Basic Marketing: A Global Managerial Approach

(Nandana) #1

Perreault−McCarthy: Basic
Marketing: A
Global−Managerial
Approach, 14/e


Back Matter Notes © The McGraw−Hill
Companies, 2002

Notes 769

24.Cele Otnes, Tina M. Lowrey, and L J. Shrum, “Toward an Under-
standing of Consumer Ambivalence,” Journal of Consumer Research, June
1997, pp. 80–93; Ronald E. Goldsmith, “Consumer Involvement: Con-
cepts and Research,” Journal of the Academy of Marketing Science, Summer
1996, pp. 281–83; Jeffrey B. Schmidt and Richard A. Spreng, “A Pro-
posed Model of External Consumer Information Search,” Journal of the
Academy of Marketing Science, Summer 1996, pp. 246–56; Judith L.
Zaichkowsky, “The Personal Involvement Inventory: Reduction, Revi-
sion, and Application to Advertising,” Journal of Advertising, December
1994, pp. 59–70; Raj Arora, “Consumer Involvement—What It Offers to
Advertising Strategy,” International Journal of Advertising4, no. 2 (1985),
pp. 119–30; J. Brock Smith and Julia M. Bristor, “Uncertainty Orienta-
tion: Explaining Differences in Purchase Involvement and External
Search,” Psychology & Marketing,November/December 1994, pp. 587–608;
Don R. Rahtz and David L. Moore, “Product Class Involvement and Pur-
chase Intent,” Psychology and Marketing,Summer 1989, pp. 113–28.
25.Adapted from E. M. Rogers with F. Shoemaker, Communication of
Innovation: A Cross Cultural Approach(New York: Free Press, 1968). For
some sampling (trial) examples, see “Small Wonder,” The Wall Street
Journal,June 25, 2001, p. R; “Freebies Take on Brash New Form,” USA
Today, May 15, 2001, p. 1Bff.; “A Bull’s Market,” Brandweek, May 28,
2001, pp. 21–24; “Red Bull’s Good Buzz,” Newsweek, May 14, 2001, p.
39; “Time to Make the Donuts,” American Demographics, May 2001, p. 8;
“Marketers of the Next Generation: Krispy Kreme,” Brandweek, March
26, 2001, p. 21; “Use of Samples in Drug Industry Raises Concern,” The
Wall Street Journal,July 19, 2000, p. B1ff.; “Auto Site Rolls Out a Vin-
tage Campaign,” The Wall Street Journal,July 11, 2000, p. B12; “Canine
Cuisine Fetches Success,” USA Today, February 17, 2000, p. 12B; “Try It.
You’ll Like It,” The Wall Street Journal,September 27, 1999, p. 15; “How
a Confection Became a Trendy Fashion Accessory,” The Wall Street Jour-
nal,September 29, 1998, p. B1ff.; “Secrets of the New Brand Builders,”
Fortune, June 22, 1998, pp. 167–70; “The Internet Is Mr. Case’s Neigh-
borhood,” Fortune,March 30, 1998, pp. 69–80; “The Cookie Queen,”
The Wall Street Journal,March 30, 1998, p. 6; “Brand Builders: Progresso
Warriors,” Brandweek,June 23, 1997, pp. 20–22; “Read This. It’s Free,”
Brandweek,June 16, 1997, p. 42.
26.“PepsiCo Tries to Clarify Pepsi One’s Image,” The Wall Street Jour-
nal,February 25, 2000, p. B7.
27.William Cunnings and Mark Venkatesan, “Cognitive Dissonance
and Consumer Behavior: A Review of the Evidence,” Journal of Market-
ing Research,August 1976, pp. 303–8; Sarah Fisher Gardial et al.,
“Comparing Consumers’ Recall of Prepurchase and Postpurchase Product
Evaluation Experience,” Journal of Consumer Research,March 1994, pp.
548–60.
28.Robert M. March, The Honourable Customer: Marketing and Selling
to the Japanese in the 1990s (Melbourne, Vic.: Longman Professional,
1990); Robert Gottliebsen, “Japan’s Stark Choices,” Business Review
Weekly,October 16, 1992.

Chapter 7
1.“Outsourcing Is More than Cost Cutting,” Fortune, October 26,
1998, pp. 238C–V; 2000 Annual Report, Deere & Company; 1999
Annual Report, Deere & Company.
2.“Detroit to Suppliers: Quality or Else,” Fortune,September 30,
1996, p. 134Cff.; G. M. Naidu, V. K. Prasad, and Arno Kleimenhagen,
“Purchasing’s Preparedness for ISO 9000 International Quality Stan-
dards,” International Journal of Purchasing & Materials Management, Fall
1996, pp. 46–53; Wade Ferguson, “Impact of the ISO 9000 Series Stan-
dards on Industrial Marketing,” Industrial Marketing Management, July
1996, pp. 305–10.
3.“The Push to Streamline Supply Chains,” Fortune,March 3, 1997,
pp. 108C–R; P. F. Johnson, Michiel R. Leenders, and Harold E. Fearon,
“Evolving Roles and Responsibilities of Purchasing Organizations,” Inter-
national Journal of Purchasing & Materials Management, Winter 1998, pp.

2–11; “Purchasing’s New Muscle,” Fortune,February 20, 1995, pp. 75–83;
Harry R. Page, “Revolution in Purchasing: Building Competitive Power
Through Proactive Purchasing,” International Journal of Purchasing &
Materials Management, Fall 1996, p. 56; Joseph R. Carter and Ram
Narasimhan, “Purchasing and Supply Management: Future Directions
and Trends,” International Journal of Purchasing & Materials Management,
Fall 1996, pp. 2–12; Joseph R. Carter and Ram Narasimhan, “A Compar-
ison of North American and European Future Purchasing Trends,”
International Journal of Purchasing & Materials Management, Spring 1996,
pp. 12–22.
4.Jeffrey E. Lewin, “The Effects of Downsizing on Organizational
Buying Behavior: An Empirical Investigation,” Journal of the Academy of
Marketing Science, Spring 2001, pp. 151–165; Larry C. Giunipero and
Judith F. Vogt, “Empowering the Purchasing Function: Moving to Team
Decisions,” International Journal of Purchasing & Materials Management,
Winter 1997, pp. 8–15; Jerome M. Katrichis, “Exploring Departmental
Level Interaction Patterns in Organizational Purchasing Decisions,”
Industrial Marketing Management, March 1998, pp. 135–46; Robert D.
McWilliams, Earl Naumann, and Stan Scott, “Determining Buying Cen-
ter Size,” Industrial Marketing Management,February 1992, pp. 43–50;
Ajay Kohli, “Determinants of Influence in Organizational Buying: A
Contingency Approach,” Journal of Marketing,July 1989, pp. 50–65;
Melvin R. Mattson, “How to Determine the Composition and Influence
of a Buying Center,” Industrial Marketing Management,August 1988, pp.
205–14.
5.W. E. I. Patton, “Use of Human Judgment Models in Industrial
Buyers’ Vendor Selection Decisions,” Industrial Marketing Management,
March 1996, pp. 135–49; Minette E. Drumwright, “Socially Responsible
Organizational Buying: Environmental Concern As a Noneconomic
Buying Criterion,” Journal of Marketing, July 1994, pp. 1–19; Lisa M. Ell-
ram, “A Structured Method for Applying Purchasing Cost Management
Tools,” International Journal of Purchasing & Materials Management, Win-
ter 1996, pp. 11–19; Morgan P. Miles, Linda S. Munilla, and Gregory R.
Russell, “Marketing and Environmental Registration/Certification: What
Industrial Marketers Should Understand About ISO 14000,” Industrial
Marketing Management, July 1997, pp. 363–70; Morry Ghingold and
Bruce Johnson, “Technical Knowledge As Value Added in Business Mar-
kets,” Industrial Marketing Management, May 1997, pp. 271–80; Sime
Curkovic and Robert Handfield, “Use of ISO 9000 and Baldrige Award
Criteria in Supplier Quality Evaluation,” International Journal of Purchas-
ing & Materials Management, Spring 1996, pp. 2–11; M. Bixby Cooper,
Cornelia Droge, and Patricia J. Daugherty, “How Buyers and Operations
Personnel Evaluate Service,” Industrial Marketing Management20, no. 1
(1991), pp. 81–90.
6.Jeanette J. Arbuthnot, “Identifying Ethical Problems Confronting
Small Retail Buyers During the Merchandise Buying Process,” Journal of
Business Ethics, May 1997, pp. 745–55; Gail K. McCracken and Thomas
J. Callahan, “Is There Such a Thing As a Free Lunch?” International Jour-
nal of Purchasing & Materials Management, Winter 1996, pp. 44–50;
Robert W. Cooper, Garry L. Frank, and Robert A. Kemp, “The Ethical
Environment Facing the Profession of Purchasing and Materials Manage-
ment,” International Journal of Purchasing & Materials Management, Spring
1997, pp. 2–11; I. Fredrick Trawick, John E. Swan, Gail W. McGee, and
David R. Rink, “Influence of Buyer Ethics and Salesperson Behavior on
Intention to Choose a Supplier,” Journal of the Academy of Marketing Sci-
ence,Winter 1991, pp. 17–24; Michael J. Dorsch and Scott W. Kelley,
“An Investigation into the Intentions of Purchasing Executives to Recip-
rocate Vendor Gifts,” Journal of the Academy of Marketing Science,Fall
1994, pp. 315–327; J. A. Badenhorst, “Unethical Behaviour in Procure-
ment: A Perspective on Causes and Solutions,” Journal of Business Ethics,
September 1994, pp. 739–46.
7.H. L. Brossard, “Information Sources Used by an Organization
During a Complex Decision Process: An Exploratory Study,” Industrial
Marketing Management, January 1998, pp. 41–50; Michele D. Bunn,
“Taxonomy of Buying Decision Approaches,” Journal of Marketing,Janu-
ary 1993, pp. 38–56; Patricia M. Doney and Gary M. Armstrong, “Effects
Free download pdf