Auger, P, Devinney, TM, Louviere, JJ & Burke, PF 2008, 'Do social product features have value to consumers?', INTERNATIONAL JOURNAL OF RESEARCH IN MARKETING, vol. 25, no. 3, pp. 183-191.
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The present paper utilizes a random utility theoretic experimental design to provide estimates of the relative value that selected consumers place on the social features of products. Experiments were conducted in Hong Kong and Australia using both university students and supporters of the human rights organization Amnesty International. The paper focuses on two classes of social features, 'labor practices' and 'animal rights and the environment'. The results show that the social features of products can, on average, affect an individuals' likelihood of purchasing a product. Also, this paper finds distinctive segments of ethically orientated consumers. Crown Copyright © 2008.
Bateman, IJ, Carson, RT, Day, B, Dupont, D, Louviere, JJ, Morimoto, S, Scarpa, R & Wang, P 2008, 'Choice set awareness and ordering effects in discrete choice experiments', Working Paper - Centre for Social and Economic Research on the Global Environment, no. 1, pp. 1-45.
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The choice experiment elicitation format confronts survey respondents with repeated choice tasks. Particularly within the context of valuing pure public goods, this repetition raises two issues. First, does advanced awareness of multiple tasks influence stated preferences from the outset, and second, even in the absence of such awareness, does the process of working through a series of choice tasks influence stated preferences leading to choice outcomes that are dependent on the order in which a question is answered? The possible motivators of these effects include economic-theoretic reasons such as strategic behavior, as well as behavioral explanations such as response heuristics and learning effects. A case study of a familiar good (drinking water quality) combines a split sample treatment of the presence/absence of advanced awareness with a full factorial design permitting systematic variation of the order in which choices are presented to respondents. A further sample division allows examination of effects arising from variation in the scope of the initial good presented to respondents. Using discrete choice panel data estimators we show that both advanced awareness and order effects exist alongside interactions with the scope of the initial good.
Devinney, T, Dowling, GR & Perm-Ajchariyawong, N 2008, 'The Financial Times business schools ranking: What quality is this signal of quality?', EUROPEAN MANAGEMENT REVIEW, vol. 5, no. 4, pp. 195-208.
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We suggest that the annual rankings of business schools have acquired a legitimacy that unduly defines the organizational field in a manner that makes it difficult and risky for most schools to manage to this measure of business school quality and positional status. To illustrate this we analyze the annual rankings produced by the Financial Times. This analysis illustrates that (a) these rankings are driven in large part by structural factors that many schools cannot change, (b) the ranks of the top schools are quite stable over time, and (c) the ranks of the bottom schools are quite dynamic. These effects provide a competitive advantage for the early entrants into the top ranks. Our research builds on the idea that the rankings are a social statistic that plays a crucial role in defining business school competition
Ekinci, Y, Dawes, PL & Massey, GR 2008, 'An extended model of the antecedents and consequences of consumer satisfaction for hospitality services', European Journal of Marketing, vol. 42, no. 1/2, pp. 35-68.
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PurposeThe purpose of this paper is to examine the impact of self‐congruence on consumer satisfaction with services and to develop and test a conceptual model of the antecedents and consequences of consumer satisfaction in the hospitality industry.Design/methodology/approachThe conceptual framework consists of the following constructs: actual self‐congruence, ideal self‐congruence, desires congruence, service quality, consumers' overall attitude to a service firm, and intention to return. Moreover, 12 hypotheses were developed and tested. Exploratory and confirmatory factor analysis were used to test the validity of the measures, while PLS was used in hypotheses testing. Data were collected from 185 consumers who had recently visited a restaurant or hotel.FindingsStrong support was found for 11 of the 12 hypotheses. Findings reveal that ideal self‐congruence and desires congruence have positive effects on consumer satisfaction. In contrast, it is shown that actual self‐congruence is not related to consumer satisfaction. Moreover, it is demonstrated that the two dimensions of service quality – physical quality and staff behaviour – have a positive impact on both desires congruence and consumer satisfaction. Importantly, consumer satisfaction is found to be a better indicator of the consumers' overall attitude to the service firm than service quality. The study confirms that consumer satisfaction mediates the relationship between the two service quality dimensions, ideal self‐congruence, and intention to return.Originality/valueThis study makes four important contributions. First, satisfaction research...
Fam, K & Waller, DS 2008, 'A Study of Liked/Disliked Television Commercials in India', Indian Journal of Marketing, vol. 38, no. 2, pp. 3-10.
Fam, K, Waller, DS, Ong, F & Yang, Z 2008, 'Controversial product advertising in China: perceptions of three generational cohorts', Journal of Consumer Behaviour, vol. 7, no. 6, pp. 461-469.
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AbstractChina is a country that has undergone a wide range of significant changes over the last 30 years, economically, politically, and socially. Major events not only have an important effect on the developmental history of a country such as China, but also create a new generational cohort, which can adopt different views and attitudes than those characterizing previous generations. This study analyses the results of a survey of three different generational groups in China, focusing on their attitudes towards the promotion of controversial products and advertising execution techniques. Research results show significant differences between the younger and older generations, especially in regard to gender‐related products and certain advertising execution techniques.Copyright © 2008 John Wiley & Sons, Ltd.
Fam, K-S & Waller, DS 2008, 'Agency–Client Relationship Factors Across Life-Cycle Stages', Journal of Relationship Marketing, vol. 7, no. 2, pp. 217-236.
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When an individual or an organization employs an advertising agency to assist in undertaking promotional activities, a number of factors are involved to ensure that the agency-client relationship runs smoothly. However, for the advertiser, as the relationship develops there can be changes in attitudes toward the advertising agency. This paper analyzes the responses of 82 advertisers regarding different elements in the advertising agency-client relationship and compares them across 4 stages in the agency-client life cycle: (a) Inception, (b) Development, (c) Maintenance, and (d) Dissolution. The results of the survey provide some implications to assist in the understanding of agency-client relationships at different times of the life cycle. © 2008 by The Haworth Press. All rights reserved.
Hingorani, AG 2008, 'An Exploratory Study of the Types and Roles of Skincare Advertising Visuals in Magazines', The International Journal of the Humanities: Annual Review, vol. 6, no. 1, pp. 75-82.
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Despite the observations that visuals are almost always present in skincare ads, and that they are noticed to a greater extent than the text in these ads, there appears to be virtually no publicly available research that has analysed the visual content of skincare ads. As visuals might be useful to consumers in assessing the effectiveness of skincare products, their role in influencing consumer behaviour needs to be researched. Before such research is undertaken, it is necessary to investigate visuals that are actually employed by skincare marketers given the large number of products and varied visual cues or stimuli that seem to exist. The purpose of this research is to identify some of the types (or elements) and roles (or functions) of skincare advertising visuals and examine the extent to which they are evident in ads selected from the April through August 2005 issues of four popular womens magazines in Australia. 24 elements and five functions of skincare advertising visuals were identified, and their presence or absence was assessed in a sample of 52 ads. Due to the exploratory and time-specific nature of this study, future research that audits the visual content of magazine advertisements in the skincare market over a longer period could facilitate an extensive investigation of its impact on consumer attitudes and behaviour.
Kattiyapornpong, U & Miller, KE 2008, 'A practitioner's report on the interactive effects of socio-demographic barriers to travel', Journal of Vacation Marketing, vol. 14, no. 4, pp. 357-371.
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Researchers have viewed constraints as a subset of reasons for not engaging in a particular behavior. This study investigates the impact of two-way interactions between age, income, and life stage (forming groups of more and less constrained respondents) on dependent variables comprising intentions held by Australian residents to travel intrastate, interstate or overseas for a vacation. A representative sample of 49,105 Australian respondents is utilized. Binary logistic regression is used to profile respondents who intend to take a domestic or an overseas holiday of more than three days duration. This paper finds that the interactions between the constraint variables of age, income and life stage are important in explaining travel preferences. Constraint groups are then formed by combining the important constraint variables. There are significant levels of vacation travel by even the most constrained groups as well as significant amounts of non-travel by the least constrained sectors of our society. Marketing insights and recommendations are provided for the most constrained travel group and the least constrained travel group.
Nguyen, TD, Nguyen, TTM & Barrett, NJ 2008, 'Consumer ethnocentrism, cultural sensitivity, and intention to purchase local products—evidence from Vietnam', Journal of Consumer Behaviour, vol. 7, no. 1, pp. 88-100.
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AbstractThis study empirically investigates the impacts of consumer ethnocentrism and cultural sensitivity on both imported product judgment and intention to purchase local products in the context of a developing country—Vietnam. Structural equation modeling was used to test these impacts, utilizing a sample of 549 consumers. The results show that consumer ethnocentrism is negatively related to imported product judgment and positively related to intention to purchase local products. In addition, cultural sensitivity has a positive relationship with imported product judgment but not with consumer ethnocentrism. The results also indicate that the impacts of consumer ethnocentrism on imported product judgment and on intention to purchase local products are not different in terms of product categories, gender, income, and education levels. However, differences exist between younger and older consumers. Copyright © 2008 John Wiley & Sons, Ltd.
Waller, DS, Christy, TP & Fam, K-S 2008, 'Perceptions of Offensive Advertising Elements: A China–U.S. Comparison', Journal of East-West Business, vol. 14, no. 3-4, pp. 325-343.
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© 2008 by The Haworth Press. All rights reserved. As China continues to rapidly expand and further open itself to market forces, the People’s Republic arouses significant interest as a new mega-market. Consequently, the influx of new business opportunities and advertising has resulted in Chinese consumers increasingly exposed to potentially offensive advertising. While some products and images may seem acceptable when advertised in the West, there are some that may offend Chinese cultural sensitivities. The purpose of this study is to better understand similarities and differences that exist between American and Chinese perceptions surrounding offensive advertising. The results highlight a number of statistical cultural differences that have business implications for international marketers.
Wang, P, Gudergan, S & Lings, I 2008, 'The role of product involvement in e-service evaluations', International Journal of Electronic Marketing and Retailing, vol. 2, no. 1, pp. 59-59.
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This paper provides conceptual and empirical insights into consumers' evaluations of online services and their consequent behavioural intentions. We show that behavioural intentions in online contexts are driven primarily by two factors, namely online service satisfaction and perceived service quality. Perceived sacrifice and service quality are found to have an indirect effect on online service satisfaction through their influences on perceived value associated with the online service. In addition, we examine the moderating effects of product involvement and discuss the implications of our research findings.
Woodside, AG, Sood, S & Miller, KE 2008, 'When consumers and brands talk: Storytelling theory and research in psychology and marketing', PSYCHOLOGY & MARKETING, vol. 25, no. 2, pp. 97-145.
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Storytelling is pervasive through life. Much information is stored, indexed, and retrieved in the form of stories. Although lectures tend to put people to sleep, stories move them to action. People relate to each other in terms of stories - and products and brands often play both central and peripheral roles in their stories. To aid storytelling research in consumer psychology, this article develops a narrative theory that describes how consumers use brands as props or anthropomorphic actors in stories they report about themselves and others. Such drama enactments enable these storytellers to experience powerful myths that reflect psychological archetypes. The article includes findings from case study research that probes propositions of the theory. Implications for consumer psychology and marketing practice follow the discussion of the findings. © 2008 Wiley Periodicals, Inc.
Burke, PF 1970, 'Marketing Better Driving Through Communication and Penalties', XXX INFORMS Marketing Science Conference, XXX INFORMS Marketing Science Conference, Sauder School of Business, The University of British Columbia, Sauder School of Business, The University of British Columbia, pp. 83-83.
Burke, PF, Auger, P, Devinney, TM & Louviere, JJ 1970, 'Evaluating the valuation of ethical features', International Centre for Anti Consumption Research (ICAR) Conference, International Centre for Anti Consumption Research, Faculty of Economics and Business, The University of Sydney, Faculty of Economics and Business, The University of Sydney, pp. 1-8.
Hartley, NS, Burke, PF & Harrison, P 1970, 'Investigating Adult, Children and Family Pricing and Its Impact on Entry-By-Donation and Free Offers', XXX INFORMS Marketing Science Conference, XXX INFORMS Marketing Science Conference, Sauder School of Business, The University of British Columbia, Sauder School of Business, The University of British Columbia, pp. 9-9.
Kwak, K, Russell, G & Duvvuri, S 1970, 'Multivariate Nested Logit: A General Extension of Nested Logit', INFORMS Marketing Science, Vancouver, BC, Cananda.
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Recent development of multiple-category multiple-item choice models is mostly based upon either the Multivariate Logit (MVL) or Multivariate Probit (MVP) models. The two basic models are popular because they can capture interrelationships among items across multiple categories. Each model has its own advantages and disadvantages. MVL is well recognized for its intuitive interpretation due to fixed cross-category effect parameters, but it is not as flexible as MVP in terms of capturing unobserved correlations among alternatives. Calibration of MVP, however, requires significant use of simulation estimation technologies. In this project, we introduce a new approach: a generalized extension of traditional Nested Logit (NL) to multiple-category multiple-item choice decisions (more generally pick-any choice). The proposed model is capable of capturing unobserved correlations among choices with a few parameters. The proposed model is much simpler than MVP, but more flexible than MVL. In particular, the model is suitable for choices consisting of multiple stages (e.g., category incidence and brand choice in multiple category choice situations). We discuss theory of the new model, contrasting it with multiple category models and traditional NL. In addition, we illustrate the properties of the model by calibrating it on market basket data.
Kyriazis, E & Massey, GR 1970, 'The effects of formal and informal communication between marketing and R&D managers during new product development projects', Proceedings of the 2008 British Academy of Marketing Conference, British Academy of Marketing, Robert Gordon University, Aberdeen, Scotland, pp. 1-9.
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Effective cross-functional integration between Marketing and R&D functions is considered essential to achieve key NPD outcomes. To achieve this integration, functional specialists need to communicate effectively with one another to achieve their respective task goals. This paper examines the role of two forms of interpersonal communication, formal and informal, on three key NPD outcome variablesï½NPD success, perceived relationship effectiveness, and interpersonal collaboration. The relationships between these variables are tested in a structural model using PLS. Data was collected from 184 R&D Managers in Australia who worked on NPD projects. Our results show that both formal and informal communication have a positive effect on NPD success and on Marketing Manager/R&D Manager working relationships. This study provides empirical support for the proposition that whilst formal communication between managers is important in NPD projects, managers should also be aware that informal communication should also be encouraged, as it has strong positive effects on NPD project outcomes.
Massey, GR & Dawes, PL 1970, 'Power, Interdependence, and Influence in Marketing Manager/Sales Manager Working Relationships', Academy of Marketing Annual Conference Proceedings, AM2008, Academy of Marketing, Robert Gordon University, Aberdeen Business School, Scotland, pp. 1-8.
Noguti, V & Russell, CA 1970, 'Social Network Connectedness to Soap Operas, Celebrity Product Endorsement, and Consumer Behavior', Latin American Advances in Consumer Research, Association for Consumer Research, Sao Paulo - Brazil, pp. 192-192.
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One factor that has not received attention in the literature but that affects the effectiveness of celebrity endorsement and product placement is consumersâ perceptions of their social networks. We propose and demonstrate that perceptions about attitudes and behavior of consumersâ social networks toward a given medium (network connectedness) directly affect consumersâ purchase intentions of brands advertised through soap opera celebrities. Data from a field study of Brazilian consumers show that this network connectedness effect exists independently from that of self connectedness (the extent to which viewers develop parasocial relationships with characters that resemble real close relationships.)
Spanjaard, DC & Freeman, LM 1970, 'Why qualitative researchers squint: A micro analysis of the temporal aspects for grocery shopping', 2008 Latin America Association for Consumer Research, Latin American ACR Conference, ACR, Sao Paulo, Brazil, pp. 116-119.
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This paper discusses the rewards for the researchers when they adopted a multidimensional approach, incorporating temporal aspects, to the analysis of emotion factors for in-store shopping behavior. Of particular interest was the role these emotions play in brand selection. Whilst emotional research is not unique, little has been done to understand it from an internally consumer-driven perspective for grocery brands. We used videography to capture the behavior. As a result of our findings, it is proposed that the temporal affect becomes the moderating variable in developing emotive bonds between the consumer and the brand whilst making in-store decisions.
Spanjaard, DC, Freeman, LM & Young, LC 1970, 'The conscious decision versus the unconscious choice: Observed grocery shopping', Proceedings of the 3rd Annual Symposium on Current Developments in Ethnographic Research in Social and Management Science, The 3rd Annual Symposium on Current Developments in Ethnographic Research in the Social and Management Sciences, University of Liverpool Management School, Liverpool, England, pp. 1-21.
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Researchers have long suspected that there is greater complexity in consumer brand choice within the supermarket than much research suggests. This paper discusses how the use of ethnographic techniques uncovers particulars of this specifically that consumers unconsciously use emotions to make conscious decisions about such brands.
Spanjaard, DC, Freeman, LM & Young, LC 1970, 'Why happy shoppers don't stop and think', Australia and New Zealand Marketing Academy Conference 2008: Marketing: Shifting the Focus from Mainstream to Offbeat, Australian and New Zealand Marketing Academy Conference, ANZMAC, Sydney, pp. 1-7.
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This paper discusses findings from observational research of grocery shopping. Videographic analysis via qualitative research techniques reveals that consumers who display less emotion tend to be more positive about the experience and have shorter shopping visits. Whereas those who display distinct emotional responses tend to reveal negative reactions and result in taking longer to make a decision. Four categories of consumer decision behaviour for grocery products are suggested as a result of this research and as a discussion point for further investigations into this specific topic.
Waller, DS & Lanis, R 1970, 'An Analysis of Corporate Social Responsibility Disclosure by Advertising Agencies', Communications, Civics, Industry: Proceedings of ANZCA 2007, Australian New Zealand Communications Association Annual Conference, Australia and New Zealand Communication Association and La Trobe University, Melbourne, pp. 1-9.
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The corporate annual report has become more than a mandatory financial report for public companies, with many companies also using it as an important marketing communication tool. As corporate social responsibility (CSR) is an issue of growing interest in the business world, many publicly listed companies, including advertising agencies, are voluntarily disclosing information regarding their CSR activities in their annual report. This descriptive study analyses the annual reports of the top six holding companies in the global advertising industry, in order to observe which advertising companies disclose their CSR activities and what activities they undertake, and the development of a CSR disclosure index for advertising agencies. The results indicate that some advertising companies do engage in CSR activities and disclose them in the annual report, but the level of these CSR disclosures is different between the organisations.
Waller, DS, Deshpande, S & Erdogan, BZ 1970, 'Protect or Restrict?: East-West Attitudes Towards Advertising Regulations', Proceedings of the Australian and New Zealand Communication Association, ANZCA, Australian and New Zealand Communication Association, ANZCA, Massey University, Wellington, New Zealand.
Waller, DS, Wang, PZ, Morrison, MD & Oppewal, H 1970, 'Media Choice for Information Search to Purchase a New Technology', Communications, Civics, Industry: Proceedings of ANZCA 2007, Australian New Zealand Communications Association Annual Conference, Australia and New Zealand Communication Association and La Trobe University, Melbourne, pp. 1-8.
Waller, DS, Wang, PZ, Oppewal, H & Morrison, MD 1970, 'Brand awareness of new technology in the introduction stage: A study of Blu-Ray vs HD-DVD format', Australia and New Zealand Marketing Academy Conference 2008: Marketing: Shifting the Focus from Mainstream to Offbeat, Australian and New Zealand Marketing Academy Conference, ANZMAC, Sydney, Australia, pp. 1-8.
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The introduction of a new technology into the marketplace generally is a risky endeavour for a company, however, when there are competing new technologies of which it is believed only one can survive, winning over customers is one of the major corporate battles to be fought. This paper presents results of a survey among 1495 people regarding their awareness of the two DVD competing formats (Blu-ray and HD-DVD) in the early stages of the recent DVD format war. The results reveal that in the early stages of the format war more people were aware of the HD-DVD than of the Blu-ray format. A model is presented that predicts format awareness from four consumer characteristic constructs and four demographic variables.
