Auger, P, Devinney, TM, Louviere, JJ & Burke, PF 2010, 'The importance of social product attributes in consumer purchasing decisions: A multi-country comparative study', INTERNATIONAL BUSINESS REVIEW, vol. 19, no. 2, pp. 140-159.
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This paper examines the role that social attributesenvironmental and labour conditionsplay in product choice across a range of developed and emerging economies. We use a multi-attribute design to force consumers to not only trade-off social attributes with tangible attributes but also make trade-offs with other intangible attributes, namely brand and country of origin. Our results show that: (1) social attributes are generally more influential in developed than in emerging economies, (2) the importance of social attributes holds across high and low involvement products, and (3) social attributes can influence product choice even when other intangible attributes are included in the design. We believe that our results offer a more accurate picture of the role of social attributes since they are based on a multi-cue, multi-product design that forced consumers to make tradeoffs between tangible and intangible attributes.
Burke, PF, Burton, C, Huybers, T, Islam, T, Louviere, JJ & Wise, C 2010, 'The Scale-Adusted Latent Class Model: Application to Museum Visitation', Tourism Analysis, vol. 15, no. 2, pp. 147-165.
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Preferences of tourists and visitors are varied in a number of markets, making it difficult for managers to understand how underlying segments might respond to changes in service offerings. Market segments differ in preferences for specific features, as well as how consistently they make their choices. In this article, we illustrate recent developments in choice modeling that allows for simultaneously modeling feature preferences and consistency of choice. We use the Scale-Adjusted Latent Class Model (SALCM) to better understand choices in the context of a research project conducted in collaboration with six major Australian museums involving a sample of 3,685 museum visitors. We identify three preference classes of museum-goers that explain preferences for levels of 26 museum attributes: Life Force (two thirds of visitors), Educated Thinkers, and Wealthy At-Homes. Our results indicate sensitivity to general entry prices, including preference for free entry or entry 'by donation.' Tours are preferred if smaller, lengthier, and conducted by paid museum staff. Not unexpectedly, the findings suggest that museums should cater for children, with some classes responding positively to providing supervised child areas. Most visitors prefer museums that are dynamic, offer new experiences, and regularly update permanent displays. However, the three classes identified have different overall experience preferences; for example, Educated Thinkers see museums as an educational opportunity, but Wealthy At-Homes prefer entertaining experiences. Incentives for return visits and cross-museum promotional offers are valued by the Life Force class, but have little effect on Educated Thinkers. The SALCM approach may be attractive to other areas of tourism analysis, especially where offerings contain many attributes and potential market segments are difficult to define and understand.
Ganesan, S, Brown, SP, Mariadoss, BJ & Ho, HD 2010, 'Buffering and Amplifying Effects of Relationship Commitment in Business-to-Business Relationships', Journal of Marketing Research, vol. 47, no. 2, pp. 361-373.
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Using an assimilation and contrast framework, the authors assess the buffering and amplifying effects of relationship commitment on organizational buyers’ intentions to switch suppliers when a relationship is strained by the incumbent's own misbehavior. The results of three studies show that both calculative and affective commitment buffer incumbent suppliers against minor incidences of their own misbehavior but that affective commitment also reliably amplifies the adverse effects of an incumbent supplier's flagrant opportunism. Process tests indicate that buyer perceptions of supplier conformance to normative standards account for (completely mediate) the observed buffering and amplification effects in a manner consistent with the underlying assimilation and contrast framework.
Kale, SH, Pentecost, RD & Zlatevska, N 2010, 'Designing and delivering compelling experiences', International Journal of Event and Festival Management, vol. 1, no. 2, pp. 148-159.
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PurposeJoseph Pine and Jim Gilmore coined the term “experience economy” to describe a paradigm shift in consumption. To survive in this new economy, businesses must provide customers with memorable consumption experiences. The purpose of this paper is to suggest eight ingredients that need to be incorporated into a compelling experience. Commercial experience providers, not‐for‐profit organizations, and political entities stand to benefit by integrating these elements in the experiences they provide to their targeted constituencies.Design/methodology/approachA qualitative phenomenological case study approach is employed using the 2008 Democratic National Convention as the referent for dissemination of a compelling experience.FindingsEight attributes were distilled that together constitute an unforgettable experience: planning, resourcing, targeting, anticipating, enabling, empathizing, framing, and engaging.Practical implicationsAll experience providers desirous of creating compelling customer experiences for their targeted audiences would find it worthwhile to actively incorporate each of these elements in their product.Originality/valueThe paper uses a well‐planned and well‐executed political convention to uncover the building blocks of a compelling consumer experience.
Waller, D, Shao, AT & Bao, Y 2010, 'Client influence and advertising standardization: a survey of ad agencies', SERVICE INDUSTRIES JOURNAL, vol. 30, no. 13, pp. 2151-2161.
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With increased globalization of markets, the standardization of products, services, and promotion activities has streamlined the work performed by advertising agencies. In this study, managing directors of Australian and US advertising agencies were questioned about the extent their clients influence agency functions and the degree of standardization used. It was found that copywriting was the main service offered and the clients usually have a major influence on their services. As for those that handle multi-country campaigns, older agencies tend to be more involved in international markets, and there was some degree of standardizing of campaigns and creative work. © 2010 Taylor & Francis.
Waller, DS 2010, 'Does Doing Good Do Good? How Pro Bono Work May Benefit Advertising Agencies', JOURNAL OF ADVERTISING RESEARCH, vol. 50, no. 4, pp. 440-449.
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The article presents advertising research on the creation of public service advertising by advertising agencies on a volunteer or so-called "pro bono" basis. Grounded theory is use to examine advertising agency business communication and trade publications, and identifying different types of pro bono work. Aside from the image advantages of identifying an agency as a socially responsible business, more business-related advantages to assisting nonprofit organizations were found including more opportunities for creativity, employee motivation, and attracting new clients.
Fam, K, Gazley, A, Waller, DS & Krisjanous, J 1970, 'Attitudes To Offensive Advertising in China: A Comparison With The West', The Six Senses - the Essentials of Marketing, Engineering Mathematics and Applications Conference, European Marketing Academy, Denmark, Copenhagen, pp. 160-160.
Kwak, K, Wang, PZ & Louviere, JJ 1970, 'Detecting attribute by covariate interactions in discrete choice model', Proceedings of the Australian and New Zealand Marketing Academy Conference 2010, Australian and New Zealand Marketing Academy Conference, University of Canterbury, Christchurch, New Zealand, pp. 1-7.
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This paper introduces a simple way to identify attribute by covariate interactions in discrete choice models. This is important because modelling such interactions is an effective way to account for systematic taste variation or preference heterogeneity across different consumers. Using a simulated data set to mimic a well-known phenomenon of selective attention to design attributes, we tested our proposed approach in the banking service context. Our proposed approach was successful in detecting the attribute by covariate interactions implied by the data generation process and was found to outperform both full and stepwise interaction models. Such findings have implications for both academics and practitioners of the marketing research community in general and choice modelling field in particular.
Kwak, K, Yoon, K & Tran, TV 1970, 'Be Careful When Using the Mover-Stayer Conceptual Framework in Brand Choice Models', Modeling Dynamic Behaviour of Variety Seeking and Inertia, INFORMS Marketing Science, INFORMS, Cologne, Germany, pp. 50-50.
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There is substantial literature demonstrating the time-varying impacts of both inertia and variety-seeking tendencies on consumersâ brand choice decisions (i.e., maximizing state-dependent utility) in the packaged goods markets. One common approach used in the past studies is to capture state-dependent utility with one covariate in the utility specification. With respect to this approach, however, two issues come to our attention. First, given the assumption that both inertia and variety-seeking tendencies are two unobservable (or hidden) states, marketers are interested in estimating state-dependent parameters of marketing mix variables in various types of purchase decision models such as brand choice and purchase timing ones. Second, marketers are also interested in investigating the transition patterns between two different inertia and variety-seeking states. To provide some marketing clues to two research questions, this utilizes the hidden Markov modeling approach. Specifically, we propose a state-dependent brand choice and purchase timing model which enables marketers to describe the transition patterns between two states and estimate state-dependent parameters of brand choice and purchase timing models. In addition, we use a hierarchical Bayes approach to capture the unobserved heterogeneity across consumers. We calibrate our proposed model using a scanner panel data set for frequently purchased packaged goods. This study provides marketers with various marketing insights such as consumersâ steady-state transition patterns and consumersâ state-dependent sensitivities to marketing mix variables. Based on our empirical findings, managerial implications will be discussed.
Menictas, C, Wang, PZ & Louviere, JJ 1970, 'Assessing the validity of brand equity constructs: A comparison of two approaches', Proceedings of the Australian and New Zealand Marketing Academy Conference 2010, Australian and New Zealand Marketing Academy Conference, University of Canterbury, Christchurch, New Zealand, pp. 1-8.
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This paper tests both the internal and external validity of the Erdem and Swait (1998) brand equity framework using two measurement modelling approaches, namely the relatively new Best-Worst Scaling (BWS) method (Finn and Louviere, 1992; Marley and Louviere, 2005) and the more traditional Confirmatory Factor Analysis (CFA) method. Data were collected from the Australian banking services sector. We find the measurement models derived from BWS outperformed the models based on CFA of the rating data in predicting both stated and real brand choices. The findings have implications for both academics and practitioners in brand equity measurement and management.
Oppewal, H, Morrison, M, Wang, P & Waller, D 1970, 'Preference Stability: Modeling how Consumer Preferences Shift after Receiving New Product Information', CHOICE MODELLING: THE STATE-OF-THE-ART AND THE STATE-OF-PRACTICE, Inaugural International Choice Modelling Conference, EMERALD GROUP PUBLISHING LTD, Harrogate, ENGLAND, pp. 499-516.
Spanjaard, DC & Freeman, LM 1970, 'Putting Emotion Where it Belongs: at the centre of brand loyalty', Academy of Marketing brand identity abd Reputation SIG International Colloquium, Academy of marketing, Barcelona, Spain.
Wahed, MA, Wong, YW, Toh, KC & Ho, HK 1970, 'Performance Analysis of Thermally Regenerated Desiccant System Integrated With Chilled Beam for Warm Humid Climate', Volume 5: Energy Systems Analysis, Thermodynamics and Sustainability; NanoEngineering for Energy; Engineering to Address Climate Change, Parts A and B, ASME 2010 International Mechanical Engineering Congress and Exposition, ASMEDC.
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At present, climate change and rising energy prices motivate the researchers to focus on better utilization of energy for space cooling applications. The chilled beam system has already been widely used in Europe for better utilization of energy for space cooling. But, the condensation on the chilled ceiling panel limits its application in the hot and humid climates. Operating a chilled beam system for such warm and humid climate requires the integration of desiccant system, which needs to be regenerated thermally for the purpose of the indoor air quality control. This paper emphasis the performance analysis of a thermally regenerated desiccant system integrated with a building chilled beam system in Singapore. A TRNSYS simulation model of such system has been developed to investigate the thermal performance. In this model, the chilled beam system meets the sensible load of the cooling space, while the desiccant air handling system meets the latent load of the cooling space. To regenerate this desiccant system, different heat sources such as solar, electricity and waste heat are considered in the analysis. It has been found that this integrated desiccant system with active chilled beam meets the cooling load (space temperature 21°C to 25°C and relative humidity between 55% ∼ 65%) of an office building effectively. It has also been found that the utilization of solar energy as heat source for desiccant regeneration decreases the energy consumption of the system at about 20% and reduces the operating cooling cost at about 1.5 to 2.5 times than the conventional VAV system.
Waller, DS 1970, 'Attitudes to Advertising in a Changing Society: A Study of Chinese Students', ANZCA 2010 Conference: Media, Democracy and Change., ANZCA 2010 Conference, Australia and New Zealand Communication Association, Canberra, Australia, pp. 67-67.
Waller, DS 1970, 'Ten Years of 'Social Investment': WPP Group 1999-2008', Proceedings of International Nonprofit and Social Marketing (INSM) 2010 Conference, International Nonprofit and Social Marketing Conference, Queensland University of Technology, Brisbane, Australia, pp. 204-209.
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Over the last ten years a number of major corporate ethical and financial disasters has resulted in organisations taking steps to improve their financial reporting, corporate governance, ethical practice and social responsibility (Agrawal and Chadha 2005). Corporate Social Responsibility (CSR) and CSR disclosure has been a growing interest in both accounting and marketing academic research (Gray, Owen and Maunders 1987; Luo and Bhattacharya 2006; Waller and Lanis 2009a). Companies can use communication tools like their website, the annual reports, CSR reports, and press releases, to voluntary disclosure non-financial information, such as ethical behaviour, to their various stakeholders, including shareholders, employees, customers, suppliers, media and the government, and to develop a particular brand image for the organisation (Berkey 1990; Judd and Timms 1991; Neu, Warsame and Pedwell 1998; Stanton and Stanton 2002; Murphy etal 2005)
Waller, DS, Morrison, MD, Greig, J & McCulloch, R 1970, 'Effective Communication to Landholders: A survey of Local Environmental Authorities', ANZCA 2010 Conference: Media, Democracy and Change., ANZCA 2010 Conferenc, Australia and New Zealand Communication Association, Canberra, Australia, pp. 67-68.
Wise, C, Burke, PF & Burke, S 1970, 'Novel specifications: How do consumers cope?', AMA Educators' Proceedings, AMA Summer Marketing Educators' Conference, American Marketing Association, Boston, USA, pp. 62-63.
Zlatevska, N, Jones, MY & Res, AC 1970, 'Sizing Up Package Size Effects', ADVANCES IN CONSUMER RESEARCH, VOL XXXVII, pp. 649-650.
Miller, K, Sood, SC, Kattiyapornpong, U, Woodbridge, M & McDonnell, IG STCRC 2010, GLOBAL TOURISM AND TRAVEL DISTRIBUTION: changes, impacts and opportunity for Australian tourism, pp. 1-128, Gold Coast.
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This study examines distribution changes in global distribution using a range methods and approaches. Firstly distribution structure in tourism is discussed as well as the participants in the tourism network and distribution channel, new participants, changes in technology, likely future trends and impacts of these changes. The future form of distribution is likely to be based on a customer centric business model that relies on, yet transcends technology. Indeed technology, especially a new generation or generations of smart hand held mobile devices can be expected to be so pervasive as to be effectively transparent to users.
