Perreault−McCarthy: Basic
Marketing: A
Global−Managerial
Approach, 14/eBack Matter Notes © The McGraw−Hill
Companies, 2002768 Notes
6, 1997, p. B8; “Special Report: Reaching Kids,” Advertising Age,Febru-
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Age,October 14, 1996, p. 31ff.; Sharon E. Beatty and Salil Talpade,
“Adolescent Influence in Family Decision Making: A Replication with
Extension,” Journal of Consumer Research,September 1994, pp. 332–41.
See also Ugur Yavas, Emin Babakus, and Nejdet Delener, “Family Pur-
chasing Roles in Saudi Arabia: Perspectives from Saudi Wives,” Journal
of Business Research,September 1994, pp. 75–86; Rosemary Polegato and
Judith L. Zaichkowsky, “Family Food Shopping: Strategies Used by Hus-
bands and Wives,” Journal of Consumer Affairs,Winter 1994, pp. 278–99;
Eric H. Shaw and Stephen F. I. Pirog, “A Systems Model of Household
Behavior,” Journal of Marketing Theory & Practice, Summer 1997, pp.
17–30; Kay M. Palan and Robert E. Wilkes, “Adolescent-Parent Interac-
tion in Family Decision Making,” Journal of Consumer Research,
September 1997, pp. 159–69; Mary C. Gilly, John L. Graham, Mary F.
Wolfinbarger, and Laura J. Yale, “A Dyadic Study of Interpersonal Infor-
mation Search,” Journal of the Academy of Marketing Science, Spring 1998,
pp. 83–100; Conway L. Lackman, David P. Hanson, and John M. Lanasa,
“Social Relations in Culture and Marketing,” Journal of Marketing Theory
& Practice, Winter 1997, pp. 144–52; Ellen R. Foxman, Patriya S. Tan-
suhaj, and Karin M. Ekstrom, “Adolescents’ Influence in Family Purchase
Decisions: A Socialization Perspective,” Journal of Business Research,
March 1989, pp. 159–72; C. Lackman and J.M. Lanasa, “Family Deci-
sion-Making Theory: An Overview and Assessment,” Psychology &
Marketing,March/April 1993, pp. 81–94. For more on women’s influence
in purchase decisions, see U.S. Census data, including “Women in the
United States: A Profile, March 2000,” and available from World Wide
Web: http://www.census.gov/population/www/socdemo/women;
“Women Hold Power of Purse Strings,” USA Today, June 26, 2000, p.
11B; “A Guide to Who Holds the Purse Strings,” The Wall Street Journal,
June 22, 2000, p. A14; “How to Market to Women,” Advertising Age,
June 12, 2000, pp. 24–26; Faith Popcorn and Lyn Marigold, EVEolution:
The Eight Truths of Marketing to Women (Hyperion, 2000); “Plugging into
Women,” Brandweek, March 15, 1999, pp. 25–26.
15.“Luxury for the Masses,” Brandweek, June 25, 2001, pp. 16–34;
“Special Report: Luxury Marketing,” Advertising Age, June 11, 2001, pp.
S1–14; “Which Is Luxury?” USA Today, May 4, 2001, p. 1Bff.; Hassan
Fattah, “The Rising Tide,” American Demographics, April 2001, pp.
48–53; “Despite Downturn, Japanese Are Still Having Fits for Luxury
Goods,” The Wall Street Journal,April 24, 2001, p. B1ff.; “The Rise of the
Comfortable,” Advertising Age, October 16, 2000, pp. 60–62; “90s Luxury
Beyond Top of the Line,” USA Today, July 6, 1999, p. 1Aff.; Debra Gold-
man, “Paradox of Pleasure,” American Demographics, May 1999, pp.
50–53; “Culture Class: How America’s Youth Defines Luxury,”
Brandweek, April 19, 1999, pp. 67–76; Rebecca Piirto Heath, “The New
Working Class,” American Demographics,January 1998, pp. 51–55; “Edu-
cation Marks a Widening Income Divide,” The Wall Street Journal,June
28, 1996, p. R2; “Class in America,” Fortune, February 7, 1994, pp.
114–26; Basil G. Englis and Michael R. Solomon, “To Be and Not to Be:
Lifestyle Imagery, Reference Groups, and the Clustering of America,”
Journal of Advertising, Spring 1995, pp. 13–28; Greg J. Duncan, Timothy
M. Smeeding, and Willard Rodgers, “The Incredible Shrinking Middle
Class,” American Demographics,May 1992, pp. 34–38; Dennis L. Rosen
and Richard W. Olshavsky, “The Dual Role of Informational Social
Influence: Implications for Marketing Management,” Journal of Business
Research,April 1987, pp. 123–44; Terry L. Childers and Akshay R. Rao,
“The Influence of Familial and Peer-based Reference Groups on Con-
sumer Decisions,” Journal of Consumer Research,September 1992, pp.
198–211; Basil G. Englis and Michael R. Solomon, “To Be and Not to
Be: Lifestyle Imagery, Reference Groups, and The Clustering of Amer-
ica,” Journal of Advertising,Spring 1995, pp. 13–28.
16.“Auto Makers Find They Don’t Want to Avoid Collisions in
Movies,” The Wall Street Journal,July 5, 2001, p. B1ff.; “Small Wonder,”
The Wall Street Journal,June 25, 2001, p. R; Rebecca Gardyn, “Grand-
daughters of Feminism,” American Demographics, April 2001, pp. 43–47;
“A Wide Web of Advice,” Business Week E.Biz, January 22, 2001, pp.
EB18–EB20; “How to Generate Buzz to Sell Your Product,” Investor’s
Business Daily, October 3, 2000, p. A1; “Word of Mouth in the Digital
Age: Marketers Win when Friends Hit ‘Send,’ ” Brandweek, October 2,
2000, pp. 24–26; “Ebola. Smallpox. Christina Aguilera.” Ecompany,
October 2000, pp. 48–52; “Steering to the Right Sites for the Best Buy,”
Time Digital, May 2000, p. 92; “Marketing Superstars: Aki Maita, Tam-
agotchi,” Advertising Age International,December 1997, p. 10; James H.
Myers and Thomas S. Robertson, “Dimensions of Opinion Leadership,”
Journal of Marketing Research,February 1972, pp. 41–46.
17.“Art of Noise,” Brandweek, November 1, 1999, p. 78.
18.“Overcoming the Stigma of Dishwashers in Japan,” The Wall Street
Journal,May 19, 2000, p. B1ff.; Sydney Roslow, “International Consumer
Behavior: Its Impact on Marketing Strategy Development,” Journal of the
Academy of Marketing Science, Summer 1996, pp. 278–79; R. Mead,
“Where is the Culture of Thailand?” International Journal of Research in
Marketing,September 1994, pp. 401–04.
19.John L. Graham, “How Culture Works,” Journal of Marketing, April
1996, pp. 134–35; Gary D. Gregory and James M. Munch, “Cultural Val-
ues in International Advertising: An Examination of Familial Norms and
Roles in Mexico,” Psychology & Marketing, March 1997, pp. 99–119;
Shiretta F. Ownbey and Patricia E. Horridge, “Acculturation Levels and
Shopping Orientations of Asian-American Consumers,” Psychology &
Marketing, January 1997, pp. 1–18; Jennifer L. Aaker and Durairaj
Maheswaran, “The Effect of Cultural Orientation on Persuasion,” Journal
of Consumer Research, December 1997, pp. 315–28; Grant McCracken,
“Culture and Consumption: A Theoretical Account of the Structure and
Movement of the Cultural Meaning of Consumer Goods,” Journal of
Consumer Research,June 1986, pp. 71–84.
20.“Will the British Warm Up to Iced Tea? Some Big Marketers Are
Counting on It,” The Wall Street Journal,August 22, 1994, p. B1ff. See
also “Starbucks Hits a Humorous Note in Pitching Iced Coffee to Brits,”
The Wall Street Journal,September 1, 1999, p. B7.
21.“No More Shoppus Interruptus,” American Demographics, May
2001, pp. 39–40; “No Buy? Then Bye-Bye,” Business Week E.Biz, April
16, 2001, p. EB6; “Ok, Forget the Whole Damn Thing,” Ecompany,
December 2000, pp. 185–88; “Clinching the Holiday E-Sale,” The Wall
Street Journal,October 9, 2000, p. B1ff.; “A New Cure for Shoppus Inter-
ruptus,” American Demographics, August 2000, pp. 44–47; “Special
Report: E-Tailing,” Business Week E.Biz, May 15, 2000, pp. EB103–
EB118; “Many Web Shoppers Abandon Virtual Carts,” Investor’s Business
Daily, May 11, 2000, p. A8; Charles S. Areni, Pamela Kiecker, and Kay
M. Palan, “Is It Better to Give Than to Receive? Exploring Gender Dif-
ferences in the Meaning of Memorable Gifts,” Psychology & Marketing,
January 1998, pp. 81–109; Russell W. Belk, “Situational Variables and
Consumer Behavior,” Journal of Consumer Research2, 1975, pp. 157–64;
John F. Sherry, Jr., “Gift Giving in Anthropological Perspective,” Journal
of Consumer Research,September 1983, pp. 157–68.
22.Adapted and updated from James H. Myers and William H.
Reynolds, Consumer Behavior and Marketing Management(Boston:
Houghton Mifflin, 1967), p. 49. See also Ronald E. Goldsmith, “A The-
ory of Shopping,” Journal of the Academy of Marketing Science, Fall 2000,
pp. 541–4; Judith Lynne Zaichkowsky, “Consumer Behavior: Yesterday,
Today, and Tomorrow,” Business Horizons,May/June 1991, pp. 51–58.
23.Ravi Dhar and Steven J. Sherman, “The Effect of Common and
Unique Features in Consumer Choice,” Journal of Consumer Research,
December 1996, pp. 193–203; Victor V. Cordell, “Consumer Knowledge
Measures As Predictors in Product Evaluation,” Psychology & Marketing,
May 1997, pp. 241–60; John V. Petrof and Naoufel Daghfous, “Evoked
Set: Myth or Reality?” Business Horizons, May–June 1996, pp. 72–77;
Wayne D. Hoyer, “An Examination of Consumer Decision Making for a
Common Repeat Purchase Product,” Journal of Consumer Research,
December 1984, pp. 822–29; James R. Bettman, An Information Process-
ing Theory of Consumer Choice(Reading, Mass.: Addison-Wesley
Publishing, 1979); Richard W. Olshavsky and Donald H. Granbois,
“Consumer Decision Making—Fact or Fiction?” Journal of Consumer
Research,September 1979, pp. 93–100.