Journal Articles Abstracts and Discussion Questions

1. A history of schools of marketing thought. Eric H. Shaw and D. G. Brian Jones (2005). Marketing Theory, 5,  239-281.
2. From goods to service branding:  An integrative perspective. Roderick J. Brodie (2009). Marketing Theory,9, 107-111.
3. Customer Equity Management: Charting New Directions for the Future of Marketing. John E. Hogan, Katherine N. Lemon and Roland T. Rust (2002). Journal of Service Research, 5, 4.
4. On defining marketing: finding a new roadmap for marketing Christian Gronroos (2006). Marketing Theory, 6, 395-417.

Journal Articles Abstracts and Discussion Questions

1. The Family and Consumer Decision Making: A Cultural View. Wilson Brown (1979). Journal of the Academy of Marketing Science, 7, 335.
2. The Positioning Statement for Hotels. Robert C. Lewis (1981)
   Cornell Hotel and Restaurant Administration Quarterly, 22, 51-61.
3. Profitable Positioning for Retailers John H. Holmes (1974).
   Journal of the Academy of Marketing Science, 2, 332-339.
4. Destination Positioning Analysis through a comparison of Cognitive, Affective, and Conative Perceptions. Steven Pike and Chris Ryan (2004) Journal of Travel Research, 42, 333.

 

Journal Articles Abstracts and Discussion Questions

1. Website-generated Market-research Data:  Tracing the Tracks Left Behind by Visitors. Jamie Murphy, Charles F. Hofacker and Michelle Bennett (2001). Cornell Hotel and Restaurant Administration Quarterly, 42, 82-91.
2. Data mining:  data analysis on a grand scale? Padhraic Smyth (2000). Stat Methods Med Res, 9, 309-327.
3. Data Mining for Hotel Firms:  Use and Limitations. Vincent P. Magnini, Earl D. Honeycutt, Jr. and Sharon K. Hodge (2003).
   Cornell Hotel and Restaurant Administration Quarterly, 44, 94-105.
4. Toward an Individual Customer Profitability Model:  A Segment-Based Approach. Barak Libai, Das Narayandas and Clive Humby (2002).
   Journal of Service Research, 5, 69-76.
5. Modeling Customer Lifetime Value. Sunil Gupta, Dominique Hanssens, Bruce Hardie, William Kahn, V. Kumar, Nathaniel Lin, Nalini Ravishanker and S. Sriram (2006).
   Journal of Service Research, 9, 139-155.
6. Targeting Customers with Statistical and Data-Mining Techniques.
   James H. Drew, D.R. Mani, Andrew L. Betz and Piew Datta (2001).
   Journal of Service Research, 3, 205-219.

 

Journal Articles Abstracts and Discussion Questions

1. The Participative Management Style:  Does it Work? Graham Kenny and John Steiger (1981). Asia Pacific Journal of Human Resources, 19, 46-49.
2. Who Wants Participative Management?:  The Managerial Perspective. Denis Collins, Ruth Ann Ross and Timothy L. Ross (1989). Group Organization Management, 14, 422.
3. The Evaluation Stage in Marketing Decision Making. John C. Mowen and Gary J. Gaeth (1992). Journal of the Academy of Marketing Science, 20, 177-187.
4. Customer Orientation:  Effects on Customer Service Perceptions and Outcome Behaviors. Michael K. Brady and J. Joseph Cronin, Jr. (2001). Journal of Service Research, 3, 241-251.
5. The Impact of Empowerment on Customer Contact Employees’ Roles in Service Organizations. Jean-Charles Chebat and Paul Kollias (2000).
   Journal of Service Research, 3, 66-81.
6. The Effects of Personal and Contextual Characteristics on Creativity:  Where Should We Go from Here?  Christina E. Shalley, Jing Zhou and Greg R. Oldham (2004). Journal of Management, 30, 933-959.
7. Work Stress and Employee Health. Daniel C. Ganster and John Schaubroeck (1991). Journal of Management, 17, 235-271.
8. Employee Empowerment:  A Guest-Driven Leadership Strategy.
   Robert A. Brymer (1991). Cornell Hotel and Restaurant Administration Quarterly, 32, 58-68.
9. Retention and Customer Satisfaction. Thomas F. Casey and Karen Warlin (2001). Compensation Benefits Review, 33, 27-31.

 

Journal Articles Abstracts and Discussion Questions

1. Life Cycle Models for Pacific Island Destinations. Dexter  J.L. Choy (1992). Journal of Travel Research, 30, 26-31.
2. Identifying, keeping and valuing profitable customers. Ian Mounser (1999). Journal of Vacation Marketing, 6,62-68.
3. Customer Orientation or Competitor Orientation:  Which Marketing Strategy Has a Higher Payoff for Hotel Brands? Chekitan Dev, Devin Zheng Zhou, Jim Brown and Sanjeev Agarwal (2009). Cornell Hospitality Quarterly, 50, 19-28.
4. Brand-Extension Price Premiums:  The Effects of Perceived Fit and Extension Product Category Risk. Devon DelVecchio and Daniel C. Smith (2005). Journal of the Academy of Marketing Science, 33, 184-196.
5. It’s New but Is It Good?  New Product Development and Macromarketing. Donald R. Lehmann (2006). Journal of Macromarketing, 26, 8-16.
6. Conceptualizing and measuring brand salience. Jenni Romaniuk and Byron Sharp (2004).  Marketing Theory, 4, 327-342.
7. An Examination of Selected Marketing Mix Elements and Brand Equity. Boonghee Yoo, Naveen Donthu and Sungho Lee (2000). Journal of the Academy of Marketing Science, 28, 195-211.
8. Branding Strategies, Marketing Communication, and Perceived Brand Meaning: The Transfer of Purposive, Goal-Oriented Brand Meaning to Brand Extensions. Ingrid M. Martin, David W. Stewart and Shashi Matta (2005). Journal of the Academy of Marketing Science, 33, 275-294.
9. Brand Portfolio, Corporate Image, and Reputation:  Managing Brand Deletions. Rajan Varadarajan, Mark P. DeFanti and Paul S. Busch (2006). Journal of the Academy of Marketing Science, 34, 195-205.
10. Branding in the post-internet era. George Christodoulides (2009).
    Marketing Theory, 9, 141-144.
11. Effect of Private, Designer, and National Brand Names on Shoppers’ Perception of Apparel Quality and Price. Sandra M. Forsythe (1991). Clothing and Textiles Research Journal, 9, 1-6.

 

Journal Articles Abstracts and Discussion Questions

1. Positioning and Price:  Merging Theory, Strategy, and Tactics.
   Margaret Shaw (1992).Journal of Hospitality & Tourism Research, 15, 31-39.
2. The Role of Price Perceptions in an Integrated Model of Behavioral Intentions. Sajeev Varki and Mark Colgate (2001). Journal of Service Research, 3, 232-240.
3. Pricing and Marketing Communications:  The Noneconomic Factors.
   M. Wayne DeLozier and Arch G. Woodside (1976). Journal of the Academy of Marketing Science, 4, 314-824.
4. The Effects of Price on Brand Extension Evaluations:  The Moderating Role of Extension Similarity. Valerie A. Taylor and William O. Bearden (2002). Journal of the Academy of Marketing Science, 30, 131-140.
5. Customers’ Reactions to Price Increases:  Do Customer Satisfaction and Perceived Motive Fairness Matter? Christian Homburg, Wayne D. Hoyer and Nicole Koschate (2005). Journal of the Academy of Marketing Science, 33, 36-49.
6. The Effect of Service Price Increases on Customer Retention:  The Moderating Role of Customer Tenure and Relationship Breadth. John Dawes (2009). Journal of Service Research, 11, 232-246.
7. Explaining the Variation in Short-Term Sales Response to Retail Price Promotions. V. Kumar and Arun Pereira (1995). Journal of the Academy of Marketing Science, 23, 155-169

Journal Articles Abstracts and Discussion Questions

1. How Advertising Works:  Alternative Situational and Attitudinal Explanations. Peter W. Reed and Michael T. Ewing (2004). Marketing Theory, 4, 91-112.
2. The Maturation of the Science of Media Selection. Roger J. Calantone and Ulrike de Brentani-Todorovic (1981). Journal of the Academy of Marketing Science, 9, 490-524.
3. Lifestyle Segmentation:  From Attitudes, Interests and Opinions, to Values, Aesthetic Styles, Life Visions and Media Preferences. Patrick Vyncke (2002). European Journal of Communication, 17, 445-463.
4. Strategic Theming in Theme Park Marketing. Kevin K. F. Wong and Phoebe W. Y. Cheung (1999). Journal of Vacation Marketing, 5, 319-332.
5. What’s All The Buzz about?:  Everyday Communication and the Relational Basis of Word-of-Mouth and Buzz Marketing Practices. Walter J. Carl (2006) Management Communication Quarterly, 19, 601-634.
6. ‘Click here’:  the impact of new media on the encoding of persuasive messages in direct marketing. Ming Cheung (2008). Discourse Studies, 10, 161-189.

Journal Articles Abstracts and Discussion Questions

1. Managing Trade Promotions in the Context of Market Power.
   Jack J. Kasulis, Fred W. Morgan, David E. Griffith and James M. Kenderdine (1999).Journal of the Academy of Marketing Science, 27, 320-332.
2. Coupon Promotions in Quick-service Restaurants:  Preaching to the Converted? Gail Ayala Taylor and Sylvia Long-Tolbert (2002). Cornell Hotel and Restaurant Administration Quarterly, 43, 41-48.
3. Deal Proneness and Heavy Usage:  Merging Two Market Segmentation Criteria. Edwin C. Hackleman and Jacob M. Duker (1980). Journal of the Academy of Marketing Science, 8, 332-344.
4. Tourist Loyalty to Tour Operator:  Effects of Price Promotions and Tourist Effort. Sara Campo and Maria J. Yague (2008). Journal of Travel Research, 46, 318-326.

 

Journal Articles Abstracts and Discussion Questions

1. An Attitude-Behavior Model of Salespeople’s Customer Orientation.
   Ruth Maria Stock and Wayne D. Hoyer (2005).Journal of the Academy of Marketing Science, 33, 536.
2. Psychological Climate, Empowerment, Leadership Style, and Customer-Oriented Selling:  An Analysis of the Sales Manager-Salesperson Dyad. Craig A. Martin and Alan J. Bush (2006).
   Journal of the Academy of Marketing Science, 34, 419-438.
3. Sales Contest Effectiveness:  An Examination of Sales Contest Design Preferences of Field Sales Forces. William H. Murphy, Peter A. Dacin and Neil M. Ford (2004). Journal of the Academy of Marketing Science, 32, 127-143.
4. Digitization of Selling Activity and Sales Force Performance:  An Empirical Investigation. Devon S. Johnson and Sundar Bharadwaj (2005).
   Journal of the Academy of Marketing Science, 33, 3-18.
5. Appropriate Relational Messages in Direct Selling Interaction:  Should Salespeople Adapt to Buyers’ Communicator Style? Jamie Comstock and Gary Higgins (1997). Journal of Business Communication, 34, 401-418.
6. Selling Strategies:  The Effects of Suggesting a Decision Structure to Novice and Expert. Judy A. Wagner, Noreen M. Klein and Janet E. Keith (2001). Journal of the Academy of Marketing Science, 29, 290-306.
7. Designing a Sales Strategy with the Customer in Mind.
   Mark Blessington (1992). Compensation Benefits Review, 24, 30-41.
8. Using Public Relations and Marketing to Generate Referrals and Sales. Merrily Orsini (2007). Home Health Care Management Practice, 19, 163-168.
9. Setting Sales Force Compensation in the Internet Age. Bill Weeks (2000). Compensation Benefits Review, 32, 25-34.
10. A Behavioral Science Approach to Effective Sales Presentations.
    Thomas T. Ivy and Louis E. Boone (1976). Journal of the Academy of Marketing Science, 4, 456-466.
11. Sales Compensation Programs:  Built to Last. Peter Gundy (2002). Compensation Benefits Review, 34, 21-29.
12. How to Develop a Sales Compensation Plan. Robert J. Freedman (1986). Compensation Benefits Review, 18, 41-48.
13. Who Are Your Successful Salespeople? Bradley D. Lockeman and John H. Hallaq (1982). Journal of the Academy of Marketing Science, 10, 457-472.
14. An Empirical Test of Trust-Building Processes and Outcomes in Sales Manager-Salesperson Relationships. Thomas G. Brashear, James S. Boles, Danny N. Bellenger and Charles M. Brooks (2003). Journal of the Academy of Marketing Science, 31, 189-200.

Journal Articles Abstracts and Discussion Questions

1. Customer Mind-Set of Employees throughout the Organization.
   Karen Norman Kennedy, Felicia G. Lassk and Jerry R. Goolsby (2002).
   Journal of the Academy of Marketing Science, 30, 159-171.
2. Recognition:  A Powerful, but often Overlooked, Leadership Tool to Improve Employee Performance. Kyle Luthans (2000). Journal of Leadership &amp:  Organizational Studies, 7, 31-39.
3. Organizational Communication:  Development of Internal Strategic Competitive Advantage. Mary L. Tucker, G. Dale Meyer and James W. Westerman (1996). Journal of Business Communication, 33, 51-69.
4. Communication Forum:  Establishing a Companywide Customer Orientation through Persuasive Internal Marketing. Kathleen K. Reardon and Ben Enis (1990). Management Communication Quarterly, 3, 376-387.
5. The Winds of Change and Managerial Communication Practices.
   James M. Lahiff and John D. Hatfield (1978). Journal of Business Communication, 15, 19-28.
6. Organizational Rules on Communication:  How Employees Are – and Are Not- Learning the Ropes. Jeanette W. Gilsdorf (1998). Journal of Business Communication, 35, 173-201.
7. Visions of success:  Can a team culture turn your business around?
   Mary Lovell (2007). Business Information Review, 24, 177-184.
8. Meaningfulness, Commitment, and Engagement:  The Intersection of a Deeper Level of Intrinsic Motivation. Neal Chalofsky and Vijay Krishna (2009). Advances in Developing Human Resources, 11, 189-203.

Journal Articles Abstracts and Discussion Questions

1. The Combined Effects of the Physical Environment and Employee Behavior on Customer Perception of Restaurant Service Quality.
   Eileen A. Wall and Leonard L. Berry (2007).
   Cornell Hotel and Restaurant Administration Quarterly, 48, 59-70.
2. The Antecedents and Consequences of Customer-Centric Marketing.
   Jagdish N. Sheth, Rajendra S. Sisodia and Arun Sharma (2000).
   Journal of the Academy of Marketing Science, 28, 55-66.
3. The Effect of the Servicescape on Service workers.
   Janet Turner Parish, Leonard L. Berry and Shun Yin Lam (2008).
   Journal of Service Research, 10, 220-239.
4. Packaging in America in the 1990s.
   Robert F. Testin and Peter J. Vergano (1991).
   Journal of Plastic Film and Sheeting, 7, 259-281.
5. Customer-Employee Rapport in Service Relationships.
   Dwayne D. Gremier and Kevin P. Gwinner (2000).
   Journal of Service Research, 3, 82-104.
6. Point-of-Purchase Displays, Product Organization, and Brand Purchase Likelihoods.
   Charles S. Arenja, Dale F. Duhan and Pamela Kiecker (1999).
   Journal of the Academy of Marketing Science, 27, 428-441.
7. Determinants of Sports Sponsorship Response.
   Richard Speed and Peter Thompson (2000).
   Journal of the Academy of Marketing Science, 28, 226-238.
8. The Impact of Sponsor Fit on Brand Equity:  The Case of Nonprofit Service Providers.
   Karen L. Becker-Olsen and Ronald Paul Hill (2006).
   Journal of Service Research, 9, 73-83.
9. The Influence of Cause-Related Marketing on Consumer Choice:  Does One Good Turn Deserve Another?
   Michael J. Barone, Anthony D. Miyazaki and Kimberly A. Taylor (2000).
   Journal of the Academy of Marketing Science, 28, 248-262.

 

Journal Articles Abstracts and Discussion Questions

1. Marketing Hotels:  Using Global Distribution System Rita Marie Emmer, Chuck Tauck, Scott Wilkinson and Richard G. Moore (1993).Cornell Hotel and Restaurant Administration Quarterly, 34, 80.
2. Distribution channels for events:  Supply and demand-side perspective. Karen A. Smith (2007). Journal of Vacation Marketing, 13, 321-338.
3. Organizing and Managing Channels of Distribute Gary L. Frazier (1999). Journal of the Academy of Marketing Science, 27, 226-240.
4. Significance of Cross-cultural Trust in Streaming Supply-chains for Global Enterprises. R. Ray Gehani (2000). Global Business Review, 1, 173-192
5. Understanding the ‘new’ distribution reality through ‘old’ concepts:  a renaissance for transvection and sorting. Kajsa Hulthen and Lars-Erik Gadde (2007). Marketing Theory, 7, 184-207.
6. Using Physical Distribution Strategy for Better Channel. Bert Rosenbloom (1979). Journal of the Academy of Marketing Science, 7, 61-70
7. The Logistics Revolution and Transportation. W. Bruce Allen (1997).The ANNALS of the American Academy of Political and Social Science, 553, 106-116.
8. Transportation Carrier Selection in Small Firms:  A Study of the Perceptions of Shippers. Parampal Singh and Deepinder S. Garcha (1995). Journal of Entrepreneurship, 4, 237- 252.

 

Journal Articles Abstracts and Discussion Questions

1. E-commerce is key to global competitiveness – but is there anyone you can trust in the online world? Gehan Talwatte (2000). Business Information Review, 17, 78-81.
2. The role of knowledge content in e-commerce. William J. Martin (2001). Journal of Information Science, 27, 180-184.
3. Advertising and the Consumer Information Environment Online. Ronald J. Faber, Mira Lee and Xiaoli Nan (2004). American Behavior Scientist, 48, 447-466
4. What Attracts Customers to Online Stores, and What Keeps Them Coming Back? David J. Reibstein (2002). Journal of the Academy of Marketing Science, 30, 465-473.
5. Is This a Real Person?:  Communication and Customer Service in E-Commerce. Diane Tobin Johnson (2001). Management Communication Quarterly, 14, 659-665.
6. Organizational Capabilities in E-Commerce:  An Empirical Investigation of E-Brokerage Service Providers. Amit Saini and Jean L. Johnson (2005). Journal of the Academy of Marketing Science, 33, 360-375.
7. Concerns about Payment Security of Internet Purchases:  A Perspective on Current On-Line Shoppers. Kyoung-Nan Kwon and Jinkook Lee (2003). Clothing and Textiles Research Journal, 21, 174-184.
8. Measuring Service Quality in E-Retailing. Joel E. Collier and Carol C. Bienstock (2006). Journal of Service Research, 8, 260-275.
9. The Customer Economics of Internet Privacy. Roland T. Rust, P. K. Kannan and Na Peng (2002). Journal of the Academy of Marketing  Science, 30, 455-464.
10. Guarding Privacy on the Internet. Madan Lal Bhasin (2006). Global Business Review, 7, 137-156.
11. Search Engine Marketing:  Why it Benefits Us all. David C. Green (2003). Business Information Review, 20, 195-202.

 

Journal Articles Abstracts and Discussion Questions

1. What Is the True Value of a Lost Customer? John E. Hogan, Katherine N. Lemon and Barak Libai (2003).Journal of Service Research, 5, 196-208.
2. Regaining Service Customers:  Costs and Benefits of Regain Management. Bernd Stauss and Christian Freige (1999). Journal of Service Research, 1, 347-361.
3. Rethinking Service Recovery Strategies:  The Effect of Rapport on Consumer Responses to Service Failure. Tom DeWitt and Michael K. Brady (2003). Journal of Service Research, 6, 193.
4. Dimensions of Customer Loyalty:  Separating Friends from Well Wishers. Seyhmus Baloglu (2002). Cornell Hotel and Restaurant Administration Quarterly, 43, 47-59.
5. When Does Commitment Lead to Loyalty? Gordon Fullerton (2003).
   Journal of Service Research, 5, 344.
6. Customer Value, Satisfaction, Loyalty, and Switching Costs:  An Illustration From a Business-to-Business Service Context.   Shun Yin Lam, Venkatesh Shankar, M. Krishna Erramilli and Bvsan Murthy (2004).Journal of the Academy of Marketing Science, 32, 293-311.
7. Family Restaurant Brand Personality and Its Impact On Customer’s eMotion, Satisfaction, and Brand Loyalty. Yong-Ki Lee, Ki-Joon Back and Jin-Young Kim (2009). Journal of Hospitality & Tourism Research, 33, 305-328. 
8. If you have their minds, will their bodies follow?  Factors effecting customer loyalty in a ski resort setting. John S. Clark and Jill K. Maher (2007). Journal of Vacation Marketing, 13, 59-71.
9. Implications of Loyalty Program Membership and Service Experiences for Customer Retention and Value. Ruth N. Bolton, P.K. Kannan and Matthew D. Bramlett (2000). Journal of the Academy of Marketing Science, 28, 95-108.
10.  Effects of Loyalty Programs on Value Perception, Program Loyalty, and Brand Loyalty. Youjae Yi and Hoseong Jeon ( 2003). Journal of the Academy of Marketing Research, 31, 229-240.      
11. How Effective Are Loyalty Reward Programs in Driving Share of Wallet? Jochen Wirtz, Anna S. Mattila and May Oo Lwin (2007). Journal of Service Research, 9, 327-334.
12. Customer relationship management technology:  A commodity or distinguishing factor? Wolfgang Messner (2005). Business Information Review, 22, 253-262.
13. Learnings from Customer Relationship Management (CRM) Implementation in a Bank. M.P. Gupta and Sonal Shukla (2002). Global Business Review, 3, 99-122.
14. Exploring Customer Loyalty Following Service Recovery:  The Mediating Effects of Trust and Emotions. Tom DeWitt, Doan T. Nguyen and Roger Marshall (2008). Journal of Service Research, 10, 269-281.
15. Competitive and Procedural Determinants of Delight and Disappointment in Consumer Complaint Outcomes. Hooman Estelami (2000). Journal of Service Research, 2, 285-300.
16. An Empirical Investigation of Customer Satisfaction after Service Failure and Recovery.  Michael A. McCollough, Leonard L. Berry and Manjit S. Yadav (2000).Journal of Service Research, 3, 121-137.
17. Organizational Responses to Customer Complaints:  What Works and What Doesn’t. Moshe Davidow (2003). Journal of Service Research, 5, 225-250.
18. From Disgust to Delight:  Do Customers Hold a Grudge? Tor Wallin Andreassen (2001). Journal of Service Research, 4, 39-49.

Journal Articles Abstracts and Discussion Questions

1. How Organizational Standards and Coworker Support Improve Restaurant Services. Alex M. Susskind, K. Michele Kacmar and Carl P. Borchgrevink (2007). Cornell Hotel and Restaurant Administration Quarterly, 48, 370-379.
2. The Strategic Planning Index:  A Tool for Measuring Strategic Planning Effectiveness. Paul A. Phillips and Luiz Mutinho (2000). Journal of Travel Research, 38, 369-379.
3. Framing marketing effectiveness as a process and outcome. Kenneth B. Kahn and Matthew B. Myers (2005). Marketing Theory, 5, 457-469.
4. Measuring the Return from Australian Tourism Marketing Expenditure. Nada Kulendran and Larry Dwyer (2009). Journal of Travel Research, 47, 275-284.
5. Measuring Customer-Based Restaurant Brand Equity. Woo Gon Kim and Hong-Bumm Kim (2004). Cornell Hotel and Restaurant Administration Quarterly, 45, 115-131.