Marketing Literature Review

Author(s): Myron Leonard

Source: Journal of Marketing, Vol. 58, No. 1 (Jan., 1994), pp. 140-151
Published by: Sage Publications, Inc.
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JM4

Marketing Literature

Review
MYRON LEONARD,
Western Carolina Un

This section is based 1. THE MARKETING

on ENVIRONMENT
a selectio
hensive business literature1.1 Consumer Behavior datab
over 125 journals (both
See also 81, academic
105, 107, 108, 109, 116, 119, 120, 121, 161, 165, 168,
Descriptors for 191, 194, 202, 205, 207,
each 216, 217, 218, 219, 223,
entry are 230, 231, 234
a
section represents
235, 236, 241 three month
wishes to thank Data Courier Inc
database. Inconspicuous Consumption. S. K. List, American Demograph-
ics, 14, (December 1992), pp. 58-60. [Trends, Affluence, Expen-
ditures, Home redecoration, Functional art, Shows, Auctions, Stu-
Each entry has an identifying number. Cross-references appear imme-
diately under each subject heading. dios, Assessment.] 1

The Difference in Black

The following article abstracts are available on-line from the ABI/ Demographics, 15 (Janua
INFORM database, which is published and copyrighted by UMI/Data Consumer expenditures, L
Courier, Inc. For additional information about access to the database ing, Statistical data.] 2
or about obtaining photocopies of the articles abstracted here, please
call (800) 626-2823 or write to UMI/Data Courier, Inc., 620 South Fifth Fat
and Happy? Chip Walker,
Street, Louisville, KY 40202. Each article costs $10.75. Customers uary 1993), pp. 52-57. [Weight
with deposit accounts of $200 or more pay $8.75 per article. Men, Women, Advertising, Assessment.] 3
Linking Consumer Behavior Constructs to International
keting Strategy: A Comment on Wills, Samli, and Jacob
SUBJECT HEADINGS
an Extension. Lyn S. Amine, Journal of the Academy of
1. THE MARKETING ENVIRONMENT keting Science, 21 (Winter 1993), pp. 71-77. [This commen
1.1 Consumer Behavior amines the proposed research agenda, clarifies certain constr
1.2 Legal, Political, and Economic Issues and suggests a reformulated approach to theory developme
1.3 Ethics and Social Responsibility Information Load, Cost/Benefit Assessment and Decision S
2. MARKETING FUNCTIONS egy Variability. James G. Helgeson and Michael L. Ursic, J
2.1 Management, Planning, and Strategy nal of the Academy of Marketing Science, 21 (Winter 1993
2.2 Retailing 13-20. [Experiment, Impacts, Load-producing variables, Num
2.3 Wholesaling of alternatives, Number of attributes, Variability of informatio
2.4 Channels of Distribution the attributes, Similarity of the alternatives, Protocol anal
2.5 Physical Distribution ANOVA.] 5
2.6 Pricing
2.7 Product
Peer, Paren
2.8 Sales Promotion Shopping. Osw
nal of the Ac
2.9 Advertising
2.10 Personal Selling 53-58. [Literat
2.11 Sales Management sonal influenc
analysis, Implications.] 6
3. SPECIAL MARKETING APPLICATIONS
3.1 Industrial Developing Global Products
Rejoiner. A. Coskun Samli, Jam
3.2 Nonprofit, Political, and Social Causes
3.3 International and Comparative Jacobs, Journal of the Academy o
3.4 Services 1993), pp. 79-83. [Discussion, De
volvement, Learning, Culture, Diffusion.] 7
4. MARKETING RESEARCH
Attention Versus Distraction: The Interactive Effect of Pro-
4.1 Theory and Philosophy of Science
4.2 Research Methodology gram Involvement and Attentional Devices on Commercial
Processing. Kenneth R. Lord and Robert E. Burnkrant, Journal of
5. OTHER TOPICS Advertising, 22 (March 1993), pp. 47-60. [Literature review, Two
5.1 Educational and Professional Issues experiments, Hypotheses, Messages, Audiences, Cognitive,
5.2 General Marketing Arousal, Assessment, Implications.] 8

Journal of Marketing
140 / Journal of Marketing, January 1994 Vol. 57 (October 1993), 140-

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An Examination of Television Motivations and Program Pref- A Conceptual and
erences by Hispanics, Blacks, and Whites. Alan B. Albarran hold Life Cycle M
and Don Umphrey, Journal of Broadcasting and Electronic Danko, Journal of
Media, 37 (Winter 1993), pp. 95-103. [Survey, Market segments, 594. [Analysis; Each
Differences, Levels of satisfaction, Entertainment, Diversionary egories, maximize
gratifications, Information, Assessment.] 9 households, and res
size categories; Performance, Assessment.] 19
Gender Representation in an Electronic City Hall: Female
Adoption of Santa Monica's PEN System. LoriHistorical Method in Consumer Research: Developing C
A. Collins-
Jarvis, Journal of Broadcasting and Electronic Media, Explanations of Change. Ruth Ann Smith and David S. Lux, J
37 (Winter
1993), pp. 49-65. [Data collection, Public Electronic nal of Consumer Research, 19 (March 1993), pp. 595-610. [D
Networking,
sion, Antici-
Diffusion, Measures, Quantitative, Qualitative, Factors, Conceptual and methodological review, Advantag
Application.]
pated accessibility, Political participation norms, Attempts to 20
reinvent.] 10
Discovery-Oriented
Media and Journal of Influe
Audience Consum
[Guidelines advocate
Douglas A. Ferguson and Eliza
talent mix, more emp
casting and Electronic Media, 3
vey of ers, and
households, more single-
Viewing patt
ceived effort, Motives
A Dynamic for chan
Process
trol, Intentionality, Statistical analysis.] 11 tions to Behavioral
Richard Staelin, and V
Individuation and Television Coviewing in the Family: Devel-
search, 30 (February
opmental Trends in the Viewing Behavior of Adolescents. Fritz
Variables, Mathemat
Sang, Bernhard Schmitz, and Karl Tasche, Journal of Broadcast-
thy, Implications.] 22
ing and Electronic Media, 36 (Fall 1992), pp. 427-441. [Study,
Adata,
Model testing, Validity, Time-series methods, People-meter Proposed Segmentation Fra
Models are in need of refinement, Germany.] 12 ation Market. Morgan P. Mi
Capella, and H. Ken Cordell, Jou
The Credit-Constrained Consumer: An Empirical Study of De- tor Marketing, 1 (No. 1, 1993
mand and Supply in the Loan Market. William R. M. Perraudin Model development, Attitude fo
and Bent E. Sorensen, Journal of Business and Economic Statis- pacts, Demographic and/or geographic variables.] 23
tics, 10 (April 1992), pp. 179-192. [Model development, Data col-
lection, Application costs, Demographic characteristics, Credit ra- Selling With Sentiment. Bristol Voss, Sales and Marketing
tioning, Economic conditions, Logistic regression.] 13 Management, 145 (March 1993), pp. 60-65. [Niche marketing, Cre-
ative techniques, Emotional appeals, Advertising, Direct market-
Toward an Understanding of the Distraction Construct in ing, Point-of-purchase, Case studies, Greeting cards, Flowers,
Marketing. James E. Nelson, Calvin P. Duncan, and Pamela L. Bronzed baby shoes.] 24
Kiecker, Journal of Business Research, 26 (March 1993), pp. 201-
221. [Literature review, Model development, Two experiments, 1.2 Legal, Political and E
Two samples, Scales, Matrix, Relationships, Recall beliefs, Fac- See also 79, 103, 160, 166, 224
tual recall, Forgetting, Statistical analysis.] 14
What's Wrong With Nutrit
Toward a Theory of Agenda Setting in Negotiations. P.V. Hunter, Consumers' Research
Balakrishnan, Charles Patton, and Phillip A. Lewis, Journal of Con-
[Discussion, Problems, Informa
sumer Research, 19 (March 1993), pp. 637-654. [Buyer-seller con- ages, Costs, Testing, Customer
text, Propositions, Conditions, Sequential, Simultaneous, Integra-
tive agreements, Utility, Timeliness, Assessment, Methodological Fix Auto Insurance by Consum
guidelines for testing the propositions.] 15 and Michael J. Horowitz, Con
1993), pp. 15-18. [By moving fr
Feminist Thought: Implications for Consumer Research.sure
Julia against the claims of others
M. Bristor and Eileen Fischer, Journal of Consumer Research,
own 19 coverage needs, consumers a
tem which facilitates choice and planning.] 26
(March 1993), pp. 518-536. [Discussion, Perspectives, Liberal,
Women's voice/experience, Poststructuralist, Applications, Objec-
tivity, Problematics, Methods of data collection and On
dataRegulating Broadcast Alcohol Advertising. Charles K.
analysis.] 16 Atkin, Journal of Broadcasting and Electronic Media, 37 (Winter
1993), pp. 107-113. [Discussion, Ban, Advantages, Disadvan-
Ideology in tages, Alternatives, Assessment.]
Consumer Resear 27
and Feminist Critique.
Must-Carry Regulations for Elizabet
Cable Television Sy
sumer Research, 19 (March 19
onomic Policy Analysis. Michael G. Vita and Joh
view, Comparative analysis, Th
Journal of Broadcasting and Electronic Media, 37
scending dualism, Assessment.] 17
pp. 1-19. [Studies, FCC, GAO, Preventing the exer
power in advertising
Female Labor Force Participation and Time-Saving House- markets, Channel reposit
Assessment.] 28
hold Technology: A Case Study of the Microwave from 1978
to 1989. R. S. Oropesa, Journal of Consumer Research,
Quill 19
Corporation v.
(March 1993), pp. 567-579. [Literature review,ing
Study ofMail-Order
proprie- Sale
tary cross-sectional surveys, Hypotheses, Impacts,
Marie No effect, Di-
Cain, Journal o
rect effect, Indirect effect through income, Direct
59. effects emerge
[Discussion, Cour
over time.] 18 sary to support tax c

Marketing L

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tion creates an unconstitutional burden for direct mail sellers, The Discipline of Teams. Jon R. Katzenbach and Douglas K.
Recommendations.] 29 Smith, Harvard Business Review, 71 (March/April 1993), pp. 111-
120. [Discussion, Effectiveness, Performance evaluation, Goals,
1.3 Ethics and Social Responsibility
Commitment, Approaches, Accountability, Assessment.] 41
See also 103, 193
Loyalty-Based Management. Frederick F. Reichheld, Harvard
Beware of Postcard Telemarketing Scams. Consum
Business Review, 71 (March/April 1993), pp. 64-73. [Corporate
search, 76 (January 1993), pp. 22-24. [Trends, Swe
image, Customer retention, Impacts, Employee relations, Service
"Free" prize, Travel, Prize recovery, Credit cards/cre
quality, Community trust, Compensation, Examples.] 42
Money from the government.] 30
Customer
Organizational Culture and Ethical Research Intimacy and
Behavior. Other Value Disciplines. Michael
Ish-
mael P. Akaah, Journal of the Academy of Treacy and Fred Wiersema,
Marketing Science, Harvard
21 Business Review, 71 (Janu-
(Winter 1993), pp. 59-63. [Literature review, ary/February
Survey of 1993), pp. 84-93. [Corporate culture, Target mar-
marketing
research professionals, Dimensions, Scales, kets, Competition,
Bureaucratic,Market strategy,
Inno-Operational excellence, Distri-
vative, Supportive, Assessment, Implications.] 31 bution, Product development, Market shares, Success, Examples.]
43
Organizational Consequences, Marketing Ethics, and Sales-
force Supervision. Shelby D. Hunt and Arturo Z. Vasquez-Par-
Research on Merger Performance: A Review and a Critique.
raga, Journal of Marketing Research, 30 (February 1993), pp. 78- Ram Subramanian, Tahman Ebrahimi, and Mary S. Thibodeaux, In-
90. [Corporate culture, Experiment, Sales and marketing manag- ternational Journal of Commerce and Management, 2 (No. 1 and
ers, Scenarios, Hunt-Vittell model, Conditions, Deontological, Tel-2, 1992), pp. 4-16. [Literature review, Measures, Returns, Risk,
eological, Intentions to intervene, Assessment, RegressionMarket shares, Assessment, Recommendations for future
analysis.] 32 research.] 44

2. MARKETING FUNCTIONS Strategy Cluste

2.1 Management, Planning, and Strategy Implications.
Ma
See also 31, 69, 82, 83, 84, 88, 92, 93, 97, 127, 141,147, 151,153, Academy of Mark
154, 156, 160, 164, 169, 171, 173, 174, 177, 182, 183, 184, 185, vey of manufactu
187, 188, 190, 196, 215, 228, 239, 240, 244, 245 Mavericks, True
Process Expertise-A Critical Managing Fundamental. Wil- stage, Strategic thrust, Assessment, ANOVA.] 45
liam J. Altier, Business Horizons, 36 (January/February 1993), pp.
Journal of Business Research, 26 (January 1993), pp. 1-110.
10-15. [Discussion, Proficiency, Objectivity, Intuition, Process
[Eight articles on work commitment research, Measures, Changes,
weakness, Specialists, Jacks-of-all-trades, Meetings, Roles, Bench-
Occupational identification, Career stage effects, Work experi-
marking, Satisficing, Examples.] 33
ences, Gender, Attitudes, Job satisfaction, Withdrawal intentions,
Cross-cultural,
Mind Mapping: A Tool for Creative Thinking. Joseph V. Ander- Assessment.] 46
son, Business Horizons, 36 (January/February 1993), pp. 41-46.
Test of
[Conscious thinking, Propositions, Initial impressions, the Rationale for Conglomerate M
Thoughts,
Observations, Questions, Implications for or marketers.] 34
Pecking Order? Edgar Norton, Journal o
26 (March 1993), pp. 251-261. [Literature
Thinking and Managing Beyond the Boundaries. T. Quinn
tion, Model development, Variables, Growt
Spitzer and Benjamin Tregoe, Business Horizons, 36 (January/
ploited scale/scope economies, Acquiring fi
February 1993), pp. 36-40. [Corporate culture, Decision making,
Statistical analysis.] 47
Communication, Human resource development, Processes, In-
ternational, Implementation, Change, Assessment.]
Avoid the 35 Mismatch Between
Business Quarterly (Canada), 57 (Spring 1993), William
pp. 85-128.E. Rothschild, Journal
[Eleven articles on managing in a knowledge-basedFebruary
economy, 1993), pp. 37-42. [CE
Products,
Trends, Information technology, Training, Business process reengi- Marketing, Produc
driven strategy versus applicat
neering, Telecommuting, Productivity, Mobile communications,
Competition, International, Case studies, Canada.] 36
Organizational Change Starts
Growing the Business With Intrapreneurs. Austin
A. K. Pryor and
Schiemann, Journal of Busin
E. Michael Shays, Business Quarterly (Canada), 57 (Spring
1993), pp. 43-48. [Corporate cul
1993), pp. 43-50. [Product development, Ideas, Employee involve-
cess versus product, Attribute
ment, Programs, Example, Success, Guidelines.] 37 Examples.] 49
Mr. Risk. William Glasgall, Business Week, (3296, December 7,
Executive Insight
1992), pp. 104-109. [CEOs, Competition, Diversification, Market
eign Markets. Myr
entry, International, Negotiations, Lawsuits, Lack of a successor,
Case study, Insurance industry.] 38 ing, 1 (No. 2, 199
Phases, Assessmen
Red Hot, Red Ink. Kathleen Kerwin and Larry Armstrong, Busi-
Developing
ness Week, (3300, January 11, 1993), pp. 26-27. [Product lines, Your C
hame
Competition, Market strategy, Incentives, Pricing, Sales, Market R. Dowling,
shares, Case study, Automobile industry.] 39 1993), pp. 101-109.
Corporate culture
Strategy as Stretch and Leverage. Gary Hamel and C. K. Pra-
Marketing comm
halad, Harvard Business Review, 71 (March/April 1993), pp. 75-
84. [Strategic planning, Managers, Frames of reference, Re- How Corporate C
sources, Productivity, Impacts, Competitiveness.] 40 Long Range Plann

142 1 Journal of Marketing, Janua

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[A contingency framework for the cultural analysis of organiza- Brawls in Toyland. Mark Maremont and Greg Bowens, Business
tions is constructed in which key situational variables impacting Week, (3298, December 21, 1992), pp. 36-37. [Competition, Pric-
upon the strategic process are identified, Applications.] 52 ing, Coupons, Services, Diversification, International expansion,
Case study.] 64
Harnessing the Power of Your Value Chain. Leonard O'Sulli-
van and J. Michael Geringer, Long Range Planning (UK), 26 (No. Clout!: More and M
2, April 1993), pp. 59-68. [Strategic planning, Natural and con- Zachary Schiller, We
trived value chains, Resources, Action analysis, Creative change, emont, Business We
Application, Porter.] 53 73. [Trends, Supplier
Manufacturers,
The Baby Sharks: Strategies Success, Guidelines.]
of Britain's 65
Supergr
Companies. Ann Todd and Bernard Taylor,
Forecasting Practices LongIndustry.
in Retailing Range Pl
Robin
(UK), 26 (No. 2, April 1993),Journal
pp. of 69-77. [Study,12Overcomin
Business Forecasting, (Spring 1993), pp
riers to growth, Medium-size vey, companies, Technology,
Large and small retailers, Fin
Attitudes, Industry
Trained and completed staff, Distribution channels, Brand re
pany, Entities for which forecasts are prepared, Lo
tion, International markets, Success, Guidelines.] 54
run, Who prepares, Who uses, Top down versus botto
Organizational Simulation and Information Systems Design: uses, Desired accuracy, Methods used.] 66
An Operations Level Example. Arundhati Kumar, Peng Si Ow,
Opportunities and Problems Associated with Direct M
and Michael J. Prietula, Management Science, 39 (February 1993),
ing: A Perspective by U.S. Retailers. Michelle A. Morg
pp. 218-240. [Organizational structure and design, Scheduling,
Hospital patients, Ancillaries, Centralized, Decentralized, Units, Journal of Direct Marketing, 7 (Spring 1993), pp. 41-52.
Parameters, Patient loads, Due dates, Flow/tardiness ratios, Attitudes, Comparisons, Operations, International, Factors,
tition, Regulation, Demand, Cultural environment, Resourc
Assessment.] 55
ability, Technology, Assessment, Implications.] 67
The Marketing Audit: A Metrology
Brownlie, The Co-Diffusion
Marketing of Complementary Innovations: Supermar-
Intelligence and
1993), pp. 4-12. ket Scanners and UPC Symbols. Louis
[Literature P. Bucklin and Sanjit Sen- Ap
review,
lines, Small business considerations.] 56 gupta, Journal of Product Innovation Management, 10 (March
1993), pp. 148-160. [Literature review, Empirical investigation,
Constructing a Knowledge Base for a Marketing Expert
Single stores, Chains, Differences, Market segmentation, Models,
System. Bruce Curry, Luiz Moutinho, and Fiona Davies, Market- Managerial implications.] 68
Hypotheses,
ing Intelligence and Planning (UK), 10 (No. 11, 1992), pp. 12-20.
[Interviews, Marketing executives, Attitudes, COMSTRAT, Soft- 2.4 Channels of Distribution
ware packages, Input data, Strategy formulation, Differentiating
See also 24, 29, 43, 65, 67, 98, 132, 182, 232
factors, Assessment, UK.] 57
Selecting an Appropriate Strategy: Supplier Development Programs:
A Structured An Empirical
Creative De-Analysis. Char-
les A. Watts and Chan K. Hahn, International Journal of Purchas-
cision Support Method. R. A. Proctor, Marketing Intelligence
and Planning (UK), 10 (No. 11, 1992),ing pp.
and Materials
21-24. Management,
[Problem 29 (Springsolv-
1993), pp. 11-17. [Sur-
vey of purchasing professionals, Company demographics, Pro-
ing, Creative, Computer-assisted, Idea generation, SWOT analy-
sis, Spreadsheets, Assessment.] 58 gram characteristics, Objectives, Effectiveness, Supplier capabili-
ties, Chi-square analysis.] 69
Purchasing, 114 (January 14, 1993), pp. 55-90B11. [Ten articles
on quality, Trends, Awards, Corporate culture,Satisfaction With International Mark
Organizational struc-
Klein andSupplier
ture, Products, Measures, Customer focus, Innovation, Victor re-
J. Roth, Journal of the A
ence, 21 (Winter 1993), pp. 39-44. [Liter
lations, Top management support, Benchmarking, Purchasing/
costs,
sourcing processes, Transportation, Metals, Service ModelStatis-
centers, application, Hypotheses, S
tical data.] 59 tors, Domestic performance, Previous exp
pects, Ability to change channels and mo
To Save and to Serve,
Canada.] Employ
70 Pu
dley, Purchasing, 114 (March 18,
round management, Quantifying
Vehicle th
fleets
cies and procedures, S. Geisel,
CorporateChakr
imag
plier selection, of Business
Criteria, CaseResst
industry.] 60 tional model, A
Malls, Variables
PC's Top Four Set Bait with
Assessment.] Qualit
71
chasing, 114 (January 14, 1993), pp.
Market shares, Market
Catalogstrategy, Cust
Space Allocat
tures, Direct marketing, Pricing, Case studies.] 61 and Normative Rules.
ing, 7 (Spring 1993), p
Innovation: Risk and Reward. Thomas D. Kuczmarski and
ginal solution, Applicati
Arthur G. Middlebrooks, Sales and Marketing Management, 145
sults with subjective d
(February 1993), pp. 44-50. [Discussion; Strategic, market, and in-
sessment, France.] 72
ternal risk; Management; Guidelines.] 62
Games Managers Play. Betsy Wiesendanger, Sales andBuyer-Supplier
Market- Alliances Don
ing,
ing Management, 145 (February 1993), pp. 36, 39-41. [Study, Out-114 (March 4, 1993), pp.
Sales
door-based training programs, Effectiveness, Productivity, Intact executives, Forum, Partne
supply63
work groups, Gender composition, Success, Guidelines.] audits, Supplier input, Examples.] 73
Using Suppliers to Drive Change. Susan Avery, Purchasing,
2.2 Retailing 114 (March 18, 1993), pp. 54-55, 57. [Purchasing, Roles, Partner-
See also 71, 81
ships, Impacts, Costs, Quality, Deliveries, Inventory control, Prod-

Marketing Literature Review / 143

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uct development, Product improvement, Organizational structure, Brand-Naming Indu
Case study, Outdoor products industry.] 74 Howard, Industrial M
pp. 59-66. [Literatur
Fax Channels Shift as Market Shrinks. Kate Evans-Correia,
small firms, Propositi
Purchasing, 114 (February 18, 1993), pp. 73, 77. [Trends, Place-
Name selection, S
ments, Direct, Dealers, Retail, Competition, Pricing, Profits,
Assessment.] 75 Measuring Economies of Diversification: A Frontier
Approach. Shawna Grosskopf, Kathy Hayes, and Suthathip Yai-
The Channel Empowerment Solution
sawarng, Journal of Business and Economic Statistics, 10 (Octo-
Marketing Management, 145 (March
ber 1992), pp. 453-459. [Discussion, Techniques, Economies of
sellers, Manufacturers, Partnerships, G
scope, Firm-specific measures, Multiproduct cost analysis,
ria, Providing information, Opportu
Assessment.] 86
Guidelines.] 76

Selecting the A Longitudinal

Right Rep Firm.Stu
M
Siegler, Sales andaction between
Marketing Pr
Mana
pp. 46-49,83. Midgley
[Discussion, and Grah
Costs, Q
Success, Guidelines.] 77 search, 19 (March 1
eses, Data collection,
curacy of purchase i
2.5 Physical Distribution
tistical analysis.] 87
See also 157, 158, 166, 181, 213
Architectures for Marke
Applying Group Technology Principles to Wareh
Operations. Scott M. Shafer
and Ricardo Ernst, Internationa
tion of Options. George
Munro, Journal of Direct
nal of Purchasing and Materials Management, 29 (Spring
[Hardware
pp. 39-42. [Discussion, Approaches, and
Picking database
list-SKU sof
matri
frame
ter analysis, Assigning workers to or minicomputer-ba
specific products and
bays, Example.] 78 generation LAN database,
server database, Decision
On Track for Reliable Number
Service. of users,
Peter Com
Bradley,
(March 18, 1993), pp. 41, 43. [Deregulation, Rail t
fects, Interline, International
Cooperation, Communications Licensing o
ings, Databases.] 79 the Differences between Licensee and Non-Licensee Firms.
Kwaku Atuahene-Gima, Journal of International Marketing, 1
The Quiet Revolution in Trucking
(No. 2, Services.
1993), pp. 71-87. [Discussion, Management characteris- Pete
chasing, 114 (March 4, tics,1993), pp.
Perceptions, Competition, 36-38.
Costs, Benefits, Internal[Trend
capabili-
Changes, Systems, Impacts, Decision
ties, Statistical support,
analysis, Implications, Australia.] 89 Mo
tions, On board, Intelligent vehicle and highway
Major New Products: What Distinguishes the Winners in the
2.6 Pricing Chemical Industry? R. G. Cooper and E. J. Kleinschmidt, Jour-
See also 39, 64, 96, 210 nal of Product Innovation Management, 10 (March 1993), pp. 90-
111. [Study of projects, Outcomes, Impacts, Product differentia-
How to Profit from Premium-Priced Brands: Or "Pile It tion, Synergies, Innovation versus follower, Stage of product life
High, Sell It Cheap"-and Go Bankrupt! Alan Wolfe, Mar-
cycle, Market attractiveness.] 90
keting Intelligence and Planning (UK), 10 (No. 11, 1992), pp. 29-
Metrics for Measuring Product Develop
37. [Discussion, Cost control, Profits, Market shares, Competition,
Retailing, Distribution, Price elasticity, Consumer behavior,
Abbie Griffin, Journal of Product Innovat
Value, Examples.] 81 (March 1993), pp. 112-125. [Study of firm
selines, Uses, Expected project duration, Ti
2.7 Product bles, Success, Ratings, Scales, Implementat
See also 10, 18, 24, 25, 36, 37, 39, 43, 45, 59, 61, 62, 68, 74, 75,
A Strategic Framework for Assessing Pro
80,81,109,116,123,126,147,148,150,152, 153,155,167,170,
Joseph P. Guiltinan, Journal of Product Inno
172, 178, 191, 196, 215, 219, 234, 237
10 (March 1993), pp. 136-147. [Strategic pla
tation, Elements, Variety, Fixed costs, Can
So You Thought You Had Everything. Larry Armstrong, Rich-
Complementarity, Market strategy,
ard Brandt, and Neil Gross, Business Week, (3300, January 11,
1993), pp. 36, 38. [Trends, Consumer electronics, Product develop-
Accelerated Product Introductions and E
ment, Market segments, Psychoacoustics, Digital signal process-
Accounting Perspectives: Implications fo
ing, Video compression, Magneto-optics, Problems, Confusion,
Pricing, Assessment.] 82 ers in the Technology Sector. Samuel
Wright, Journal of Product Innovation Ma
How Architecture Wins Technology Wars.
1993), pp. 126-135. Charles
[Cost accounting,R. Approac
Morr
and Charles H. Ferguson, Harvard Business
ifications, Effects,Review, 71 (March
Changing competitive an
ronments, Integrated
April 1993), pp. 86-96. [Discussion, Computers,processes, Examples.]
Software 93 pac
ages, Innovations, Competitive advantage, Phases, Success
Example.] 83 Product Warranties and Post-Purchase Service: A Model o
Consumer Satisfaction with Complaint Resolution. Di
When to Bundle
Halstead, or Unbundle
Cornelia Droge, P
and M. Bixby Cooper, Journal of S
trial Marketingvices
Management, 22
Marketing, 7 (No. 1, 1993), pp. 33-40. [Survey of carpet pu
cussion, Factors, Customer,
chasers, Envir
Customer expectations, Disconfirmation beliefs, Ass
sity ratings.] 84 ment, Recommendations, Managerial implications.] 94

144 / Journal of Marketing, January 1994

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Interactive TV Innovation. Joe Mullich, Business Marketing, 78 Setting the Stage: Col
(February 1993), pp. 24-25. [Trends, Technology, Target markets, of Commercials. Mich
Physicians, Cost savings, Pharmaceutical industry.] 95 Journal of Advertising
Prop professionals, S
LH Story. Ernest Raia, Purchasing, 114 (February 18, 1993), pp.
Cues, Physical, Sensory, Assessment.] 107
55-57. [Product design, R&D, Market entry, Teams, Purchasing,
Inputs, Supplier involvement, Pricing, Case study, Automobile Emotional Feelings and Evaluative Dimensions of Adv
industry.] 96 ing: Are They Related? Patricia A. Stout and Roland T
The Extended Journal of Advertising, 22 (March 1993),
Enterprise. pp. 61-71. [Mal
Ernes
4, 1993), pp. cepts, Television
48-51. commercials, Viewer Response
[Supplier Profile, Im
invo
cle development Demographic characteristics, Emotion,Teams
process, Brand reinforcem
study, Automobile industry.] 97 miliarity, Statistical analysis.] 108

Contextual Priming Effects in Print Advert

2.8 Sales Promotion
erating Role of Prior Knowledge. Youjae Yi, J
See also 30, 64
ing, 22 (March 1993), pp. 1-10. [Experiment,
Business Marketing, 78 (February 1993), pp. 43-52. [Three attitudes,
ar- Product attributes, Brand evaluatio
tions, Implications, Statistical analysis.] 109
ticles on buying a trade show exhibit, Design, Materials, Competi-
tive advantage, Presentations, Supplier relations, Guidelines, Case
studies.] 98 Anatomy of a Magazine Audience Estimate: The ARF Comp
rability Study Revisited. Valentine Appel, Journal of Advertising
Why Am I Here? Edward
Research, 33 (January/February A.
1993), pp. 11-17. [Experiment, T
Management,tles,145 (February
Weeklies, Monthlies, Methods, Through the Book, Recent
Reasons for Reading, Relative contribution of screen-in
attending, Advanand read/screen level
cial aspects.] 99 Assessment.] 110

2.9 Using
Advertising Household-Lev
See also 2, 3, 6, 8, Reach.
9, C. Samuel
11, 14, Craig
27, 28, 144
222, 223 Research, 33 (January/
fective reach model,
NASA to Sell Ads in Space.
quency, Steven
Budget levels, W. C
Assessment.] 111
64 (January 11, 1993), pp. 1,40. [Discus
sors, Interest, Impacts, Audiences, Assessment.] 100 The Impact of Cable and VCR Penetration on Network
ing: Assessing the Decade. Dean M. Krugman and Ro
The Infomercial Begins a New Era as a Marketing Tool forRust, Journal of Advertising Research, 33 (January/Fe
Top Brands. Kathy Haley, Advertising Age, 64 (January 25,1993), pp. 67-73. [Models, Audiences, Predictions versus r
1993), pp. M-3, M-4. [Trends, Program innovations, Audiences,
data, Adjustments, Market shares, Advertising revenues
Demographic characteristics, Success, Examples.] 101 projections.] 112
On Early Mass Communication Study. Everett M. Rogers, Jour-
New Media, New Me
nal of Broadcasting and Electronic Media, 36 (Fall 1992, pp. 467-
Reactions to Advert
471. [Historical discussion, Radio broadcasting, Effects, Aca-
Helen Katz, Journal of
demic advances in theory and research methods, Driven by com-
mercial concerns, Lazarsfeld.] 102 ary 1993), pp. 74-85. [
trons, Demographic c
Developmental Differences in Children's cess
Reactions to a Toy
and popularity, A
Advertisement Linked to a Toy-Based Cartoon.
ence Barbara J.
expectations of
medium.]
Wilson and Audrey J. Weiss, Journal of Broadcasting and Elec- 113
tronic Media, 36 (Fall 1992), pp. 371-394. [Discussion, Sponsors,
TheGirls,
Control, Regulation, FCC, Experiment, Hypotheses, Relationship
Age
groups, Recognition, Comprehension, Selling MRI and
intent, Statistical SMRB. Da
analysis, Policy implications.] 103 search, 33 (Janua
ence measuremen
Business Marketing, 78 (January 1993), pp. 62-67. [Six articlesSensitivi
analysis,
Statistical
on TV and radio commercials, Business-to-business analysis.] 114
advertising,
Effectiveness, Expenditures, Image, Infomercials, Surveys, Exec-
utives, Programs, Preferences.] 104 Does Title Confusion Affec
Donald G. McGlathery, Journal o
Processing and Retrieval of Inferences anduary/February
Descriptive Adver- 1993), pp. 24-37
tising Information: The Effects of Message Elaboration. Sarah
screen ratios, Read-to-circulati
Fisher Gardial, David W. Schumann, Ed Petkus, Jr., and Russell
graphics, Assessment.] 115
Smith, Journal of Advertising, 22 (March 1993), pp. 25-34. [Exper-
Zappingsituation,
iment, Hypotheses, Impacts, Encoding, Consumption and Its Impact on Brand
Time delay, Memory, Brand accessibility, Assessment,
Zufryden, Implica-
James H. Pedrick, and A
tions, ANOVA.] 105 Advertising Research, 33 (January
[Study, All zaps, Prime-time, Com
Attorney Advertising and Changes in the De
breaks in prime-time, Effects, Ca
Madeline Johnson, Khalil Yazdi, and Betsy D. Gelb
Profiles, Nested multinomial lo
vertising, 22 (March 1993), pp. 35-45. [Trends, L
Assessment.] 116
Data collection, Model development, Comparison
ing and advertising periods, Removing the Mod
A Markov-Chain adv
creased the demand of legal services,
Distributions. Sensit
Peter J
Implications.] 106 nomic Statistics, 10 (O

Marketing Lit

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 The Relationship Betw
tween-magazine correlation, Accuracy assessment, Asymptotic
distribution, Advertising schedules.] 117 Salespeople. David Stru
Personal Selling and Sal
Estimating the Effects of Consumer Incentive Programs on Do-
82. [Survey of salespeo
mestic Automobile Sales. Patrick A. Thompson and Thomas Noor-
Factors, Problem-focus
dewier, Journal of Business and Economic Statistics, 10 (October
mists, Assessment,
1992), pp. 409-417. [Model development, Intervention analysis,
implications.] 128
Trading day adjustment, Response patterns, Explanations, Statisti-
cal analysis.] 118 Sales and Marketing M
61. [Two articles on aut
Assessing the Cross-National Applicability
Multimedia, Compute
ior Models: A Model grams, of Attitude
Selection, Guidelines.] 129 Tow
General. Srinivas Durvasula, Journal of Co
(March 1993), pp. 626-636. Wining and Dining the Whiners.
[Literature Michael
review
plication, Assessment, Many countries, LISREL.] 119 Paese, Sales and Marketing Management,
pp. 72-75. [Customer service, Complaint ha
Feminist Literary Criticism and the Deconstruction of Ads: A
ing, Opportunities, Approaches, Examples.] 130
Postmodern View of Advertising and Consumer Responses.
Barbara B. Stern, Journal of Consumer Research, 19 (March Ringing Up Prospects. Dennis Fox, Sales and Marketing Manage-
1993), pp. 556-566. [Theoretical discussion, Perceptions, Male ment, 145 (March 1993), pp. 75-77. [Telemarketing, Skills, Train-
and female reading styles, Gendered texts, Attitude toward the ad, ing, Sales presentations, Success, Guidelines.] 131
Inferencing, Empathy.] 120
Turning the Tables. Derrick C. Schnebelt, Sales and Marketing
Why Do Consumers Open Direct Mail? Contrasting Management, 145 (January 1993), pp. 22-23. [Survey of purchas-
Perspectives. E. Lincoln James and Hairong Li, Journal of Direct ing professionals, Attitudes, Salespeople, Service, Satisfaction, Suc-
Marketing, 7 (Spring 1993), pp. 34-40. [Literature review, Survey cess, Attributes.] 132
of consumers and direct marketing practitioners, Attitudes, Com-
parisons, Personalization, Teaser copy, Mail volume, Statistical 2.11 Sales Manage
analysis.] 121 See also 32, 76, 95, 98, 99,

Positioning Health Care

Put Work Service
and Play Into Ma
and Dental Practice Performanc
trial Marketing Managemen
Boris W. Becker, andMotivation,
people, Dennis O.
Job K
r
Care Marketing, Guidelines.]
13 (Winter 133
1993)
Survey of dentists, Characteristics o
tages, Assessment, ANOVA.] 122 The Do's and Don'ts
Milewicz, and Jame
The Effects of Length, Content, andment,
Repetition on22Television
(February
Commercial Effectiveness. Surendra N.ases, Sales
Singh and Catherine A. force
implications.]
Cole, Journal of Marketing Research, 30 (February 1993), pp. 91- 134
104. [Model development, Experiment, Hypotheses, Effective-
How
ness, 15-second versus 30-second commercials, U.S.-Based
Impacts, Learn- Co
ing, Attitudinal, Recall, Brand name,Countries. John S. Hill a
Claim, Assessment,
ANOVA.] 123 ing Management, 22 (F
ods, Rankings, Quali
Promoting Industries.]
Customer 135
Contact P
vice and Product Advertising.
Antecedents and C
D. Butler, Journal of Services
tion: Meta-Analysis
12. [Content analysis, Newspap
description of P. Brown and
contact Robert
people, E
30 (February 1993), p
Employee training information
Managerial implications.] 124 pacts, Organizational
Propensity to leave, Statistical analysis.] 136
Scheduling for Success. Jonathan J. Ward, Sales and Marketing
The Motivational Impact of Sales Quotas on Effort. Jhinuk Cho-
Management, 145 (January 1993), pp. 34-35. [Sales literature, Ob-
wdhury,
jectives, Production schedules, Success, Journal of Marketing Research, 30
Guidelines.] (February 1993), pp
125
28-41. [Model presentation, Experiment, Goals, Hypotheses, Im-
pacts, Expectancy, Self-efficacy, Negotiations, Roles are simu-
2.10 Personal Selling lated by a customer-designed computer program, Scales, Matrix
See also 15, 146 GLM analysis.] 137
Color Helps the Sell. Priscilla C. Brown,
Job Business Marketing, 78 and A
Performance
(January 1993), pp. 58-59. [Software packages,Who
people Freelance
areGraph-
about to
ics, Advantages, Sales presentations, Case study,
ofsky, and Computer
John W. Sloc
industry.] 126
Sales Management, 13 (
Affective groups, Survey,
Organizational Work at
Commitm
panded Model. commitment,
Sanjeev AgarwalStatist
an
Journal of Personal
Sales Selling and Sale
Force Effectivene
1993), pp. 49-70. [Survey of
Reward-Penaltysalespeop
Pattern
istics, Factors, Role stress, Task-related
Ansary, Journal of Pers
fects, Direct, Indirect,
(Spring 1993),Statisti
pp. 83-90
implications.] 127
performing sales forces,

146 / Journal of Marketing, January 1994

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Methods, Skills, Assessment, Managerial implications, ment, Compensation, Coordination with local sal
Recommendations.] 139 Examples.] 151
Avoiding
Hiring and Promotion Policies Future
in Sales Force Sh
Manage
Some Antecedents and Consequences.
Sales and Shankar Ganesan,
Marketing
A. Weitz, and George John, 20-21.
Journal of [Trends,
Personal Selling Sales a
Management, 13 (Spring 1993), intelligence,
pp. 15-26. [Model Pad and
develo
Survey of sales executives, technologies,
Variables, SoftwareSalespeople,
packages, Multimedia.] 152
Opport
behavior, Trust, Promotion from within, Hiring at entry leve
Getting in Step with the Computer Age. Thayer C. Taylor,
culty in hiring, Transaction specific assets, Turnover, St
Sales and Marketing Management, 145 (March 1993), pp. 52-54,
analysis.] 140
57-59. [Survey, Sales and marketing professionals, Attitudes, Im-
Organizational Size and Salesforce Evaluation Practices. pacts, Branch offices, Applications, Creative thinking, Competi-
David Jobber, Graham J. Hooley, and David Shipley, Journal of tive advantage, Assessment.] 153
Personal Selling and Sales Management, 13 (Spring 1993), pp. 37-
48. [Literature review; Organizational behavior; Survey of sales 3. SPECIAL MARKETING APPLICA
managers; Large organizations use a wider range of quantitative cri- 3.1 Industrial
teria, use more formalized methods of evaluation, and make See also 48, 59, 60, 73, 78, 85, 93, 96, 143, 177, 179, 180, 181,
greater use of pre-determined performance standards than small or- 184, 186, 206, 212, 214, 225, 237
ganizations; UK.] 141
How Organizational Buyers Reduce Risk. Tony L. Henthorne,
Vertical Exchange and Salesperson Michael S. LaTour, and Alvin Stress.
J. Williams, Industrial
JohnMarketing F.
Mark G. Dunn, and Lawrence Management, B.22 (February
Chonko, 1993), pp. 41-48. [Focus group inter-of
Journal
ing and Sales views, Impacts,
Management, 13Informal members of the1993),
(Spring buying center, New task
pp. 27
of salespeople, Inside, situations, Information
Outside, Groups,influence, Control, Roles, Assessment, Man-
Effects, Tens
biguity, Role agerial
conflict, implications, MANOVA.]
MANOVA, 154
Implicati
Money or Motivation? Compensating Concurrent Engineering with the Early Supplier In
Salesfo
Cross-Functional Challenge. Charles O'Neal, Intern
McColl-Kennedy, Geoffrey C. Kiel, and Susan J. D
ing Intelligence and Planning nal of Purchasing
(UK), and Materials
11 (No. Management,
1, 199 29
pp. 3-9.
[Survey, Manufacturing firms, Objectives, Methods [Product development, Process design, Tech
cial and legal environment, Australia.] 143 ods, Time-to-market, Quality, Costs, Customer foc
reduction, Implications.] 155
Not Just Another Pretty Number. Martin Everett, Sales and Mar-
keting Management, 145 (March 1993), pp. 26, 29. How Bridgestone Creates New Bu
[Discussion,
Research.
800 numbers, Portability, Advantages, Disadvantages, Competi- Tokuya Urakawa, Long Ran
2,data.]
tion, Rates, Advertising, Market shares, Statistical April144 1993), pp. 17-23. [Discussion,
related dialogue, Product differentiat
How Do You Treat Professionals? Jack Falvey, Sales units,
and Market-
Employee morale, Managemen
ing Management, 145 (February 1993), pp. 22-23. [Sales meet-
Toward Characterizing the Optima
ings, Goals, Length, Dress, Messages, Combining with trade
shows, Assessment.] 145 Space in Production Line Systems w
Times. Frederick S. Hillier, Kut C. S
Stress: A Prescription for Change. Management Science,
Sandra Lotz 39Fisher,
(January 19
Sal
and Marketing Management, tion145scheduling,
(January Line balancing,
1993), pp. Netw
32-
[Discussion, Programs, Salespeople, Queues,Feedback,
Assessment.] 157 Succe
Causes,
Guidelines.] 146
Purchasing, 114 (February 18, 1993
Beware of the Quick cles Fix.
on value added, Costs,
Barton Quality
Golden
ing Management, 145 Applications,
(JanuaryPackaging, Transporta
1993), p
and marketing automation, Software pa
lems, Examples.] 147 3.2 Nonprofit, Political, an
See also 211
The 10 Biggest Mistakes of SFA (and How to Avo
The Baby Boom's Search for God. Wade Clark Roof, American
Stephen Gondert, Sales and Marketing Management,
Demographics,
ary 1993), pp. 52-57. [Sales force 14 (December 1992), pp. 50-56. [Trends,Failure
automation, Spiritual
styles, Loyalists,
design, Defining information needs, Returnees, Dropouts, Assessment.]
Automating a 159flaw
system, Planning, Top management support, Employ
Crisis Management Lessons: When Push Shoved Nike. Janice
Rivalries, Bypassing pilot testing,
E. Jackson and Costs,
William T. Schantz, Business Exam
Horizons, 36 (Janu-
ary/February 1993), pp. 27-35. [Consumer boycotts, Court de-
Training: "Just Plain
"Too Important t Lousy"or
cisions, Minorities, Publicity, Impacts, Corporate image, Policies,
Bill Kelley, Sales and Marketing Management, 145 (M
Changes, Case study.] 160
pp. 66-70. [Salespeople, Effectiveness, Objectives, Me
gram design, Selection, Guidelines.] 149 Efficacy of Perceived Risk as a Co
nation Behavior: An Empirical Ana
Urgent Memo! Judy Martin, Sales and Marketing Management,
Riecken, and Emin Babakus, Journal o
145 (March 1993), pp. 71-73. [Product development, ing
Salespeople,
Science, 21 (Winter 1993), pp. 65-
Motivation, Training, Guidelines.] 150
vey of households, Donors, Nondonors,
iables,
National Account Management: The Lean and Patterns, Assessment, R
the Green.
Kerry Rottenberger-Murtha, Sales and MarketingMarketing
Management, Prevention to Elderly M
145 (February 1993), pp. 68-71. [Strategic planning, Organiza-
rolled in an HMO: The San Dieg
tional structure, Objectives, Customer needs, Employee
Healthinvolve-
Project. Alma L. Koch, Steph

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Today, and Tomorr
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Building manufact
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tion management, Assessment,
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Technology Transfer, Appropriat
Concerns, Road and rail freight transport, Regulation, Nuisance fac-
Receptivity Problems. Greg I. Ok
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Commerce and Management, 2 (N
[Model development, LDCs, Constra
3.3 International and Comparative onomic, Political, Legal, Firm char
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Modes of Entry Substitution Patt
Assessment of Shifting Global Competitiveness: Patent Appli- Firms in Western Europe
turing
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36 (Janu-pp. 32-45. [Model development
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cremental,In- Non-incremental, Expo
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flows, 1980-88 period, Assessmen
Awards, Statistical data, Germany, Japan, US, UK.] 167
International Purchasing: Ben
Communicating to a Diverse Europe. James E. McLauchlin,
Challenges. Laura M. Birow and S
Business Horizons, 36 (January/February 1993), pp. 54-56. [Euro-Journal of Purchasing and
tional
consumer clusters, Advertising expenditures, Messages, Language
(Spring 1993), pp. 28-37. [Literatur
problems, Culture, Differences, Assessment.] 168 ing managers, Competitive advanta
ing, Factors, Products, Regions, Im
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Quarterly (Canada), 57 (Spring 1993), pp. 62-68. [Privatization,
Methods, Auctioning off businesses, Vouchers, Opportunities, For-
Using "Just-In-Time" in Developin
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in Tanzania. K.A.B. Msimangira, In
Can Europe Survive the Chip Wars? Jonathan B. Levine, Busi-chasing and Materials Management,
[Survey of managers, Problems, Fin
ness Week, (3298, December 21, 1992), pp. 56-57. [Competitions,
Semiconductors, R&D, Target markets, Market shares, Regula-supply of inputs and space parts, Poo
tion, Imports, Joint ventures, Assessment.] 170 ture, Delays in acquisition of input re
known demand and lack of
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Thane Peterson, Business Week, (3298, December 21, 1992), pp.
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saturation, Product life cycles, Product design, Organizational chasing Managers. Richard L.
changes, Value analysis, Employee relations, Assessment, Automo-of Purchasing and Materials M
bile industry.] 171 19-26. [Market data, Sourcing, T
tion location issues, EC govern
Multinationals Have a Tiger by the
US exporters Tail.
are small Robert
compa
horn, Neil Gross, Petetem, Engardio,
Technicaland Laxmi N
harmonization
Week, (3296, December suppliers, European Monetary
7, 1992), pp. Union.]
131-133. 182 [
Technology transfer, Advantages, Assessme
Foreign Ownership in Chinese Joint Ventures: A Transact
The Worldwide Web of Chinese
Cost Analysis. Michael Y. Hu Business.
and Haiyang Chen, JournalJoh of B
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ness Research, 26 (February 1993), pp. 149-160. [Literature 2
torical discussion, Corporate culture,
view, Factors, Entrepreneu
Industry-related, Sociocultural distance, Econo
Management styles, risks, Knowledge
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148 / Journal of Marketing, January 1994

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The Management of Multinational R&D: A Neglected Topic ter 1993), pp. 1-12. [Focus
in International Business Research. Joseph L. C. Cheng and adequate, and predicted ser
Douglas S. Bolon, Journal of International Business Studies, 24 search implications.] 194
(First Quarter, 1993), pp. 1-18. [Literature review, Organizational
Refinement of the Marketing
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future research.] 184 ship Between Marketing Cultur
Firm. Cynthia Webster, Journal
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tional Study. Lius V. Dominguez and Carlos G. S
ability, Factor structure, Validity
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tiveness, Organization, Selling
Organizational influences, Strategic options, Low
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low-volume-low-content, Price-cost-volume, Produc
ity, Assessment, Public policy implications, Centr
Journal of Busine
185
30. [Four articles
Component Sourcing Strategies of Multinationals: An Empir- ganizational struc
ical Study of European and Japanese Multinationals. Paul S. Training, Produc
Swamidass and Masaaki Kotabe, Journal of International Busi- ment support, M
ness Studies, 24 (First Quarter, 1993), pp. 81-99. [Multiple regres- 196
sion models, Survey, US operations, Factors, Market barriers,
Costs, Exchange rates, Market attractiveness, Assessment.] 186 Modeling Physic
Panic Disorder. Ju
The Characteristics of Joint Ventures in the People's Republic mers, and Shery
of China. Paul W. Beamish, Journal of International Marketing, ing, 13 (Winter
1 (No. 2, 1993), pp. 29-48. [Study, Comparisons, Developing coun- drug events, Effi
try market economies, Partner equity, Satisfaction, Dimensions, De- Implications for promotional strategies.] 197
sign, Management, Performance.] 187
Organizational Responses of U.S. MultinationalsInfluencing Satisfaction for Dental Services. Pradeep Gopala-
to EC-1992:
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Care Marketing, 13 (Winter 1993), pp. 16-22. [Model presenta-
nal of International Marketing, 1 (No. 2, 1993), pp. 49-70. [Liter-
tion, Data collection, Patients, Demographic characteristics, Vari
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ables, Waiting time, Availability/convenience, Continuity of care,
ized decision making, Marketing mixes, Roles, European central of-
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Consumer
Marketing Business Services in Central Satisfaction
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A. Perceived
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Marketing, Philip D. Cooper, and Donald
7 (No.
1, 1993), pp. 13-21. [Interviews, Experts, Problems,
Schnapf, Societal
Journal of Health Caretran-
Marketing, 13 (Winter 1993), pp.
sition, False assumption that a purchasing 24-33. [Survey,exists,
process Medical and nonmedical
Needs of characteristics, Staff be-
emerging firms, Attempts to overservice havior, Atmospherics,
clients, Solutions,Information,
Tech-Examination comfort, Per-
nical, Functional, Corporate, Delphi method.] 189 ceived worth, Causal model for recommend, Statistical analysis.]
199
The Use of Networks in Cross Border Competition. C. R.
Snodgrass, Long Range Planning (UK), 26 (No. 2, April 1993), Measuring Physician Attitudes of Service Quality. Stephanie
pp. 41-50. [Study, Free trade markets, Market entry, Transaction W. Walbridge and Linda M. Delene, Journal of Health Care
costs, Acquisitions of strategic information, Framework, Firm Marketing, 13 (Winter 1993), pp. 6-15. [Survey, Profiles, Factors,
size, Expertise, Assessment, US, Canada.] 190 Reliability, Professionalism/skill, Empathy, Assurance, Core
The Automobile Market in Saudi Arabia: Implications formedical
Ex- services, Responsiveness, Tangibles, Assessment,
SERVQUAL.] 200
port Marketing Planning. Secil Tuncalp, Marketing Intelligence
and Planning (UK), 11 (No. 1, 1993), pp. 28-36. [Trends, Eco-
Measuring Service Qu
nomic conditions, Stages, Growth, Market segments, Demand fac-
tors, Distribution, Pricing, Assessment.] 191 Electric, Gas and Wat
profit and Public Sec
3.4 Services [Literature review, Cu
lidity, Reliability, A
See also 13, 22, 23, 26, 38, 55, 80, 94, 95, 106, 122, 124, 130, 162,
165, 189, 246
Building a Competitiv
What Hospitals Must Do. Richard K. Thomas, American Demo- ment of Consumer Ex
graphics, 15 (January 1993), pp. 36-40. [Trends, Target markets,Clow and Douglas W.
(No. 1, 1993), pp. 22-3
Age groups, Advertising, Public relations, Media selection, Direct
mail campaigns, Telemarketing, Databases, Relationship patrons, Selection, Va
marketing.] 192 ence, Gap model, Reco
202
What's Happened
Airline Service? Julian to
Marketplace
ers' Research, 76 (February Success
1993), F
pp. 15
topher J. Easingwood
plaints, Oversales, Improvement, Customer
teer" systems.] 193 vices Marketing, 7 (N
Survey of marketing m
The Nature and Determinants of Customer Expe
ity, Communication co
Service. Valerie A. Zeithaml,
uct, Leonard L. Berry,
Adaptability, Coman
suraman, Journal of the Intermediaryof
Academy strength, UK.] 203 Scien
Marketing

Marketing Literature Review

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Commentary: Customer Service Insurance. Allen J. Klose, Jour- Models of Technological Evolution: The
nal of Services Marketing, 7 (No. 1, 1993), pp. 55-58. [Discus- ogy Management. Martin Benkenstein an
sion, Perceived risk, Time component, Non-transaction encoun- ing Intelligence and Planning (UK), 11 (
ters, Competitive advantage, Assessment.] 204 [Literature review, Techniques, Evolution
tions, Implications, Alternatives, Subje
Service Quality Attributes and Choice Behavior. Michael D.
return analysis, Portfolio methods, Assessment.] 215
Richard and Arthur W. Allaway, Journal of Services Marketing, 7
(No. 1, 1993), pp. 59-68. [Literature review, Model testing, Per-
sonal interviews, Tangibles, Reliability, Responsiveness, Assur-
4.2 Research Methodology
ance, Empathy, Outcome, Recommendations, Managerial See also 1, 2, 3, 5, 6, 9, 10, 11, 12, 14, 16, 17, 18, 19, 20, 22, 23,
implica-
tions, SERVQUAL.] 205 28, 31,47, 57, 66, 71, 72, 86, 87, 91, 103, 110, 111,112, 113,114,
115, 117, 118, 123, 134, 136, 137, 159, 192, 194, 195, 201, 209,
Using Service to Gain a 242Competitive Edge-The PR
Approach. Michael Quinn and John Humble, Long Ran
ning (UK), 26 (No. 2, April Women
1993), of a Certain
pp. Age. 31-40.
Patricia Braus, [Survey
American Demograph-of
ics, 14 (December 1992), pp. 44-49.
ers, Attitudes, Customer expectations, Model[Trends, Mature markets, Ex-
developme
ments, Prioritizing customer penditures,
needs, Residential communities, Travel, Stereotypes,
Reliability, Needs as-
Organizing
uring satisfaction, Personnelsessment,
training, Services, Statistical data.]focusing
Technology 216
ment, Implementation, Guidelines, UK.] 206
Upward Mobility. William O'Hare and Barbara C
American
The Effects of Population Aging on the Physician Services Mar- Demographics, 15 (January 1993), pp. 2
ket: A Computable Equilibrium Analysis. Martcia Wade, Man-
[Trends, Mobile homes, States, Rankings, Prices, Cou
Regulation,
agement Science, 39 (February 1993), pp. 135-148. [Study, Model Image, Quality, Zoning laws, Statisti
formulations, Impacts, Prices, Expenditures, Simulation, Market
segments, Assessment.] 207 American Affluence. Judith Waldrop and Linda Jac
ican Demographics, 14 (December 1992), pp. 29-
Reality Check. Bill Kelley, Sales and Marketing
Households, Management,
Countries, Regions, Suburbs, Age, Et
Rankings,
145 (January 1993), pp. 50-53. [Study, Statistical
Handling data.] 218 Ex-
complaints,
amples, Many companies, Many industries.] 208
Analyzing the Potential of a New Marke
4. MARKETING RESEARCH dustrial Marketing Management, 22 (Feb
[Survey of consumers, Estimated repurcha
4.1 Theory and Philosophy of Science
purchase intentions, Attitudes, Conjoint
See also 4, 7, 13, 15, 16, 17, 32, 34, 55, 86, 120, 142, 157, 207,
233 diffusion.] 219

Interaction Between Autocorrelation and Conditional Estimating Indivi

Random Coefficien
Heteroscedasticity: A Random-Coefficient Approach. Anil K.
Bera, Matthew L. Higgins, and Sangkyu Lee, Journal of Business nis Oberhelman, an
and Economic Statistics, 10 (April 1992), pp. 133-142. [Lagrangeof Marketing Scienc
view,
multiplier test, Livingston biannual survey data, Price expectation, Performance
Stationarity condition, Unbiasedness hypothesis, Example.] 209 data, Empirical dem
and advertising.] 220
Estimation Under Profit-Driven Loss Functions. Robert C.
Blattberg and Edward I. George, Journal of Business and Eco- Discrete Choice Surveys of
nomic Statistics, 10 (October 1992), pp. 437-444. [Discussion, Jacqueline Roundy, Journal
Bayes estimator, Demand model, Elasticity, Application, Market- 21 (Winter 1993), pp. 33-38
ing, Scanner data.] 210 tion, Rankings, Utilities, Co
sion analysis.] 221
Government Policies, Market Imperfections, and Foreign
rect Investment Thomas L. Brewer, Using Single
Journal Source Bu
of International D
ness Studies, 24 (First Quarter, Henry Assael
1993), pp. and
101-120. David F
[Literature
view, Causal relationships, Dimensions search, of
33 (January/Febr
variability, Internal
tion theory, Components, Flows, Assessment.] 211 Traditional selection, Trad
Direct selection by purch
The Solution of Multiperiod Network Models with Bundle Con-
tions, 1988 and 1989 da
straints by Aggregation. Rotimi S. Aderohunmu and Jay E. Aron-
son, Management Science, 39 (January 1993), pp. 54-71. [Flow al- A Coincidental Survey o
gorithms, Multicommodity, Applications, Production scheduling, What People Say With Wh
Production smoothing.] 212 ence W. Beed, Journal o
February 1993), pp. 86-92
A Lower Bound and an Efficient Heuristic
tics, Compliance,forNoncompliance,
Multistage Mul-
Assessment.] 223
tiproduct Distribution Systems. Paul Iyogun and Derek Atkins,
Management Science, 39 (February The 1993), pp.Roger
Privacy Bootstrap. 204-217.
J. Bowden and[Algo-
Ah Boon Sim, Jour-
rithm; Facilities-in-series problems;nal
Using
of Businessa and
set up cost
Economic allocation
Statistics, 10 (July 1992), pp. 337-
procedure, the maximum of the continuous solution
345. [Protection of microdata, of the
Methods, decom-
Efficiency trade-offs, Er-
posed problem is obtained.] 213 rors in variables, Identification, Simulations.] 224
A Modeling Framework for Coordinating Promotion
A Comparative and Pro-
Study of Alternative Methods of Quantifying
duction Decisions within a Firm. Aram G. Sogomonian
Qualitative Survey Responses and Using NAPM Data. Susmita
Christopher S. Tang, Management Science,
Dasgupta and39Kajal
(February 1993),
Lahiri, Journal of Business and Economic Sta-
pp. 191-203. [Marketing/manufacturing interface,
tistics, 10 (October Systems, Cen-
1992), pp. 391-400. [Materials buying prices,
tralized, Decentralized, Problem solving, Optimal
Noncentral solutions,
distribution, Time
Purchasing managers, Producer Price
periods, Inventory levels, Profit maximization,
Index, Assessment.] Example.] 214 225

150 / Journal of Marketing, January 1994

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Forecasting State-to-State Migration Rates. Edward W. Frees, (February 1993), p
Journal of Business and Economic Statistics, 10 (April 1992), pp. file and self-explic
153-167. [Autoregressive models, Contemporaneous correlation, models combining
Heteroscendasticity, Panel data, Population forecasting, Residual tion tasks consist
analysis.] 226
Technical-Market Research-Get Customers to Collaborate
Using Demographic Data
in Developing Products. to
Antonio S. Lauglaug, Dri
Long Range Plan-
Profit Plans. William M.
ning (UK), 26 (No. 2, April 1993), pp.Bassin,
78-82. [Discussion, Pro-
ing, 12 (Spring cess, 1993), pp.
Execution, R&D, Concepts, 19-21.
Data collection, Interactive cus-
ing propensity, tomer Age groups,
interviews, Examples.] 237 Sales
Benefits, Case study.] 227
The Marketer's Guide to Online Databases. C
It's Time for Forecasts to Be Less
Betsy Important. Terry
Wiesendanger, Sales Oswald, M
and Marketing
Journal of Business Forecasting, ruary12 (Spring
1993), 1993),
pp. 36-41, 86. pp. 3-4, 6. A
[Discussion,
[Discussion; Factors; Suppliers' ments,
reliability, responsiveness,
CompuServe, Dialog, Nexis, Dow and
Jo
flexibility; Design-for-manufacturer; Information systems; 238
MRPII; Statistical variability; Corporate culture; Assessment.]
228
5. OTHER TOPICS
5.1 Educational
A Note on the Applicability of the and Professional Issues
Bruvold-Comer Model of
See also
Mail Survey Response Rates to21 Commercial Populations.
David Jobber and John Saunders, Journal of Business Research,
Business Horizons, 36 (March/April 1993), pp. 1-86. [Thirteen ar-
26 (March 1993), pp. 223-236. [A new logit model was developed
ticles on women in business, Trends, Corporate culture, Employee
using commercial data and validated with a holdout sample, Im-
relations, Progress, Sex stereotyping, Recruitment, Mentoring, Sex-
pacts, Continuous and binary variables.] 229
ual harassment, Entrepreneurs, Small business, Legislation, Court
Fuzzy Clusterwise Regression in Benefit Segmentation: decisions,
Appli- International, Implications.] 239
cation and Investigation Into its Validity. Jan-Benedict E. M.
Steenkamp and Michel Wedel, Journal of Business Research,Business 26Marketing, 78 (January 1993), pp. 26-32. [Six art
on marketing job outlook, Trends, Interviews, Marketing emp
(March 1993), pp. 237-249. [Discussion, Techniques, Predictions,
Multiattribute models, Advantages, Empirical illustration,ment, Opportunities,
Con- Advertising agencies, Colleges and univer
joint data, Price-quality tradeoffs, Assessment.] 230 ties, Recruitment, Impacts, Friends, Risks, Skills.] 2

Caution in the Use of Difference Scores in Consumer The Intellectual Structure of Consumer Research: A Bib-
liometric
Research. J. Paul Peter, Gilbert A. Churchill, Jr., and Tom J. Study of Author Cocitations in the First 15 Years of
the Journal of Consumer Research. Donna L. Hoffman and Mor-
Brown, Journal of Consumer Research, 19 (March 1993), pp. 655-
ris B. Holbrook, Journal of Consumer Research, 19 (March 1993),
662. [Discussion, Problems, Reliability, Discriminant validity, Spu-
rious correlations, Variance restriction, Alternative pp. 505-517. [A new, two-stage procedure investigates the under-
recommendations.] 231 lying structure in the from-versus-to or citing-cited matrix based
on numbers of references among the 42 most frequently published
A Meta-Analysis of Effect authors.]
Sizes Based on Direct
241Mark
Campaigns. Arch G. Woodside, Thomas M. Beretich, and
An
A. Lauricella, Journal of Direct Assessment
Marketing, 7 (Spring 1993
ment
19-33. [Study, Impacts, Response in
rates, Primary Intern
business act
and
Lists, Advertising medium, Product Masaaki
or Kot
service, Target aud
Statistical analysis.] 232 2, 1993), pp. 5-2
isons, Empiri
The Future of Research in Marketing: Marketing Science.
Journal
Frank M. Bass, Journal of Marketing Publish
Research, 30 (Februar
fectively
1993), pp. 1-6. [Literature review, Togeth
Empirical generalizations, Sto
ning
chastic models of choice and brand (UK),
switching, 10
Diffusion of (N
new
tabases,
products, Response models, Strategy Inform
studies, Assessment.] 23
Carryover and Backfire Effects in Marketing Research.
Evaluating the Bar
E
ing
bara A. Bickart, Journal of Marketing Planning:
Research, 30 (Februar A
Smith,
1993), pp. 52-62. [Experiment, Consumer Marketi
attitudes, Conditions
under which respondents' answers1992), pp.
to a brand evaluation4-11.
are likely
to be consistent with a previoustives, Pre-course
attribute rating versus inconsis
244
tent, Impacts, Level of subjective product knowledge, Diagnos-
ticity of the attribute rating, Implication.] 234
5.2 General
Capturing Individual Differences in Paired Comparisons: An
Extended BTL Model Incorporating Descriptor Variables. Wil- Tough New Mar
liam R. Dillon, Ajith Kumar, and Melinda Smith de Borrero, Jour- Quarterly (Cana
nal of Marketing Research, 30 (February 1993), pp. 42-51. nomic condition
[Model development, Data collection, Market segments, Matrix, Roles, Teams, Go
Stimuli, Latent, Estimations, Judgments, Scales, Statisticalternational, Assessment, Canada.] 245
analysis.] 235
The Strategic Role of Marketing for Gen
The Effectiveness of Alternative
Practitioners. Nigel F. Coates and John R. Williams
dures in Predicting Choice.
telligence and Planning (UK), 10 Joel H
(No. 11, 1992
A. Fielder, and Richard Miller,
[Study, Marketing Jour
mixes, Application, Guidel

Marketing Literature Review /

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