This research examines women's experiences of and responses to intimate partner violence using the perspective of the extended self From in-depth interviews with a demographically diverse group of women in the United States, the primary theme to emerge was that chronic abuse is experienced as the male partner's ongoing campaign to incorporate the abused woman into his extended self by appropriating or destroying the aspects of her that give her autonomy: The most important implication for agenci...

This paper integrates Prospect Theory and the concept of framing in a study of consumer negotiated pricing in a real estate context. Building on previously conducted experimental designs, a field survey indicated that home sellers using sales price as a reference point display greater willingness to make concessions than those who use equity as their reference point. Further, the third-party influence of the realtor was shown to alter Prospect Theory predictions so that even equity-based sellers...

The purpose of this paper is to determine which two dimensions of music, happy/sad or liked/disliked, have significant effects on shopping intentions, thereby providing guidance for decision-makers in service environments. Design/methodology/approach – Subjects viewed videotapes of an unfamiliar store in an experimental research design. Subjects were exposed to one of several musical treatments while viewing and were asked to speak their thoughts about the store aloud. Happy/sad musical treatmen...

The cultural similarity hypothesis posits that differences between the home and host cultures for sojourners will relate directly to their difficulties adapting to the host culture. The personal fit perspective suggests that the individual's idiosyncratic response to the cultural environment determines successful cultural adaptation. Two studies of expatriates were conducted to investigate the role of cultural similarity and personal fit in the adaptation process. The findings suggest that it is...

The relationship between ad memory and context involvement has been investigated mainly in the contexts of TV and magazine advertising. Little research has been conducted to examine this relationship in newspaper advertising. The relationship is found to be negative in magazine advertising. Based on the theory of automatic vs. strategic processing, however, this study hypothesizes in newspaper advertising that article readership (a measure of context involvement) positively affects ad memory. An...

The authors use the theoretical notion of anomie to examine the impact of top management's control mechanisms on the environment of the marketing function. Based on a literature review and in-depth field interviews with marketing managers in diverse industries, a conceptual model is proposed that incorporates the two managerial control mechanisms, viz. output and process control, and relates their distinctive influence to anomie in the marketing function. Three contingency variables, i.e., resou...

Authors: Marko Grunahgen and Robert Mittelstaedt
This article examines the recent emergence of multi-unit franchising from the franchisee perspective. It provides a conceptual comparison of two prevalent domestic types of multi-unit franchising: area development and sequential multi-unit franchising. The suggestions provided in this paper focus on the philosophical distinction of these two categories of aspiring franchise owners, suggesting that a prospective franchisee's decision for a particu...

Authors: Robert E. Stassen; John D. Mittelstaedt; and Robert A. Mittelstaedt.
The majority of households divide their grocery shopping between 2 or more stores each week. This paper examines the merchandising factors affecting the sharing of customers between stores through a pairwise analysis of their assortment overlap, price differentiation, and interstore distance. Results from a study of a market of 27 stores show that assortment overlap and interstore differences are determinants of share...

Consumer vulnerability is a sometimes misunderstood or misused concept that is equated erroneously with demographic characteristics, stigmatization, consumer protection, unmet needs, discrimination, or disadvantage. This article seeks to clarify the boundaries for what is and what is not consumer vulnerability. By explicating the key themes of consumer vulnerability from previous studies in the consumer research and marketing literatures, the authors build a definition and model to explain that ...

The purpose of this paper is to place grudge-holding as a theoretical construct, measure it, and empirically place it in a nomological net and, additionally to discuss the consequences of grudge-holding in this research. Design/methodology/approach - A 2 × 2 scenario-based experiment was performed using 320 subjects, approximately 80 people per condition. The size of the exit barrier (high/low) and the effectiveness of the service recovery (good/poor) were varied between each scenario to de...

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We investigated the incidence and nature of integrated marketing communications (IMC) evident in the advertising of products over time and across product classifications for services versus physical goods. Our goal was to shed light on the use of IMC in practice vis-á-vis its theoretical relevance in the advertising and business literature. Using a framework by Nowak and Phelps (1994), we examined IMC utilization by service organizations and physical goods manufacturers at the tactical (adv...

No summary available.

The purpose of this paper is to provide insight into the process and implications of customer branding of commodity products. Customer branding is defined by the authors as a process in which a customer or customers define, label and seek to purchase an otherwise undifferentiated or unbranded product. The customer(s) can be anywhere along the value chain and may be intermediate, industrial or end-user customers. There are many historical examples of customer branding (which sometimes turned into...

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No summary available.

Authors: Grunhagen, Marko and Robert Mittelstaedt
The focus of this article is on the emergence and development of multi-unit franchising in the United States from the franchisee perspective. After an historical summary of the development from a marketing viewpoint, a typology of different franchisee types is provided and the "multi-unit franchising paradox" is presented. The article offers a discussion of the reasons why individuals might be enticed to become multi-unit franchisees. An emphasi...

The golf industry is currently undergoing a "churning effect" whereby players are leaving nearly as quickly as they enter; this effect is especially prevalent among women. We examine interviews from male and female golf professionals, as well as transcripts from interviews with female participants of various playing levels and experience, in order to determine the reasons women not only leave golf, but more importantly, why they stay. Our data indicate that once golfers have become hooked on the...

No summary available.

Despite the strong intuitive appeal of personalization (through employees or, increasingly, through the use of software applications), relatively little is known about its role in managing service relationships. This study aims to explore the burgeoning area of technology-mediated personalization and its effects on customer commitment to service relationships. Design/methodology/approach - A theoretical perspective based on integrated reviews of service research and relationship marketing is dev...

In this article, we offer an overview of macromarketing from the mid-1960s to the present. Based on this overview, we describe examples of the system elements that have been of interest in researching marketing systems (including those that relate to the environment and the components, attributes, and outcomes of marketing systems). Next, we consider where the field stands today and discuss twelve challenges in macromarketing that compose a possible scenario for future research. Finally, we note...

Purpose: The purpose of this paper is to introduce a multidimensional work preference research instrument, and to relate scores on these dimensions with subjects' real world work choices. Design/methodology/approach: Repeated samples of 1,002 and 975 adult subjects were used to identify 17 empirically derived constructs, using both EFA and CFA statistical applications. The CFA revealed measurement invariance among the predicted and measured constructs. The 17 validated constructs were culled fro...

This paper presents two modeling approaches that can be used to determine student class sizes for instructors who teach Web-based courses. The methodologies act to provide assurance to faculty that they will not have to compromise quality of instruction when teaching a Web course, nor have to sacrifice time away from research or service activities to develop and manage a Web course. These methodologies will also help department chairs plan student class size limitations to achieve "fairness" in ...

Authors: Parthasarathy, Madhavan; Sunkyu Jun; and Robert Mittelstaedt.
The purpose of the paper is to explore the potential effects of the presence of subcultures on the diffusion of an innovation within the total, aggregated society. It is argued that these subcultural groups are separate social systems with their own unique diffusion patterns and, therefore, unique but predictable patterns of acceptance of an innovation. After discussion the nature of social systems, factors that result in di...

The author comments on the benefits and importance of the peer review process in the "International Journal of Advertising." He argues that being a reviewer keeps a scholar entrenched in his or her field, and that editors should not refuse to review for less prestigious journals. He suggests that reviewing can help the reviewer to keep ahead of the publication lag time in current research. He recommends addressing criticisms to a manuscript rather than a person when reviewing.

E-commerce not only has tremendous potential for growth but also poses unique challenges for both incumbents and new entrants. By examining drivers of firm performance in e-commerce from a capabilities perspective, the authors conceptualize three firm capabilities that are critical for superior firm performance in e-commerce: information technology capability, strategic flexibility, and trust- building capability. The extent and nature of market orientation is conceptualized as a platform for le...

To gather insights about the current state and future directions of advertising research, as well as to obtain a glimpse of its evolvement over time, testimony was compiled from experts in the field. The experts were selected from individuals who have won the American Academy of Advertising Outstanding Contribution to Research Award. Their responses provide a chronicle of advertising research that is marked by thoughtful observation, personal introspection, and careful speculation. This paper re...

The author presents commentary on the article "Qual vs. Quant... Again!" by Arthur J. Kover regarding qualitative and quantitative research methods as they are used in advertising. The author feels qualitative research denotes that which is mostly interpretive while quantitative research is empirical in nature like experimental design work. He feels Kover combined qualitative and quantitative research findings within the article and commends him for it.

With more than two million teens affected, adolescents are the most at-risk group for unwanted pregnancies and sexually transmitted diseases. Parents, who teens cite as their most influential resource for making decisions about premarital sex, receive little consideration from federal initiatives. However, promoting more active parenting to parents to reduce risky behavior among teenagers seems to be an appropriate strategy. This study examines parents' reactions to advertisements that promote a...

Forthcoming

Resource theory and the human capital argument remain the dominant theoretical perspectives for understanding household choice. Yet households in which wives earn more than their husbands do not reflect either one, possibly due to the assumption in these perspectives that all resources are pooled. Two studies investigated household resource allocation. The first found that when the woman was the chief wage earner, joint pools of money were used to cover routine expenses but separate pools were a...

Golf is male dominated and consists of rituals and ritualized behaviors that both reflect and help create hegemonic masculinity. Using in-depth interviews with amateur committed women golfers, we explored how women negotiated masculinized rituals in golf. Our data indicated three ways: (a) accommodating (i.e., acknowledging masculine rituals and working around them), (b) unapologetic (i.e., challenging masculine rituals that threaten entitlement to golf and attempting to create women inclusive a...

This study uses a qualitative research design with the Grounded Theory method, to explore the multifaceted nature of sales buy-in, i.e. the sales function’s belief that marketers’ proposed strategy is appropriate and has merit. Based on 49 in-depth interviews with sales and marketing professionals, the findings indicate that obtaining sales buy-in consists of four key components: (a) objectivity and rational persuasion (b) sensitivity and responsiveness to reality (c) involvement in strategy cre...

Authors: Okleshen, Cara; Stacey Menzel-Baker, Robert Mittelstaedt.
This paper explores the role that advertising plays in shaping collective memories. One example of how this multiphase process (the past interacting with the present and the present interacting with the past) is demonstrated by examining the images of advertising that use Santa Claus. Specifically, Coca-Cola's claim to the modern day image is juxtaposed with other sources of the image to discuss the viability of attributing the ...

To investigate the effect of service personalization on IoyaIty, and to measure some of the psychological dynamics of the process. Design/methodology/approach - Structural equation modeling. Findings - It is shown that the effect of service personalization on loyalty exists, but that the effect is not all direct. Personalization works through improving service satisfaction and trust. Personalization and improved communication act together in such a way that they account for the variance in loyal...

Human trafficking, as defined here, is moving human beings across borders for the purpose of enslaving them. Human trafficking may be in the sex trade, forced labor or service, extraction of body parts, or other forms of exploited labor or debt bondage. The market is believed to be extensive, with its own distribution channels, pricing systems, and other market functions. The purposes of this article are to present an understanding of cross-border human trafficking as a marketing system, to expl...

It has been argued that the dominant social paradigm (DSP) of Western industrial societies is complicit in environmental decline. In the present research, the DSP and its elements and their relation to consumption behavior are first addressed in classes on social responsibility that are taught in a business school. Two quasi-experiments are then conducted using an after-only with control group design (Study 1) and a before-after with control group design (Study 2). In both studies, attitudes of ...

Counterfeit products and the brand pirates who make, distribute, and sell them continue to be a challenge for many marketers around the globe. Estimates of global sales for bogus products are in the hundreds of billions of dollars and recent evidence suggests that fakes are prevalent in both developed and developing countries. We investigate brand/product counterfeiting from a consumer search perspective. As the quality of counterfeits improves, it is becoming more difficult for the consumer to ...

Differences in emotional response and overall attitude toward the ad, perceived social responsibility of the sponsor and willingness to donate are tested across 4 types of print advertisements sponsored by a nonprofit. The 4 treatments for anti-smoking ads include: truth in advertising, implicature, actor portrayal disclosure and deceptive advertising. The use of real victims garners the strongest emotional response, most positive attitude towards the advertisement, strongest perceived social re...

This study explores the comparative effects of two antecedents of enduring involvement in determining whether social versus psychological effects are more important in establishing enduring involvement with an extended service encounter. Specifically, the authors look at the effects of communitas—a social effect—and flow—an individual psychological effect—to determine which has a stronger impact on one's enduring involvement in golf. Self-determination theory argues that flow should be more impo...

Authors: Grunhagen, Marko; and Robert Mittelstaedt
The impact of the 1996 store hour expansion in the Federal Republic of Germany on the structure of the retail industry is examined in this paper. After a discussion of the history of laws limiting store hours, the arguments of the proponents and opponents of the German time expansion are presented. This leads to an analysis of the relevant conceptual and empirical literature on the relationship between store hours and retail structure. Possible...

Authors: Mittelstaedt, John D. and Robert A. Mittelstaedt
Western intellectual property protection is based on the twin premises and individual people can originate and own ideas. Because these premises are not universally accepted, differences in laws and enforcement exist in the global market. The authors present a framework for describing these differences and discuss it in terms of relations among developed nations, between developed and developing nations and between all nations and indige...

Loyalty has, over the past decade, become a crucial construct in marketing, and particularly in the burgeoning field of customer relationship management. This paper shows that customer loyalty can be explained to a substantial degree by customer satisfaction, trust, and communication, and shows the direct and indirect effects among those constructs and other constructs in an extension of the European Customer Satisfaction Index (ECSI) model. Both ECSI model and the extended model are estimated w...

Forthcoming

Marketers frequently position business concerns – whether brands, teams, or stores – as the non market-dominant entity (or the “underdog”). This article examines the motives for underdog support through in-depth interviews and a focus group. Findings suggest that underdog consumers support underdogs out of empathy, as a way to ensure the maintenance of equal opportunity in competition, and as a way to provide personal inspiration. Some motives for underdog support can be interpreted to be anti-c...

No summary available.

Parental style theory is used to explore how parents differ with regard to parental roles, attitudes, and perceptions about the consequences of teens engaging in sex. Findings from a survey of 150 parents indicate that parental style influences parents’ attitudes and beliefs concerning teen sex. Also, since parents do not have confidence about conveying sex-related information to children, an opportunity may exist for empowering parents on how to discuss these topics with them. Such empowerment ...

While possessing a long and respected history as a research method, content analysis studies attempting to address issues of the consumers' interests often are published with invalid conclusions or implications. This essay offers that the source of these problems is rooted in inferring causal relations from what is nothing more than descriptive data.

Extant research on marketing strategy making (MSM) lacks process-based theoretical frameworks that elucidate how marketing strategies are made when sales and marketing functions are involved in the process. Using a grounded theory approach and data collected from (a) 58 depth interviews with sales and marketing professionals and (b) a focus group with 11 marketing professionals, we propose that MSM within the sales-marketing interface is a three-stage, multifaceted process that consists of Groun...