Journal of the Academy of Marketing Science

Samli, A. Coskun; Riecken, Glen; Yavas, Ugur

doi: 10.1007/bf02721857pmid: N/A

The purpose of this study is to explain intermarket shopping behavior in small communities where everyone, to some degree, is an outshopper. Results of the study suggest that outshopping in small communities is primarily a function of the satisfaction (or dissatisfaction) with local retail facilities.

Lonial, Subhash C.

doi: 10.1007/bf02721858pmid: N/A

Because the consumer is the focus of all marketing activities, knowledge of his/her behavior is one of the most important aspects of marketing. Empirical studies are needed to determine, how consumer arrives at decision to make a particular purchase, what kind of deliberation exhibited by consumers and correlates of deliberation are analyzed.

Stevenson, Thomas H.; Paksoy, Christie H.

doi: 10.1007/bf02721859pmid: N/A

Students' negative attitudes toward careers in selling are well documented in the literature. This study shows how such attitudes can be improved by minor changes in course content of the introductory marketing course. Such changes are necessary if the full potential of the personal selling component is to be realized.

Papadopoulos, Nicolas G.

doi: 10.1007/bf02721860pmid: N/A

Resource shortages have recently attracted substantial attention by marketing writers. However, articles heretofore published have utilized a piece-meal approach, and no comprehensive framework exists to guide marketing strategy in scarcity periods. This paper offers such a framework, which incorporates both causal and contextual factors that must be considered in shortage strategy development.

Finn, David W.

doi: 10.1007/bf02721861pmid: N/A

The response to business reply envelopes and first class stamped return envelopes was compared. Although response rates were significantly different, the speed of responses, in terms of how long it took respondents to answer, was not. A study of the question of predictability based on early returns revealed serious problems with a prediction technique offered in the literature.

Wang, Chih-Kang; Lamb, Charles W.

doi: 10.1007/bf02721862pmid: N/A

The purpose of this study was to measure the effects of foreign economic, political, and cultural environments on American consumers' willingness to buy foreign products. Results of a self-administered mail questionnaire revealed that respondents were most willing to buy products from economically developed free countries with a European, Australian, or New Zealand culture.

Morgan, Fred W.; Riordan, Edward A.

doi: 10.1007/bf02721863pmid: N/A

Marketing practitioners and academics have exhibited an increased concern for the problems of disadvantaged consumers in recent years. During the same time period, the product liability field has become increasingly volatile. In this article the overlap between these two seemingly independent trends is presented via hypothetical case examples. A decision process to guide marketers who potentially deal with disadvantaged market segments is outlined and discussed. The implications of these developments are also described in detail.

Albaum, Gerald; Hawkins, Del I.

doi: 10.1007/bf02721864pmid: N/A

A change in geographic location is a common occurrence in American society and it tends to initiate a series of consumption decisions. Past research indicates that those who move tend to differ in demographic and socioeconomic characteristics from those who do not move. Likewise, local movers have been found to differ from long-distance movers. This study analyzes the extent to which intercounty movers differ from intracounty movers on socioeconomic and demographic variables. The results suggest that these two groups are not unique market segments.

Lundstrom, William J.; Ashworth, D. Nel

doi: 10.1007/bf02721865pmid: N/A

Customer perceptions of the woman salesperson were obtained and analyzed for urban and rural locations and for male and female buyers. The results showed positive attitudes towards the saleswoman but these differed by location and sex. Implications for the increased use of women salespeople suggest that they should be tailored to specific markets and sex of the buyer.

Bradford, John A.

doi: 10.1007/bf02721866pmid: N/A

This report discusses educational marketing materials used by admissions offices in a random sample of 858 American colleges and universities. Information requested and received by a potential student is described and classified as marketing or non-marketing. This paper shows why four-year institutions and those offering higher degrees are significantly more likely than two-year colleges to use marketing materials in their responses to prospective students. The value of these findings for admissions offices and marketing specialists are presented.