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Krzysztof Kubacki Editor
Ideas in Marketing: Finding
the New and Polishing the Old
Proceedings of the 2013 Academy of Marketing
Science (AMS) Annual Conference
Monterey, CA, USA
May 15-18,2013
Table of Contents
Customer Satisfaction and Loyalty in the Service Sector
Customer relationships across search, experience and credence services
Anastasia Stathopoulou, Birkbeck College, University of London, UK
George Balabanis, Gass Business School, City University, UK
Typology of moderators of the customer satisfaction—repurchase intention
relationship: escape assistants and capture assistants
Birgit Leisen Pollack, University of Wisconsin Oshkosh, USA
Personality, satisfaction, and customer citizenship behaviors
in an online Shopping context
Nwamaka A. Anaza, Francis Marion University, USA
Embarrassment during social coupon-redemption in sit-down dining restaurants:
antecedents and consequences
Chinintorn Nakhata, University of South Florida, USA
Sales Process and Performance
Salesperson profitability in relationship marketing
Said Echchakoui, University of Quebec in Abitibi-Temiscamingue, Canada
The effect of sales people, processes, and provisions on Performance:
the 4P-sales management model
Vijaykumar Krishnan, Northern Illinois University, USA
Robert Petersen, Northern Illinois University, USA
Mark D. Groza, Northern Illinois University, USA
Effects of job embeddedness on salesperson customer orientation: the roles
of organization-based self-esteem and collectivism
Frederick Yim, Hong Kong Baptist University, Hong Kong
Henry Fock, Hong Kong Baptist University, Hong Kong
xvii
Saying the right thing at the right time: the moderating role of career stage
on the sales managen feedback - sales Performance link
Edward Nowlin, Southern Illinois University, USA
Todd McCIure, Southern Illinois University, USA
Social Media Branding & Human Brands
Embedding consumers - mediation of social media engagement effects on
consumerbrand relationships
Julia Schamari, EBS Business School, Oestrich-Winkel, Germany
Tobias Schaefers, EBS Business School, Oestrich-Winkel, Germany
Korean consumer perspectives toward soicl media advertising and Intention
to join brand pages
Alexander Muk, Texas State University- San Marcos, U. S. A.
Christina Chung, Ramapo College of New Jersey, U. S. A.
Jonghoon Kim, University of Incheon, South Korea
If celebrities can do it, so can i: me, my celebrity and my brand an exploratory
investigation of celebrity influence on online personal branding
Arne Baruca, Sacred Heart University, USA
Ebru Ulusoy, University of Maine, USA
Michael Minor, University of Texas - Pan American, USA
Online personal branding in the middle east and north america: a comparison
of social capital accumulation and Community response
Fathima Z Saleem, ESADE Business School, Universität Ramon Llull, Spain
Oriol Iglesias, ESADE Business School, Universität Ramon Llull, Spain
Social Consumption and the Seif
Overconfidence and underconfidence in usage experience
Kamran Razmdoost, Cranfield School of Management, UK
Radu Dimitriu, Cranfield School of Management, UK
xviii
The score is not the music: practices and value in collaborative
consumption contexts 23
Carol Kelleher, University College Cork, Ireland and Cranfield School of Management,
United Kingdom
Hugh Wilson, Cranfield School of Management, United Kingdom
Joe Peppard, Cranfield School of Management, United Kingdom
Creative consumers cook up value in conversations 24
Marie Taillard, ESCP Europe Business School, UK
Alkmini Gritzali, ESCP Europe Business School, UK
Understanding Pricing & Consumer Behavior
The role of altruistic and egoistic motivations in pay what you want situations 28
Frank Huber, Johannes Gutenberg-University Mainz, Germany
Michael Lenzen, Johannes Gutenberg-University Mainz, Germany
Frederik Meyer, Johannes Gutenberg-University Mainz, Germany
Eva Appelmann, Johannes Gutenberg-University Mainz, Germany
The effects of price promotions on new and mature products 32
Sunhee Choi, Shippensburg University, U.S.A.
Wesley Friske, Texas Tech University, U.S.A.
Sangno Lee, Chonbuk National University, South Korea
James Wilcox, Texas Tech University, U.S.A.
Consumer Behaviour in Retail Settings
The role of product and emotional dissonance in retail returns 33 Thomas L. Powers, University of Alabama at Birmingham, USA
Eric P. Jack, University of Alabama at Birmingham, USA
"Man, i shop like a woman!" effects of gender and emotions on consumer
Shopping outcomes and perceptions of retail environments 34
Marcia Herter, Reims Management School, France
Cristiane Pizzutti dos Santos, Universidade Federal do Rio Grande do Sul, Brazil
Diego Costa, Reims Management School, France
xix
Investigating consumer attitudes toward customized apparel:
a look at uniqueness, involvement, apparel fit, and body size
Gina A. Tran, University of North Texas, United States of America
35
The impact of hassles and uplifts on stress, excitement and satisfaction
in a retail setting 39
Marion Brandstaetter, Karl-Franzens-University Graz, Austria
Thomas Foscht, Karl-Franzens-University Graz, Austria
Florian Dorner, Karl-Franzens-University Graz, Austria
Cesar Maloles, California State University East Bay, USA
Sustainable Marketing
International research on business sustainability in business networks:
current status and future studies 40 Göran Svensson, Oslo School of Management, Norway
Carmen Padin, Vigo University, Spain
Juan Carlos Sosa Varela, Universidad del Turabo, Puerto Rico
Beverly Wagner, Strathclyde University, UK
Daniel J. Petzer, North-West University, South Africa
HB Klopper, Monash University, South Africa
Nils M. Hegevold, Oslo School of Management, Norway
Sustainable initiatives: the antecedents of organizational learning and unlearning 41 Kelly L. Weidner, Dominican University of California, USA
Cheryl C. Nakata, University of Illinois at Chicago, USA
Ethical aspects of international product sourcing 42
Peter McGoldrick, Manchester Business School, United Kingdom
Verena Gruber, WU Vienna, Austria
Bodo B. Schlegelmilch, WU Vienna, Austria
Terry IMewholm, Manchester Business School, United Kingdom
XX
I
Changing Brand Perceptions
The infleunce of brand value, brand trust and brand attitude on brand attachment 43
Nthabeleng Rammile, University of the Free State, South Africa
Controversial use of religious symbols in advertising 47
Justina Gineikiene, Vilnius University, Lithuania
Ignas Zimaitis, Vilnius University, Lithuania
Sigitas Urbonavicius, Vilnius University, Lithuania
Role of anti-brand Websites on brand Image 51 Mana Farshid, Lulea University of Technology, Sweden
Leila Ashrafi, Lulea University of Technology, Sweden
Äsa Wallström, Lulea University of Technology, Sweden
Anne Engström, Lulea University of Technology, Sweden
A rhetorical perspectve on quelling negative word-of-mouth 57
Gavin L. Fox, Texas Tech University, USA
Yulan Bai, Texas Tech University, USA
Kyung Ah Byun, Texas Tech University, USA
Social marketing: Corporate and Strategie perspectives
Marketing strategy in social enterprise organizations in canada:
a struetured abstract 61 Alex Mitchell, Queens University, Canada
Judith J. Madill, University of Ottawa, Canada
Samia Chreim, University of Ottawa, Canada
Less buzz more action! patient empowerment = responsibility + adoption +
involvement. 65
Marzena Nieroda, University of Manchester, UK
Debbie Keeling, Loughborough University, UK
Kathleen Keeling, University of Manchester, UK
xxi
How to adopt social behavior to achieve efficient social marketing
Kuei-Feng Chang, Da-yeh University, Taiwan, R.O.C.
Hao-Wei Yang, Chaoyang University of Technology, Taiwan, R.O.C.
The influence of time orientation on personal finance behaviours
Daniel Rutledge, University of Lethbridge, Canada
Sameer Deshpande, University of Lethbridge, Canada
Political Marketing Theory: Targeting the Consumer Voter
Asymmetrie political Image effects and the logic of negative campaigning
Roger Mortimore, Ipsos MORI, UK
Paul Baines, Cranfield School of Management, UK
Rober Worcester, Ipsos MORI, UK
Clifford Young, Ipsos USA
Julia Clark, Ipsos USA
Political party brand identity and brand image: an empirical assessment Alessandro Bigi, Royal Institute of Technology - Stockholm, Sweden
Michelle Bonera, Universitä degli Studi di Brescia, Italy
Understanding choice behavior in political marketing context: a favorable
voter responses model Oguzhan Aygoren, Bogazici University, Turkey
Cengiz Yilmaz, Middle East Technical University, Turkey
Appearance management in political marketing: examining perspectives
of local politicians and campaign workers Minita Sanghvi, University of North Carolina Greensboro, USA
Nancy Hodges, University of North Carolina Greensboro, USA
xxii
Consumer Behavior Trends from a Latin American Perspective
Hispanics and green consumption: exploring the green "attitude-behavior gap"
Sigal Segev, Florida International University
Maria Elena Villar, Florida International University
Yu Liu, Florida International University
99
Consumers and companies on facebook fan pages: an analysis of online
communication strategies for small companies 100
Maria Carolina Zanette, Fundagäo Getülio Vargas, Brazil
Benjamin Rosenthal, Fundagäo Getülio Vargas, Brazil
Carla Abdalla, Fundagäo Getülio Vargas, Brazil
Mateus Ferreira, Fundagäo Getülio Vargas, Brazil
Eliane Pereira Zamith Brito, Fundagäo Getülio Vargas, Brazil
The relationship between trust, value and loyalty in the internet era: a study
in the tourism market 103
Karen Beatriz Haas Dornas, Universidade FUMEC, Brazil
Jose Marcos Carvalho de Mesquita, Universidade FUMEC, Brazil
Rachel Farias do Patroci'nio, Universidade FUMEC, Brazil
AHOY THERE! ENSURING SUCCESSFUL RELATIONSHIPS
Branded flash mobs: why they fail Philip Grant, KTH Royal Institute of Technology, Sweden
Edward Boon, KTH Royal Institute of Technology, Sweden
113
Refusal and interference of communication—analysis of the effects of a new
phenomenon on customer relationships
Judith Schloffer, University of Graz, Austria
Thomas Foscht, University of Graz, Austria
Cesar Maloles III, California State University, East Bay, USA
116
xxiii
Relationship maintenance through firm-initiated Service devlivery change:
a process of proactive communication 117
R. Bret Leary, University of Wyoming, U.S.A.
Interactivity and psychological ownership in consumer value co-creation 121
Colleen P. Kirk, Mount Saint Mary College, USA
Scott D. Swain, Clemson University, USA
Green Consumer Behavior
What is waste? defining the concept of waste 122
Philip Sugai, International University of Japan, JAPAN
Lukman Aroean, Bournemouth University, UK
An analysis of the environmental Claims made in international industrial
advertisements 123
Leonidas C. Leonidou, University of Cyprus, Cyprus
Constantinos N. Leonidou, University of Leeds, UK
John S. Hadjimarcou, University of Texas at El Paso, USA
Irina Lytovchenko, Odessa National Economics University, Ukraine
Influence of buyer attitudes on the organization's green buying 124 Michael Defty, 3M United Kingdom PLC, UK
Sarah Hong Xiao, University of Durham, UK
Gopalkrishnan Iyer, University of Durham, UK
Doctoral Colloquium Session 4: Strategie Issues
The effect of a country's reputation, and country-of-origin on fdi attractiveness 127 Carlos Bürcio, ISCTE-IUL - Lisbon University Institute, Portugal
Customer empowerment and firm Performance: benefits and potential harm 138 Valentin Chernikov, Graduate School of Management,
St. Petersburg State University, Russia
Sergey Kushch, Graduate School of Management, St. Petersburg State University, Russia
Henrikki Tikkanen, Aalto University School of Business, Finland
xxiv
The green machine: does being environmental^ friendly pay off?
Amiee Nisius, Old Dominion University, United States
Michael Nisius, University of Maryland University College, United States
139
Market Orientation, Product Innovation, and Performance
Which is more important for Innovation? what you know or how you share
it within your firm? 140
H. Erkan Ozkaya, California State Polytechnic University- Pomona, U.S.
G. Tomas M. Hult, Michigan State University, U.S.
Roger Calantone, Michigan State University, U.S.
Cornelia Droge, Michigan State University, U.S.
The role of Improvisation in new product creativity 149
Kyriakos Kyriakopoulos, ALBA Graduate Business School at The American
College of Greece, Greece
Partly true and partly rhetorical: conceptualizing firm images of authenticity 150
Ian D Parkman, University of Portland, USA
Samuel S Holloway, University of Portland, USA
An empirical study to construct a systematic model for product bundles 151
Kuei-Feng Chang, Da-yeh University, Taiwan, R.O.C.
Hao-Wei Yang, Chaoyang University of Technology, Taiwan, R.O.C.
The influence of market orientation on firm Performance: Company
and customer perspectives 152
Thomas L. Powers, University of Alabama at Birmingham, USA
Karen N. Kennedy, University of Alabama at Birmingham, USA
Richard, M. Shewchuk, University of Alabama at Birmingham, USA
Haiyan Qu, University of Alabama at Birmingham, USA
XXV
B2B Relationship Capabilities, Value and Benefits
Value co-destruction in complex B2B relations: conceptualization and mechanisms 153
Javier Marcos-Cuevas, School of Management, Cranfield University, UK
Daniel D. Prior, School of Business, University of New South Wales, Australia
Matias G. Enz, School of Management, Cranfield University, UK
A capability perspective on relationship ending and its impact on Innovation
and Performance 154
Ghasem Zaefarian, University of Leeds, UK
Sebastian Forkman, Manchester Business School, UK
Maciej Mitrega, University of Economics in Katowice, Poland
Stephan Henneberg, Manchester Business School, UK
Peter Naude, Manchester Business School, UK
The role of relationship benefits in building brand equity in a B2B services
environment 158
Brett Kilpatrick, Gordon Institute of Business Science, University of Pretoria, South Africa
Nicola Kleyn, Gordon Institute of Business Science, University of Pretoria, South Africa
The Organization of marketing in B2B organizations 162
Geoffrey Bick, University of Cape Town, South Africa
Agit Singh, University of the Witwatersrand, South Africa
The effect of recession on B2B loyalty 166
Erzsebet Hetesi, University of Szeged, Hungary
Customer Satisfaction and Customer Service
Does all consumer retaliation have the same reason? the goals and emotions
behind consumer retaliation 169
Patricia Rossi, Reims Management School, France
Cristiane Pizzutti dos Santos, Universidade Federal do Rio Grande do Sul, Brazil
Adilson Borges, Reims Management School, France
xxvi
Determining customer outcomes by managing employee emotional display: a
multilevel approach 170
Christin Voß, University of Muenster, Germany
Thorsten Hennig-Thurau, University of Muenster, Germany
Michael Paul, University of Augsburg, Germany
Reconciling the customer satisfaction - word of mouth relationship 171
Bodo Lang, The University of Auckland Business School, New Zealand
Compensation disclosure on product review blogs and persuasion
with uncertainty 175
Mehdi Ghazisaeedi, Lulea University of Technology, Sweden
Esmail Salehi-Sangari, KTH- Royal Institute of Technology, Sweden
Äsa Wallström, Lulea University of Technology, Sweden
Advances in Mobile Marketing and Its Many Tentacles
Extending flow theory to mobile Shopping 179
Esther Swilley, Kansas State University, USA
Kelly 0. Co wart, Grand Valley State University, USA
The intention of the sales force to use mobile crm: model development
and Validation 180
Aarne Töllinen, University of Jyväskylä, Finland
Heikki Karjaluoto, University of Jyväskylä, Finland
Chanaka Jayawardhena, University of Hull, UK
Flood twittering: a marketing and public policy perspective through
the lens of actor-network theory 181
Panom Gunawong, Chiang Mai University, Thailand
Theeranuch Pusaksrikit, University of the Thai Chamber of Commerce, Thailand
An exploratory study of consumer attitudes towards qr code reader applications 185
Selcuk Ertekin, Missouri Western State University, U.S.A.
Lou E. Pelton, University of North Texas, U.S.A.
xxvii
Theories of Attitüde, Memory, Love
Seif discrepancy and consumption attitudes 192
Thuy D. Nguyen, University of North Texas, USA
Waros Ngamsiriudom, University of North Texas, USA
Thanks for the memories. towards a model of memorable Service experiences 196
Rod McColl, ESC Rennes School of Business, FRANCE
Jan Mattsson, Roskilde University, DENMARK
Managerial aversion to ambiguity: a decision theory perspective with a note on
Innovation 197
Mayoor Mohan, Oklahoma State University, USA
Kevin E. Voss, Oklahoma State University, USA
Predicting business customer potential disloyalty and share of wallet:
proposition of a new theory and moderating effects 198
Joel Le Bon, University of Houston, USA
Technology Application and Analyses In Retailing
From mobile phone to smartphone: what's new about m-shopping? 199
Gerard Cliquet, University of Rennes 1 Graduate School of Management, France
Christine Gonzalez, University of Rennes 1 Graduate School of Management, France
Elodie Hure, University of Rennes 1 Graduate School of Management, France
Karine Picot-Coupey, University of Rennes 1 Graduate School of Management, France
Optimizing geofencing for location-based services: a new application
of spatial marketing 203
Odile J. Streed, Offutt School of Business, Concordia College, Moorhead, MN, USA.
Gerard Cliquet, CREM, IGR-IAE, Universite Rennes 1, France.
Albert Kagan, Offutt School of Business, Concordia College, Moorhead, MN, USA.
Customer-based corporate reputation: a study of supermarket customers 207
Nie S Terblanche, Stellenbosch University, South Africa
xxviii
The influenae of special occasions on the retail sales of women's apparel 213
Elsa B. Nieves-Rodriguez, University of Puerto Rico, Puerto Rico
Jose J. Cao-Alvira, University of Puerto Rico, Puerto Rico
Myra Mabel Perez, University of Puerto Rico, Puerto Rico
CROWD MARKETING FOR THE MARKETING CROWD
Social influence and customer loyalty in a collaborative Community:
an exploratory study 222
Cheng-Chieh Hsiao, National Chengchi University, Taiwan
Jyh-Shen Chiou, National Chengchi University, Taiwan
The influence of online product review variance on consumer evaluations:
an examination of intrinsic and extrinsic cues 223
Ryan Langan, University Of South Florida, USA
Ali Besharat, University Of Denver, USA
Sajeev Varki, University Of South Florida, USA
Interactivity: does one size fit all? 224
Colleen P. Kirk, Mount Saint Mary College, USA
Larry Chiagouris, Pace University, USA
Vishai Lala, Pace University, USA
Jennifer Thomas, Pace University, USA
Consumer generated luxury brand communication on the internet 225
Anita Radon, University of Boras, Sweden
Doctoral Colloquium Session 1: Research Methods and
Measurement
A new way to measure relationship learning 229
Xinchun Wang, Texas Tech University, USA
xxix
Investigating the impact of Student samples on data quality and research
outcomes
Jennifer A. Pelletier, University of South Florida, Tampa, FL
Nazuk Sharma, University of South Florida, Tampa, FL
Co-creation as a research method in B2C new product development
Lena Reimers, TU Dortmund University, Germany
Stefanie Paluch, TU Dortmund University, Germany
Targeting the New Consumer
Toward a theory of bubble psychology: current approaches
and a consumer-level expianation
Richard J. Vann, University of Wyoming, USA
Subject to Interpretation: individual managers' concepts of consumers
during NPD
Sarah J.S. Wilner, Wilfrid Laurier University, Canada
Equity exchange theory: an expianation of prosocial consumption
Spencer M. Ross, University of Massachusetts Amherst, USA
Employee-brand ownership in customer service interactions
Adam J. Mills, Simon Fräser University, Canada
Anja Ii S. Bai, Dominican University of California, USA
Kirk A. Plangger, Simon Fräser University, Canada
Social marketing and social communication
The roles of mass media and personal Information sources on adoption
of pandemic vaccines
Sanjit Sengupta, San Francisco State University, USA
Hui-Ming (Deanna) Wang, San Francisco State University, USA
XXX
Alcohol warning statement effectiveness under different alcohol category
conditions 243
Wade Jarvis, University of Western Australia
Simone Pettigrew, University of Western Australia
Doina Olaru, University of Western Australia
From crisis to control - all about communication? 253
Äsa Wallström, Lulea University of Technology, Sweden
Anne Engström, Lulea University of Technology, Sweden
Maria Ek Styven, Lulea University of Technology, Sweden
Esmail Salehi-Sangari, Royal Institute of Technology, Sweden
Social marketing and social media: helping students discern the difference 256
Jane McKay-Nesbitt, Bryant University, USA
Srdan Zdravkovic, Bryant University, USA
An exploratory investigation of social responsibility in DTC
advertising — evidence from outlier analysis 257
Kabir Chandra Sen, La mar University, USA
Vivek S. Natarajan, La mar University, USA
Avinandan Mukherjee, Montclair State University, USA
Entrepreneurship: Orientation, Flanning and Performance
Startup accelerators: entrepreneurial match makers 259
Dhruv Bhatli, IRG, Universite Paris Est, France
Paolo Borella, Boro Oy, Finland
Tawfik Jelassi, ENPC School of International Management, France
Nicolas Saillant, University of Warwick, United Kingdom
Is planning overrated? effectual marketing practices among Silicon
valley tech companies 260
Fabian Eggers, Menlo College, USA
Deborah Brown McCabe, Menlo College, USA
xxxi
New product development Performance: the interplay of entrepreneurial
orientation and market orientation 264
Todd Morgan, Kent State University, United States
Sergey Anokhin, Kent State University, United States
Andrey Kretinin, Kent State University, United States
Johan Frishammar, Lutea University of Technology, Sweden
Complementary effects of entrepreneurial orientation, market orientation
and network ties on Performance of entrepreneurial firms in a developing
economy 268
Nathaniel Boso, University of Leeds, United Kingdom
Vicky M. Story, University of Nottingham, United Kingdom
John W. Cadogan, Loughborough University and Lappeenranta University, United Kingdom
Ebenezer Ashie, Nestle Business Services - Africa, Ghana
Political Marketing: Lessens from North American Campaigning
Understanding the role of others' preferences in voter decision making
in us primary elections 269
Neil Bendle, Ivey Business School, Western University, Canada
Mihaela-Alina Nastasoiu, Ivey Business School, Western University, Canada
Marketing happiness in politics: Strange bedfellows, but a winning presidential
election framework? 270
Theresa Billiot, Cameron University, USA
T.F.J. Steyn, Cameron University, USA
A political marketing perspective on social media adoption by us congressional
campaigns 274
Christine B. Williams, Bentley University, United States
Girish J. "Jeff" Gulati, Bentley University, United States
xxxii
Marketing Communication in Social Media
Expressing consumer dissatisfaction online: antecedents and effects
of negative WOM in social media 282
Oliver Cruz-Milan, University of Texas - Pan American, USA.
Social media game design: unintended effects on consumer choice 286
Richard C. Hanna, Northeastern University, USA
Scott D. Swain, Clemson University, USA
Online social networks: motivations and value co-creation 287
Carolyn ("Casey") Findley Musgrove, Indiana University Southeast, USA
Timothy Butler, The University of Alabama, USA
Yuna Kim, California State University Fullerton, USA
Are we locked in print? exploring consumer perceptions of digital versus print
magazines 291
Anjala S. Krishen, University of Nevada Las Vegas, USA
Sheen Kachen, LHS, USA
Zeenath Haniff, University of Nevada Las Vegas, USA
Antecedents and consequences of users' attitudes towards OSNS advertising:
a conceptual framework 292
Caroline Lancelot Miltgen, University of Angers, France
Yolanda Jordaan, University of Pretoria, South Africa
Melanie Wiese, University of Pretoria, South Africa
Consumption and Health
The role of health-related product attributes, health concerns, and children's
age on attitudes and intentions toward organic food 294
Hyun-Joo Lee, Oklahoma State University, USA
Zee-Sun Yun, Western Michigan University, USA
xxxiii
How does positive mood moderate message framing effect on safety
communication persuasiveness? 295
Sidney Su Hart, University of Guelph, Canada
Karen Cough, University of Guelph, Canada
Lefa Teng, University of Guelph, Canada
Consumer characteristics, nutrition labels and dietary choices 296
Khaled Aboulnasr, Florida Gulf Coast University, USA
Probing determinants of intentions to purchase processed foods and soft
drinks: expianation through mediation 297
Jeremy 3. Sierra, Texas State University, United States
Harry A. Taute, Utah Valley University, United States
Anna M. Turri, Texas State University, United States
SEX, DRUGS AND HUMOR THEMES IN ADVERTISING
A cross-cultural comparison of female nudity perception in print advertising
among female consumers in the uk and the netherlands 298
Alexandra Rome, University of Edinburgh, UK
Essam Ibrahim, University of Edinburgh, UK
"Are blondes more hedonic than brünettes?" stereotype effects on willingness
to pay for hedonic and utilitarian products 299
Patricia Rossi, Reims Management School, France
Marcia Herter, Reims Management School, France
Diego Costa, Reims Management School, France
Adilson Borges, Reims Management School, France
Ethical ideology effects on alcohol advertising appraisals: the moderating role
of ethnic Identification 300
Miguel A. Züniga, Morgan State University, USA
Ivonne M. Jasso, New Mexico State University, USA
xxxiv
Humor determinants and relevance in high engagement social TV ads 301
James Barry, Nova Southeastern University, USA
Dena Haie, Nova Southeastern University, USA
Do happy brand placements lead to happy brands? 305
Anvita Kumar, Gass Business School, U.K.
George Balabanis, Gass Business School, U.K.
Lamb-Hair-McDaniel AMS Outstanding Marketing Teacher
Award
A talent based approach to learning and teaching in marketing undergraduate
and graduate programs 306
Paul S. Busch, Texas A&M University, USA
Engagement and evaluation: creating a meaningful Student learning experience 307
Brian A. Vander Schee, Aurora University, USA
Value-based learning - building a bridge to change 308
Charles H. Fifield, Baylor University, USA
Contemporary Issues in Wine Marketing
Wine and tourism: a good blend goes a long way 309
Jasha Bowe, University of South Australia
Larry Lockshin, University of South Australia
Garn Rungie, University of South Australia
Richard Lee, University of South Australia
Telling the Störy or selling the experience: winery managers' perceptions
from around the world 313
Daniel J. Fl int, The University of Tennessee, United States
Susan L. Golicic, Colorado State University, United States
XXXV
Country-of-origin and wine Knowledge: an empirical study on Chinese
consumers' wine evaluations 314
Fang Liu, University of Western Australia, Australia
Jamie Murphy, Australien School of Management, Australia
The perception of price premium policy for Single malt scotch whisky
by consumers: is there a trading-up phenomenon within the industry?
work-in-progress 324
Ben oft LEGAT, Burgundy School of Business, France
A Potpourri of Bricks and Clicks Issues
When web-sites change: the consumer s emotional response to perceived
environmental change in the retail web-site 325
Jeremy Ainsworth, University of Canterbury, New Zealand
Investigating post product recall sales dynamics using functional data analysis 328
Kyung-Ah, Byun, Texas Tech University, USA
Mayukh Dass, Texas Tech University, USA
Are health Websites ready for the mobile world? a study of readability among
traditional and mobile Websites 329
Janice R. Cunningham, Royal Institute of Technology, Sweden
Linda Lee, Royal Institute of Technology, Sweden
Shoppers' adaptation strategies under conditions of crowding: theory, evidence
and implications 330
Yue Pan, University of Dayton, USA
New Insights into Students Learning in Croups
Social relations beyond team-based learning 331 M Wiese, University of Pretoria, South Africa
E Botha, University of Cape Town, South Africa
G van Heerden, University of Pretoria South Africa
xxxvi
The fifty percent rule: the challenge of engaging students in social media
in the classroom 335
Debra Zahay, Northern Illinois University, USA
Alex Eddy, Northern Illinois University, USA
Ira Kaufman, Lynchburg College, USA
Effects of a dient sponsored project on Student attitudes toward dient sponsors
and learning 336
Jane McKay-Nesbitt, Bryant University, USA
Srdan Zdravkovic, Bryant University, USA
Taxi: a statistic describing the accuracy of multiple-choice question difficulty
classifications 337
John R. Dickinson, University of Windsor, Canada
The Critical Role of Marketing in Supply Chain Management
An investigation of effective advertising strategies for recruiting long haul
truck drivers 338
Carol C. Bienstock, Radford University, USA
Maria Royne Stafford, University of Memphis, USA
Improving cross-border logistics: the role of public-private partnerships 341 Donna F. Davis, Texas Tech University, U.S.A.
Wesley Friske, Texas Tech University, U.S.A.
Design and development of packaging in supply chain management: a case study 342 Vahid Sohrabpour, Lund University, Sweden
Annika Olsson, Lund University, Sweden
Pejvak Oghazi, Linnaeus University, Sweden
Advertising: Theory and Environment
Taking products to the market: decision-making within creative Industries 346 Douglas C. West, Department of Management, King's College London, United Kingdom
xxxvii
Aikaterini C. Valvi, Department of Management, Birkbeck, University of London,
United Kingdom
Mobile applications (apps) in advertising: a grounded theory of effective
uses and practices 349 Aikaterini C. Valvi, Department of Management, Birkbeck, University of London,
United Kingdom
Douglas C. West, Department of Management, King's College London, United Kingdom
Advertising effect evaluation based on means-end chain theory 353 Chin-Feng Lin, National Pingtung Institute of Commerce, Taiwan
How about financially healthy? the role of fit between self-regulatory focus
and message framing in the effectiveness of financial service advertisement 354 Retno Tanding Suryandari, University of North Texas, USA
Links between Brands
Brand origin recognition accuracy and its influencing factors in emerging
markets - pc market in Shanghai as a case 358 Pan Yu, Beijing University of Posts and Telecommunications, China
Gao Li, Shanghai International Studies University, China
Zhu Ling, East China University of Science and Technology, China
Gerard Cliquet, University of Rennes 1, France
The motivating force of Visual attractiveness in product design 367 Gratiana Pol, University of Southern California, Marshall School of Business, USA
C. W. Park, University of Southern California, Marshall School of Business, USA
Martin Reimann, University of Southern California, Department of Psychology / Brain &
Creativity Institute, USA
Revisiting determinants of sports sponsorship response: a schema theory
perspective 369
Angeline Close, University of Texas at Austin, USA
Young-A Song, University of Texas at Austin, USA
xxxviii
In Search of Gratification
Sex and the university: the exploratory study of students' perception
of the relationship between alcohol consumption and sex 373 Dariusz Siemieniako, Biatystok University of Technology, Poland
Krzysztof Kubacki, Griffith University, Australia
Mind, heart, and body: everyday consumption experiences
and consumer happiness 374 J. Josko Brakus, Leeds University Business School, UK
Bernd H. Schmitt, Columbia University, USA
Lia Zarantonello, IESEG School of Management, France
An exploration of fantasy football consumption as a technological playground
of consumer empowerment and social interactions 375 Mujde Yuksel, University of Massachusetts, Amherst, USA
George R. Milne, University of Massachusetts, Amherst, USA
Sport Sponsorship
Ambush marketing of the london olympics: a content analysis 379 Debbie Vigar-Ellis, KTH, Royal Institute of Technology, Sweden
Daniel Hall, KTH, Royal Institute of Technology, Sweden
Country Image and international segmentation
The Made-in-EU label: an entitativity perspective on country-of-origin effects 380 Marc F. Herz, University of Vienna, Austria
Adamantios Diamantopoulos, University of Vienna, Austria
Nicole Koschate-Fischer, University of Erlangen-Nuremberg, Germany
Matching tourism type and destination image perceptions in a country context 381 Stella Kladou, Hellenic Open University, Greece
xxxix
Ioannis Assiouras, ESC Toulouse Business School, University of Toulouse, France
Antonios A. Giannopoulos, Athens University of Economics & Business, Greece
The effect of business segment strategy and culture values on the market
Performance of international companies 385
Tianjiao Qiu, California State University Long Beach, USA
Activities and resources of institutional actors in international development
projects 386
Richard A. Owusu, Linnaeus University, Sweden
Pejvak Oghazi, Linnaeus University, Sweden
Rana Mostaghel, Linnaeus University, Sweden
Catherine Welch, University of Sydney, Australia
Intangible Factors Affecting Brands
Modeling buying intentions the role of nostalgic value, authenticity
and brand attachment 387 Rüben Chumpitaz, Catholic University of Lille, IESEG, France
Valerie Swaen, Catholic University of Louvain, Belgium
Nicholas G. Paparoidamis, Catholic University of Lille, IESEG, France
Anne Laure Bartier, Catholic University of Louvain, Belgium
Intangible cultural heritage: the new frentier of destination branding 388 Jason Ryan, California State University, San Bernardino, USA
Impact of university heritage and reputation on attitudes of prospective students 391 Altaf Merchant, University of Washington, Tacoma, USA
Geoffrey Moody, University of Washington, Tacoma, USA
Nostalgia evoked by brands: a first step towards scale development
and Validation 392
Anne-Laure Bartier, Universite Catholique de Louvain, Belgium
Mike Friedman, Universite Catholique de Louvain Möns, Belgium
xl
Doctoral Colloquium Session 2: Consumer Behavioral Issues
The impact of process versus outcome Simulation on Information search
behaviors of online reviews 393
Carlin Nguyen, University of South Florida, USA
The power of stories: a research proposal of learning styles and the persuasive
power of stories 394
David Locander, Louisiana Tech University, US.
How to reduce post-purchase Information search tendency behavior through
mental Simulation 395 Carlin Nguyen, University of South Florida, USA
Channel structures, relationships and contexts
Online retail Service quality dimensions and retail channel-product congruence 396
Retno Tanding Suryandari, University of North Texas, USA
Retailer and manufacturer bundling in distribution Channels 397 Minghui Ma, University of Kansas, USA
Suman Mallik, University of Kansas, USA
Factors Affecting Good and Bad Relationships in the
Marketplace
Assessment of buyer- supplier relationships in Puerto Rico's SMEs 400
Juan Carlos Sosa Varela, Universidad del Turabo, Puerto Rico
Göran Svensson, Oslo School of Management, Norway
Enid Miranda, Universidad del Turabo, Puerto Rico
Word of mouth communication and its effect on the affective commitment 403
Rachel Farias do Patrocfnio, Universidade FUMEC, Brazil
Jose Marcos Carvalho de Mesquita, Universidade FUMEC, Brazil
Karen Beatriz Haas Dornas, Universidade FUMEC, Brazil
xli
Perceived justice & emotions in a negative Service encounter:
a latin American perspective 413
Juan Carlos Sosa Varela, Universidad del Turabo, Puerto Rico
Göran Svensson, Oslo School of Management, Norway
Flävio Regio Brambilla, Universidade de Santa Cruz do Sul, Brazil
Mario Eduardo Giraldo Oliveros, Universidad del Norte, Colombia
Understanding reactions of brazilian consumers in Service failures 417
Flavia PI Uta reo, Fundacao Getulio Vargas, Brazil
Ana Augusta Freitas, State University of Ceara, Brazil
Marcio Mota, State University of Ceara, Brazil
Retail Staff Interaction and Outcomes
Enhancing contact employees' fit with their environment and willingness
to report Service complaints 419 Achilleas Boukis, Strathclyde Business, School, UK
Giannis Kostopoulos, Bedfordshire University, UK
Iiianna Katsaridou, Strathclyde Business, School, UK
Kostas Kaminakis, Athens University of Economics and Business, Greece
Customer bargaining in retail settings: employee perspectives 428 Stephanie T. Gillison, University of Tennessee at Chattanooga, USA
William Magnus Northington, University of Alabama, USA
Sharon E. Beatty, University of Alabama, USA
Antecedents and consequences of climate for retail Service Innovation:
a multilevel investigation 432 George D. Deitz, The University of Memphis, US
Emin Babakus, The University of Memphis, US
Retailer success: value and satisfaction 436 Kevin James, Indiana State University, USA
Barry J. Babin, Louisiana Tech University, USA
Adilson Borges, Reims Management School, France
xlii
Online Advertising and WOM
Consumer evaluations of video ads portraying human-like avatars 439 Fernando R. Jimenez, University of Texas at El Paso, USA
Bashar S. Gammoh, University of Toledo, USA
Rand Wergin, University of South Dakota, USA
Advances in Sustainable Supply Chain Management
Achieving triple bottom-line Performance in sustainable supply chains:
explicating the role of capabilities 440
Karthik N. S. Iyer, University of Northern Iowa, U.S.A.
Huyen Ngo, University of Northern Iowa, U.S.A.
Sustainable purchasing in the retail industry: a model of environmentally
responsible purchasing 441
Kaveh Peighambari, Lulea University of Technology, Sweden
Mehdi Amini, The University of Memphis, USA
Esmail Salehi-Sangari, Royal Institute of Technology, Sweden
Environmentally and socially responsible buyer supplier relationship
management 445 Arash Kordestani, Lulea University of Technology, Sweden
Mehdi Amini, The University of Memphis, United States
Esmail Salehi-Sangari, Royal Institute of Technology (KTH), Sweden
International Marketing Strategy
Antecedents and consequences of marketing and Innovation competence:
does orientation matter? 447 H. Erkan Ozkaya, California State Polytechnic University- Pomona, U.S.
G. Tomas M. Hult, Michigan State University, U.S.
Roger Calantone, Michigan State University, U.S.
Cornelia Droge, Michigan State University, U.S.
xliii
The journey from market orientation to new product Performance in foreign
markets: a knowledge and learning perspective
Mike Chen-Ho Chao, William Paterson University, U.S.A.
Shan Feng, William Paterson University, U.S.A.
Fuan Li, William Paterson University, U.S.A.
Multiple sales Channel strategy and Performance: the moderating
role of international experience and globalization potential Mika Gabrielsson, University of Eastern Finland, Finland
Peter Gabrielsson, University of Vaasa, Finland
Tomi Seppälä, Aalto University, Finland
The role of conflict resolution strategies and power in the conflict-export
Performance relationship Gregor PFAJFAR, Faculty of Economics, University of Ljubljana, Slovenia
Maja MAKOVEC BRENClC, Faculty of Economics, University of Ljubljana, Slovenia
Aviv SHOHAM, Graduate School of Management, the University of Haifa, Israel
Doctoral Colloquium Session 3: B2B Issues
A framework for examining international students' recruitment
from B2B relationship perspective 460 Xu Huang, School of Business, University of the West of Scotland, United Kingdom
Pravin Balaraman, School of Business, University of the West of Scotland, United Kingdom
Heather Tarbert, School of Business, University of the West of Scotland, United Kingdom
Stealing the show? how the salesperson affects the industrial
brand management 461 Jasmin Ulrich, TU Dortmund University, Germany
Markus Blut, Newcastle University Business School, United Kingdom
Predictors of franchisee Performance: the role of communication, conflict
and satisfaction 462 Yi-Chia Wu, University of Texas-Pan American, USA
Mohammad Ali Zolfagharian, University of Texas-Pan American, USA
xliv
ADVERTISING: MEASUREMENT AND SPONSORSHIP ISSUES
Beyond the return on advertising: eiasticity of the return on advertising
as a diagnostic metric to maximize profit 463
Ted Mitchell, University of Nevada, Reno, USA
Igor Makienko, University of Nevada, Reno, USA
Advertisement-evoked arousals and advertisement repetition effects 464
Jingyi Duan, University of Rhode Island, USA
Daniel Sheinin, University of Rhode Island, USA
Timing of sponsorship announcements: a test of temporal distance
and construal level effects 468
Tobias Schaefers, EBS Business School, Germany
Joe Cobbs, Northern Kentucky University, USA
Mark D. Groza, Northern Illinois University, USA
The value and versatility of biilboard advertising: management
and consumer perspectives 469 John L. Fortenberry, Jr, Louisiana State University Shreveport, United States
Peter J. McGoldrick, University of Manchester, United Kingdom
Does sports athletes credibility affects attitude toward advertisement
among consumers in penang, malaysia: a structured abstract 470 Xin Jian Leong, Tunku Abdul Rahman College, Penang, Malaysia
Yen Nee Goh, Graduate School of Business, Universiti Sains Malaysia, Penang, Malaysia
Salmi Mohd Isa, Graduate School of Business, Universiti Sains Malaysia, Penang, Malaysia
International Market Expansion
A factor endowment approach to international market selection for direct selling 474
Charles B. Ragland, University of Toledo, USA
Scott Widmier, Kennesaw State University, USA
Lance E. Brouthers, Kennesaw State University, USA
xlv
To what extent can being an "evening" country influence its reputation
and FDI attractiveness? Carlos Bürcio, ISCTE-IUL - Lisbon University Institute, Portugal
475
An insight into Greek SM Es' internationalization behavior
Lida Kyrgidou, International Hellenic University, Greece
479
The relationships between international orientations, capabilities, strategies
and Performance: a theoretical perspective
Yoel Asseraf, University of Haifa, Israel
Aviv Shoham, University of Haifa, Israel
483
Marketing Research and Methods
Estimating online reviews adoption: a bayesian network approach 486
Ana Alina Tudoran, Aarhus University, Denmark
Ilona Heikkinen, Aarhus University, Denmark
Performance of two procedures for assessing discriminant validity:
model comparisons versus confidence intervals 496 George R. Franke, University of Alabama, U.S.A.
An empirical comparison of exploratory versus conventional structural
equation modelling 497 Bjarne Taulo Serensen, Aarhus University, Denmark
Ana Alina Tudoran, Aarhus University, Denmark
Political Marketing: Cases, Culture, and Policy
The americanisation of southern african political campaigns: a comparative
study of malawi and south africa general elections 506 Easton D. Simenti-Phiri, University of ehester, UK
Philip C. Harris, University of ehester, UK
David Perrin, University of ehester, UK
xlvi
Political art: an investigation of the jacob zuma spear painting B.E. Stiehler, University of Johannesburg, South Africa
G. Toscani, EADA, Spain
516
Kony 2012: mega viral politival activism 526
Anjali Bai, Dominican University of California, USA
Chris Archer-Brown, Bath University, UK
Karen Robson, Simon Fräser University, CA
Daniel Hall, KTH Royal Institute of Technology, Sweden
Kelly Weidner, Dominican University of California, USA
When spying is not just: a consumer surveillance framework 527
Kirk Plangger, Simon Fräser University, Canada
Leyland Pitt, Simon Fräser University, Canada
Adam Mills, Simon Fräser University, Canada
Pricing Implications for Promotion Strategy
The impact of price promotion types on sales and brand perception
of premium products 528
Felix Zoellner; EBS University, Germany
Tobias Schaefers; EBS University, Germany
Reference price reductions through repeated contacts with price
promotions - the role of the saving format: a structured abstract 529 Silke Bambauer-Sachse, University of Fribourg, Switzerland
Laura Massera, University of Fribourg, Switzerland
Investigating the cost-benefit of sponsorship: an analysis of price, exposure,
and marginal returns in motorsports 533 Jonathan A. Jensen, The Ohio State University, United States
Joe Cobbs, Northern Kentucky University, United States
Modeling country-of-origin effects in the car market: implications for pricing 534
Charalampos Saridakis, University of Leeds, United Kingdom
George Baltas, Athens University of Economics and Business, Greece
xlvii
Managing Product Information Online
How to manage Information sharing in online marketplaces - an exploratory
study 538
Edward Boon, KTH Royal Institute of Technology, Sweden
Leyland Pitt, KTH Royal Institute of Technology, Sweden
Esmail Salehi-Sangari, KTH Royal Institute of Technology, Sweden
Competing for consumers online: the advertising strategies of vertically
differentiated firms 542
Elie Ofek, Harvard University, USA
Taylan Yalcin, Chapman University, USA
Ethical Marketing Issues
Enhancing organizational & marketing efficiency through ethical decision
making: implications and propositions for stakeholders 543 Sharam Alijani, Reims Management School, France
Consumer perceived ethicality of products, categories, brands and countries:
a networked perspective 547
Valery Bezengon, University of Neuchätel, Enterprise Institute, Switzerland
Ethical consumerism: movement from desire to decision to buy green 548 Leslie E. Sekerka, Menlo College, USA
Deborah Brown McCabe, Menlo College, USA
Richard P. Bagozzi, University of Michigan, USA
Marginalized morality: making sense of questionable sport fan behaviors 558 Brent Smith, Saint Joseph's University, United States of America
John Lord, Saint Joseph's University, United States of America
Stephanie Tryce, Saint Joseph's University, United States of America
xlviii
Sustainability and Consumers
Motivating sustainability: extending the decisional balance scale 559 Peter J McGoldrick, University of Manchester, United Kingdom
Kathleen A Keeling, University of Manchester, United Kingdom
Self-control and sustainable consumer behavior 560 Thuy D. Nguyen, University of North Texas, USA
Audhesh Paswan, University of North Texas, USA
A predictive model for affective, cognitive and behavioral consumers' reactions
to product-harm crises: applying product involvement, product type and crisis
response strategies 564
Chryssoula Rouvaki, Athens University of Economics and Business, Greece
Ioannis Assiouras, ESC Toulouse Business School, University of Toulouse, France
George Siomkos, Athens University of Economics and Business, Greece
Time to be slow? slow movement in the apparel business 565
Sojin Jung, University of North Carolina at Greensboro, U.S.A
Byoungho Jin, University of North Carolina at Greensboro, U.S.A
Emerging Concepts in Service Engagement
Marketing golden bytes: a revised online value creation model 569 Des Laffey, University of Kent, United Kingdom
Kirk Plangger, Simon Fräser University, Canada
Deon Nel, Flinders University, Australia
Enhancing customer service through theatre Improvisation: a theory 570 Karen Robson, Simon Fräser University, Canada
E-service tariffs: investigating the moderating effects of ease of use
and usefulness on tariff choice of video on demand services 574 Soeren Koecher, TU Dortmund University, Germany
Stefanie Paluch, TU Dortmund University, Germany
xlix
The moderator effect of switching costs dimemsions on the relatioships
between customer value, trust and loyalty
Dahlia El-Manstrly, University of Edinburgh, UK
575
Social Media Affinity and Empowerment
If we build it they will come: understanding social network affinity 576
Anjala S. Krishen, University of Nevada Las Vegas, USA
Leanne Trembath, Learning Services State Library of Victoria, Australia
Siva Muthaly, RMIT University, Australia
Exploring the role of social media in news consumption 577 Iryna Pentina, University of Toledo, USA
Adam Covault, University of Toledo, USA
Monideepa Tarafdar, University of Toledo, USA
A model for the adoption of social media by B2B organizations 578 George Christodoulides, Birkbeck College, University of London, UK
Nikoletta-Theofania Siamagka, Henley Business School, University of Reading, UK
Nina Michaelidou, Loughborough University, UK
The evolution of consumer empowerment in the social media era:
a critical review 582
Lauren I. Labrecque, Loyola University Chicago, USA
Jonas vor dem Esche, Westfälische Wilhelms-Universität Münster, Germany
Charla Mathwick, Portland State University, USA
Thomas P. Novak, University of California Riverside, USA
Charles F. Hofacker, Florida State University, USA
Emotione, Associations, and other Brand Influences
Consumer behavior: how the "brand love" affects you 583 Paula Rodrigues, Universidade Lusfada, Portugal
Raquel Reis, Universidade Lusfada, Portugal
Isabel Cantista, Universidade Lusfada, Portugal
Co-creation and brand love: developing a theoretical framework 589
Ioannis Assiouras, ESC Toulouse Business School, University of Toulouse, France
Nicholas G. Paparoidamis, Catholic University of Lille, IESEG, France
George Skourtis, University of Piraeus, Greece
The influence of sponsorship on brand and event attitudes: understanding
the role of emotions 590
Rajdeep Chakraborti, IBS, India
Mark D. Groza, Northern Illinois University, USA
Joe Cobbs, Northern Kentucky University, USA
The effect of vertical line extensions on reciprocal brand associations
structure: an accessibility-diagnosticity perspective 591
Jean Boisvert, American University of Sharjah, UAE
Strategies, Preferences and Pestering: Understanding the
Young Consumer
Preferences of young news consumers: a conjoint analysis 595 Setayesh Sattari, Linnaeus University, Sweden
Tim Foster, Lulea University of Technology, Sweden
Kaveh Peighambari, Lulea University of Technology, Sweden
Arash Kordestani, Lulea University of Technology, Sweden
The collective coping strategies of vulnerable consumers 599 Peter Nuttall, University of Bath, UK
Julie Tinson, University of Stirling, UK
Maria Piacentini, University of Lancaster, UK
Hayley Cocker, University of Lancaster, UK
Pester power in low income families 600
Taryn O'Neill, University of KwaZulu-Natal, South Africa
Debbie Vigar-Ellis, University of KwaZulu-Natal, South Africa
Samantha Paterson, University of KwaZulu-Natal, South Africa
Ii
I'm lovin' it: the salience of mcdonald's logo, slogans and colors on children
Anjali Bai, Dominican University of California, USA
Amanda J. Allen, Mt. Saint Mary's College, USA
Leyland F. Pitt, Simon Fräser University, USA
Pierre Berthon, Bentley College, USA
International Consumer Behavior
The effect of culture on peception: a critical review and research agenda
for consumer research 602
Minas N. Kastanakis, ESCP Europe, United Kingdom
Ben Voyer, ESCP Europe, United Kingdom
Local or global: the effects of generation y'ethnic struggles and cultural values 603
Thuy D. Nguyen, University of North Texas, USA
Waros Ngamsiriudom, Uhiversity of North Texas, USA
Lou E. Pelton, University of North Texas, USA
Subsistence consumer-merchant deviance: a conceptual foundation 607 Richard J. Vann, University of Wyoming, USA
R. Bret Leary, University of Wyoming, USA
Shikha Upadhyaya, University of Wyoming, USA
Sonia Camacho, Universidad de los Andes, Colombia
Courtney Nations Baker, University of Wyoming, USA
Jose Antonio Rosa, University of Wyoming, USA
Immigrant consumers: ethnic identity, religiosity, materialism 611
Mohammadali Zolfagharian, University of Texas-Pan American, USA
Hedie Azarpajooh, University of North Texas, USA
Yasemin Tenger-Soydemir, University of Texas-Pan American, USA
Iii
Sensory Marketing through Scent, Taste, and Neuroscience
Fashionabie food: when the sleeper effect turns negative Information
into positive attitudes 612 Adrienne Foos, University of Manchester, United Kingdom
Kathy Keeling, University of Manchester, United Kingdom
Debbie Keeling, University of Manchester, United Kingdom
Investigating the use of scent in a medical service environment 615 Maya Naja, University of Caen Lower Normandy, IAE, NIMEC (EA969),
France and Lebanese French University, Lebanon
Judith Lynne Zaichkowsky, Simon Fräser University, Canada
Art Dykstra, St Petersburg, U.S.A.
Joel Bree, University of Caen Lower Normandy, IAE, NIMEC (EA969),
and Normandy Business School, France
Olfactory imagery and emotions: neuroscientific evidence 617 Meng-Hsien (Jenny) Lin, Iowa State University, USA
Samantha N. N. Cross, Iowa State University, USA
Terry L. Childers, Iowa State University, USA
The effect of spicy versus bland gustatory sensations on variety-seeking 621 Sayantani Mukherjee, California State University, Long Beach, USA
Thomas Kramer, University of South Carolina, USA
Katina Kulow, University of South Carolina, USA
Semantic congruence effects across two sensory modalities:
an implicit association perspective 622 Nathalie Nibbe, Odournet GmbH Kiel, Germany
Ulrich R. Orth, Christian-Albrechts-University Kiel, Germany
Doctoral Colloquium Session 5: Sex, Social Media, and
Identity-Signaling
Revisiting the myths: sex sells! 623
Obinna Obilo, Louisiana Tech University, USA
liii
Social media review: the impact of social on brand-consumer relationships
Yueming Zou, Old Dominion University, USA
624
Technology and Sales
Barriens to the use of mobile sales force automation systems.
a salesperson's perspective 625
Heikki Karjaluoto, University of Jyväskylä, Finland
Jaakko Sinisalo, Oulu University of Applied Sciences, Finland
Saila Saraniemi, University of Oulu, Finland
Aarne Töllinen, University of Jyväskylä, Finland
Exploring the deliberate and creative problem solving routines of business-to-
business salespeople in the context of Solution selling: a conceptual framework 635
Sreedhar Madhavaram, Cleveland State University, USA
Vishag Badrinarayanan, Texas State University, USA
CRM/social media technology: impact on customer orientation process
and organizational sales Performance 636
Michael Rodriguez, Elon University, USA
Robert M. Peterson, Northern Illinois University, USA
Haya Ajjan, Elon University, USA
A two-stage model of sales opportunity outcomes 639
Dimitri Kapelianis, University of New Mexico, U.S.A.
Rodrigo Guesalaga, Pontificia Universidad Catölica de Chile, Chile
A Town Hall Meeting with Editorial Reviewers
A town hall meeting with editorial reviewers: Interactive discussion
on the issues that create a rejection assessment in the journal review process 643
David J. Ortinau, University of South Florida, USA
Charles Ingene, University of Mississippi, USA
Jeannette A. Mena, University of South Florida, USA
James S. Boles, Georgia State University, USA
Mitch Griffin, Bradley University, USA
liv
Value Creation and the Role of Community in Customer
Interactions
The essential role of sense of Community in a high customer-to-customer
interaction Service setting 644
Matthew P. Bunker, University of Northern Iowa, USA
Stressful life events and inter-customer social support 648 Vassiliki Grougiou, International Hellenic University, Greece
Measurement of value co-creation: a formative approach 651
Kumar Rakesh Ranjan, Indian Institute of Management, India
Saving time, money, or the environment? consumers' motives of access-based
Service use 652
Tobias Schaefers, EBS Business School, Germany
Innovation in Wine Marketing Research
Tasting & evaluating aroma of wine: frontal lobe measurement using
near infrared 653
Shannon B. Rinaldo, Texas Tech University Rawls College of Business, USA
Dale F. Duhan, Texas Tech University Rawls College of Business, USA
Kathryn King, Texas Tech University Rawls College of Business, USA
Brent C. Trela, Texas Tech University Department of Plant and Soil Science, USA
Tim H. Dodd, Texas Wine Marketing Research Institute, Texas Tech University, USA
Positive influence of M-commerce on the group purchase of wine
for Y-generation 654
Jean-Eric Pelet, IDRAC, LEMNA, IAE-IEMN - Nantes University, France
Benoit Lecat, Burgundy School of Business, Dijon, France
Unveiling the influence of the consumer wine appreciation dimension
on purchasing behavior 663
Pinar Kekec, Brock University, Canada
Narongsak (Tek) Thongpapanl, Brock University, Canada
Seigyoung Auh, Thunderbird School of Global Management, USA
lv
Fostering brand Community through social media: a new relational framework
for targeting connected consumers @64
William F. Humphrey, Jr., Texas Tech University
Debra A. Laverie, Texas Tech University
Shannon B. Rinaldo, Texas Tech University
Emerging markets: Why African markets offer more than You
Think!
One size does not fit all: a closer look at brands in the high net worth market
of the south african emerging economy 665
Elsamari Botha, University of Cape Town, South Africa
Mignon Reyneke, University of Cape Town, South Africa
The marketing of start-up capital to women entrepreneurs in South Africa 671
Evelyn Derera, University of KwaZulu Natal, South Africa.
Charles O'Neill, University of KwaZulu-Natal, South Africa.
Amandeep Takhar, University of Bedfordshire, United Kingdom.
Pepukayi Chitakunye, University of KwaZulu-Natal, South Africa.
Brand alignment: developing a model for competitive advantage 675
Sean McCoy, University of South Africa, South Africa
Peet Venter, University of South Africa, South Africa
Appropriation of traditional knowledge in the base of the pyramid 679
Stefanie Beninger, Simon Fräser University, Canada
Social Responsibility in Marketing Education
Differentiation between business school responsibility efforts across regions:
a content analysis of prme sharing Information on progress reports 680
Edward Boon, KTH Royal Institute of Technology, Sweden
Olga Veligurska, KTH Royal Institute of Technology, Sweden
Ivi
Social responsibility in higher education: students' perceptions 684
Raquel Reis, Universidade Lusfada, Portugal
Paula Rodrigues, Universidade Lusfada, Portugal
Moritz von Schwedler, Universidade Lusfada, Portugal
Elizabeth Real de Oliveira, Universidade Lusfada, Portugal
If students are customers, then which ones can be let go? reactions
to a proposaI for breaking up with underperforming students 690
Brent Smith, Saint Joseph's University, United States of America
The Influence of Brands: Perceived Value and Persuasiveness
Message framing in healthcare marketing 691
Miwa Y. Merz, San Jose State University, United States
Financial services advertising: comparing business-to-business
and business-to-consumer contexts 692
Kunal Swani, University of Massachusetts - Amherst, USA
Easwar S. Iyer, University of Massachusetts - Amherst, USA
Brand reputation: does it help customers cope with Service failure? 693
Aditi Sarkar, University of Memphis, United States
Balaji C. Krishnan, University of Memphis, United States
Makam S. Balaji, IFHE University, India
How Service bundling moderates the formation of attitudes towards
service Providers? 697
Heikki Karjaluoto, University of Jyväskylä, Finland
Chatura Ranaweera, Wilfrid Laurier University, Canada
Chanaka Jayawardhena, University of Null, UK
Ville Fredrikson, University of Jyväskylä, Finland
Ivii
Who Needs a Sales Manager?
Enhancing sales force Performance the impact of learning and leadership 698
Nicholas G. Paparoidamis, Catholic University of Lille, IESEG, France
Rüben Chumpitaz, Catholic University of Lille, IESEG, France
Managerial power-base effects on sales person intrinsic motivation
and Performance: a conservation of resources view 699
Michael L. Maliin, University of Toledo, USA
Charles B. Ragland, University of Toledo, USA
Leading sales in the 2Ist Century: the ambidextrous sales Organization 700
Javier Marcos-Cuevas, School of Management, Cranfield University, UK
Lynette J. Ryals, School of Management, Cranfield University, UK
Daniel M. Ladik, Stillman School of Business, Seton Hall University USA
Who drives sales and Service persons'job performance-a leader or a role model? 701
Gen Fukutomi, Kyoto Sangyo University, Japan
ART AND EMOTION
The impact of consumer innovativeness, prestige price sensitivity
and need for emotion on Impulse buying and satisfaction
Lukman Aroean, Bournemouth University, UK
Nina Michaelidou, Loughborough University, UK
702
Tie-in promotions in the motion picture industry: an empirical study
Salma Karray, University of Ontario Institute of Technology, Canada
Kamal Smimou, University of Ontario Institute of Technology, Canada
Bharat L. Sud, University of Guelph, Canada
705
Negative affect intimacy: the role of negative affect tags in the fine art market
Anjali Bai, Dominican University of California, USA
Darren Dahl, University of British Columbia, Canada
Juliet Zhu, University of British Columbia, Canada
709
Iviii
The effects of source credibility and salience on sales Performance:
a study of corporate art collectors 710
Monika Kackovic , University of Amsterdam
Joris J. Ebbers, University of Amsterdam
Nachoem M. Wijnberg, University of Amsterdam
Knowledge is Power
Coping with Information requests in marketing exchanges: an examination
of prepost affective control and the mediating impact of behavior based coping 714
Patricia A. Norberg, Quinnipiac University, USA
Daniel R. Hörne, Providence College, USA
More money, more problems: the role of budget flexibility in debt
repayment default 715
Rüssel Nelson, University of California, Irvine, USA
Mary Celsi, California State University, Long Beach, USA
Stephanie Dellande, Menlo College, USA
Mary C. Gilly, University of California, Irvine, USA
Assuring me that it is as 'good as new' just makes me think about how
someone eise used it. consumer reaction toward secondhand goods from
an Information processing perspective 716
David Ackerman, California State University, Northridge
Jing Hu, California State Polytechnic University, Pomona
Transfer and Classification of knowledge structures of digital consumers 720
Kristen Schiele, Woodbury University
Mine Ügok Hughes, Woodbury University
Till Some New Player Us Do Part
Quantity or quality? how the firm-customer dialog influences customer
relationships 721
Tobias Schaefers, EBS Business School, Germany
H. Dieter Dahlhoff, University of Kassel, Germany
Natalia Sowik, EBS Business School, Germany
lix
The key role of hr policies and practices in implementing a relationship 722 marketing orientation '
Oriol Iglesias, ESADE - Universität Ramon Llull, Spain
Fathima Z. Saleem, ESADE - Universität Ramon Llull, Spain
Interorganizational network management model 726
Kolesnik Nadezda, National Research University Higher School of Economics, Russia
Enhancing customer perceived value measurement: a multi-dimensional
index for television consumption 735
Helen L. Bruce, Cranfield School of Management, UK
Hugh Wilson, Cranfield School of Management, UK
Emma Macdonald, Cranfield School of Management, UK
International Marketing Communications
Unveiling unsophistication the use of theory in international advertising
research in the top three advertising journals 2002-2012 736
Fernando Fastoso, Bradford University School of Management, UK
Bond or brand: presenting a typology of online brand communities
in a collectivistic culture 739
Jungmin Han, University of Manchester, UK
Debbie Keeling, Loughborough University, UK
Stuart Roper, University of Manchester, UK
What you see is not always what you get: exploring Chinese word of mouth 743
Anjala S. Krishen, University of Nevada Las Vegas, USA
Jordan Gunderson, University of Nevada Las Vegas, USA
David Mikowski, University of Nevada Las Vegas, USA
When do logos talk to their audience? 744
Tore Kristensen, Copenhagen Business School, Denmark
Gorm Gabrielsen, Copenhagen Business School, Denmark
Ix
Sensory Marketing in the Digital Age
Does 3D make sense? the economic implications of adding a third dimension
to entertainment products
Ann-Kristin Knapp, University of Muenster, Germany
Thorsten Hennig-Thurau, University of Muenster, Germany
747
How digital signage affects shoppers' in-store behavior: the role of the evoked
experience
Eleftherios Alamanos, University of Lincoln, UK
J. Josko Brakus, Leeds University Business School, UK
Charles Dennis, University of Lincoln, UK
748
A multidisciplinary examination of 3D Virtual Shopping environments:
effects on consumer perceptual and physiological responses 752
Manveer Kaur Mann, Old Dominion University, USA
Yuping Liu-Thompkins, Old Dominion University, USA
Ginger S. Watson, Old Dominion University, USA
Yiannis E. Papelis, Old Dominion University, USA
"Hey dee-jay let's play that song and keep me Shopping all day long".
the effect of famous background music on consumer Shopping behavior. 756
Luca Petruzzellis, University of Bari Aldo Moro, Italy
Jean-Charles Chebat, HEC Montreal, Canada
Ada Palumbo, University of Bari Aldo Moro, Italy
To Possess or not to Possess
You know you're working class when your TV is bigger than your bookcase:
enduring household identity conflict 766
Helen L. Bruce, Cranfield School of Management, UK
Hugh Wilson, Cranfield School of Management, UK
Emma Macdonald, Cranfield School of Management, UK
Ixi
Rethinking identity and ownership in the digital consumption era:
a qualitative study of consumer relations with digital possessions
Victoria Ligon, University of Arizona, United States
Tony Stovall, University of Arizona, United States
Silvia Van Riper, University of Arizona, United States
Shaping customer service & störe atmosphere: an exploratory ethnography
of retail environments 771
Stephanie M. Mangus, Louisiana State University, United States
European Perspectives on Marketing
Attitudes toward green Computing in transition economies:
a romanian perspective 772
Olesia Mihai, Alexandra I. Cuza University, Romania
Victoria Seitz, California State University San Bernardino, USA
Elias Rizkallah, La Sierra University, USA
Ehab Khamas, California State University San Bernardino, USA
Counterproductive environmental Performance displays: lessons
from the automotive sector 779
Beatrice Parguel, Universite Paris-Dauphine, France
Florence BenoTt-Moreau, Universite Paris-Dauphine, France
Cooperating in business relationships: the emergence and collapse of power
symmetry, trust and common goals 788
Javier Marcos-Cuevas, School of Management, Cranfield University, UK
Saara Julkunen, Department of Business, University of Eastern Finland, Finland
Mika Gabrielsson, Department of Business, University of Eastern Finland, Finland
Born to survive: small and medium business in russia needs marketing 789
Olga Saginova, Plekhanov Russian University of Economics, Russian Federation
Nadezhda Zavyalova, Plekhanov Russian University of Economics, Russian Federation
Irina Skorobogatykh, Plekhanov Russian University of Economics, Russian Federation
Zhanna Musatova, Plekhanov Russian University of Economics, Russian Federation
Ixii
Social Media and Trust, Diffusion, and User Experience
Evaluating user experience with social networking sites: a mediated
moderation relationship
Welling Zhuang, EaStern Kentucky University, USA
Qian Xiao, Eastern Kentucky University, USA
Maxwell K. Hsu, University of Wisconsin-Whitewater, USA
793
Comparing australian and malaysian destination's internet diffusion 794
Daniel Bruce Budd, Murdoch University, Australia
Ahmad Fareed Ismail, Putra University, Malaysia
Jamie Murphy, Australian School of Management & Curtin Graduate School of Business,
Australia
Modeling customer equity: the roles of social networking sites, trust,
and brand equity 798
Chawanuan Kananukul, University of North Carolina at Greensboro, USA
Sojin Jung, University of North Carolina at Greensboro, USA
Kittichai Watchravesringkan, University of North Carolina at Greensboro, USA
The influence of social media on consumption practices 802
Dhruv Bhatli, IRG, Universite Paris Est, France
Chiraz Aouina Mejri, ESG Management School, France
Wanting That Object
Consumption desire construct
Wei Hua, Old Dominion University, U.S.
803
Do you still love your favorite luxury brand? the impact of consumer
characteristics and purchase type on luxury divergence
Wan Yang, University of South Florida, USA
Anna S. Mattila, Pennsylvania State University, USA
804
Ixiii
Feeling a little guilt but ruminating a lot: how indulgence impacts guilt
and its consequences
Renaud Lunardo, Bordeaux School of Management - KEDGE Business School, France
Camille Saintives, Croupe ESC La Rochelle, France
Consumer-based fashion equity: proposition of a new concept and theory to
understand and explain loyalty toward fashion products
Caroline Le Bon, University Paul Cezanne Aix Marseille, Aix Graduate School
of Management (CERGAM), France.
Dwight Merunka, University Paul Cezanne Aix Marseille, Aix Graduate School
of Management (CERGAM) and EUROMED Management, France.
Emerging Thoughts in Social Media: Insights from Doctoral
Students
Measurement of digital content marketing effectiveness through social media 815
KyungOk Kacy Kim, University of Texas at Austin, U.S.
The relationships among self-brand congruence, brand attachment, customer
engagement, and brand loyalty 816
Yana Andonova, University of Massachusetts - Amherst, USA
Elizabeth Gelfand Miller, University of Massachusetts - Amherst, USA
William D. Diamond, University of Massachusetts - Amherst, USA
Negative product reviews in social media: linking interpersonal
and socialpsychological factors to ewom intentions 817
Jiyoon Karen Man, University of Texas at Austin, United States
LeeAnn Kahlor, University of Texas at Austin, United States
Understanding etsy: social media and marketing within a Community of sellers 818
Tiffany Machado Blanchflower, University of North Carolina at Greensboro, USA
Nancy Nelson Hodges, University of North Carolina at Greensboro, USA
Ixiv
Sensory Marketing through Touch
Feeling blue: the effects of Visual cues on temperature perceptions 822 Courtney Szocs, University of South Florida, USA
I've got you under my skin: taetile Stimulation of clothing 823
Mya Pronschinske, University of Wyoming, USA
Kent Drummond, University of Wyoming, USA
Consumer Imagination: an empirical examination of the impact of need
for haptic Information 824 Nancy Spears, University of North Texas
Atefeh Yazdanparast, University of Evansville
The effects of ambient light on consumer produet choices 825
Dipayan Biswas, University of South Florida, USA
Courtney Szocs, University of South Florida, USA
Donald Lehmann, Columbia University, USA
To Adopt or Not to Adopt New Market and Technological
Offerings
Adoption of online Shopping: a technology acceptance perspective 826
Abdul Rehman Ashraf, University of New South Wales, Australia
Narongsak Thongpapanl, Brock University, Canada
Mohammed Razzaque, University of New South Wales, Australia
The influence of technology addiction on technology acceptance and use:
an exploration of mobile communications technology 827
Kenneth W. Graham, Mississippi State University, USA
The dark side of buyer-supplier relationships in the adopton of disruptive
technologies 831 Michael Obal, Temple University, United States of America
Investigating the role of trust in mobile banking acceptance 834 Rania Mostafa, Damanhour University, Egypt
Ixv
