Associate Professor Of Marketing Research Articles

Does the Social Value of a Brand Matter? An Empirical Investigation of the Impact of Brand Social Engagement on Firm's Financial Performance

Shan Lin is Assistant Professor of Marketing, College of Business, Lewis University, Romeoville, IL 60446 (phone: 815-836-5804, email: linsh@lewisu.edu) William T. Ross Jr. is Voya Financial Global Chair and Professor of Marketing, School of Business, University of Connecticut, Storrs, CT 06269 (phone: 860-486-8491, email: bill.ross@business.uconn.edu) Hongju Liu is Associate Professor of Marketing, School of Business, University of Connecticut, Storrs, CT 06269, (phone: 860-486-8397, email: hliu@business.uconn.edu)

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Why Do Service Providers Employ Their Face-Shots in Marketing Communications?

From billboards to newspapers, from TV to Yellow Pages, business owners of retail establishments and services frequently include their face-shots in their advertising to the public. Clearly, their face-shot takes up space which, in turn, costs money. Thus, an important question to ask is: are advertisers who include their face-shots receiving a benefit that justifies their cost? Accordingly, in this research, we develop the notion that the utilization of the service provider’s face is able to credibly signal product quality via a bonding mechanism. In particular, we examine if the signaling ability of the face-shot is higher for credence goods, services that typically exhibit higher demand for quality signals. In addition, we also investigate the ability of the faceSeoul Journal of Business Volume 14, Number 1 (June 2008) * Corresponding author, Assistant Professor of Marketing, College of Business Administration, California State University (choibj@cba.csus.edu). ** Associate Professor of Marketing & Stockton Research Fellow, School of Business, University of Kansas (kjoseph@ku.edu). *** Associate Professor of Marketing, School of Business, University of Kansas (drosen@ku.edu). shot to serve as a logo for the service. Analyzing a dataset containing 3299 yellow pages advertisements culled from seven city-pairs, we find support for the bonding hypothesis but not for the logo hypotheses. Implications for the design of marketing communications are also discussed.

The Effects of Cultural Familiarity and Value Similarity on Benevolence in the Export-import Relationship

This study examines the effects of importer’s cultural familiarity and value similarity on the importer’s benevolence towards its foreign exporter in an export-import relationship. The results indicate that both the importer’s cultural familiarity and value similarity significantly affect the importer’s commitment to the relationship with the exporter partner. The results also indicate that affective commitment has a positive effect on altruistic benevolence and calculative commitment has a positive influence on mutualistic benevolence. In turn, the importer’s mutualistic benevolence is shown to have a positive impact on relationship performance. Managerial implications for international marketers are discussed. Seoul Journal of Business Volume 13, Number 1 (June 2007) * Main author, Professor of Marketing, School of Business, Yonsei University (jleedjlee@base.yonsei.ac.kr). ** Coauthor, Professor of Marketing, School of Business, Yonsei University (mlee@younsei.ac.kr). *** Coauthor, Associate Professor of Marketing, College of Management, Georgia Institute of Technology (francis.ulgado@mgt.gatech.edu).

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Journal of Product Innovation ManagementVolume 15, Issue 5 p. 468-478 Abstracts C. Anthony Di Benedetto, C. Anthony Di Benedetto Temple UniversitySearch for more papers by this author C. Anthony Di Benedetto, C. Anthony Di Benedetto Temple UniversitySearch for more papers by this author First published: 26 September 2003 https://doi.org/10.1111/1540-5885.1960455-i12 Address correspondence to C. Anthony Di Benedetto, Associate Professor of Marketing, School of Business & Management, Temple University, Speakman Hall (006-00), Philadelphia, PA 19122. Read the full textAboutPDF ToolsRequest permissionExport citationAdd to favoritesTrack citation ShareShare Give accessShare full text accessShare full-text accessPlease review our Terms and Conditions of Use and check box below to share full-text version of article.I have read and accept the Wiley Online Library Terms and Conditions of UseShareable LinkUse the link below to share a full-text version of this article with your friends and colleagues. Learn more.Copy URL Share a linkShare onFacebookTwitterLinked InRedditWechat Volume15, Issue5September 1998Pages 468-478 RelatedInformation

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Impact of Sales Supervisor Leadership Behavior on Insurance Agent Attitudes and Performance

Most insurers use agents to market their products and services. Thus, agents have a major role in the financial success of an insurer. A key concern of insurance sales supervisors should be how to engender favorable attitudes and effective performance from their agents. This paper reports the results of an investigation that focused on the relationship between sales supervisor and agent attitudes and performance. Implications for practitioners and researchers are provided. Marketing insurance products and services involves several key decisions. Included among these decisions are identifying target markets, developing marketing objectives, defining constraints, and allocating marketing resources [32]. A major issue concerning allocation of marketing resources is whether the insurer will use insurance agents or some other means to market its offerings. Although some insurers employ direct mail, print, or broadcast advertising to market their products and services, agents tend to be the driving marketing force for most companies. Because agents have a major impact on an insurer's financial success, a paramount concern of insurance sales supervisors (or managers) should be how to obtain positive (favorable) attitudes (e.g., job satisfaction) and effective performance from their agents. Some previously published research has examined this issue. Researchers have explored topics such as the relationship between agent performance and motivation [34, 38, 53], [53], and job characteristics [53]; between agent effectiveness and product knowledge and training [3]; between agent work motivation and organizational climate [51, 53, 54] and role stress [52]; *Associate Professor of Marketing, University of Missouri. **Associate Professor of Marketing, University of Minnesota. ***Associate Professor of Marketing, University of Kentucky. ****Assistant Professor of Marketing, University of Texas. This content downloaded from 157.55.39.104 on Sat, 18 Jun 2016 07:20:49 UTC All use subject to http://about.jstor.org/terms Impact of Sales Supervisor Leadership Behavior 133 between role stress and agent attitudes and behaviors [15]; between supervisory, task-related, and person-related factors and agent attitudes and behaviors [17]; between agent retention and training and compensation policies [55]; as well as potential conflict between agents and home office personnel [28]. Notwithstanding the previous research, minimal empirical work [53] has focused on the relationship between a sales supervisor's leadership behavior [45] and agent attitudes and performance. The linkages between and agent attitudes and performance should be of concern to insurance sales supervisors because prior investigations (in non-insurance sales occupations) have found that a supervisor's may affect subordinates' attitudes and performance. The purpose of this paper is to explore the influence of sales supervisor on agent role conflict, role ambiguity, job satisfaction, organizational commitment, and performance, as well as interrelationships among these variables as proposed by Walker, Churchill, and Ford [57] in their model of salesperson performance. These variables were selected for investigation because of their demonstrated importance in previous empirical work and potential importance to insurance sales supervisors. Background Literature

Ecological Concern, Attitudes, and Social Norms in Voting Behavior

Using a theoretical framework not previously tested in environmental research, this study investigates the indirect relationship between ecological concern and voting behavior. Results indicate that the effects of ecological concern are mediated by attitudinal, normative, and behavioral intention variables. The results also provide a partial test of the validity of Ajzen and Fishbein's Theory of Reasoned Action. Key environmental, public policy, and communications implications are discussed. James D. Gill is Assistant Professor of Marketing and Lawrence A. Crosby is Associate Professor of Marketing, in the College of Business, Arizona State University, Tempe, Arizona 85287. James R. Taylor is the S.S. Kresge Professor of Marketing, Graduate School of Business Administration, University of Michigan, Ann Arbor, Michigan 48109. The authors gratefully acknowledge financial support provided by the College of Business, Arizona State University and by S.S. Kresge Research Funds. The authors also wish to thank an anonymous reviewer for technical contributions made to the manuscript. uiblic Opinion Quarterly Vol. 50:537-554 ? 1986 by the American Association for Public Opinion Research Published by The University of Chicago Press 0033-362X/86/0050-537/$2.50 This content downloaded from 157.55.39.27 on Wed, 07 Sep 2016 04:25:40 UTC All use subject to http://about.jstor.org/terms 538 JAMES D. GILL, LAWRENCE A. CROSBY, AND JAMES R. TAYLOR First, there have been numerous attempts to determine the antecedents of ecological concern, especially as they relate to the bases of market segmentation (e.g., Crosby and Gill, 1981; Murphy, 1978; Brooker, 1976; Henion and Wilson, 1976; Webster, 1975; Kinnear et al., 1974). Second, efforts have been made to develop or improve ecological concern measures (e.g., Antil and Bennett, 1979; Henion, 1976; Kinnear and Taylor, 1973). Third, several assessments of the impact of ecological concern on consumption and voting behavior have been conducted (Crosby and Taylor, 1982, 1983; Crosby et al., 1981; Lepisto, 1979; Henion, 1976; Kinnear and Taylor, 1973; Herberger and Buchanan, 1971; Kassarjian, 1971). Generally, the research indicates that ecological concern is related to, but is not highly correlated with, consumption behavior. Although often a good explanatory variable of group (market segment) behavior, prediction at the individual level proves difficult. This conclusion parallels that of social and behavioral scientists who have expressed reservations about the value of attitude data in environmental research (e.g., Endo and Nielsen, 1974). The weak relationship between ecological concern and behavior may mean that it is not an important explanatory variable. A more interesting possibility, however, is that ecological concern has an indirect rather than direct influence on behavior, with its influence being gradually diminished through successive levels of intervening variables. This view is consistent with Dunlap (1975) and Mazmanian and Sabatier (1981), who argue that a person's willingness to act upon his environmental attitude is subject to certain mediating influences (e.g., environmental issue salience, situational circumstances, individual differences). The researcher's theoretical perspective, of course, determines the hypothesized intervening variables and their relationships. Van Liere and Dunlap (1982) state that since progress toward the solution of environmental problems is likely to depend more on proenvironmental behaviors than proenvironmental attitudes, the reasons for the weak relationship between environmental attitudes and behaviors and the conditions under which it can be strengthened clearly deserve examination.

Discovering the 65+ consumer

Betsy D. Gelb is an associate professor of market ing at the Universi ty of Houston . She is the author of several articles and two books and served for two years as chair of the Foster Grandparents Advisory Board in Houston . Consumers age 65 and over are becoming m o r e n u m e r o u s , m o r e a f f luent , and younger in mind and body. They are, in other words, a market segment worth cultivating.

Strategic Planning for Higher Education

Click to increase image sizeClick to decrease image size Additional informationNotes on contributorsPhilip KotlerPhilip Kotler is Harold T. Martin Professor of Marketing, Northwestern University.Patrick E. MurphyPatrick E. Murphy is associate professor of marketing, Marquette University.

MDE editorial

Managerial and Decision EconomicsVolume 1, Issue 4 p. i-ii Editorial MDE editorial DR Robert I. Chien, DR Robert I. Chien He is Associate Professor of Marketing, Roosevelt University, Walter E. Heller College of Business Administration, Chicago, Illinois, USA Guest Editor of this special issue of Managerial and Decision Economics. He is Associate Professor of Marketing, Roosevelt University, Walter E. Heller College of Business Administration, Chicago, Illinois, USA.Search for more papers by this author DR Robert I. Chien, DR Robert I. Chien He is Associate Professor of Marketing, Roosevelt University, Walter E. Heller College of Business Administration, Chicago, Illinois, USA Guest Editor of this special issue of Managerial and Decision Economics. He is Associate Professor of Marketing, Roosevelt University, Walter E. Heller College of Business Administration, Chicago, Illinois, USA.Search for more papers by this author First published: December 1980 https://doi.org/10.1002/mde.4090010401 AboutPDF ToolsRequest permissionExport citationAdd to favoritesTrack citation ShareShare Give accessShare full text accessShare full-text accessPlease review our Terms and Conditions of Use and check box below to share full-text version of article.I have read and accept the Wiley Online Library Terms and Conditions of UseShareable LinkUse the link below to share a full-text version of this article with your friends and colleagues. Learn more.Copy URL Share a linkShare onFacebookTwitterLinked InRedditWechat No abstract is available for this article. Volume1, Issue4December 1980Pages i-ii RelatedInformation

Children's Television Advertising: The Attitudes and Opinions of Elementary School Guidance Counselors

Questions concerning the impact of television on children in American society have been posited since the initial presence of that pervasive medium. Recently, Brown reviewed the research in this area illustrating its continued importance (1). The issues involved in television advertising to children have not been surfaced as long but have become heated in recent years. Evidence of the importance of this area is documented well by Ward, Wackman and Wartella in their research into cognition and children's TV advertising and Barry in his extensive review of research regarding children and television advertisng (2,3). Actions by the Federal Trade Commission, Federal Communications Commission and Action for Children's Television, among other groups further testify to the significance of this issue and public opinion surrounding it. Barry and Hendricks called for more input from those sectors of society which deal with children on a day-to-day basis with the hopes that these inputs would be valuable to public policy makers in the guidance of public policy for advertisers and marketers communicating to the child audience via television (4). The authors report that the elementary school guidance counseling profession is the fastest growing among all of the helping professions and the counselor plays an important role in the observation and development of the child in the socialization process. They contend that elementary school guidance counselors, along with parents and teachers are in a unique position to observe children during their developmental years. Data obtained from this heretofore untapped segment of society can offer advertisers feedback regarding perceptions of important socialization agents who interact with children on an almost daily basis. This feedback may shed light on the process advertisers might engage in to more effectively Thomas E. Barry is Associate Professor of Marketing in the School of Business, Southern Methodist University, Dallas, Texas. His primary teaching and research interests are in marketing and advertising management and he has been an Outstanding ProfessorAward winner at SMU. Barry is a member of the American Marketing Association, Beta Gamma Sigma, Alpha Kappa Psi, Sigma Iota Epsilon and theAmerican Academy of Advertising. His writings have appeared in the Journal of Advertising, Journal of Advertising Research, European Journal of Marketing, California Management Review and Journal of the Academy of Marketing Sciences, among others. His present research interest is children's television advertising. He received his Ph.D. from North Texas State University in 1971. He has consulted for the Dallas-Ft. Worth Regional Airport, Long Lines Division of AT&T, University Computing Company, Neiman-Marcus and other Dallas area organizations.