摘要:

AbstractDespite the tremendous growth of recycled and recyclable products in recent years, there exists very little research on how consumers evaluate such products. An experiment was conducted to examine whether consumers' reactions to recycled products is product specific and cognitive or affective and not product specific. Results indicated that consumers are favorably influenced by the presence of recycled material regardless of the type of product, thus supporting an affective evaluation process. Results also indicated that the positive effects of recycling held only for established brands and not for new brands. © 1995 John Wiley&Sons, Inc

ISSN:0742-6046    

DOI:10.1002/mar.4220120302

出版商:Wiley Subscription Services, Inc., A Wiley Company    

年代:1995

数据来源: WILEY

摘要:

AbstractThis article addresses modifications made to the Michaels and Day (1985) version of the SOCO (selling orientation customer orientation) scale. Two modifications were made on the basis of pilot interviews conducted with industrial buyers. First, the scale items were changed to refer to a particularsalespersonrather thansalespeople.Second, the 9‐point scale was changed to a more conventional 7‐point scale. Further, in order to provide all respondents with the same frame of reference, scale instructions were modified to refer to the respondent's most recent buying situation. Scale properties were evaluated using the updated paradigm suggested by Gerbing and Anderson (1988). Unidimensionality of the scale was insured through the use of a confirmatory factor analysis program. The reliability of the scale is higher than that reported by Saxe and Weitz (1982), and Michaels and Day (1985). Convergent and discriminant validity were also assessed. The scale as modified in this article can be used to assess buyers' perceptions of salespeople and could provide sales managers with a means of assessing long‐term aspects of a salesperson's performance. © 1995 John Wiley&Son

ISSN:0742-6046    

DOI:10.1002/mar.4220120303

出版商:Wiley Subscription Services, Inc., A Wiley Company    

年代:1995

数据来源: WILEY

摘要:

AbstractService quality is considered an important competitive edge because it generates repeat sales, positive word of mouth, customer loyalty, and competitive product differentiation. This study examines the impact of a company's cooperative or competitive orientation and the service provider's warm or cold communication style on customer evaluation of service quality. Results from 83 participants in a simulated bank interview experiment indicate that when the bank communicated a cooperative orientation they perceived it as offering a higher‐quality service than when it had competitive or individualistic goals. The warmth of the service personnel contributed to high‐quality service, liking the bank representative, future confidence in dealing with the bank, satisfaction with the interview, and willingness to be interviewed by the bank representative in the future. These results were interpreted as suggesting that companies who can demonstrate a strong cooperative orientation toward customers and whose service providers demonstrate warmth will be considered to offer high‐quality services. © 1995 John Wiley&Son

ISSN:0742-6046    

DOI:10.1002/mar.4220120304

出版商:Wiley Subscription Services, Inc., A Wiley Company    

年代:1995

数据来源: WILEY

摘要:

AbstractThis study investigates the role of romanticism versus classicism in determining consumer preferences among various types of vacation trips. Specifically, it proposes a personality index intended to measure romanticism versus classicism (RC) and reports an experiment that supports both the reliability of the proposed a priori RC Index and its validity in moderating the utilities of two travel features (risk and warmth) as determinants of travel preferences. © 1995 John Wiley&Sons, Inc

ISSN:0742-6046    

DOI:10.1002/mar.4220120305

出版商:Wiley Subscription Services, Inc., A Wiley Company    

年代:1995

数据来源: WILEY

摘要:

AbstractAs marketers attempt to place advertisements based on demographic profiles, the use of psychographic information becomes more important. The purpose of this research is to evaluate the validity of selected psychographic measures as well as to then relate these constructs to demographic segments. The analysis, using LISREL VI, assesses the constructs, which then, based on MANOV, are related to demographic segments. Implications of the study for validating psychographic measures and for applying this knowledge are discussed. © 1995 John Wiley&Sons, Inc

ISSN:0742-6046    

DOI:10.1002/mar.4220120306

出版商:Wiley Subscription Services, Inc., A Wiley Company    

年代:1995

数据来源: WILEY

ISSN:0742-6046    

DOI:10.1002/mar.4220120301

出版商:Wiley Subscription Services, Inc., A Wiley Company    

年代:1995

数据来源: WILEY