45
ATTRIBUTIONS OF AUTHENTICITY: EMPLOYEE PERCEPTIONS OF CORPORATE SOCIAL RESPONSIBILITY PROGRAMS 46
ABSTRACT 46
COMPARING CODES OF ETHICS AMONG THE TOP COMPANIES IN AUSTRALIA, CANADA AND THE USA 47
ABSTRACT 47
DEFINITIONS, THEORIES, DRIVERS AND MANAGERIAL IMPLICATIONS: GROUNDING GLOBAL STRATEGIC SUSTAINABILITY. 48
ABSTRACT 48
MOTIVATING PRO-ENVIRONMENTAL BEHAVIORS: UTILITY OF THE DECISIONAL BALANCE SCALE, SELF-EFFICACY AND REACTANCE 49
ABSTRACT 49
EMPIRICAL INVESTIGATION OF DATA QUALITY AND VALIDITY OF COGNITIVE VALENCE AND CONTENT OF THOUGHTS: TRAINED INDEPENDENT RATERS VE 50
ABSTRACT 50
EMPIRICAL AGREEMENT BETWEEN FORMATIVE AND REFLECTIVE MEASUREMENT MODELS: A MONTE-CARLO ANALYSIS 51
ABSTRACT 51
DETERMINING THE NUMBER OF SEGMENTS IN FIMIX-PLS 52
ABSTRACT 52
EXPERIMENTAL SET-UP 52
RESULTS 52
THE PERFORMANCE IMPLICATIONS OF MARKET-BASED ASSETS AND INNOVATION CAPABILITIES 53
ABSTRACT 53
INTRODUCTION 53
THEORETICAL BACKGROUND AND HYPOTHESES 53
RESEARCH DESIGN 54
ANALYSIS AND RESULTS 55
DISCUSSION AND IMPLICATIONS FOR PRACTICE AND FUTURE RESEARCH 55
REFERENCES 56
TABLES AND FIGURES 57
EXPLORING US CONSUMERS UNDERSTANDING OF CARBON OFFSETS 58
ABSTRACT 58
INTRODUCTION 58
A Brief Overview of US Green Marketing Regulation 58
Consumer Responses to Green Marketing 58
RESEARCH DESIGN 59
DATA ANALYSIS 60
CONCLUSIONS AND IMPLICATIONS 60
REFERENCES 61
CONSUMER ACCEPTANCE OF RENEWABLE ENERGIES – TARGET GROUP SEGMENTATION BASED ON THE CLASSIFICATION OF PRIVATE END USERS INTO LIFE 63
ABSTRACT 63
WHO CARES ABOUT A FAIR TRADE LABEL? ON THE IMPACT OF CONSUMER ATTITUDES ON BRAND RELEVANCE OF FAIR TRADE PRODUCTS 64
ABSTRACT 64
THE NETWORK EFFECTS OF PRODUCT PORTOFLIO CHARACTERISTICS ON PARENT BRAND EQUITY 65
ABSTRACT 65
NONPROFIT BRANDS: THE IMPORTANCE OF BRAND IMAGE IN CHARITABLE GIVING 66
BACKGROUND AND OBJECTIVES 66
METHODOLOGY 66
RESULTS 66
A COMPARISON OF SELECTED REPUTATION MEASURES’ CONVERGENT AND CRITERION VALIDITY 67
INTRODUCTION 67
RESEARCH DESIGN 67
RESULTS 67
THE VALUE OF CORPORATE REPUTATION FOR SHAREHOLDERS: EVIDENCE FROM GERMANY FOR DAX 30 COMPANIES 68
INTRODUCTION 68
METHODOLOGY AND DATA 68
RESULTS 68
CHARTING CHATTER: WHAT CONSUMER GENERATED ADVERTISING SEEMS TO BE SAYING ABOUT BRAND PERSONALITY 69
ABSTRACT 69
THE EFFECT OF COMPLAINT HANDLING ON CONSUMER WORD-OF-MOUTH: ASSESSING DIFFERENCE BETWEEN WOM GIVERS AND RECEIVERS 70
ABSTRACT 70
FACILITATING THE DEVELOPMENT OF FIRM-CUSTOMER RELATIONSHIPS IN ONLINE RETAILING CONTEXTS THROUGH VIRTUAL COMMUNITY CULTIVATION 71
ABSTRACT 71
LINKING BRAND EQUITY TO ORGANIZATIONAL OUTCOMES 72
ABSTRACT 72
THE FEELING OF REGRET IN EBAY AUCTIONS: THE ROLE OF SNIPERS 73
ABSTRACT 73
IS MARKET SEGMENTATION DEAD? A CONCEPTUAL MODEL OF THE EFFECT OF SEGMENTATION CHOICES ON MARKETING PERFORMANCE 74
ABSTRACT 74
MARKET-ORIENTED SEARCH IN DIFFERENTIATED INDUSTRIES 75
ABSTRACT 75
THEORY AND CONTRIBUTION 75
CORE BUSINESS PROCESSES LINK MARKET ORIENTATION AND BUSINESS PERFORMANCE 76
ABSTRACT 76
INTRODUCTION 76
THEORETICAL BACKGROUND 76
METHODOLOGY 77
ANALYSIS AND RESULTS 78
DISCUSSION 78
Theoretical implications 78
Managerial implications 78
Limitations and avenues 79
REFERENCES 79
TABLES AND FIGURES 80
A STEP FORWARD TOWARD DISCERNMENT OF CO-BRANDING STRATEGY 81
ABSTRACT 81
INTRODUCTION 81
A FOUNDATION FOR CO-BRANDING RESEARCH 81
Definition 81
Variables 81
Future Research Venues 81
ATTRIBUTE ALIGNABILITY AND VALUE RELEVANCE IN A LATE ENTRANT STRATEGY 82
ABSTRACT 82
MULTIPLE BRAND ALLIANCES: A PORTFOLIO DIVERSIFICATION PERSPECTIVE 83
ABSTRACT 83
NEW THOUGHTS ON BRAND DISPOSAL STRATEGIES OF MULTINATIONAL FIRMS 84
ABSTRACT 84
CONNECTING WITH CUSTOMERS: THE EFFECTS OF CULTURAL DIFFERENCES ON SERVICE ENCOUNTERS 85
ABSTRACT 85
FROM SENTIMENT TOWARDS ADVERTISING TO MATERIALISM AND VANITY: AN ASSESSMENT FROM THE MIDDLE EASTERN PERSPECTIVE 86
ABSTRACT 86
INTRODUCTION 86
RESEARCH OBJECTIVES AND HYPOTHESES 86
RESULTS 86
AN EXPANDED MODEL OF CONSUMER EVALUATIONS OF LIVE MUSICAL PERFORMANCE: ANTECEDENTS AND BEHAVIORAL OUTCOMES 87
ABSTRACT 87
REAL-TIME SERVICE ENCOUNTERS AND CUSTOMER SATISFACTION: ONLINE MONITORING OF CORE SERVICE DELIVERY 88
ABSTRACT 88
INTRODUCTION 88
THEORETICAL FRAMEWORK AND HYPOTHESIS DEVELOPMENT 88
METHODOLOGY 90
Manipulations 90
IMPLICATIONS FOR MARKETING THEORY AND PRACTICE 91
REFERENCES 91
MARKET PERFORMANCE INFLUENCED BY MILES & SNOW’S BUSINESS TYPOLOGIES, WITH NARVER &
ABSTRACT 93
INTRODUCTION 93
Typology Strategy 93
Market Orientation 94
Organizational Adaptation: Strategic Choice and Environmental Determinism 94
Research Hypotheses 94
Moderators and Mediators 94
METHODOLOGY 95
RESULTS 95
REFERENCES 95
THE MARKETING EFFECT ON THE FIRM VALUE 98
ABSTRACT 98
INTRODUCTION 98
LITERATURE REVIEW 98
The corporate perspectives 98
HYPOTHESES DEVELOPMENT 99
RESULTS 100
CONCLUSION 100
REFERENCES 101
THE ECONOMIC SIDE OF RELATIONSHIP MARKETING 103
ABSTRACT 103
INTRODUCTION 103
RESEARCH OBJECTIVES 103
COLLABORATIVE COMMUNICATION, INTERACTION ORIENTATION, MARKETING CAPABILITIES AND CORE PROCESSES PERFORMANCE 104
ABSTRACT 104
WHAT DRIVES COMPETITORS TO COOPERATE?: ANTECEDENTS OF COLLECTIVE MARKETING COOPETITION 105
ABSTRACT 105
TRUE OR FALSE? A STUDY OF FALSEHOODS IN MARKET INTELLIGENCE DISSEMINATION WITHIN ORGANIZATIONS 106
ABSTRACT 106
CARICATURES, CARTOONS, SPOOFS AND SATIRES: POLITICAL BRANDS AS BUTTS 107
ABSTRACT 107
CORPORATE BRANDING IN SOUTH AFRICA 108
ABSTRACT 108
REDUCING ECOLOGICAL FOOTPRINTS THROUGH INDIVIDUAL SOCIAL RESPONSIBILITY: A CONSUMER PERSPECTIVE 109
INTRODUCTION 109
RESEARCH OBJECTIVES 109
METHOD 109
DISCUSSION AND CONCLUSION 109
INVESTIGATING THE CUSTOMERS' LOYALTY TO TECHNOLOGY-BASED SELF-SERVICE COUPONS 110
ABSTRACT 110
INTRODUCTION 110
RESEARCH OBJECTIVES 110
FINDINGS 110
A REVIEW AND UPDATE OF THE CLASSIFICATION OF GOODS SYSTEM: A CUSTOMER INVOLVEMENT SYSTEM 111
ABSTRACT 111
OPENING CHANNELS OF THOUGHT: UNDERSTANDING THE VALUE OF PLACE 112
ABSTRACT 112
TOWARDS AN INFORMED CHOICE: EDUCATION ON THE WORLD MARKET 113
ABSTRACT 113
MARKETING ISSUES IN THE PRIVATE TERTIARY EDUCATION: THE CASE OF CYPRUS 114
ABSTRACT 114
INTRODUCTION 114
RESEARCH OBJECTIVES 114
RESEARCH METHODOLOGY 114
CONCLUSIONS 114
WHAT DO COMPANIES IN ICELAND NEED TO DO IN ORDER TO SUCCEED FOLLOWING THE COLLAPSE OF THE ECONOMY OF THAT SMALL COUNTRY? 115
ABSTRACT 115
INTRODUCTION 115
ECONOMIC GROWTH DURING THE 20TH CENTURY 115
MEMBERSHIP IN THE EUROPEAN ECONOMIC AREA 116
WHAT WILL THE FUTURE BRING? 117
REFERENCES 118
CUSTOMER VALUE IN BUSINESS MARKETS – A RESEARCH SUMMARY AND PROPOSAL FOR AN EXTENSION 120
ABSTRACT 120
INTRODUCTION 120
CUSTOMER VALUE IN BUSINESS MARKETS: THEORY DEVELOPMENT 120
SUMMARY AND CONCLUSION 122
TABLES AND FIGURES 123
REFERENCES 124
BUYER-SELLING FIRM RELATIONSHIP AND GENDER AS A MODERATING EFFECT 125
ABSTRACT 125
INTRODUCTION 125
RESEARCH OBJECTIVE 125
SAMPLE 125
METHOD 125
CROUCHING ECONOMY, HIDDEN STRATEGY: GOALS AND PRIORITIES IN GLOBAL SOURCING 126
ABSTRACT 126
INTRODUCTION 126
LITERATURE REVIEW & FRAMEWORK
RESEARCH METHODOLOGY 127
RESULTS & DISCUSSION
CONCLUSIONS 128
REFERENCES 128
THE RELATIONSHIP EXCHANGE IN CHINESE BUSINESS-TO-BUSINESS MARKETING 131
ABSTRACT 131
DOING BUSINESS AS USUAL WOULDN’T CUT IT ANYMORE: GENDER IDENTITY AND CONSUMERS’ BRAND PERCEPTIONS 132
ABSTRACT 132
RE-FOCUSING THE DOMAIN OF THE MARKETING DISCIPLINE IN A MANAGERIALLY-RELEVANT WAY 133
ABSTRACT 133
LIFE SCIENCES MARKETING: BENEFIT-BASED SEGMENTATION OF FUNCTIONAL FOOD MARKETS 134
ABSTRACT 134
INTEGRATED COGNITIVE MODEL INCORPORATING MEANS-END CHAINS, MARKETING AUDIT AND RESOURCE-BASED VIEW 135
ABSTRACT 135
BRAND INTERDEPENDENCY VERSUS BRAND DEPENDENCY: A MASLOW’S SELF-ACTUALIZATION PERSPECTIVE 136
ABSTRACT 136
INTRODUCTION 136
THEORETICAL FRAMEWORK AND PROPOSITIONS 136
Maslow and Congruity 136
Survival Needs and Self-Concept Brand Image Congruity 136
Ego-Related Needs and Self-Concept Brand Image Congruity 137
Ego Self-Concept Brand Image Congruity and Brand Dependency 137
Self-Actualization Needs and Self-Concept Brand Image Congruity 138
Transcendent Self-Concept Brand Image Congruity and Brand Interdependency 138
CONCLUSION 139
REFERENCES 139
BRAND COMMUNITY PARTICIPATION 141
ABSTRACT 141
HOW DO THEY REALLY HELP? AN EMPIRICAL TUDY OF THE ROLE OF DIFFERENT INFORMATION SOURCES IN BUILDING BRAND TRUST 142
ABSTRACT 142
A MIXTURE MODEL TO ESTIMATE CUSTOMER VALUE FOR E-SERVICES 143
ABSTRACT 143
INTRODUCTION 143
A MODEL OF CUSTOMER VALUE 143
A NUMERICAL ANALYSIS 145
DISCUSSION AND LIMITATIONS 145
CONCLUSION 146
REFERENCES 146
LINKING SERVICE AND INNOVATION PROCESSES ON THE INTERNET: A FRAMEWORK FOR CUSTOMER FIRM CONSTELLATIONS IN ELECTRONIC NETWORKS 148
ABSTRACT 148
SERVICE QUALITY IN THE IRANIAN CELLULAR TELECOMMUNICATIONS MARKET 149
ABSTRACT 149
INTRODUCTION 149
THE RESEARCH MODEL 149
RESEARCH METHODOLOGY 150
DATA ANALYSIS AND RESULTS 151
CONCLUSION 151
REFERENCES 151
FIGURES AND TABLES 152
EFFECTS OF ADAPTIVE SELLING BEHAVIOR AND CUSTOMER ORIENTATION ON PERFORMANCE: AN EMPIRICAL ANALYSIS OF PHARMACEUTICAL SALESPEOPL 154
ABSTRACT 154
WHAT SALES PEOPLE DO: OBSERVATIONS OF SUCCESSFUL BEHAVIORS IN LIVE SALES MEETINGS 155
ABSTRACT 155
INTRODUCTION 155
METHODOLOGY 156
RESULTS 156
DISCUSSION AND LIMITATIONS 157
REFERENCES 158
AN INTRODUCTION OF DOMINANCE ANALYSIS IN THE PERSONAL SELLING CONTEXT 160
ABSTRACT 160
THE INFLUENCE OF SALES CONTROL SYSTEMS ON SALESPEOPLE’S ADAPTIVE KNOWLEDGE, SELLING BEHAVIORS AND SALES PERFORMANCE: AN INVESTIG 161
ABSTRACT 161
POLITICAL RISK: LITERATURE REVIEW 162
ABSTRACT 162
INTRODUCTION 162
LITERATURE REVIEW 162
DISCUSSION 163
REFERENCES 163
ADAPTING TO ADAPTIVE BEHAVIOR: DEALING WITH THE INTELLECTUAL PROPERTY LAWS OF THE RUSSIAN FEDERATION: 1992-2008 167
ABSTRACT 167
INTRODUCTION 167
THE 1992 REFORMS 167
The Legal Framework of Modern Russian Intellectual Property Legislation 167
The Patent Law of the Russian Federation No. 3517-1 as amended 7 February 2003, No. 22FZ, in force I January 2004 167
The Law of the Russian Federation No. 5351-1 on Copyright and Ancillary Rights amended 11 December 2002, No. 72-3FL, in force 23 168
The Law of the Russian Federation No. 3523-1 on the Legal Protection of Computer Programs and Databases as amended 24 December 2 168
Loopholes in the 1990s Statutes and Cultural Inhibitions to their Enforcement 168
THE SECOND EFFORT: PART FOUR OF THE NEW CIVIL CODE 169
New Remedies: Part Four (Title Seven) of the Civil Code (2006 Version) 169
Part Four of the Russian Civil Code as Currently Enacted 169
ENFORCEMENT IMPROVEMENTS SINCE 2006 169
Recent Legal Cases 169
An Interesting Anecdote 169
CONCLUSION 170
REFERENCES 170
DOES USER-FRIENDLY ALWAYS MATTER? THE MODERATING ROLE OF TEMPORAL DISTANCE AND INFORMATION ASYMMETRY 172
ABSTRACT 172
DECOMPOSING THE EFFECT OF INFORMATION TECHNOLOGY TOOLS ON NEW PRODUCT QUALITY AND NEW PRODUCT MARKET PERFORMANCE: A PHASE-BASED 173
ABSTRACT 173
STRATEGIC PRICING DECISIONS AS CORNERSTONES FOR SUCCESSFUL MARKETING MANAGEMENT: AN EMPIRICAL STUDY ON TECHNOLOGY-BASED SMES 174
INTRODUCTION 174
METHODOLOGY 174
RESULTS AND IMPLICATIONS 174
THE JOINT INFLUENCES OF INTERACTION AND ENTREPRENEURIAL ORIENTATOIN ON PRODUCT INNOVATION 175
ABSTRACT 175
THE DRIVERS AND IMPLICATIONS OF FAST TRACK NEW PRODUCT DEVELOPMENT 176
ABSTRACT 176
KEY DETERMINANTS OF RETAIL INTERNATIONALIZATION: AN INSTITUTIONAL THEORY APPROACH 177
ABSTRACT 177
A CONCEPTUAL MODEL FOR RETAILER-VENDOR STRATEGIC PARTNERSHIPS 178
ABSTRACT 178
IMPACT OF MALLS ON SMALL RETAILERS 179
ABSTRACT 179
INTRODUCTION 179
LITERATURE RESEARCH 179
DESIGN/METHODOLOGY/APPROACH 179
FINDINGS 179
Impact of Mall 180
Comparison Of Small Trader Tactics With US Retailer Study 180
How Small Retailers Are Fighting Competition? 180
CONCLUSION 180
REFERENCES 180
TRAITS VERSUS STATES: HOW CONSUMPTION AFFECTS OUR SENSE OF SELF 183
ABSRACT 183
THE EFFECTS OF SELF-CONGRUENCY AND PRODUCT TYPE ON THE PURCHASE INTENTION OF REAL VERSUS VIRTUAL PRODUCTS 184
ABSTRACT 184
THE ROLE OF SELF-CONCEPT BRAND IMAGE CONGRUITY IN CONSUMERS’ ATTITUDINAL FORMATION AND ATTITUDINAL BRAND LOYALTY: A VIEW FROM UT 185
ABSTRACT 185
DISCRIMINATORY CHOICE FACTORS IN UNIVERSITY SELECTION: A SOUTH AFRICAN PERSPECTIVE OF DIFFERENT ETHNIC GROUPS 186
ABSTRACT 186
CAUSE-RELATED MARKETING IN SOUTH AFRICA: THE INFLUENCE OF STRUCTURAL CAMPAIGN ELEMENTS 187
ABSTRACT 187
INTRODUCTION 187
THE ORIGIN OF CAUSE-RELATED MARKETING 187
CAUSE-RELATED MARKETING DEFINED 187
CAUSE-RELATED MARKETING, COMMUNICATION, FRAMING AND STRUCTURAL CAMPAIGN ELEMENTS 187
SOUTH AFRICA AND CAUSE-RELATED MARKETING 188
PROBLEM STATEMENT 188
RESEARCH OBJECTIVES AND METHODOLOGY 188
FINDINGS AND DISCUSSION 189
General Consumer Insights 189
Gender, Race and Marital Status 189
Brand Importance and Price Premium Influences 189
Trust, Guilt and Charitable Giving 189
Product Involvement, Donation Level and Expression Format Interactions 190
Cause-Related Marketing Structural Campaign Elements 190
CONCLUSION 190
REFERENCES 191
A SALES PERSPECTIVE ON SERVICE DOMINANT LOGIC 192
ABSTRACT 192
A ROADMAP OF SOA-BASED FRAMEWORK FOR INTERNET-ENABLED CRM 193
ABSTRACT 193
INTRODUCTION 193
A VALUE CUBE FOR INTERNET-ENABLED CRM 193
A SOA-BASED CRM FFRAMEWORK 194
Customer Perspective 194
E-Service Provider Perspective 195
E-Service Pricing 196
THE VALUE FOR SOA-BASED CRM 196
A TAXONOMY OF CRM E-SERVICES 196
CONCLUDING REMARKS 197
REFERENCES 197
BUYER ORGANIZATION MAPPING: NEW CRM TOOL FOR SALESPEOPLE 198
ABSTRACT 198
INTERRELATIONS OF ADVERTISING CHANNELS— AN EMPIRICAL STUDY ON ONLINE PURCHASE BEHAVIOR 199
ABSTRACT 199
TAILORING ADVERTISEMENTS FOR THE GENERATION 50+: THE ROLE OF ACTIVITY AND MODESTY FOR SELF-VERIFICATION 200
ABSTRACT 200
INTRODUCTION 200
THEORETICAL BACKGROUND 200
HYPOTHESIS 200
METHOD 201
RESULTS 202
DISCUSSION 202
REFERENCES 203
TABLES AND FIGURES 204
BEYOND SENTRY AND SEEKER: A NEW LOOK AT CONSUMER COPING BEHAVIORS WITH INTERPERSONAL MARKETING PERSUASION 205
ABSTRACT 205
THE EFFECTS OF SOCIAL NORMS ON CONSUMERS’ RESPONSES TO MOBILE ADVERTISING 206
ABSTRACT 206
INTRODUCTION 206
LIERATURE REVIEW 206
METHODOLOGY 207
FINDINGS 207
DISCUSSIONS AND CONCLUSION 208
REFERENCES 209
A TYPOLOGY OF CHANNEL ORGANIZATIONS 211
ABSTRACT 211
DISTRIBUTION STRATEGIES FOR ENHANCED CHANNEL PARTNER PERFORMANCE 212
ABSTRACT 212
INTRODUCTION 212
RESEARCH METHODOLOGY 213
RESULTS AND DISCUSSION 213
Insurance sector 213
Mobile telecom sector 213
FMCG sector 214
TABLES 214
REFERENCES 215
Websites 216
MY PRODUCT, MY SELF: SELF-PRESENTATION CONCERNS IN PRODUCT EVALUATION 217
ABSTRACT 217
AFFECT-REGULATION THROUGH NOSTALGIA-SHOPPING 218
ABSTRACT 218
THE EFFECT OF GOAL ACTIVATION ON THE EVALUATION OF HYBRID PRODUCTS: THE ROLE OF CATEGORY FAMILIARITY IN THE DILUTION OF THE MEANS-GOAL ASSOCIATION 219
ABSTRACT 219
RELATIONAL CONFUSION 220
ABSTRACT 220
STUDYING CUSTOMER VALUE OF SOCIAL NETWORK SERVICES 221
ABSTRACT 221
SATISFACTION – LOYALTY: IT’S NOT THAT SIMPLE 222
ABSTRACT 222
EFFECTS OF SERVICE QUALITY, TRUST, AND PERCEIVED VALUE ON CUSTOMER LOYALTY: THE CASE OF MOBILE SUBSCRIBERS 223
ABSTRACT 223
THE ROLE OF MASS MEDIA AND MARKETING COMMUNICATION IN CONSUMER ETHNOCENTRISM: A STUDY FROM THE RUSSIAN MARKET 224
ABSTRACT 224
SALES MANAGERS’ LEARNING ORIENTATION, SALESPEOPLE GOAL ORIENTATION AND OVERALL ORGANIZATIONAL PERFORMANCE 225
ABSTRACT 225
FIELD SALES MANAGEMENT CONTROL SYSTEMS: INFLUENCE ON SALESPERSONS’ PSYCHOLOGICAL AND BEHAVIORAL RESPONSES 226
ABSTRACT 226
THE IMPACT OF CHANGE IN THE SALES PROCESS ON SALES PERFORMANCE: A MULTI-LEVEL ANALYSIS 227
ABSTRACT 227
A MISSION OF CIVIC ENGAGEMENT: THE EVOLUTION OF A SERVICE LEARNING PROJECT IN MARKETING 228
ABSTRACT 228
DEVELOPING ALTERNATIVE MEASURES FOR SERVICE QUALITY IN HIGHER EDUCATION: EMPIRICAL EVIDENCE FROM THE SCHOOL OF PHYSICAL EDUCATIO 229
ABSTRACT 229
THE GROWTH OF GLOBAL EXPOSURE IN MBA PROGRAMS 230
ABSTRACT 230
CREATIVE LEADERS’ VIEWS ON MANAGING ADVERTISING CREATION 231
ABSTRACT 231
THE EFFECTS OF SPOKESPERSON ACCENT ON ATTITUDE TOWARD ADVERTISING AND BRAND: A HEDONIC VERSUS UTILITARIAN PERSPECTIVE 232
ABSTRACT 232
SHOULD CHARITABLE ORGANIZATIONS EVOKE PERSONAL NOSTALGIA?: EFFECT OF NOSTALGIC APPEALS ON DONATION INTENTIONS. 233
ABSTRACT 233
DOES TABOO ADVERTISING HELP GETTING CONSUMERS’ ATTENTION AND ENHANCING MEMORY? 234
ABSTRACT 234
ADOPTION OF ONLINE DIRECT SALES CHANNEL BY SMALL AND MEDIUM-SIZED ENTERPRISES 235
ABSTRACT 235
THE ROLE OF ESERVICE QUALITY: A WEB2STORE SHOPPING PERSPECTIVE 236
ABSTRACT 236
MARKETING BEHAVIOR ANALYSIS OF DIGITAL PRINTING CHANNELS 237
ABSTRACT 237
PRICE INFORMATION SEARCH AND BARGAINING BEHAVIORS: A SIMULTANEOUS EXAMINATION OF THEIR RELATIONSHIPS AND ANTECEDENTS 238
ABSTRACT 238
THE EFFECTS OF STORE ENVIRONMENT ON SHOPPING BEHAVIOR: NEW INSIGHTS THROUGH THE CONCEPTS OF PERCEIVED CONTROL AND MOTIVATIONAL O 239
ABSTRACT 239
INTRODUCTION 239
THEORETICAL FRAMEWORK 239
Perceived Control and Behavior 239
Shopping Motivational Orientations 240
Perceived Control, Motivational Orientations and Shopping Behavior 241
METHOD 241
Data 241
Measures and Psychometric Properties 241
RESULTS 242
Motivational Orientation as a Moderator 242
Pleasure as a Mediator. 242
CONCLUSION 243
REFERENCES 243
IS VARIETY THE SPICE OF LIFE? MEDIATING FACTOR BETWEEN KNOWELDGE AND UNMET NEEDS 247
ABSTRACT 247
ORGANIZATIONAL INVESTMENTS IN SOCIAL CAPITAL, MANAGERIAL COACHING AND SERVICE EMPLOYEE PERFORMANCE 248
ABSTRACT 248
LINKING HRM PRACTICES AND SERVICE EMPLOYEE PERCEPTIONS OF JOB SATISFACTION TO PERFORM SERVICE QUALITY FOR CUSTOMERS IN CAMBODIA 249
ABSTRACT 249
INTRODUCTION 249
HYPHOTHESIS DEVELOPMENT 249
The Interrelationship among HRM Practices, Job Satisfaction, Service Climate, and Service Quality 249
The Interrelationship among Service Climate, Job Satisfaction, and Service Quality 250
The Interrelationships among Service Quality, Customer Satisfaction, and Customer Loyalty 250
METHODOLOGY 250
Sample and Questionnaire Design 250
RESEARCH RESULTS AND ANALYSES 251
Data Aggregation Procedures 251
Constructs and Reliability 251
Confirmatory Factor Analysis and Structural Equation Modeling (SEM) 251
Research Findings 251
DISCUSIONS AND CONCLUSIONS 252
REFERENCES 252
MANAGING THE EMPLOYEE-CUSTOMER RELATIONSHIP FOR SERVICE ADVANTAGE: A VALUEBASED MARKET ORIENTATION APPROACH 254
ABSTRACT 254
CUSTOMERS’ SERVICE EVALUATION: ANTECEDENT EFFECTS OF EMPLOYEES’ CUSTOMER ORIENTATION AND SERVICE ORIENTATION BEHAVIORS 255
ABSTRACT 255
STRATEGIC PROACTIVE OR TACTIC REACTIVE? ---A TYPOLOGY PORTRAIT OF CHINESE EXPORTERS BY EXPORT MOTIVES 256
ABSTRACT 256
GLOBAL ACCOUNT MANAGEMENT COORDINATION: ACCOUNT SELECTION, PERFORMANCE MEASUREMENT, AND BOUNDARY CONDITIONS 257
ABSTRACT 257
RELEVANCE OF CORPORATE BRANDING TO EMPLOYEE LOYALTY: A CROSS COUNTRY STUDY 258
ABSTRACT 258
THE CAPABILITY ANTECEDENTS AND PERFORMANCE EFFECTS OF EXPLORATION AND EXPLOITATION ALLIANCES 259
ABSTRACT 259
INTRODUCTION 259
THEORY AND HYPOTHESES 259
Theoretical Underpinnings 259
The Alliance Capabilities as Antecedents of Exploration and Exploitation Alliances 260
Alliances and Firm Performance 261
METHOD 261
Sample and Data Collection 261
Measures 261
ANALYSES AND RESULTS 261
Confirmatory Factor Analysis and Assessment of Reliability and Discriminant Validity 261
Structural Model and Test of Hypotheses 262
DISCUSSION 262
REFERENCES 262
HOW COMPETITIVE ARE WE? AN ASSESSMENT OF KNOWLEDGE MANAGEMENT IN THE CARIBBEAN 264
ABSTRACT 264
MODELING THE IMPACT OF SALESPERSON ATTITUDES, PERCEIVED NORMS, AND BEHAVIORAL INTENTIONS ON THE GROWTH TRAJECTORY OF NEW PRODUCT 265
ABSTRACT 265
NEW PRODUCT CREATIVITY ORIENTATION: CONCEPTUALIZATION OF CONSUMER’S VIEW OF NEW PRODUCT CREATIVTY 266
ABSTRACT 266
INTRODUCTION 266
RESEARCH OBJECTIVES 266
CONCLUSION 266
INVESTIGATING THE MODERATION EFFECT OF OPINION LEADERSHIP ON LEADING-EDGE USERS’ INNOVATIVENESS 267
ABSTRACT 267
PROMOTION VERSUS PREVENTION APPROACHES IN SAFE DRIVING CAMPAIGNS 268
ABSTRACT 268
DIFFERENCES IN REGULATORY FIT EFFECTS ON COGNITIONS AND BEHAVIOR WHEN MARKETING MESSAGES PERTAIN TO PERSONALLY RELEVANT ISSUES: 269
ABSTRACT 269
REGULATORY FOCUS AND ALTERNATE PROCESSING CONDITONS: ATTRIBUTE IMPORTANCE VERSUS ATTRIBUTE EASE OF IMAGINABILITY 270
ABSTRACT 270
INTRODUCTION 270
THEORY AND HYPOTHESES 270
Regulatory Focus and Imagery Heuristics 270
STUDY 271
GENERAL DISCUSSION 272
LIST OF TABLES 273
REFERENCES 273
CUSTOMERS AS PUBLICS: CONTEMPORARY SERVICE RESEARCH FROM A PUBLIC RELATIONS PERSPECTIVE 274
INTRODUCTION 274
RESEARCH QUESTION AND METHODS 274
FINDINGS AND DISCUSSION 274
FUTURE RESEARCH 274
MODELING SOFT DRINK BUYERS’ PREFERENCES FOR STIMULANT BEVERAGES: EMPIRICAL EVIDENCE FROM AN EMERGING MARKET 275
ABSTRACT 275
A STUDY OF OUTSHOPPING DETERMINANTS: MEDIATING EFFECT OF SHOPPING ENJOYMENT 276
ABSTRACT 276
CUSTOMER VALUE PERCEPTIONS IN GLOBAL BUSINESS MARKETS: EXPLORING THE STRATEGIC POTENTIAL FOR STANDARDIZATION 277
ABSTRACT 277
RE-ENGINEERING A REVERSE SUPPLY CHAIN FOR PRODUCT RETURNS SERVICES 278
ABSTRACT 278
INTRODUCTION 278
PRODUCT RETURNS SERVICES 278
REVERSE LOGISTICS 279
CASE STUDY OF A DIRECT RETAILER’S PRODUCT RETURNS PROCESS 279
Computer Simulation Modeling Methodology 280
The Direct Retailer’s Current Product Returns Process 280
The Direct Retailer’s Proposed Product Returns Process 280
Comparison of Current and Proposed Product Returns Processes 280
Comparison Results for Simulation Models of Current and Proposed Product Return Operations 281
SUMMARY AND CONCLUSIONS 281
REFERENCES 282
TRANSPARENCY OF SCM-ETHICS 283
ABSTRACT 283
DEVELOPING NEW SERVICES IN COMMONWEALTH COUNTRIES: A CROSS-NATIONAL COMPARISON 284
ABSTRACT 284
THE MODERATING EFFECT OF SELF DIRECTED LEARNING (SDL) ENVIRONMENT ON THE RELATIONSHIP BETWEEN BOREDOM PRONENESS AND PERFORMANCE 285
ABSTRACT 285