ams - cdn.ymaws.com · title: ams.qxp author: janet created date: 4/10/2006 7:07:24 pm

This winter/springissue of the AMSQuarterly is primarilyfocused on the 12thBiennial WorldMarketing Congress,which was held fromJuly 6-9, 2005 at TheMovenpick Hotel

Muenster, Muenster, Germany along withmany announcements, calls for papers,thought-provoking articles and positionannouncements. Please make your plans toattend the 2006 Annual AMS Conferencethat will be held from May 24-27 at theHyatt Regency, San Antonio. GregMarshall and Judy Siguaw are theConference Co-Chairs, and they and theirTrack Chairs have developed an excellentprogram. Information on the conferencecan be found in this issue as well as on theAMS website: www.ams-web.org. SanAntonio is a great city to visit, and the HyattRegency is right on the Paseo del Rio andpractically across the street from the Alamo.I hope to see you there. Greg Marshall hasprovided a list of attractions in the area forattendees which appears in this issue.

I would also again like to thank ChuckLamb for all of his help and commitment tothe AMS partnership with the KPMG Ph.D.Project's Marketing Doctoral StudentsAssociation. This year we are grateful tohave a new partner in our providing ofscholarships to allow doctoral studentmembers of MDSA to attend the AMSNational Conference, the Sheth Foundation.From now on this initiative will be knownas the "AMS Sheth Foundation DoctoralStudent Association Scholarship Program."

At last year's Tampa Conference eightstudents received funding up to $1,000 toattend the conference, and they allmentioned many times how much they hadbenefited from the experience. The hope isthat the Ph.D. project will help to increasethe number of underrepresented minoritystudents in doctoral programs in marketing.We are proud to be involved with thisproject and look forward to a number ofyears working closely with the MDSA.

This issue of the AMS Quarterly is mylast as Editor. I have been the editor for sixyears, and I will be turning the newsletterover to my successor, Dana-Nicoleta Lascuat the University of Richmond. Dana isexcited about the opportunity, and I knowthat she will do an excellent job. Iappreciate all of the help that I havereceived over the years from the AMSExecutive Committee, and I look forward tohelping Dana as she takes over theresponsibility for the newsletter. I haveenjoyed this role with the Academy ofMarketing Science, and I wish Dana well onher work with the Quarterly.

As always, I ask you to send in yourposition announcements or your latest newsfor the In the News section of the AMSQuarterly. Position announcements are afree service for AMS members, and theseannouncements will be carried on the AMSweb site as well. Our mailing list is to over1,500 members worldwide, and it is a greatway to get the word out to the appropriateaudience. I would also remind you that weare happy to publish your Calls for Papersand any other academic news that you havethat you would like our membership to see.Please send your materials for publication inthe newsletter to Dana [email protected].

I hope that you are all well, and Iwelcome your comments and suggestionsregarding the AMS Quarterly.

- John Ford, Old Dominion University, [email protected]

Academy of Marketing ScienceJuly 2004,July 2004, Volume 7, Number 1 & 2

Message from the PresidentMy two years aspresident of the Academyof Marketing Science willcome to a close on June 1of this year. I thank allof you for allowing me toserve in this importantleadership position. In an

earlier draft of this message I started listingall of the people who had made specialcontributions to the Academy during thistime. The number was staggering! We havebeen very fortunate to have such a capableand committed cadre of officers, Board ofGovernors, editors, program chairs,presidential appointees, track chairs, andjournal and conference reviewers. Thecontributors to our journals, newsletter, andconferences are crucial to the growth anddevelopment of our Academy. I would like tosingle out Ms. Sally Sultan, Coordinator ofthe AMS Central Office for her dedicationand many contributions to the smoothoperation of this organization. As you cansee, hundreds of people, contributing in theirown ways, have made my term as presidentso satisfying and memorable.

There have been many highlights. Onethat has been very important to me and toJohn Ford is the strengthening of ourrelationships with, and programs for, doctoralstudents including the AMS Sheth FoundationMarketing Doctoral Student ScholarshipProgram, the Doctoral Colloquium, and the

Mentors Breakfast. Another is the contractthat Harold Berkman, Rajan Varadarajan, andBarry Babin negotiated with Springer topublish JAMS for the next five years. Thiscontract will help provide important financialstability to the Academy for years to come.

I look forward to seeing you at the annualconference in San Antonio, Texas from May24 to 27. Judy Siguaw and Greg Marshallhave done a great job planning this event.Also remember to put the CulturalPerspectives in Marketing Conference onyour summer schedule. It will be held fromJuly 12-15 in Seoul, Korea. The conferencewill be hosted by the Korean Academy ofMarketing Science. Co-chairs Ray Taylor andJunyean Moon have an exciting event plannedfor all attendees.

In closing, it has been a great honor for meto have had the opportunity to serve aspresident of the Academy of MarketingScience for the past two years. I am proud ofour accomplishments. I am thankful for all ofthe new friends I have made. The Academyis very fortunate to have Barry Babin as itsnext president. Barry is a skilled andexperienced leader. I look forward to servingas immediate past president under hisleadership.

Chuck Lamb, Texas Christian [email protected]/2006

From the Editor

AMS Officers and Staff . . . . . . . . . . . .2

2006 AMS Conference Program . . . . . .4

2005 World Congress Highlights . . . . .8

Scholarship and Research . . . . . . . . . .12

Thoughts and Comments . . . . . . . . . .14

Position Announcements . . . . . . . . . . .15

Table of Contents

March 2006

ACADEMY OF MARKETING SCIENCEOPTIONAL BENEFIT FORM

As an added membership benefit, the Academy of Marketing Science is pleased to offer you theoption of purchasing any of the following journals at a very reduced price. If you want to takeadvantage of this offer, please return this Optional Benefit Form with your completedmembership form. Make sure to provide your name and address for each selected journal. TheAcademy will then advise the publishers of your membership status and you will be billeddirectly by the journal publishers.

ACADEMY OF MARKETING SCIENCEJOURNAL OF RETAILING

( ) Yes, I would like to subscribe to the Journal of Retailing for the special annual rate of$45.00. (Regular price $131.00) I understand that I will be billed later by Elsevier.

Please send the journal to (please print clearly):

Name: ____________________________________________________________(First) (Last)

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ACADEMY OF MARKETING SCIENCEJOURNAL OF BUSINESS-TO-BUSINESS MARKETING

( ) Yes, I would like to subscribe to the Journal of Business-to-Business Marketing for thespecial annual rate of $45.00. ( Regular price $75.00) I understand that I will be billedlater by the Haworth Press.


Name: __________________________________________________________(First) (Last)

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ACADEMY OF MARKETING SCIENCEJOURNAL OF PERSONAL

SELLING & SALES MANAGEMENT

( ) Yes, I would like to subscribe to the Journal of Personal Selling & Sales Management forthe special annual rate of $45.00 (US) $55 INT'L. (Regular price $60.00 US, $76 INT'L)I understand that I will be billed later by M.E. Sharpe.


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Return this form to:Academy of Marketing Science

University of MiamiP.O. Box 248012

Coral Gables, FL 33124-6536, U.S.A.

Twelfth Biennial WorldMarketing Congress 2005

Marketing in an Inter-Connected

World: Opportunitiesand Challenges

SummaryThe 2005 Academy of Marketing ScienceWorld Marketing Congress, organized jointlywith Marketing Center Muenster, at theUniversity of Muenster, Germany, was heldfrom July 6-9.

The Program Co-Chairs were Tanuja Singh(Northern Illinois University), HeinerEvanschitzky (Marketing Center Muenster,University of Muenster), and Ralf Schellhase(University of Darmstadt). The LocalArrangements Chair was DavidWoitsetschlaeger (Marketing Center Muenster,University of Muenster). Jay D. Lindquist(Western Michigan University), AMS Directorof International Programs, was also a part ofthe Congress team.

The Congress was a rousing success and willbe remembered for its quality and for bringingtogether scholars and friends from around theworld. A total of 152 papers and eight specialsessions were presented over three and a halfdays. More than 375 scholars from 33countries and all continents of the world wererepresented in the Congress and 300 scholarscontributed their expertise in reviewing themanuscripts. A total of 220 scholars attendedthe congress. Two distinguished plenaryspeakers shared their expertise with thedelegates; Michael Czinkota addressedInternational Marketing and Terrorism on July6th and Dave Cravens spoke about StrategicMarketing's Global Agenda on July 8th. Aspecial awards luncheon was held on July 7thto honor Mr. Jose Maria Castellano Rios,deputy chairman and CEO of Inditex, whoreceived the European Distinguished MarketerAward from the Academy. All those whocontributed to the success of the 2005 WorldMarketing Congress were also recognized atthis luncheon.

Nightly receptions and daily luncheonsprovided the perfect opportunity to networkand make new friends. The walking tour ofthe city center gave the delegates a chance toget to know the history and architecture ofMuenster with the expert guidance of our localhosts. The AMS President's Reception andCongress Gala Banquet on July 8th at thebeautiful Muehlenhof - Museum of Rural Lifeof Munsterland was a great success wheredelegates mingled and renewed acquaintanceswith old friends and made new ones. The2005 World Marketing Congress set theperfect stage for the next Congress to be heldJuly 11 - 14, 2007 in Verona, Italy.

Academy of Marketing Science

San Antonio May 2006Dining Experiences

Riverwalk or downtown - San Antonio has avibrant and lively restaurant scene and the citydefinitely supports outstanding independentoperations. There are so many good places to gothat I will restrict the list to personal favoritesand/or local "must do's".

The Little Rhein Steak House and The FigTree are institutions on the Riverwalk - enjoy areally good meal with an outrageous wineselection.

The Fig Tree - beautiful location overlooking aquiet stretch of the Riverwalk this restaurant isnot the typical "tourist" destination. The menu iseclectic - pairing the best and freshest regionalingredients with a continental mode ofpreparation; it's won numerous national awards.http://www.figtreerestaurant.com/index.htm TheLittle Rhein Steak house is owned by the samegroup and offers wonderful steak house menu butin a more rustic setting than the Fig Tree. TheFig Tree is at 515 Villita; 224-1976. The LittleRhein is at 231 S. Alamo; 225-2111

Biga on the Banks - another Riverwalkrestaurant that attracts more locals than tourists.Menus is luscious in its pairing of ingredients(fresh salmon nachos) - and the menu balancesbig meaty entrees with remarkable seafoodentrees. http://www.biga.com/ 203 S. St. Mary's;225-0722

The Palm is a small chain of upscale steakhouses (think Ruth Chris with higher quality foodand MUCH better service); it's housed in a lovelyold building in downtown San Antonio.http://www.thepalm.com/sitemain.cfm?site_id=23233 E. Houston Street; 226-7256

Acenar - new age Mexican cuisine. Innovativeand modern approach to Mexican in a hip, urbansetting. Indoor and outdoor seating;http://www.acenar.com/pages/about; the bar,Atomar is currently very popular with SA'syoung professionals. 146 East Houston (next tothe Hotel Valencia);

Mi Tierra - solid Mexican cooking in a year'round Christmas decorated setting that's open24/7. The number of local patrons is almostalways greater than the number of city visitors, atestimony to the authenticity of the food. Thelocation near El Mercado makes it a welcomerespite about shopping. In the evening the MiTierra has strolling Mariachi singers to entertaineach table. 218 Produce Row; 225-1262

Boudro's On the Riverwalk - an upscale Tex-Mex restaurant located on the Riverwalk;generous and tasty cocktails, solid wine list, anda Tex-Mex menu that goes well beyond hotpeppers and beef. 421 E. Commerce; 224-8484

One of our newest hotels, Valencia's alsoboasts one of the prettiest and most populardining rooms downtown. The menu is self-described as "distinctive New American andSpanish-influenced cuisine". The food is verygood, but it's the physical space and the peoplewatching opportunities (Eva Longoria has beenspotted there regularly). 150 East Houston Street;227-9700

San Antonio/Alamo Heights/LincolnHeights/Olmos Park - the restaurants are within10-15 minutes drive from downtown and offer atrue "insider" view of the best of localrestaurants. Alamo Heights, Lincoln Heights,and Olmos Park are "suburbs" of the city butlocated between downtown and the airport. Asthe city grew to the north these neighborhoodshave maintained their separate status (OP is atown), but are physically located well within thenormal driving boundaries of what could betermed San Antonio Proper - all 3 areas arelocated between the downtown area and theairport.

The Silo - offers a hip, urban although slightlymore casual dining room experience than FigTree, but the food is serious - this is the localplace where the "foodies" go.http://www.siloelevatedcuisine.com/ 1133 AustinHighway; 824-8686

Bistro Vatel - small neighborhood restaurantspecializing in French cooking with an emphasison fresh, regional ingredients. Not a classicbistro dining room - all tables are individual, butcozy, with a respectable wine list and goodservice. 218 E. Olmos; 828-3141

Paesano's - the original (the Riverwalk store isok, but a pale shadow of the Lincoln Heightslocation) and where you will San Antonio's "oldguard" enjoying outstanding veal, seafood, freshbaked breads, and superb pasta. The restaurant isalso near the Quarry market shopping centerwhich boasts shopping, bars, and movie theaters.555 East Basse Road, 828-5191

Frederick's - Imagine the sensibility of the bestof Asian cooking married with classic Frenchpreparation and you have Frederick's, an intimateneighborhood restaurant in Lincoln Heights. Theintimate atmosphere, the presence of ownerFrederick, and an outstanding menu make this avery welcome counter to the omnipresent chainrestaurants. 7701 Broadway; 828-9050.

Cappy's on Broadway (828-9669) - casuallyelegant restaurant with a diverse menu set inAlamo Heights. Everything is beautifullyprepared, from elegant salads to gourmet burgerswith homemade chips. Nice patio area.Restaurant is near HEB's Central Market, one ofthe most interesting grocery stores (valet parking,massages, and extraordinary food) you'll evervisit. 5011 Broadway; 828-9669

Chris Madrid's is THE place to go for ahonkin' big, honkin' good burger. Housed in aconverted gas station (that has been added ontoover time) the tin roof, Christmas lights and neonsigns make for a charming setting in which toenjoy a great burger, hand cut fries and a coldmargarita or beer. The menu has items other thanburgers, but why? The star of the menu is thevenerable burger - look for the Macho FlamingJalapeno Cheddar burger. 1900 Blanco; 558-7788

Stonewerk's in Lincoln Heights (across fromthe Quarry Market) has one of the most charmingand popular outdoor patios in town. Menu is atypical pasta/salad/sandwich mode, but all arewell executed. Drinks are generous and the treelined outdoor seating area is a perfect place topeople watch. 7300 Jones Maltsberger Road;828-3508

La Fogata - how many restaurants serve realorchids in their drinks? Not many, but at LaFogata is de rigueur for the weekend. ThisMexican restaurant has an indoor seating area,but the real attraction is the outdoor area whichconsists of a series of patios that have fountains,partial walls, tile floors, plants, and strings oflights - more like being outdoor than in. Food isauthentic and well prepared. A San Antonioclassic. 2427 Vance Jackson; 340-1337

Things to DoRiver walk barge - a nice way to see many of

the major attractions along the Riverwalk as wellas a brief history lesson on the city.

The historic Alamo is worth a visit; it is themost visited attraction in the state. However, it ispart of series of missions built in the area and theothers are worth a visit as well; several of themare still in use as churches; one of the mostbeautiful is Mission San Jose with its rosewindow.

Close by the Alamo is the historic MengerHotel where Teddy Roosevelt held court with theRough Riders. There is the Teddy Roosevelt Barmodeled after the House of Lords Pub. TheMenger dining room has a wonderful Sundaybrunch. The historic Buckhorn Saloon is nearby

as well.Also close by is the Tower of America's, built

in 1968 for Hemisfair which has an observationdeck to see the panoramic view of San Antonioalong with a restaurant at the top which revolves360 degrees. The meals in the revolving towerare moderate in price and quality. Close by is theRivercenter Mall with a food court and also somesit-down restaurants to choose from. There isalso an IMAX theatre and a Comedy Club.

The Hemisfair Plaza is a great place to walkand jog, and there are some arts and crafts shops.The Texas Institute of Cultures is next door.

El Mercado - the Mexican Market is a prettyplace to stroll and look for souvenirs.

The Quarry Market - you may have seen the 3huge cement towers as you drove from theairport to downtown - original remnants of thelimestone quarry and cement factory once housedin this location. Developed in the 1998 this openair concept mall houses more than a dozenrestaurants, a beautiful movie cinema (housed inone of the original factory buildings) that boastsan escalator to take you to the upper storytheaters, and approximately 50 shops rangingfrom Harold's, to Restoration Hardware to BlackMarket/White House to a great Cigar store you'llfind a range of better retail chain stores and someoutstanding independents as well. Set in LincolnHeights this upscale shopping center has earnedthe nickname "Baby Boomer Bodega". Visit theMetropolitain for a wonderful cup of cocoa(made from imported cocoas, butter, and cream)and watch the parade of shoppers go by.The best Sea World in the U.S. is here in SanAntonio. You can spend more than one daythere, especially if the kids are along. There isalso Fiesta Texas, which is part of the Six FlagsAmusement park chain.

There are also many lovely and challenginggolf courses and many reasonably goodmunicipal courses as well. Of the former, theQuarry is among the newest and most prestigiousand is within 15 minutes of downtown. Built in aformer limestone quarry, the front nine sits onone side of Basse Road and the Back nine on theother side. Unique course and great location nearmany restaurants and shopping attractions.

Northwest of San Antonio is Helotes, home ofFloore's Country Store where Willie Nelson andRay Price got their start. Sit outside on the largepatio and listen to some good music and eat somegood bar-b-que. Out in Leon Springs is an areaof restaurants and clubs, along with the LeonSprings Dance Hall.

For shopping, the Rivercenter Mall is attachedto the Marriott Rivercenter Hotel is a good place,but the serious place to shop would be thebiggest mall in San Antonio called North StarMall (about a $12 cab ride from downtown).Look for the pair of giant cowboy boots outsidethe mall. It has the major department stores andhundreds (or so it seems) of smaller shops.

The newest addition in our city is the shops atLa Cantera - a luxurious open air mall that boaststhe cities first Neiman Marcus and Nordstroms,plus many other fine stores all set in a HillCountry landscape with outstanding architecture(as retail space goes). The shops areapproximately 30 minutes from downtown.

If you have the time and a rent car, a must seewould be a drive up into the Hill Country.Fredericksburg, Texas (less than two hours away)is a great town for shopping small shops and foreating some really good German Food. Alsoclose by northwest of San Antonio is Castroville,Texas, an Alsace community filled with antiquestores and historic homes. The most visited sitein Texas is the enormous outlet mall in SanMarcos (about 75 miles north) on some of themost nerve-racking freeway construction in theU.S. If you drive that way, take time to stop inan old German town called Gruen north of NewBraunfels. You might want to visit theFredericksburg Butterfly Ranch & Habitat (seehttp://www.livebutterfly.com/ )

v AMS Officers And Staff v

2 Volume 7AMS Quarterly

Central Office:School of Business AdministrationUniversity of MiamiP.O. Box 248012Coral Gables, Fl 33124-6536(305) 284-6673Fax (305) [email protected]

Officers:PresidentCharles W. LambTexas Christian University(817) [email protected]

Executive Vice President/DirectorHarold W. BerkmanUniversity of Miami(Central Office)(305) 284-6673

Vice President for ProgramsLou E. PeltonUniversity of North Texas

(940) [email protected]

Vice President for PublicationsRajan VaradarajanTexas A&M University(979) [email protected]

Vice President for Membership - N.AmericaJohn B. FordOld Dominion University(757) [email protected]

Vice President for Membership - InternationalB. (Ram) RamaseshanCurtin University of Technology(6189) [email protected]

Vice President for DevelopmentAnne L. BalazsMississippi University for Women

(662) [email protected]

Secretary/TreasurerGreg W. MarshallRollins College(407) [email protected]

Chairman, Board of GovernorsJ. Thomas MentzerUniversity of Tennessee(865) [email protected]

Board of GovernorsJill S. Attaway (2000-2006)Julie Baker (2002-2008)Leonard L. Berry (2002-2008)S. Tamer Cavusgil (2004-2010)Michael R. Czinkota (2004-2010)O.C. Ferrell (2000-2006)A. Parasuraman (2002-2008)Jagdish N. Sheth (2000-2006)Michael R. Solomon (2000-2006)Rosann Spiro (2004-2010)

David Stewart (2004-2010)

Immediate Past PresidentM. Joseph (Joe) SirgyVirginia Tech(540) [email protected]

Journal of the Academy ofMarketing ScienceEditorGeorge M. ZinkhanUniversity of GeorgiaTerry College of Business148 Brooks HallAthens, GA 30602-8528(706) 425-3004(706) 542-3788 [email protected]

Academy of Marketing ScienceReviewEditorJim GentryUniversity of Nebraska

College of Business AdministrationLincoln, NE 68588-0492(402) 472-3278(402) 472-9777 [email protected]

AMS QuarterlyEditorJohn B. FordOld Dominion UniversityCollege of Business and PublicAdministrationNorfolk, VA 23529(757) 683-3587(757) 683-3258 [email protected]

Associate EditorWilliam T. NeeseBloomsburg UniversityCollege of BusinessBloomsburg, PA 17815(570) [email protected]

AMS QuarterlyMarch 2006 3

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The Journal of Macromarketing examines important social issues, how they are affected by marketing, and how society influences the conduct of marketing. Though primarily a marketing journal, the Journal of Macromarketing also includes a wide range of social science and businessdisciplines including management, economics, sociology, and history.

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From the Director ofInternational Programs

Verona, Italy - Site of the 2007 WorldMarketing Congress

I made a site visit to Verona, Italy from 28February to 1 March 2005 confirming thatthis will be the location for the 2007 WorldMarketing Congress from July 11 throughJuly 14. Sessions will be held on thecampus of the University of Verona. Thelocation is but a few minutes walk from thePiazza Bra, the site of L'Arena, an ancientRoman theater, and close to the hotels thatwill serve as our accommodations for thecongress.

John T. (Tom) Mentzer and Matthew B.Myers, both from the University ofTennessee, will act as Program Co-Chairsfor North America. The University ofVerona team will be headed up by AntonioBorghesi, the Local Arrangements Chair,and Paola Signori as Project Manager. Theywill be ably assisted by Barbara Gaudenzi(cultural events, services, catering), IvanRusso (marketing and communication), andSimone Girelli (site technical arrangements).

The university setting is excellent. We willbe in the main meeting facility, built in2002, which has outstanding audio visualtechnology in support of fine rooms for oursessions.

As is our custom we will be providing astrong professional program andopportunities to experience the culture forall delegates. Italian cuisine and wines willalso be part of the experience. And we willbe having at least one of our eveningfunctions at a wonderful villa outside thecity. It is possible to see an opera at L'Arenaand we are looking into this. Bookingwould have to be done well in advance.Stay tuned on this possibility.

Verona has an incredible history and if youwould like to get a taste of the sites pleasevisit the websites virtourist.com for a tour ofthe city with photos and commentary, andwguides.com. The latter has pages dealingwith the sites, accommodations, shopping,visiting the city, restaurants, practicalinformation, weather, and more. My wife,Shirley, and I did the 40-stop tour listed atvirtourist.com over a couple of days and itwas great!

Verona is in the north of Italy and by railonly an hour and a half west of Venice andthree to four hours east of Florence.

Start making your research and presentationplans now to be part of this uniqueexperience.

If you are interested in being part of theprogram team please contact Matt Myers [email protected]. We will begin to puttogether the team later on this summer.Questions about the Verona location shouldbe directed to Paola Signori [email protected] . Things are still inthe formative stages, but as details firm upthey will appear on a website to bedeveloped for the congress later this year.

Jay D. Lindquist, Ph.D.

[email protected]

New Editor Selectedfor AMS Quarterly

We are pleased to announce that anew Editor has been chosen for theAMS Quarterly newsletter. Dana-Nicoleta Lascu will take over thenewsletter with the Spring 2006issue. Dana is currently the Chair ofthe Marketing Department in theRobins School of Business at theUniversity of Richmond. Dana willsucceed John Ford, who iscompleting his sixth year as editor.John Ford will edit the Winter 2005issue, and Dana will take over forthe Spring 2006 issue. Please plan tosend your news items, calls forpapers, position announcements, etc.to Dana at "Lascu, Dana"<[email protected]> afterDecember 2005. We welcome Danato this new role in the Academy ofMarketing Science.

v

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2006 AMS AnnualConference Program

Hyatt Regency -Austin, TX

May 24 - May 27Wednesday May 24, 2006

Daily Highlights

AMS Executive Committee Meeting8:30 a.m. - 5:00 p.m.

Directors Room

Registration and Exhibits 10:30 a.m. - 4:30 p.m.

Pecan

"Another Look at Wine and Popular Culture -Some 'Grounded Theory'"

Mitch Griffin, Joe Hair, and Barry J. Babin5:15 p.m. - 6:15 p.m.

Live Oak

AMS Early Bird Reception6:30 p.m. - 7:30 p.m.

Lone Star Palace[In the event of inclement weather, please join us in

the Rio Grande Ballroom]

Concurrent Sessions12:00 p.m - 1:30 p.m.

Session 1.1 - PecosDoctoral Colloquium Track - Double SessionTitle: Consumer Behavior Issues, Part I

Session Chair: Julie Baker, Texas ChristianUniversity

Consumer Perceptions of Quality, Risk andValue: A Conceptual FrameworkPelin Bicen, Texas Tech University

The Price is Right! Or is It? A Study of Price as aMeasure of Information and Its Effect on theCustomer's Decision Making ProcessKomal Gyani-Karani, Drexel University

Parental and Sibling Identification: A NewTheoretical Framework for the Effects of BirthOrder, Sex Congruency and Ethnicity onPurchase IntentionAdriana M. Boveda-Lambie, University of RhodeIsland

Session 1.2 - FrioRetailing Track - Competitive Paper SessionTitle: Store Environment and Image

Session Chair: Jingyun (Kay) Zhang, BowlingGreen State University

Desire for Visual Aesthetics (DVA) in the StoreEnvironment: Concept and Measurement Anshu Saran, University of Texas-Pan AmericanLaura Serviere, University of Texas-Pan AmericanMorris Kalliny, University of Missouri-RollaMichael S. Minor, University of Texas-PanAmerican

Do Other Customers Matter? Examining theImpact of Other Customers in Retail/ServiceSettingsJingyun (Kay) Zhang, Bowling Green StateUniversity

The Effects Of Store Image And ProductBranding On The Assignment Of ResponsibilityFor Failures Involving Multiple FirmsRonald L. Hess, Jr., The College of William & Mary Margaret G. Meloy, The Pennsylvania StateUniversityWilliam T. Ross, Jr., The Pennsylvania StateUniversity

Discussant: Lauren Skinner, University of Alabama

Session 1.3 - NuecesConsumer Behavior Track- Competitive PaperSession Title: Cultural Influences on Behavior

Session Chair: James H. Leigh, Texas A&MUniversity

Religious and Cultural Animosity ModelExtension: Implications for Purchase IntentionsMorris Kalliny, University of Missouri-RollaAngela Hausman, University of Texas-PanAmericanAnshu Saran, University of Texas-Pan American

Superstitious Beliefs as Antecedents of ConsumerEvaluation of Brand LogosYong Jian Wang, University of Texas-Pan AmericanMonica Hernandez, Kansas State UniversityMichael S. Minor, University of Texas-PanAmerican

China's Changing Culture: Rural and UrbanConsumers' Favorite ThingsFrancis Piron, Qatar Universitiy

Discussant: Tracy R. Harmon, University of SouthFlorida

Concurrent Sessions1:30 p.m. - 3:00 p.m.

Session 2.1 - PecosDoctoral Colloquium Track - Double SessionTitle: Consumer Behavior Issues, Part II

Session Chair: Rajasree K. Rajamma, University ofNorth Texas

The Neuroscience of Consumer BehavioralDecision MakingDante Monique Pirouz, University of California,Irvine

Fan or Fanatic: A Measure of ConsumerDevotionMandy H. Ortiz, University of Alabama

Consumer-Based Brand Trust Scales: Validationand AssessmentSusan Brudvig, Florida State University

End of Life Care: The Need for a CulturalTransitionMohammadali Zolfagharian, University of NorthTexas

Session 2.2 - FrioBusiness-to-Business Marketing Track -Competitive Paper Session Title: Branding in the B2B Marketplace

Session Chair: Christina Sichtmann, Free Universityof Berlin

Determinants Of Brand Sensitivity andProduct/Service Choice in an OrganizationalBuying ContextBrian P. Brown, Georgia State UniversityWesley J. Johnston, Georgia State UniversityDanny N. Bellenger, Georgia State University

Conceptualizing Franchisee PerceivedRelationship Value: Implications for Behavioraland Performance Outcomes Tracy R. Harmon, University of South Florida Merlyn A. Griffiths, University of California, Irvine

Why Do Leading Brand Manufacturers SupplyPrivate Labels?J. Tomas Gomez-Arias, St. Mary's College ofCaliforniaLaurentino Bello-Acebron, University of A Coruña

Discussant: James Barry, Nova SoutheasternUniversity

Session 2.3 - NuecesInternational-Multinational Marketing Track -Competitive Paper Session Title: International Marketing Strategies

Session Chair: Gerald Albaum, University of NewMexico

A Dyadic Study of the Determinants of Exporter-Importer Relationship PerformanceFarid Ahmed, University of Western Sydney

Global Market Segmentation Strategy Decisionsand Managerial Assessment of PerformanceStephen H. Craft, Birmingham-Southern CollegeSalah S. Hassan, The George Washington University

New Dynamics in the Global Supply Chain:Discovering Apparel Import IntermediariesJung-Eun Ha, University of North Carolina atGreensboroBarbara Dyer, University of North Carolina atGreensboro

Discussant: Gerald Albaum, University of NewMexico

Session 2.4 - BlancoServices Marketing Track - Competitive PaperSession Title: Value Creation and Customer/ServiceProvider Collaboration

Session Chair: Charles Blankson, University ofNorth Texas

Value Creation within a Service Dominant Logicfor MarketingSabine Moeller, WHU - Otto Beisheim School ofManagementMartin Fassnacht, WHU - Otto Beisheim School ofManagement

Leadership by Customers? Implications ofCustomer Involvement for Leadership in ServiceCompaniesPeter Maas, University of St. GallenAlbert Graf, University of St. Gallen

An Evolvement Model of Consumer-ServiceProvider RelationshipsJingyun (Kay) Zhang, Bowling Green StateUniversity

Discussant: Noel Y.M. Siu, Hong Kong BaptistUniversity

Session 2.5 - LlanoExcellence in Marketing Education andInnovative Teaching Track - Special Session Title: Moving Education Theory to Practice -Experiential Learning for Part-time MBA Programs

Session Description: This session explores three very different models forexperiential learning offered to part-time MBA'sincluding distant learners. The session leadersprovide candid insights into student issues andfaculty issues

Moderator: K. Douglas Hoffman, Colorado StateUniversity

Panel: Vince Howe, University of North Carolina,WilmingtonRebecca Porterfield, University of North Carolina,WilmingtonBarbara Spencer, Mississippi State University

REFRESHMENT BREAK3:00 p.m. - 3:30 p.m.

A-Level Foyer


Session 3.1 - PecosExcellence in Marketing Education andInnovative Teaching Track - Competitive PaperSession Title: The Internationalization of MarketingEducation

Session Chair: Victoria L. Crittenden, BostonCollege

Teaching Marketing in a Developing Nation: AReflective ViewMohammed Abdur Razzaque, University of NewSouth Wales

Marketing According to Their ProfessorsFátima Cristina Trindade Bacellar, FaculdadesIBMECRJAna Akemi Ilkeda, Universidade de São Paulo

Globalization and U.S. Universities: WhatRealities are Most Relevant to the SuccessfulInternationalization of Their InstitutionsVan R. Wood, Virginia Commonwealth UniversityKim R. Robertson, Trinity University

Discussant: K. Douglas Hoffman, Colorado StateUniversity

Session 3.2 - FrioRetailing Track - Competitive Paper SessionTitle: Pricing, Products, and Packaging

Session Chair: Julie Guidry, Louisiana StateUniversity

Measuring Price Elasticity Differences ForPrivate Labels And National Brands Of DairyProducts And Orange JuiceMin-Hsin Huang, National University of KaohsiungEugene Jones, Ohio State UniversityDavid E. Hahn, Ohio State UniversityRobert Leone, Ohio State University

New Package Design: Evaluation of ConsumerExperienceGary R. Holmes, University of North Texas

Lead Products and Retail Store Choice DecisionsPilsik Choi, Clark University

Discussant: Angeline Grace Close, University ofGeorgia and University of Nevada-Las Vegas

Session 3.3 - NuecesMarketing Strategy Track - Competitive PaperSession Title: Organizational Learning and MarketOrientation

Session Chair: James Sinkula, University ofVermont

Developing and Validating an Instrument forMeasuring the Driving Markets ApproachDavid Martín-Consuegra, University of Castilla-LaMancha Arturo Molina, University of Castilla-La Mancha Águeda Esteban, University of Castilla-La Mancha

Organizational Learning and New ProductOutcomes: Integrating Research ApproachesIryna Pentina, University of North Texas

Strategic Outcomes of Market Orientation andMarket SegmentationMohammadali Zolfagharian, University of NorthTexas

Discussant: Gregory Whitwell, University ofMelbourne

Session 3.4 - BlancoElectronic and Interactive Marketing Track -Competitive Paper Session Title: Impact of Technology on Consumer Behavior

Session Chair: Vishal Lala, Pace University

Enhancing Customer Trust in E-Commercethrough Web PortalsHans H. Bauer, University of MannheimCarmen-Maria Albrecht, University of MannheimMarcus M. Neumann, University of MannheimTobias E. Haber, University of Mannheim

Ad Acceptance: Scale Development, Purification,and Validation of Acceptance of Advertising onMobile TelephonesAnshu Saran, University of Texas-Pan AmericanKevin Cruthirds, University of Texas-Pan AmericanM. S. Minor, University of Texas-Pan American

Individual Assessment of Humanlike ConsumerRobots - An Extended TAM with AestheticsAdesegun Oyedele, University of Texas-PanAmericanSoonkwan Hong, University of Texas-Pan AmericanM. S. Minor, University of Texas-Pan American

Discussant: Tim Landry, University of Oklahoma

Session 3.5 - LlanoConsumer Behavior Track - Competitive PaperSession Title: Decisions, Decisions

Session Chair: Monica Hernandez, Kansas StateUniversity

Integration of Consumer Buying BehavioralParameters with Signal Detection TestsSandra Liu, Purdue University Robert D. Melara, City University of New York Jie Chen, Purdue UniversityRaj Arangarasan, Purdue UniversityFrancesco Massara, IULM University

A Multi-Attribute Utility Model for ConsumerDecision Making and Optimal ProductConfigurationSenay Solak, Southern Polytechnic State UniversitySerkan Bolat, University of TennesseeGokhan Sarpkaya, Auburn University

Individual Decision Making Under Variety: TheEffects of "Attribute Alignability"Andreas Herrmann, University of St. GallenMark Heitmann, University of St. GallenDorothea Schaffner, University of St. Gallen

Discussant: Tillman Wagner, Texas Tech University

Wednesday May 24, 2006Evening Events

"Another Look at Wine and Popular Culture -Some 'Grounded Theory'"

Mitch Griffin, Joe Hair, and Barry J. Babin5:15 p.m. - 6:15 p.m.

Live Oak

AMS Early Bird Reception6:30 p.m. - 7:30 p.m.

Lone Star Palace[In the event of inclement weather, please join us in

the Rio Grande Ballroom]

Thursday May 25, 2006

Daily Highlights

Annual AMS Review Meeting7:15 a.m. - 8:15 a.m.

Directors Room

Registration and Exhibits8:30 a.m. - 4:30 p.m.

Pecan

Annual AMS Awards Luncheon 12:00 p.m. - 1:30 p.m.

Regency Center 1/3

Concurrent Sessions8:30 a.m. - 10:00 a.m.

Session 4.1 - PecosExcellence in Marketing Education andInnovative Teaching Track - Special DoubleSessionTitle: Market Driving Changes in College Textbooks- Perspectives from Leading Authors and Publishers,Part I

Session Description: This double session features a panel of fourprominent marketing textbook authors and a panelof four prominent editors, marketing managers, orother executives from leading textbook publishingcompanies. The panelists will discuss a wide rangeof forces currently affecting the development andmarketing of teaching/learning materials for thecollege market, and expectations for the future. Theeffect of technology will be explored from severalperspectives. These sessions should be particularlytimely and interesting to the AMS constituencies,given the recent increased attention to the evolvingrole of textbooks in marketing education.

Moderator: Charles W. Lamb, Texas ChristianUniversity

Author Panel: O. C. Ferrell, University of WyomingJoe F. Hair, Kennesaw State University

AMS Quarterly4 Volume 7


Roger A. Kerin, Southern Methodist UniversityGreg W. Marshall, Rollins College

Session 4.2 - FrioServices Marketing Track - Competitive PaperSession Title: Service Technology and KnowledgeManagement

Session Chair: Hardeep Chahal, University ofJammu, India

Toward a Conceptualization of Technology-Mediated Personalization (TMP)Anyuan Shen, University of NebraskaA. Dwayne Ball, University of Nebraska

A Study of Service Quality, Perceived Risk andPersonal Innovativeness in Internet BankingNoel Y.M. Siu, Hong Kong Baptist UniversityLudwig M.K. Chang, Hong Kong BaptistUniversity

Building Customer Capital through KnowledgeManagement Processes in the HealthcareContextSandra S. Liu, Purdue UniversityCarol Yuh-Yun Lin, National Cheng-Chi University

Discussant: Sabine Möller, WissenschaftlicheHochschule für Unternehmensführung

Session 4.3 - NuecesSupply Chain Management Track - SpecialSession Title: Market Driving Changes in Global SupplyChains

Session Description:The following critical question serves as the focalpoint for this session: How are global marketschanging in terms of supply chains and what shouldthe changes mean for research agendas in theMarketing/Supply Chain Management interface?

Moderator: John T. Mentzer, University ofTennessee

Panel: Greg Gundlach, University of North Florida Lou Pelton, University of North Texas John T. Mentzer, University of Tennessee

Session 4.4 - BlancoMarketing Research Methods Track - SpecialSessionTitle: Tapping into the U.S. Market - Navigating theCensus Bureau Website and American FactFinder

Session Description:The session deals with U.S. market informationavailable at the Census Bureau website. Theemphasis will be on the types of informationavailable and how to access each type ofinformation in user friendly forms. Thisinformation would be integrated into classroomusages and research usages.

Moderator: Anne Balazs, Mississippi University forWomen

Presenter: Paula Wright, Bureau of the Census

Session 4.5 - LlanoRetailing Track - Special Session Title: Understanding Retail Satisfaction

Session Description: Although past research has identified severalimportant issues and has shed light on severalaspects of specific retail environments, retailperformance, and retail satisfaction, severalunexplored or under-researched areas still exist thatrestrict our understanding of retail satisfaction.This special session pursues some of these under-researched themes and seeks to provide a contextualand deeper understanding of consumer satisfactionin retailing.

Moderators:Dhruv Grewal, Babson CollegeGopalkrishnan R. Iyer, Florida Atlantic University

Presenters: Dimensions of Retail SatisfactionGopalkrishnan R. Iyer, Florida Atlantic UniversityHeiner Evanschitzky, University of Muenster

The Role of Salespeople in Retail PerformanceArun Sharma, University of Miami

Cognitive or Emotional Mediation ofAtmospheric FactorsJean-Charles Chebat, HEC Montréal

Retail Pricing Tactics and Customer SatisfactionDhruv Grewal, Babson CollegeJoan Lindsey-Mullikin, Babson College

REFRESHMENT BREAK10:00 a.m. - 10:30 a.m.

A-Level Foyer

Concurrent Sessions10:30 a.m. - 12:00 p.m.

Session 5.1 - PecosExcellence in Marketing Education and

Innovative Teaching Track - Special DoubleSession, continuedTitle: Market Driving Changes in CollegeTextbooks - Perspectives from Leading Authors andPublishers, Part II

Session Description: Continuation of Session 4.1 - see sessiondescription at that location in the program.

Moderator: Charles W. Lamb, Texas ChristianUniversity

Publisher Panel: Neil Marquardt, Executive Editor- Marketing,Thomson Higher EducationKatie Rose, Senior Sponsoring Editor-Marketing,Houghton-Mifflin Co.Andy Winston, Publisher-Marketing, McGraw-Hill/Irwin

Session 5.2 - FrioConsumer Behavior Track - Competitive PaperSession Title: Consumer Communication and Decision-Making

Session Chair: Angela Hausman, University ofTexas-Pan American

Do You Hear What You Need? Hedonic-Experiential Effects in Word-of-MouthCommunicationsLei Huang, McGill University Sema Barlas, McGill University

College Students Go Mobile: An Age Differencein Mobile Service Loyalty DecisionsArchana Kumar, University of Tennessee Heejin Lim, University of Tennessee

Consumers' Preference Shift Under the Deletionof Common Features with VaryingAttractiveness: An Examination of CompetingExplanationsWen-bin Chiou, Kaohsiung Hospitality College

Discussant: Laura Serviere, University of Texas-PanAmerican

Session 5.3 - NuecesBusiness-to-Business Marketing Track -Competitive Paper SessionTitle: Pricing, Service, and Trust in B2BRelationships

Session Chair: Tim Foster, Luleå University ofTechnology

Price Reduction Pressure and Trusting RelationsJohn W. Henke, Jr., Oakland UniversityRavi Parameswaran, Oakland UniversityR. Mohan Pisharodi, Oakland University

The Impact of Service Quality, RelationshipSatisfaction, Trust and Commitment on Loyalty:An Empirical Investigation in a Business-to-Business Services ContextRuben Chumpitaz C, Université catholique de Lille,FranceNicholas G. Paparoidamis , Université catholiquede Lille, France Christina Chung, University of SouthernMississippi

Customer-oriented Selection and Pricing ofSupplementary Services in Business Markets Christina Sichtmann, Free University of BerlinRobert Wilken, University of Muenster

Discussant: J. Tomas Gomez-Arias, St. Mary'sCollege of California

Session 5.4 - BlancoDoctoral Colloquium Track SessionTitle: Advertising Issues

Session Chair: John B. Ford, Old DominionUniversity

Gender Roles in Advertising: A Perspective fromFeminismLilly Ye, University of North Texas

Is It Ethical to 'Scare' a Consumer? Anexamination of Ethics and Fear Appeal inAdvertisingDelonia Minor, University of Memphis

The Use of Swear Words in Print AdvertisingBrent Baker and C. Jared Broadus, University ofSouth Florida

Session 5.5 - LlanoElectronic and Interactive Marketing Track -Special SessionTitle: Online Marketing Communications

Moderator: Sandeep Krishnamurthy, University ofWashington

Panel: Sandeep Krishnamurthy, University of WashingtonS. Umit Kucuk, Post-Doctoral Fellow, DardenSchool, University of VirginiaVishal Lala, Pace UniversityNancy Spears, University of North Texas

Annual AMS Awards Luncheon 12:00 p.m. - 1:30 p.m.

Regency Center 1/3


Session 6.1 - PecosMary Kay Doctoral Dissertation Competition -Award Winners' Session

Session Chair: Lou E. Pelton, University of NorthTexasSpecial Guest: Anne M. Crews, Mary KayCorporation

Presenters:The Development of Market EfficientTechnological Innovation: A Holistic Study fromMultiple PerspectivesNukhet Harmancioglu, Michigan State University

How Deadlines Affect the Purchase Process forServicesJames Lemieux, University of Kansas

Sales Force Control Systems - An AdaptiveSelling and Customer Portfolio Perspective C. Fred Miao, University of Missouri - Columbia

Context Effects under Prevention and PromotionMotivations Mehdi Mourali, Concordia University

Session 6.2 - FrioBusiness-to-Business Marketing Track -Competitive Paper Session Title: B2B Marketing in the New ElectronicEnvironment

Session Chair: Göran Svensson, HalmstadUniversity

Virtual New Product Development Teams: AnIntegrated Framework of Interface EffectivenessVishag Badrinarayanan, Texas State University -San MarcosDennis B. Arnett, Texas Tech University

Increasing the Chance of Success in B2BCustomer Database ManagementDebra Zahay, Northern Illinois University

Industrial Marketing Communication: A(R)evolutionary Journey From Marketplace toMarketspaceTim Foster, Luleå University of Technology

Discussant: Brian P. Brown, Georgia StateUniversity

Session 6.3 - NuecesExcellence in Marketing Education andInnovative Teaching Track - Competitive PaperSessionTitle: Revising the Marketing Curriculum

Session Chair: Vince Howe, University of NorthCarolina at Wilmington

Revising Courses in the Marketing CurriculumBased on Exploratory Research Using and Indexof Learning StylesMary T. Galvan, North Central College

A Multi-Level Approach to Retail ManagementEducationR. Glenn Richey, Jr. University of AlabamaLauren Skinner, University of Alabama

The Undergraduate Capstone MarketingCourse: Objectives, Content, and PedagogyVictoria L. Crittenden, Boston CollegeWilliam F. Crittenden, Northeastern UniversityKevin Galligan, Boston College

Discussant: Debbie Thorne, Texas State University

Session 6.4 - BlancoSupply Chain Management Track - CompetitivePaper Session Title: Logistics Services - Strategic Implications

Session Chair: Donna Davis, Texas Tech University

The Role of Technology in Industrial Customers'Perceptions of Logistics Service Quality andTheir Future Purchase IntentionsCarol C. Bienstock, Radford UniversityMarla Royne Stafford, University of MemphisThomas F. Stafford, University of Memphis

Towards An Integrated Theory of LogisticsService Competency: Orienting Firms TowardsService ExcellenceMert Tokman, University of AlabamaR. Glenn Richey, University of Alabama

Broadening the Concept of RelationshipMarketingTerrence Beckman, Queen's University

Discussant: Madhav Pappu, Texas A&MUniversity

Session 6.5 - LlanoServices Marketing Track - Special Session Title: Research on Services at the Bottom of theEconomic Pyramid

Session Description:Research on services has tended to emphasize theneeds ad purchasing practices of well-to-doconsumers in highly developed economies.However, we need to escape the bias of affluence inservice research and also address the need foraffordable services among the four billion people inthe bottom two-thirds of the world's economicpyramid. This session reports preliminary findingsfrom two ongoing projects.

Moderator: V. Venkata Ramana, University ofHyderabad

Presenters:Mobile Telephony and Financial ServicesDeveloped by Companies for Poor ConsumersChristopher Lovelock (Yale University)Jochen Wirtz, National University of Singapore

Services Developed and Offered by PoorEntrepreneurs in Mexico Daniel Maranto, EGADE, Tec de MonterreyJavier Reynoso, EGADE, Tec de MonterreyAngel Apunte, EGADE, Tec de Monterrey


A-Level Foyer


Session 7.1 - PecosAnnual AMS Meet the Editors Session(NOTE: This session runs 3:30 p.m. - 5:30 p.m.)Title: Navigating the Review Process- Guidepostsfrom Journal Editors

Moderator: P. Rajan Varadarajan, Texas A&MUniversity and AMS VP for Publications

Panel: Academy of Marketing Science ReviewJim Gentry, University of Nebraska-LincolnJournal of the Academy of Marketing ScienceDave Stewart, University of Southern CaliforniaJournal of Interactive MarketingVenky Shankar, Texas A&M UniversityJournal of Marketing Theory and PracticeGreg Marshall, Rollins CollegeJournal of Personal Selling & Sales Management Ken Evans, University of MissouriJournal of RetailingMichael Levy, Babson CollegeJournal of Service Research A. Parasuraman, University of MiamiMarketing Science Steve Shugan, University of Florida

Session 7.2 - FrioExcellence in Marketing Education andInnovative Teaching Track - Special Session Title: Maintaining Professionalism in the Classroom

Session Description: This intriguing session discusses the changes instudent behavior and presents strategies forreestablishing and/or maintaining professionalism inthe classroom

Moderator: Victoria L. Crittenden, Boston College

Panel: Linda Ferrell, University of WyomingO. C. Ferrell, University of WyomingDebbie Thorne, Texas State University

Session 7.3 - NuecesInternational-Multinational Marketing Track -Competitive Paper Session Title: Understanding the International RetailingCustomer

Session Chair: John Cadogan, LoughboroughUniversity

A Revisit of Theoretic Model of Store ImageFormation and its Application in ChineseConsumersHaiyan Hu, Utah State UniversityCynthia Jasper, University of Wisconsin-Madison

A Consumer Ethnocentrism Model of ForeignRetail Store Patronage: An Initial Empirical Testof Extrinsic Cues and Moderating Effect inBeijingKelvin Tay, Loughborough UniversityMohammed Rafiq, Loughborough University

Consumers' Need for Uniqueness andCustomization Behavior among ChineseConsumers Judy Li Zhu, University of GloucestershireCharles Chi Cui, University of ManchesterKathryn Fordham, University of Manchester

Discussant: John Cadogan, LoughboroughUniversity

Session 7.4 - BlancoPricing and Marketing Metrics Track -Competitive Paper SessionTitle: Web Pricing and Product Sampling

Session Chair: Komal S. Karani, Drexel University

The Effect of Prices for Incidental Products in


Web Page Promotions on Consumer PricePerceptions for an Unrelated Target ProductThomas Jensen, University of ArkansasJeremy Kees, University of ArkansasScot Burton, University of ArkansasElyria Kemp, University of Arkansas

Congestion Pricing in an Internet MarketJose J. Canals-Cerda, University of Colorado atBoulder

The Effect of Product Sampling on PurchaseBehaviorInsaf Ben Amor, Institute of Firms Administration,Lille, FranceFrancis Guilbert, Institute of Firms Administration,Lille, FranceIkram Longo, Institute of High TechnologicalStudies, Tunis, Tunisia

Discussant: Rajasree Rajamma, University of NorthTexas

Session 7.5 - LlanoMarketing Strategy Track - Special Session Title: Organizational Learning and Market DrivingChange - A Research Agenda

Session Description:Market driving change from the perspectives oforganizational learning, resource advantage, andservice dominant logic.

Moderator: Michael T. Ewing, Monash University

Panel: William E. Baker, San Diego State UniversityRobert E. Morgan, University of AlabamaJames Sinkula, University of VermontStephen Vargo, University of HawaiiGregory Whitwell, University of Melbourne

Reception 6:30 p.m. - 7:30 p.m. Regency Center 1/3

Friday May 26, 2006

Daily Highlights

Registration and Exhibits8:30 a.m. - 4:30 p.m.

Pecan

JAMS Editorial Review Board Meeting8:30 a.m. - 10:00 a.m.

Llano

AMS Board of Governors Meeting10:30 a.m. - 12:00 p.m.

Directors Room

Annual AMS Business Meeting5:00 p.m. - 6:00 p.m.

Directors Room

Annual AMS President's Reception6:00 p.m. - 7:00 p.m.

Regency Foyer

Concurrent Sessions8:30 - 10.00

Session 8.1 - LlanoJAMS Editorial Review Board Meeting(NOTE: This session runs 7:30 a.m. - 9:00 a.m.)

Moderator: Dave Stewart, University of SouthernCalifornia

Session 8.2- FrioBusiness-to-Business Marketing Track -Competitive Paper SessionTitle: Managing B2B Relationships

Session Chair: James Barry, Nova SoutheasternUniversity

Antecedents to Relationship-specific Investmentsin Cross-border Marketing ChannelRelationships Mons Freng Svendsen, Norwegian School ofEconomics and Business AdministrationSven A Haugland, Norwegian School of Economicsand Business Administration

Modeling the Role Of Power Distance and SocialFormality in Business-to-Business RelationshipsIn IndiaAngelica C. Cortes, University of Texas Pan-AmericanSindy Chapa, University of Texas Pan-AmericanAkash Dania, University of Texas Pan-American

A Conceptual Framework of Mutual andInteractive Vulnerability in BusinessRelationshipsGöran Svensson, Halmstad University

Discussant: Tim Foster, Luleå University ofTechnology

Session 8.3 - NuecesConsumer Behavior Track - Competitive PaperSession

Title: Consumption Under Uncertainty

Session Chair: Audhesh Paswan, University ofNorth Texas

The Influence of Gambling Benefits andAcceptability on Casino Gambling SatisfactionGG Rosseau, Nelson Mandela MetropolitanUniversity DJL Venter, Nelson Mandela MetropolitanUniversity

Multiracials Versus Monoracials: Towards aFramework for Consumer Traits and ArtworkConsumptionSimo Mohammadali Zolfgharian, University ofNorth Texas

The Application of a Mutual Cyclical GrowthModel of Romantic Relationships to InvestigateConsumer Brand CommitmentMichael L. Coolsen, Shippensburg University Melissa L. Brandt, Shippensburg UniversityKenneth C. Herbst, College of William and Mary

Discussant: Russell Adams, University of Texas-Brownsville

Session 8.4 - BlancoEthics, Social Responsibility Track - SpecialSessionTitle: Governance: Corporate, Nonprofit, andUniversity Perspectives

Session Description:Recent corporate scandals around the world haveforced regulatory change and brought thegovernance dialogue to new heights and domainswithin many industry sectors, including non-profitorganizations and educational institutions. Tostrengthen understanding of the role of governancein a variety of organizations, panelists will discusstheoretical directions, practical approaches, andtrends that have occurred in organizationalgovernance, including perspectives and examplesfrom the corporate, nonprofit, and universitysectors.

Session Chair: Debbie Thorne, Texas StateUniversity

Panel: Linda Ferrell, University of WyomingO.C. Ferrell, University of WyomingDebbie Thorne, Texas State UniversityBeverly Venable, Columbus State University

Session 8.5 - LlanoInternational-Multinational Marketing TrackCompetitive Paper Session Title: Cross-national Comparisons of Consumers

Session Chair: Charles Chi Cui, University ofManchester

First-mover Advantages: A Cross-nationalComparison of Mature and Emerging MarketConsumers' Attitudes toward Pioneer andFollower BrandsTarek Mady, The American University in Dubai

Globalisation, Levitt and the Evidence fromJapan and SingaporeStephanie Pease, University of CardiffStan Paliwoda, University of StrathclydeJim Slater, University of Birmingham

Modern vs. Postmodern Consumer Segmentationin International Marketing: A ComparativeAnalysis and Research AgendaJ. Alexander Smith, Saint Louis UniversityLyn S. Amine, Saint Louis University

Discussant: Charles Chi Cui, University ofManchester

Session 8.6 - Live OakSelling and Sales Management, CRM Track -Competitive Paper SessionTitle: Insights into Sales Management: Knowledge,Performance and Scale Development

Session Chair: Bulent Menguc, Brock University

Metaphors and Sales Management: IntroducingKnowledge Grafting as a Theoretical Metaphorfor Knowledge-based Sales ManagementStrategy Sreedhar Madhavaram, Cleveland State UniversityRobert E. McDonald, Texas Tech University

A Configuration-Theory Assessment of HowIncongruity in Sales Force Control SystemsDrives Salesperson PerformanceVincent Onyemah, Boston University

Perceived Cannibalism: Scale Development andValidation in a Personal Selling ContextDheera Sharma, Louisiana Tech UniversityShahid N. Bhuian, Louisiana Tech University

Discussant: Rosemary Ramsey, Wright StateUniversity


A-Level Foyer


AMS Board of Governors MeetingDirectors Room

Session 9.1 - PecosDoctoral Colloquium Track SessionTitle: Channels, Logistics, and Industrial MarketingIssues

Session Chair: John T. Mentzer, University ofTennessee

Logistics' Role in Interdepartmental IntegrationAaron Arndt, University of Oklahoma

The Moderating Impact of Total QualityManagement on Supply Chain Management:Implications for Competitive AdvantageJack Crumbly, Jackson State University

Capital Equipment Purchasing: A StochasticModel of Industrial Buying BehaviorJ. D. J. McCabe, Warwick Business School, UK

Location Efficiency Measurements andDiagnostics: A Data Development AnalysisApproachJoseph C. Miller, Michigan State University

Session 9.2 - FrioServices Marketing Track - Competitive PaperSession Title: Service Satisfaction

Session Chair: Sandra S. Liu, Purdue University

Customer Satisfaction and Price Acceptance inthe Case of the Electricity SupplyGábor Rekettye, University of Pécs József Pintér, University of Pécs

The Role of Choice and Gender in the ServiceRecovery Process: A Comparison BetweenHedonic and Utilitarian Recovery OptionsAnna S. Mattila, Pennsylvania State University

A Confirmatory Study on Customers'Perceptions towards Airlines' ComplaintHandling: An Attribution ApproachWen-Bin Chiou, Kaoshiung Hospitality College

Discussant: Jingyun (Kay) Zhang, Bowling GreenState University

Session 9.3 - NuecesMarketing Promotions and CommunicationsTrack - Competitive Paper SessionTitle: Advertising in Twenty-First Century: NewMedia, New Consumer Responses

Session Chair: Michael Lynn, University of SouthCarolina

Exploring Factors Affecting Consumer Intentionto Use Mobile AdvertisingKenneth C. C. Yang, University of Texas at El Paso

Direct to Consumer Advertising: Market DrivingChanges in the Pharmaceutical IndustryDeborah Spake, University of South AlabamaMatthew Joseph, University of South Alabama

On-Line Interaction Readiness: Measurement,Antecedents and ConsequencesYuping Liu, Old Dominion University

Discussant: David Stewart, University of SouthernCalifornia

Session 9.4 - BlancoRetailing Track - Special Session Title: Current Perspectives on Retailing andShopping Research

Moderator: Kristy Reynolds, University of Alabama

Presenters:Shopping Together: A Romantic Interlude or aDreaded Event?Jun Sang Lim, University of AlabamaSharon E. Beatty, University of Alabama

New Directions in Retail ResearchJulie Baker, Texas Christian UniversityE. Deanne Brocato, University of Texas-Arlington

Cathartic Consumption: Understanding WhyConsumers Seek Social Support in Third PlacesMark S. Rosenbaum, University of Hawaii atManoa

Malls' Value Equity: Different Perspectives fromAdolescent and Adult ShoppersMarie-Claude Massicotte, HEC MontréalJean-Charles Chebat, HEC MontréalClaire Gélinas-Chebat, Université du Québec àMontréal

Session 9.5 - LlanoMarketing Research Methods Track - SpecialSessionTitle: Cognitive Response Research Practices - NewEvidence that Impacts Critical Reliability andCognitive Intent Validity Issues

Session Description:This session identifies and discusses several criticalissues concerning the reliabilities and cognitiveintent validity issues focal in conducting cognitive

response research endeavors. The session willcreate an interesting and meaningful discussionwith [and among] the session attendees regardingthe practices of using "independent" outside ratersfor conducting the coding tasks of classifyingoriginal subjects' initial responses into post-factoclassification schemas.

Presenters: Barry J. Babin, University of Southern MississippiKarin Braunsberger, University of South Florida,St. PetersburgJames S. Boles, Georgia State UniversityDavid J. Ortinau, University of South Florida,Tampa

LUNCH ON YOUR OWN12:00 p.m. - 1:30 p.m.

Concurrent Sessions1:30 - 3:00

Session 10.1 - PecosBusiness-to-Business Marketing Track -Competitive Paper Session Title: Strategic Management in B2B Contexts

Session Chair: Brian P. Brown, Georgia StateUniversity

The Impact of Industry Conditions andConsulting Oriented Sales Training onConsulting Time and Consulting Effectiveness Al Pelham, College of New Jersey

Integrating Sales Force into Marketing StrategicPlanningSandra S. Liu, Purdue UniversityYiwen Tian, Novartis Pharma K.K.

Operationalizing Relationship Value: A Cross-Cultural Empirical Study of Antecedents,Outcomes and Construct DimensionsJames Barry, Nova Southeastern UniversityTamara Terry, D.B.A., Nova SoutheasternUniversity

Discussant: Vishag Badrinarayanan, Texas StateUniversity - San Marcos

Session 10.2 - FrioMarketing Strategy Track - Competitive PaperSession Title: Capabilities and Competitive Advantage

Session Chair: Robert Morgan, University ofAlabama

Corporate Entrepreneurship and ResourceRecombination: A Dynamic CapabilitiesApproach to InnovationTanawat Hirunyawipada, University of North TexasMohammadali Zolfagharian, University of NorthTexas

The Effect of Scanning Behaviors on MarketingManagers' Representations of CompetitiveAdvantageTianjiao Qiu, University of Illinois at Urbana-Champaign

Alliance Marketing Competence and TechnologySensing in Marketing Alliances: ThePerformance Implications for AllianceParticipant FirmsYoungtae Choi, University of North Florida

Discussant: Michael Ewing, Monash University

Session 10.3 - NuecesDoctoral Colloquium Track SessionTitle: CRM Issues

Session Chair: Lou E. Pelton, University of NorthTexas

Employee Blogging: Building Buzz from the InsideKaren E. Mishra, University of North Carolina atChapel Hill

CRM in Professional Services Organizations: AStrategic Approach Towards SustainableCompetitive AdvantageHamed M. Shamma, George Washington University

The Impact of Organizational Culture on theOutcomes of Customer RelationshipManagement (CRM) Systems ImplementationsReiny Iriana, Macquarie University, Australia

Session 10.4 - BlancoServices Marketing Track - Special Session Title: Teaching Services Marketing - MultipleApproaches from Different Texts

Session Description:Interest in courses in services marketing is growingaround the world. Unlike introductory marketingmanagement textbooks, most of which follow abroadly similar framework, texts in servicesmarketing take more diverse approaches. In thissession, authors of texts that are used both withinand outside the US will briefly describe theirunderlying philosophy of teaching servicesmarketing and how their approach to structuring thecontent and sequence of materials in the bookshapes the nature of the resulting course. Instead ofgiving formal presentations, each presenter willrespond in turn to a series of predetermined


questions.

Moderator: Anna S. Mattila, Pennsylvania StateUniversity

Panel: Steve Grove, Clemson UniversityK. Douglas Hoffman, Colorado State CollegeChristopher Lovelock, Yale University

Session 10.5 - BlancoInternational-Multinational Marketing Track -Special Session Title: Driving International Markets - NewDirections in International Marketing Thought andPractice

Session Description:Issues for discussion during this session include:o What kinds of international market-driving

activities/strategies are mostcommon/rare/successful?

o What makes market-driving activities successful?o What are the key benefits accruing from

international market-driving activities?o Is market-driving more common than being

market-driven in overseas markets?o Are there circumstances/environmental

conditions in which international market-drivingis more beneficial than others?

o Is product standardization a form of market-driving?

o What are the likely requirements forinternationally active firms if they wish tobecome market-driving?

o Overall, where is research effort required in thisfield? And what methods should we be lookingto adopt?

Moderator: John Cadogan, LoughboroughUniversity

Panel: Gerald Albaum, University of New MexicoJohn Cadogan, Loughborough UniversityHumaira Mahi, Michigan State UniversityJ Alexander Smith, Saint Louis University


A-level Foyer

Concurrent Sessions3:30 - 5:00

Session 11.1 - PecosJPSSM Editorial Review Board MeetingModerator: Ken Evans, University of Missouri

Session 11.2 - FrioAMS Outstanding Marketing Teacher AwardWinners' Presentations

Session Chairs:Linda Ferrell, University of WyomingO.C. Ferrell, University of Wyoming

Award Recipients:Leonard L. Berry, Texas A&M UniversityK. Douglas Hoffman, Colorado State UniversityMark B. Houston, University of Missouri-Columbia

Session 11.3 - NuecesEthics, Social Responsibility Competitive PaperSession Title: Marketing and Society

Session Chair: Debbie Thorne, Texas StateUniversity

Slotting Fees and the Market Power ofManufacturersSandra Mottner, Western Washington UniversitySteven H. Smith, Western Washington University

Cigarette Placement in Movies: Priming TobaccoRisk-Related Warnings and Its Social Effects onFrench YouthsAdilson Borges, Reims Management SchoolJean-Charles Chebat, HEC Montreal Claire Gélinas-Chebat, Université du Québec àMontréal

Need, Want and AdvertisingMohammadali Zolfagharian, University of NorthTexas

Discussant: Arturo Z. Vasquez, University of Texas-Pan American

Session 11.4 - BlancoDoctoral Colloquium Track SessionTitle: Strategic Marketing Issues

Session Chair: Charles W. Lamb, Texas ChristianUniversity

Upper Echelons Theory and MarketOrientation: TMT Characteristics asAntecedents to a Market OrientationEsther Swilley, Florida State University

Structural Antecedents of Market, Learning andEntrepreneurial OrientationsHorace L. Melton, Florida State University

The Importance of Cost Savings Factors vs.Strategic Factors in Outsourcing Decisions

Ravi Jillapalli, Texas Tech University

Session 11.5 - LlanoExcellence in Marketing Education andInnovative Teaching Track - Competitive PaperSession Title: Key Issues for the Marketing Educator

Session Chair: Mohammed Abdur Razzaque,University of New South Wales

Ph.D. Students' Value Perceptions of TheirEducation: An Application of Means-End ChainModelSerkan Bolat, University of Tennessee, KnoxvilleAnn E. Fairhust, University of Tennessee,KnoxvilleYoun-Kyung Kim, University of Tennessee,Knoxville

Relationships between Article References andSubsequent Citations of Marketing JournalArticlesEugene Sivadas, University of WashingtonMark S. Johnson, Montclair State University

A New Statistic for Item AnalysisJohn R. Dickinson, University of Windsor

Discussant: S. Adam Brasel, Boston College

Session 11.6 - Live OakElectronic and Interactive Marketing Track -Competitive Paper Session Title: Online Consumer Behavior

Session Chair: Sandeep Krishnamurthy, Universityof Washington

Expected Value Sharing, Switching Barriers,Satisfaction, and Repurchase Intentions: AnIllustration from Online ContextsHsien-Tung Tsai, National Taiwan UniversityLichung Jen, National Taiwan University

Theoretical Perspectives of Online Community:Managerial Insights and Research AgendaTimothy D. Landry, University of OklahomaTodd J. Arnold, Oklahoma State UniversityTracy A. Suter, Oklahoma State University

A Characterisation of Consumer EmpowermentDrawn from Three Views of PowerHaitham Al Shibly, University of NewcastleJanet Aisbett, University of NewcastleGuilherme Pires, University of Newcastle

Discussant: Osama J. Butt, University of Texas-PanAmerican

Friday May 26, 2006Evening Events

Annual AMS Business Meeting5:00 p.m. - 6:00 p.m.

Directors Room

Annual AMS President's Reception6:00 p.m. - 7:00 p.m.

Regency Foyer

Annual AMS President's Banquet 7:00 p.m. - 9:00 p.m.

Regency East 1/3

Saturday May 27, 2006

Daily Highlights

Registration 8:30 a.m. - 12:00 p.m.

Pecan

Concurrent Sessions8:30 a.m. - 10:00 a.m.

Session 12.1 - PecosEthics, Social Responsibility Track - CompetitivePaper Session Title: International Marketing Ethics and NonprofitIssues

Session Chair: P. Bucha Reddy, A.V. College ofArts, Science, and Commerce

Alternative Perspectives on Brand Personality:The Case of the Nonprofit BrandMaureen Bourassa, Queen's University

Global Ethics Versus Local Ethics: How DoMarketing Managers Make Ethical DecisionsAcross CulturesArturo Z. Vasquez, University of Texas-PanAmerican

Open Skies Treaty, Competition Policy andRegulatory Issues: An Exploratory Analysis inMarketing and Public PolicySyed Tariq Anwar, West Texas A&M University

Discussant: Eyad Youssef, Old DominionUniversity

Session 12.2 - FrioConsumer Behavior Track - Competitive PaperSession Title: Foundations of Desire

Session Chair: Penny Simpson, University ofTexas-Pan American

All Desires are not Created Equal: Toward aTypology of Desire in Consumer ResearchAlexandra Aguirre Rodruqiez, University of Illinoisat Urbana/Champaign

Correlates of Materialism: A Comparative Studyof Balgladeshis in Bangladesh and FirstGeneration Migrant Balgladeshis in SydneyMohammad Abdur Razzaque, University of NewSouth Wales

Exploring the Relationship Between MarketMavenism and Resistance to ChangeMelinda L. Andrews, Florida State UniversityRay L. Benedicktus III, Florida State University

Discussant: Anshu Saran, University of Texas-PanAmerican

Session 12.3 - NuecesPotpourri - Competitive Paper Session Title: Customer Relationships across Contexts

Session Chair: Dheeraj Sharma, Ball StateUniversity

Mutual and Interactive Vulnerability in SupplyChain DyadsGöran Svensson, Halmstad University

The Scholarly Book Buyer's Decision Process: ANational Survey of University FacultyHooman Estelami, Fordham University Albert N. Greco, Fordham University Robert M. Wharton, Fordham University

Building Fan Identification in Minor LeagueSport Organizations: Individual Player vs. TeamApproachJennifer Wegmeyer - Millward BrownCarol W. DeMoranville - Bryant UniversityKimberly M. Judson - Northern Illinois University

Discussant: Thomas Brashear, University ofMassachusetts, Amherst

Session 12.4 - BlancoDoctoral Colloquium Track SessionTitle: International Marketing Issues

Session Chair: John B. Ford, Old DominionUniversity

Analysis of the Reforms in Chinese State-OwnedEnterprises: A Principal-Agent ApproachEmily Yang, Warwick Business School, UK

When Cultural Variables Explain the Perceptionof Online Communication Trust: TheComparison of American and Japanese OnlineConsumer Trust in Dynamic PricingChristina Chung, University of SouthernMississippi

Perceived Supervisory Support: A Meta-AnalyticReviewStefanie Boyer and Diane R. Edmondson,University of South Florida

Session 12.5 - LlanoServices Marketing Track - Competitive PaperSession Title: Purchase Behavior and Cross Selling ofServices

Session Chair: V.Venkata Ramana, University of Hyderabad

An Analytical Framework to Stimulate Cross-Selling and Retention in the UK FinancialServices Industry: a case studyMaria T. Salazar, University of EdinburghTina Harrison, University of Edinburgh

Factors Influencing Students' Selection of CreditCards: Some Initial ResultsCharles Blankson, University of North TexasSylvia J. Long-Tolbert, University of Toledo

Cross-buying Evaluations: The Moderating Roleof SimilarityTsung-Chi Liu, National Cheng Kung UniversityLi-Wei Wu, National Cheng Kung University

Discussant: Anna S. Mattila, Pennsylvania StateUniversity


A-level Foyer


Session 13.1 - PecosElectronic and Interactive Marketing Track -Competitive Paper Session Title: Online Advertising Effects

Session Chair: Vishal Lala, Pace University

A Model Of Flow Experience As Determinant OfPositive Attitudes Toward Online Advergames Monica D. Hernandez, Kansas State UniversityOsama J. Butt, University of Texas-Pan American

Visual Perception of In-Game Advertising:

Diagnostic Information Search and the Role ofExpertiseS. Adam Brasel, Boston College

Does WEB Log Data Reveal Consumer Behaviorby Integrating Data Mining Techniques?Katsutoshi Yada, Kansai UniversityNaohiro Matsumura, Osaka UniversityDaigo Naito, Kansai UniversityKosuke Ohno, Kansai UniversityHiroshi Tamura, Kansai UniversityKohei Yamamoto, Kansai University

Discussant: Nancy Spears, University of NorthTexas

Session 13.2 - FrioSelling and Sales Management, CRM Track -Special Session Title: Diverse Research Methodologies for SalesForce Research

Session Description:The predominant method used for sales force andpersonal selling research over the last two decadeshas involved self-report surveys. While this hasgenerated a well-accepted body of knowledge insome areas, other topics of interest in the sales area- particularly for sales managers - may not be wellserved by this research method. This sessionhighlights several alternative approaches to salesforce research that may generate knowledge thatcannot be obtained through current survey methods.

Moderator: Jim Boles, Georgia State University

Presenters: Qualitative MethodsAngela Hausman, University of Texas-PanAmerican

International ResearchThomas Brashear, University of Massachusetts,Amherst

Experimental MethodsJames Boles, Georgia State University

Session 13.3 - NuecesEthics, Social Responsibility Track - SpecialSession Title: Research Validation in Marketing Ethics

Session Description:A number of theoretical frameworks and theorieshave been proposed in the marketing ethicsliterature in response to ethical problems, concerns,and policies. Despite the usefulness and appeal ofany such proposals, the question of how muchprogress we have collectively accomplished inmarketing ethics research remains unanswered. Inaddition, there is a common concern about theindividual variability in ethical judgments--acrossstimuli, measures, and time. The clarification ofthese issues will certainly have useful implicationsfor both theory and research methods in ethicsresearch.

This session aims at attempting to answer the abovequestion and to advance knowledge that benefitsresearch progress in marketing ethics. Specificpoints regarding the frameworks and theoriesalready proposed will be evaluated and discussedon the basis of journal, book and proceedingspublications.

Moderator: Arturo Z. Vasquez-Parraga, Universityof Texas-Pan American

Panel:George R. Franke, University of AlabamaAnusorn Singhapakdi, Old Dominion UniversityArturo Z. Vasquez-Parraga, University of Texas-PanAmerican

Session 13.4 - BlancoMarketing Research Methods Track -Competitive Paper Session Title: Improving the Application of ResearchMethods

Session Chair: Dheeraj Sharma, Ball StateUniversity

Can Mediator Latent Variables be Moderators?If so, How can They be Estimated?Robert Ping, Wright State University

Aggregating Individual Willingness-to-Pay byDifferent Utility Functions: Do Cluster SolutionsLoose Essential Information?Christina Sichtmann, Free University of BerlinRobert Wilken, Free University of Berlin

The Influence of Common Method Variance inMarketing Research: Reanalysis of Past StudiesUsing a Marker-Variable TechniqueTracey King, Georgia Institute of TechnologyNaresh Maholtra, Georgia Institute of Technology

Discussant: Laura Flurry, Louisiana TechUniversity

v


2005 WORLD CONGRESS HIGHLIGHTS

Conference attendees came from all over the world and made friends

Chuck Lamb and John Ford (Vice-President, Membership) share a light moment It wasn't all work you know! Evenings were mostly fun and games

Students from the Marketing Center Muenster with David Woisetschläger and Tanuja Singh Some conference attendees found the Pinkus Mueller Brewery

It was good to see old friends-John Ford, Jay Lindquist, Michael Czinkota and Wesley Johnston Plenary speaker Dave Cravens is welcomed by Tanuja Singh and Heiner Evanschitzky

The Congress begins-Chuck Lamb (AMS President) with Tanuja Singh (Congress Co-Chair)



Chuck Lamb addresses attendees at the Awards Banquet Chuck Lamb recognizes Tanuja Singh, Congress Co-Chair

Chuck Lamb thanks Klaus Backhaus Good job David Woisetschläger!

Chuck Lamb with Manfred Krafft Chuck Lamb recognizes Ralph Schellhase (Co-program Chair)

Chuck Lamb recognizes Heiner Evanschitzky (Co-program chair) Professor Dr. Heribert Meffert announces the recipient of the distinguishedEuropean Marketer Award - Jose Maria Castellano Rios of ZARA



Plenary Speaker Michael Czinkota's discussion of International Marketingand Terrorism was an eye opener!

Plenary speaker Dave Cravens engaged the audience by addressing strategic marketing's global agenda

Jose Maria Castellano Rios of ZARA is presented the Distinguished European Marketer Award Tanuja Singh says a few words

Jay Lindquist is acknowledged for his dedication to the Congress Jose Maria Castellano Rios with other Congress Leaders

Jose Maria Castellano Rios, European Distinguished Marketer Award Recipient,addresses the audience

Attending to the day-to-day details are Jay Lindquist, Heiner Evanscitzky,Tanuja Singh and Muenster students



Attendees found time to see the beautiful city of Muenster The walking tour of the city provides a historical perspective

Attendees experience German rural life and tradition at the Muehlenhof--the Museum of Rural Life of Muensterland

Attendees at the Muehlenhof--the windmill still works!

German hospitality at its best The beer was really good, so we indulged

Dinner at the home of Wolfgang Holker, the famous Children's author It is time to say goodbye till we meet again in Verona


SCHOLARSHIP AND RESEARCHCALL FOR PAPERS

Special Issue-EuropeanBusiness Review

Assessing and Building uponWroe Alderson's Intellectual

Legacy

An important legacy volume, A Twenty-FirstCentury Guide to Aldersonian Marketing Thought,has very recently been published by Springer. Thatbook--edited by Ben Wooliscroft, Robert D.Tamilia, and Stanley J. Shapiro--is designed tofamiliarize a new generation of marketing scholarswith the life, the writings and the intellectualimpact of Wroe Alderson, unquestionably the mostinfluential marketing thinker of the mid-twentiethcentury. Half of the material in that volume waswritten by Alderson and the other half was writtenabout him. However, this publication, it is hopedand expected, will mark not an end but rathermerely a beginning: the beginning of renewed 21stcentury interest in the nature, the scope and themagnitude of Alderson's highly originalcontributions to marketing theory and thought.

As its contribution to a long overdue Aldersonrenaissance, the European Business Review will bepublishing, in the Summer of 2007, a special issuecontaining original, peer reviewed, articles whichassess and/or further build upon Wroe Alderson'sintellectual legacy. Publications are welcome thatexplore Alderson's thinking in the marketingmanagement and ethics areas as well as his manytheoretical contributions. The extensivebibliographies found in Wooliscroft et al. thatprovide both a complete record of WroeAlderson's own writings over a forty year periodand a more selective but still extensive record ofarticles about him provide one logical startingpoint for prospective contributors.

The deadline for the submission of papers for thisspecial issue is Sept 15, 2006. Contributions shouldbe submitted electronically to either of the two Co-Editors of this special issue, Dr. Stanley J. Shapiroof Simon Fraser University, ([email protected]) orDr. Goran Svensson of Halmstad University,([email protected]). The format forsubmissions will be the same as for all otherEuropean Business Review manuscripts(www.emeraldinsight.com/ebr.htm). Those withquestions about the acceptability of proposedtopics are urged to contact either of the two editorsas soon as possible.

CALL FOR PAPERSSpecial Issue on Mobile Advertising Issues and

Challenges

Guest EditorShintaro Okazaki, Ph.D.

Department of Finance andMarketing Research

College of Economics andBusiness Administration

Autonomous University ofMadrid

The Journal of Interactive Advertising announces aspecial issue on Mobile Advertising Issues andChallenges.

Wireless communication networks have increasedrapidly worldwide, enabling many firms to use anew mode of interactive advertising via mobiledevices. WAP contributed to the initialimplementation, SMS-based marketing, but themost drastic change occurred following theintroduction of the Universal MobileTelecommunications System (UMTS) andWideband Code Division Multiple Access(WCDMA). These have enabled many operators tomove quickly to Third Generation (3G) standards.Many multinational corporations now takeadvantage of the high-speed transmission ofadvertising messaging through sophisticatedInternet services.

In an extension of traditional email marketing,mobile advertising has been used as an effectiveway to "push" information associated with pricediscounts, electronic coupons, sweepstakes, anddirect payment, among others. However, mobileadvertising is not limited to a "push" use. GlobalPositioning System could generate newopportunities for location-based advertising, whilemobile portals offer special contents service viacampaign sites displayed on micro-browser

screens. These strategies could "pull" users'attention to unprecedented marketing experiences.However, although interests and applications inthis area have increased substantially in recentyears, there is still an important lacuna with regardto both empirical evidence and a theoreticalframework.

The Journal of Interactive Advertising thereforeinvites the submission of empirical and conceptualpapers that fit the theme "Mobile AdvertisingIssues and Challenges." In this Special Issue, weexpect to raise new possibilities for theorydevelopment, methodological innovation, andcross-disciplinary approaches in interactiveadvertising research via mobile devices.

RESEARCH TOPICS:

Potential manuscript topics include (but are notlimited to)

- Push versus pull advertising - Issues associated with SMS/MMS advertising - Trust in mobile advertising - Wired versus wireless advertising comparison - Attitude toward mobile campaign sites - Location-based messaging - Visual versus textual data transmission - Mobile advertising recall - Cross-cultural issues in mobile advertising

acceptance

SUBMISSION INFORMATION:

Submitted manuscripts will be subject to a double-blind peer review process and must not have beenpublished or accepted for publication or currentlyunder consideration for publication elsewhere.Electronic submission should be via email in eitherWord or PDF format, with all manuscriptsfollowing the JIAD guidelines(http://www.jiad.org/).

IMPORTANT DATES:

Submission deadline May 31, 2006Acceptance/Rejection notification October 1, 2006Deadline for the final version January 31, 2007PublicationVol. 7 No. 2 (Spring), 2007

Please note that the acceptance/rejection decisionwill be notified to all authors on October 1, 2006,regardless of the submission date.

Questions and submissions should be directed tothe special issue editor.

Shintaro Okazaki, Ph.D.Guest Editor, Journal of Interactive AdvertisingDepartment of Finance and Marketing ResearchCollege of Economics and Business AdministrationAutonomous University of MadridCantoblanco, Madrid 28049 SPAIN

Tel. +34 91 497 3552 Fax. +34 91 497 8725Email: [email protected]

CALL FOR PAPERSFOR THE 22nd CONGRESS OF

THE FRENCH MARKETINGASSOCIATION

The French Marketing Association (AssociationFrançaise du Marketing or AFM in French) wascreated in 1984. Its main goal is to promotemarketing training and research taking the bestinternational standards as its benchmarks. TheFrench Marketing Association brings togetherFaculty (professors, scholars, etc.) and Ph.D.students from Universities and Grandes Ecoles, aswell as practitioners - consultants, marketingmanagers, senior executives.With more than 500 individual and institutionalmembers - essentially companies and educationalinstitutions - from 24 countries (France of course,but also Germany, Canada, Belgium, USA, Austria,Switzerland, Sweden, the Netherlands, the U.K.,Spain, Morocco, Tunisia, Norway, Lebanon, …),the AFM is definitely much more than a purelyFrench association. Please look at our website forfurther details: http://www.afm-marketing.org. The 22nd Congress of the French MarketingAssociation will take place in Nantes (FRANCE)on May 11th and 12th 2006. It is being organizedby Audencia Nantes School of Management andNantes University. The scientific committee will bechaired by Joel Brée, Pierre Desmet, Jean-PierreHelfer, Jean-François Lemoine and Jean-FrançoisTrinquecoste.The papers, which can cover all areas of marketing- academic or applied research, ethicalconsiderations, etc. - should be emailed to thefollowing address before December 15th [email protected]

Papers have to respect the following format:- Text on Word, in Times New Roman, 12 points,

with pages numbered in the bottom right-handcorner, 20 pages maximum length (excludingcharts, figures, references, appendix, and cover

page), using 1.5 spacing - The first cover page should contain the title of

the paper, the name of the author(s), theirfunction, their contact details and - whereappropriate - any acknowledgements. This coverpage will be removed so as to make theassessment anonymous

- The second cover page should contain the title ofthe paper, an abstract of no more than 50 wordsplus 5 key words, the entire page being in bothFrench and English

- The main body of the paper should be followedby - and in the following order - an appendix,continuous-numbered footnotes, numberedcharts, and figures to be integrated in the text.The place for inserting the charts and figuresshould be indicated in the body of the paper

- For all references, bibliography, numbering ofcharts and figures and the appendix, pleaserespect the instructions as given in the RAMreview (Recherche et applications en Marketing;http://www.afm-marketing.org/site_ram; rankedas a B journal). The charts and figures should beof excellent quality as they will be reproduced asthey are

- All outside material should be accompanied byan authorisation to reproduce it.

- Papers which do not conform to theseinstructions will not be assessed. Each paper willbe assessed anonymously by 3 readers. Theauthor may be asked to modify his or her paperbefore it is accepted

Papers may be written in either French or English.For papers written in English, the assessment iscarried out on the basis of the original text. If thepaper is accepted, the author will, at his or her ownexpense, have it translated into French.

ESCUELA DE ADMINISTRACIÓN

PONTIFICIA UNIVERSIDAD

CATÓLICA DE CHILE

and

The Journal of Business Research

CALL FOR PAPERSSTRATEGIC MANAGEMENT

IN

LATIN AMERICA

Santiago, ChileJanuary 4th to 5th, 2007

Program ChairPatricio Donoso, Professor of Strategy and

Operations ManagementEscuela de Administración, Pontificia UniversidadCatólica de Chile

The Second International Conference on StrategicManagement in Latin America, cosponsored byEscuela de Administración de la PontificiaUniversidad Católica de Chile (EAPUC) and theJournal of Business Research, will be held onJanuary 4th to 5th 2007, at the PontificiaUniversidad Católica´s main Campus, in Santiago,Chile. The topic of this Conference will continueto be how strategic management is being done inLatin America. Empirical and applied papers basedon actual experience of firms in the region,comparative case studies and teaching cases will bewelcomed.

The purpose of the Conference is to gather scholarsand practitioners of Strategic Management in LatinAmerica to exchange theoretical insights, empiricalresearch results and applications on current LatinAmerican strategic issues. These experiences willbe presented at the Conference in four differentforms:· Empirical Research papers· Applied Research papers· Comparative Case Studies· Teaching Cases

All of the works must be original, unpublished andpresented in their final form.

A special issue of the Journal of Business Researchwill be published including ten to fifteen paperspresented at the Conference, selected by a specialeditorial board using a double blind process. Thepublication format of the selected papers will haveten pages double spaced if fifteen papers areselected.

KEY NOTE SPEAKERARNOLDO HAX, Alfred P. Sloan Professor andformer Vice Dean of the Sloan School ofManagement of the Massachusetts Institute ofTechnology (M.I.T.) will be the Key Note Speakerof the Conference.

TRACKS

1. Latin American Competitiveness:· Microeconomic of Competitiveness in Latin

America· Environmental Impact on Competitiveness in

Latin America· Latin American Entrepreneurship

2. Business and Institutional Behavior in LatinAmerica:· Institutional Maturity in Latin America· Social Accountability in Latin America· Ethics and Corporate Governance in Latin

America3. Strategy Formulation and Execution in Latin

America:· The Strategy Process in Latin America· Strategies for Rapid Growth in Latin America· Managing the Change of Strategy, Structure

and Organization.4. Functional Strategic Issues:

· Strategic Human Resource Management· Buyer Behaviors and Marketing Strategies in

Latin American· Latin American Capital Markets· Functional Sophistication in Latin America

PAPER SUBMISSION GUIDELINES

1. Deadline for abstract submissions: March 31,2006.

2. Deadline for paper submission (after acceptanceof abstract): August 31, 2006.

3. Only electronic submissions of abstracts andpapers will be accepted.

4. Only original, unpublished work is sought. Anypaper submitted to present identical or substantiallysimilar work already published, under review foranother conference, or publication will not beconsidered.5. Paper Submission

· Manuscripts must be submitted on-line toProfessor Donoso at [email protected] April 30, 2006.

6. File Format· All submissions must be in MS WORD.· Text and all tables and figures must be in a

single file submission. Please send the coverpage in another document to ensureanonymity.

7. Document Structure· The paper must have the title centered on the

top of the first page, followed by an abstract,key words and then by the text.

Font: Times New Roman, size 12 pt.Paper size: Letter.Margins: Top, left and right: 3/4 inch, bottom: ½inch.Justification: Both marginsLine space: Double

8. Size and length· There is a 20-page limit for submissions,

which includes all tables, charts, appendicesand references.

· Abstract must be no more than 100 words.9. Key words.

· Three to five key words should be supplied toaid in the indexing of the paper.

10. Language· The language of the Conference will be

English, Spanish and Portuguese.· However, papers must be submitted and

presented at the Conference, in English.· There will be no simultaneous interpretation.

11. Cover Page· Paper's title and Track.· Author's information: name, title, affiliation,

full address, phone, fax number and e-mailaddress for each author. Authors must indicatetheir preferred last name for indexing andcorrespondence.

12. Blind Review· To facilitate the blind review process, please

leave the author's name off the body of themanuscript. Please be sure to check headersand footers and also the "file properties" forauthor's name.

13. If a Teaching Case· Teaching cases are not subject to the 20-page

limit and must include teaching notes.

BRIEF TRACK DESCRIPTION

1. Latin American Competitiveness:· Microeconomics of Competitiveness in Latin

AmericaAlthough firms rather than countries appear as themain actors of international competition, thestrategy literature recognizes that the fundamentalresources of the firm can be found beyond theboundaries of the company, in its immediatemicroeconomic business environment.Econometric studies as well as case-based researchthat can relate the competitiveness of firms andindustries with their national or regionalenvironments are welcomed to the Conference.

· Environmental Impact on Competitiveness inLatin AmericaThe concept of business sustainability is related tothe capacity to generate flows of benefits in thelong term in harmony with the environment andnatural resources. Papers or case studies in thistrack are expected to show the relationshipbetween competitiveness and social andenvironmental responsibility, answering questionslike: Does environmental responsibility addcompetitiveness to Latin American companies? Areemerging market companies being moresustainable and more competitive? What are theopportunities, risks and implications ofsustainability strategies for Latin Americancompanies?.

· Latin American Entrepreneurship.Works that present the impact of new

v

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v

March 2006 13AMS Quarterly

SCHOLARSHIP AND RESEARCHentrepreneurial ventures and evolving familybusinesses on Latin American economicdevelopment are invited. Papers or case studiesmay address issues such as: start-upentrepreneurship; turn-around situations in familybusinesses; first public offerings and the impact ofprivate equity on management practices, andentrepreneurship in sustainable development.

2. Business and Institutional Behavior in LatinAmerica:

· Institutional Maturity in Latin AmericaThe objective of this track is to analyze theinfluence and impact of mature, independent,ethical and robust public service institutions aswell as privately owned corporations andfoundations in Latin American countries. Papers,comparative studies and case studies that discussissues such as the following are welcomed to theConference: How the maturity of public serviceinstitutions can facilitate or hinder the developmentprocess? How can public service institutionsbecome robust and ethical places to work in, andhow can they develop their strategies?. What is theimpact of a mature and independent judicialsystem? What are the key success factors of adesirable educational system? What is the cost ofcorruption?.

· Social Accountability in Latin AmericaA number of Latin American companies andmultinational firms with operations in LatinAmerica are currently facing the topic of socialaccountability. Case studies and papers related withthe role of non profit organizations; corporatephilanthropic programs; social and environmentalpolicies, etc. are invited to the Conference.

· Ethics and Governance in Latin America.Managers' ethics and incentives and corporategovernment systems have become critical concernsin companies around the world during last years.Many Latin American companies have begun toreview shareholders´ performances, and theirimpact on company's value and capital marketsdevelopment. Much of the literature has beencentered on necessary legal and judicial systemreforms, but many companies are looking foralternative solutions that face system deficiencies.Works that critically develop the way in whichLatin American companies are confronting thissituation and issues in the region are welcomed.

3. Strategy Formulation and Execution in LatinAmerica:

· The Strategy Process in Latin AmericaThis track focuses on the role of general managersin shaping, executing and changing strategies inLatin American companies. Papers, comparativestudies and case studies that discuss issues such asthe following are invited: How do top managementteams become sensitive about their businessenvironments? What management structures,systems and processes do they employ to helpshape and implement strategy, as well toaccumulate and leverage firm's capabilities? Whatare the critical high level business practices anddecisions that can help to achieve strategicobjectives?, etc.

· Strategies for Rapid Growth in Latin AmericaDuring last decades companies in Latin Americahave emphasized restructuring, reengineering anddownsizing as ways to increase profitability;however, many firms are currently emphasizingrapid growth. In an environment were firms´stakeholders and competitors impose strongpressures on companies, introducing this kind ofstrategy can be a major challenge. The objectiveof this track is to learn how Latin Americancompanies are facing this challenge of rapidgrowth. Works that develop frameworks fordetermining, analyzing and/or comparing thedirection and mode of growth of Latin Americancompanies, including issues such as marketpenetration, globalization, vertical integration,related and unrelated diversification, and differentmodes of growth (organic growth, alliances, andmergers and acquisitions) are welcomed.

· Managing the Change of Strategy, Structureand OrganizationThere is an interest to discuss organization as astrategic tool. A large number of companies inLatin America are changing strategy, structure andorganization so as to be able to accomplish theirtargets. Papers and case studies concerned withtopics like the following are invited: Relationshipsbetween strategy and structure in Latin America;Organizational challenges in implementing growthstrategies; Change processes prompted by thecompetitive environment; Reorganizationexperiences; Organizational innovation, changeand culture, in relation to the competitive strategyof the company; Organization of knowledgemanagement.

4. Functional Strategic Issues:· Strategic Human Resource Management in

Latin AmericaThis track is concerned with the relationshipbetween corporate strategy and HR practices inLatin America, and the use of human capital togain competitive advantage. Papers or case studiesincluding topics as the following are welcomed:Values and their role in shaping high-performance

organizations; Alignment of strategy and HRpractices and policies; Achieving organizationaleffectiveness through people; Organizationalchange and transformation; The strategic role ofthe HR manager; Human development as anessential part of strategy.

· Buyer Behaviors and Marketing Strategies inLatin AmericaLatin American buyers in general and specificsegments such as low income communities showdistinctive behaviors that should be studied.Understanding and interpreting Latin Americanmarkets, and identifying and seizing marketopportunities are central to develop successfulbusinesses and marketing strategies in the region.Empirical and practical works that helpunderstanding Latin American customer behaviorsor that show the result of different marketingstrategies applied in the region are invited to theConference.

· Latin American Capital MarketsOriginal research that promotes the understandingof mechanisms that Latin American capital marketsuse for valuation, risk assessment and pricecreation (market microstructure) are welcomed tothe Conference, as well as works that help tounderstand returns and tests of market efficiencybased on accounting and financial measures or thatfocus on motivations for companies to becomepublic. Analytical, empirical and behavioral paperswith implications on strategy and strategicmanagement will be favored.

· Functional Sophistication in Latin AmericaThe notion of functional sophistication at the firmlevel has to do with the use of tools that enhancefunctional managers' conventional ways ofunderstanding and performing their work. Papersthat have been developed from a real problem orinsight obtained at any of the functions of the firm(marketing, production, R&D, logistics, etc.) andthat describe experiences in which a noveltechnique, or a well known technique applied in anovel way, has been used in order to find asolution related to firm's current practices, areinvited to the Conference. The papers for this trackwould be those that bridge the gap between modelsand reality and, in doing so, enhance the functionalsophistication of firms. Papers that show the use ofnovel techniques in any of the firm's functionalareas, or case study research that has exploredproblems found in Latin American industries, andtranslated them into useful tools that can be readilyapplied into the various functional areas of a firm,are also welcomed. These papers, whether comingfrom theory into practice or vice versa, should beof practical consequence to functional managers.

TRAVEL AND SITE INFORMATION

The Conference will be held at the main Campusof the Pontificia Universidad Católica de Chile,located in Santiago de Chile (Alameda BernardoO´Higgins N°340, Santiago).Complete traveling and hotel information, as wellas suggested tour alternatives will be send to theparticipants in advance. The conference fee will beannounced at the beginning of 2006.

CALL FOR PAPERSThe Future of Distribution Channels Modeling

Wharton School

May 18th and 19th, 2006

Researchers interested in analytical modeling asrelated to distribution channels are invited toparticipate in a mini-conference on the Future ofDistribution Channels Modeling to be held at theWharton School, University of Pennsylvania, May18 & 19, 2006. The primary purpose of thisconference is to bring together established andrising scholars to make in-depth presentations ofstate-of-the-art, analytical research on distributionchannels and to engage in discussions (a) tobroaden the scope of problems addressed bychannel research, (b) to expand the methods beingused to investigate channel problems, (c) todevelop an "organic research community" ofchannel scholars, and (d) to integrate pieces of the"channels puzzle."

While the research area is the analysis ofdistribution channels from an analyticalperspective, the conceptual and professionalapproaches are broadly defined. Conceptually, weencourage submissions that examine pricingpolicies, promotional strategies, product decisions(including inventory management, return policies,and product-line length), service provision, sales-force management, channel breadth (e.g., intensityof distribution and dual distribution), competitionbetween channels, and competition at a level of the

channel; in short, all the aspects of marketing asviewed from a channels perspective.Professionally, we invite submissions by marketingscientists, economists, management scientists,operations researchers, strategists, and others witha research interest in channels issues, whether ornot they utilize game theory; indeed, we areespecially interested in papers that utilize conceptsand approaches from outside marketing.

Methodologically, the highly-talented researcherscurrently working on channels models often usedisparate approaches, so it can be difficult to graspthe connection between their works. Thus anotherpurpose of the conference is to develop a generalunderstanding of the linkages between variedresearch streams so that ultimately we maycollectively create a unified theory of distributionchannels. In short, we have (and we will continue)individually to develop pieces of a puzzle usingvarious methods, but we have not collectivelydetermined how the pieces fit together. Thisconference will move us toward an understandingof the big picture.

The conference will involve presentations of tenresearch papers, each of 75 minutes duration. Tomaximize thoughtful interaction, there will be noparallel sessions. Time will be available to discussthe evolving analytical literature on distributionchannels and to collaborate on future distributionchannels models.

Submissions: Researchers interested in presentinga paper should submit their paper (or a detailedabstract) by January 30, 2006 to the conference co-chairs ([email protected] [email protected]). The conference co-chairs and the organizing committee will determinepapers to be presented based on quality, originality,and facilitation of a breadth of topics andapproaches. Some preference may be given topapers by young faculty. Acceptance decisionswill be made by February 20, 2006. Final drafts-which will be made available to all conferenceparticipants on CD-ROMs-should be completed byApril 17.

Registration: The conference fee, which includesa dinner and reception, breakfasts, lunches, coffeeand snacks, plus a CD-ROM of the presentations,is $150. This fee will be reduced to $100 forpresenters and to $50 for doctoral students.Registration will open by February 17, 2006.Funding has been provided by the Jay H. BakerRetailing Initiative at Wharton and by INFORMS.The conference is open to all members of

INFORMS.

Publication: For those who are interested, we havenegotiated the possibility of publishing paperspresented at this conference in a special section ofthe Journal of Retailing and we are negotiating fora special section in Marketing Science; subject tothe papers meeting the standards of these journals.We promise a rapid review process; however,authors retain copyright, so papers may besubmitted to wherever is desired.

Co-Chairs:Charles Ingene & Z. John Zhang

Organizing committee:

Anne Coughlan Charles Ingene

Sridhar Moorthy Steve Shugan

Preyas Desai Ganesh Iyer

Debu Purohit Rick Staelin

Jim Hess Rajiv Lal

Jagmohan Raju Miguel Villas-Boas

Steve Hoch Paul Messinger

Greg Shaffer Z. John Zhang

Dear colleague,

we would like to invite you to join us next year for the 22th Industrial Marketing & Purchasing (IMP) Conference, that will be jointly hosted by Bocconi University and EM Lyon.

The conference will be held in Milan, Italy, September 7-9.

The conference is the largest meeting place in the world for researchers sharing an interest in business-to-business marketing, purchasing and supply chain, interorganizational relationships and networks.

This year's theme is "Opening the Network", and we are eager to accept new perspectives on business markets, new methods, and new participants.

The deadline for abstract submissions is January 14, 2006. Abstracts can be submitted to the general conference or to a special track:

Special Track Proposed byAlternative research methods in

Industrial Marketing & Purchasing Stefania Borghini, Diego Rinallo

Collaboration along the supply chain: Trends and managerial practices Raffaele Secchi, Enzo Baglieri

The Evolution of Market forms and marketing practices Luis Araujo

International Business and Business-to-business: Real cross-fertilization? Paul Matthyssens

Marketing communications for B2B Francesca Golfetto The “Organizational problem” of the business interaction: Where are we?

Where are we heading? Bjorn S. Ivens, Catherine Pardo

Networks and regional development Lars Hallén, Peter Parker Creating superior value for customers

in business markets Michael Gibbert, Fabrizio Zerbini

Further information about the conference and its special tracks can be found on the website (www.imp2006.org).

We look forward to receiving your contributions!

The IMP 2006 Committee Francesca Golfetto - Bocconi University Robert Salle - EM Lyon

v

v


THOUGHTS AND COMMENTSImpact, Influence

and FameThis was originally published as a Journal ofConsumer Affairs Editorial PostludeWinter 2005, vol. 39, #2.

Every Summer and into the Fall, academicdepartment heads send email or formal letters ofinquiry to senior scholars at research universitiesrequesting outside reviewers for their juniorfaculty's tenure or promotion applications.Journal editors receive related inquiries, too,asking for data to assess the quality of thepublications where these aspiring faculty havepublished their scholarly efforts. On the latter, weare asked about JCA's editorial acceptance rate,which is currently well under 20 percent, or ourISI Journal Citation Reports impact score, whichI have been told has been climbing for severalyears. Such data are of questionable pragmaticvalue, only stating how much bad material isannually submitted for review and the ability ofpublished papers to generate citations in relatedjournals in the short run. Yet the informationretains importance for both young faculty andtheir Promotion &Tenure committees.

Since three decades have passed since my firstacademic publication in Journal of ConsumerAffairs, it is fair to wonder what impact my ownyears of verbiage might have had on otherscholars.

At the American Council on Consumer Interestsconference last Spring, John Burton recalled howthat now-ancient first article of mine was used inhis class discussions. It was nice to hear such acompliment; the appearance of an article incourse reading lists does give some indicationthat it is being read and appreciated, at least bythe teachers of the classes. Others like to assessresearch impact in terms of how much it is citedin textbooks. Yet while textbook content is oftenused as a reference of authority, there existreasons to doubt the quality of that authority.

Armstrong and Schultz (1993) scrutinized sixdecades of different marketing textbooks andfound 566 normative statements about businessdecision making, but none were supported byempirical evidence. Only twenty of thestatements provided what might be consideredgeneral principles of marketing practice, but noneof those statements were found to be correct,useful or supported by empirical evidence, andnine were judged to be "nearly correct" whentheir wording was reversed. My own review ofhow 36 textbooks covered advertising appeals toaudience fears found that few reported actualresearch on what might influence consumerdecision making, and of those that did, alldiscussions tended to focus on a theory that hasnever been supported in the literature (Rotfeld2000).

The naturalist Stephen Jay Gould (1985)repeatedly pointed out how even in his field ofscience, "Facts achieve an almost immortal statusonce they pass from primary documentation intosecondary sources,. . . errors are copied fromgeneration to generation and seem to gain supportby sheer repetition. No one goes back to discoverthe fragility of original arguments" (p. 384).Nobel Prize honoree George Stigler (1985) madea similar assessment about economics textbooks,as did Goldberg for sociology (1996). As a result,it is difficult to validly use textbooks as ameaningful reference for impact.

At doctoral consortium seminars discussingcareer paths for graduates, faculty often discussthe impact of research in terms of what respectedjournals published it, though just what is"respected" appears open to some disagreement.Many department heads or deans lecture juniorfaculty about where the aspiring scholars mustpublish research to have any hopes of tenure. Andnot unexpectedly, recent doctoral graduates oftenplan what topics they will study, what methodsthey would use and where they believe they mustpublish, thinking only in terms of building a setof credentials on a vita. Granted, some journalstend to be seen as more prestigious outlets thanothers, but that doesn't necessarily mean all oftheir content will influence later thinking byothers in the discipline.

Martin Anderson (1992) claimed that everysenior economist can quickly assert the identityof the best economics journal, though they do notnecessarily all name the same publication. Andwhen asked to name the most interesting articleread in the last year, they would hedge, mutterand finally admit they had "fallen behind" in theirreading. I have repeated his experiment withsenior business and mass communicationsfaculty, usually with the same result. Publish wemust, but it is uncertain how many peopleactually read those journals.

Anyone who has been writing for a while haspublished articles that engender comments, or sowe hope. Yet for this same academic author, otherpapers, maybe even in the same journals, becomeobscure so quickly, even friends do not knowthey are there. I once asked a faculty memberabout an article he had published two yearsearlier and he claimed that he did not recall that itexisted, or that he was senior author, or that itwas in the journal in which I read it. Apparently,that was the ultimate obscure article.

Even when articles are cited in later works, thereare questions as to whether the citation wasinfluential or just gratuitous.

Too often I see articles I wrote cited in otherpublications or textbooks for things I did not say,or noted as an authority for elements beyond thefocus of the study. Manuscript reviewers pointout many such errors in the papers submitted toJCA, and I often make similar observations whenreviewing for other journals. Opinions orspeculations in refereed articles are often cited asfacts, while data?based statements are improperlycalled "arguments." The ineluctable yetunfortunate conclusion is that many publicationsnoted as authoritative in journal articles andbooks weren't necessarily read by the peoplemaking the citation.

Many are the routes to academic fame. SinceJCA readers wish to influence public policy orbusiness practices as well as fellow scholars, onecan't deny the potential impact of otherpublication formats, such as essays, commentaryand editorials written in newspapers, businessmagazines or academic journals.

After my unsuccessful application for a seniorposition at another school, I asked a member ofthe search committee why I didn't make the cutfor an interview. She told me that some werebothered by the subject matter of my researchand writing, asserting that a person who wascritical of business practices should not hold aleadership position in a business degree program.Even though the accrediting group for businesseducation says the schools should teach ethics totheir students, this school did not want to hirefaculty whose academic career involved thediscussion of improper business practices. Moreimportantly, her colleagues were seekingsomeone with "visibility," and most others on thecommittee had a problem that I had published somany essays. Even though these were the onlypublications by any applicant that had been readby all members of the search committee, theyincongruously did not think such writing wouldcontribute to name recognition of a facultymember.

The late Kim Rotzoll once explained to me that"Essay writers put themselves on a limb. Theyare, after all, expressing thoughtful opinions,often in short supply among many [academicwriters]." While I have acquired a degree of fame-- or maybe I should say "infamy" -- from mycommentary essays in business magazines andacademic journals, they often are described as"provocative," and many apparently view this asnegative label for a scholar. It is an unfortunatestatement on modern education that beingprovocative is now seen as something a facultymember should avoid. Instead of pushing newideas or perspectives, we are encouraged toprovide the intellectual equivalent of a day at thebeach for our colleagues or students.

Of course, good research is also provocative, orso we'd hope, especially studies on theconsumers' interests that appear in JCA. So it iswith my own research. In the preface to

Adventures in Misplaced Marketing, I cited theroutine-closing lines of comedian Mort Sahlwhen I wrote, "If there are any readers that Ihaven't insulted, I apologize." I was told thatsome friends read that and said to each other,"Give him time."

ReferencesAnderson, Martin. 1992. Imposters in the Temple.New York: Simon and Schuster.Armstrong, J. Scott and Randall Schultz. 1993.Principles Involving Marketing Policies: AnEmpirical Assessment. Marketing Letters, 4 (3):253-265.Goldberg, Steven. 1996. The Erosion of theSocial Sciences. in Dumbing Down: Essays in theStrip Mining of American Culture. KatherineWashburn and John F. Thornton, ed., New York:W. W. Norton and Company, p. 97-114.Gould, Stephen Jay. 1985. The Flamingo's Smile:Reflections in Natural History. New York: W.W.Norton.Rotfeld, Herbert Jack. 2000. The TextbookEffect: Conventional Wisdom, Myth, and Error inMarketing. Journal of Marketing, 64 (April):122-6.Stigler, George J. 1985. Memoirs of anUnregulated Economist. NY: Basic Books.

- Herbert Jack Rotfeld, Auburn University,[email protected]

Cynics, Charlatans andOther Abuser’s of

Consumers With Mental Abilitiesfrom the Shallow End

of the Gene PoolAn electronics store might claim that whenyou've got questions, they've got answers, but thereality is that their sales staff often makes it up asthey go along. They are the "experts," or so thecustomers believe, and whether fact or fiction,the salesperson's techno-babble has the ring oftruth. Maybe they have the answers, and maybethey do not, but they are treading a difficult linebetween innocuous fallacy and deception as theysell the store's products. If they know what theyclaim might not be true, they are stepping overthat line from error to fraud. The broader problemis that too many marketing "experts" abuse andmisuse consumer desires to believe.A commonly cited statistic from an old Harper'sindex is that there are ten times more workingastrologers employed in the United States thanthere are astronomers. It is easy to decry thedumbing down of modern consumer-drivenculture or to blame advertising for causing adownward slide in social values, and the topichas sold many books (e.g. Adams 1997; Allen1989; Washburn and Thornton 1996). But then,an entertaining idiot or mentally challengedsuperstar athlete always commands a higherincome than a scientific genius. This is not afunction of marketing, but rather, how mostconsumers value sports over education orentertainment over science.

Yet despite the growth in both science andeducation over the last century, the strong stayingpower of common consumer misbeliefs and self-delusion is confusing to many. The late DavidOgilvy would say to other advertising people that"The consumer is not an idiot, she is your wife."But often, for many products, the consumer reallyis an idiot, believing all sorts of nonsense.It is possible that most astrologers honestlybelieve the power of what they sell to theircustomers, people who also want to believe theirlives are controlled by the stars. It is one thing forbelievers of voodoo, astrology, smart water or thehealing power of mysterious N-rays to meet theneeds of consumers of the service. Far be it forthee or me to say that people should not be ableto sell to others of like-minded faith.Unfortunately, there are too many examples ofmarketing executives knowingly seeing theuneducated, ignorant and dumb consumers astargets to exploit.

Almost five decades ago, a man with a failingresearch firm consciously made some absurd

claims that he had generated huge increases insales of drinks and popcorn by use of subliminalmessages in a movie (Rogers 1993). It was afraud and a research myth, a conscious effort togenerate interest in his company, and it hascreated a monster that is still with us. In moderntimes, another man pointed to hidden pictures inads that he claimed cause sales, despite not ascintilla of evidence from consumer psychologythat consumer can be manipulated by messagesthey are unable to perceive. And his ideas haveobviously captured the popular mind: he has soldmany books; he is a well paid and well traveledspeaker on the lecture circuit; and he hasunofficial "students" who have taken up hismantle in book sales and lecture fees. It isdifficult to think these sellers of subliminalmanipulation theories actually believe a greatconspiracy exists to manipulate consumers, but itprovides a source of income as long as they findan audience willing to believe their tales.Of a greater danger to the public well being arethe products serving to cure the epidemic ofobesity in the United States or to help thenumerous people who are not grossly overweightand wish they were thinner. Aside from the smallnumber of people who are overweight as a resultof genetic or metabolic disorders, the intuitivelyobvious way to lose weight is to eat less andexercise more. Yet to no one's surprise,overweight Americans hope to lose weight whilestill eating all they want and spending their freetime on the couch. To satisfy this widespreadconsumer "need," a plethora of products thatpromise consumers quick-and-easy, exercise-freeweight loss are now prominently advertised inmany major media vehicles and have their ownhuge display section in many stores. Theminimum-wage clerks in the stores probablyknow little of the products beyond what they readfrom the labels, yet it strains credulity to assertthat the products makers all believe theseproducts provide their magical cures. Similarly,the plethora of new products that claim to causegrowth to sexual anatomy can't be true, and thesellers must know this.

Of course, even some scientists fall prey todelusions and mistaken beliefs (e.g. Gratzer2000), but some research scientists take whatthey think are the career advancing steps tooutright fraud when they should know better(Park 2000). In marketing, they are not just"meeting consumer needs" when they makegullible consumers a willing market segment toabuse. Knowingly using consumer foolishness isunethical, and marketing people who see thishappening should try to call attention to it andstop it when they can.Introducing my talk of advertising self-regulationto the Philadelphia Advertising Club, ProfessorCharles R. Taylor included his own lament on thepoor image of marketing and advertising peoplein consumer surveys. We both teach marketingstudents, and it is vexing for us to acknowledgethat marketing professionals are among the most-readily criticized of business people. And yet, itis impossible to defend the unethical practicesand consumer abuses. As respectable vehiclescarry advertising for questionable products orpatently false claims that target consumerignorance, marketing people will possess the lowimage created by these unethical practitioners.

ReferencesAdams, Scott (1997), The Dilbert Future:Thriving on Stupidity in the 21st Century. NY:HarperCollins Publishers, Inc.Allen, Steve (1989), Dumbth: And 81 Ways toMake Americans Smarter. Buffalo, NY:Prometheus Books.Gratzer, Walter (2000), The Undergrowth ofScience: Delusion, Self-Deception and HumanFrailty. Oxford: Oxford University Press.Park, Robert (2000), Voodoo Science: The RoadFrom Foolishness to Fraud. NY: OxfordUniversity Press.Rogers, Stuart (1993), "How A Publicity BlitzCreated the Myth of Subliminal Advertising,"Public Relations Quarterly (Winter), 12-17.Washburn, Katherine and John F. Thornton, ed.(1996), Dumbing Down: Essays on the StripMining of American Culture. NY: W.W. Nortonand Co.When, Francis (2004), Idiot Proof. NY: PublicAffairs

-Herbert Jack Rotfeld, Auburn University,[email protected]

v

March 2006 15AMS Quarterly

THOUGHTS AND COMMENTSTHE WORLD IS

GETTING FLATTER,SO WHAT?

Marketing Controversy #1

In a recent best selling book Thomas L.Friedman talks about the fact that the world isflat. This flatness based on convergence oftechnology and numerous other events allowed anumber of countries to become part of the globalsupply chain for goods and services. Certainlythe major implication here is that the world isbecoming more competitive since it has becomeeasier to be a part of the global supply chain.

Thomas Friedman identifies ten forces thatflattened the world. These are:

1. The coming down of the Berlin Wall.2. Netscape went public.3. Work flow software seamlessly connects

applications.4. Sourcing has become totally open.5. Open sourcing has led to extensive

outsourcing.6. Offshoring made it possible to allocate

different corporate functions.7. Supply chains emerged.8. Insourcing became more efficient.9. People-to-people in-forming became possible.10. Digital, mobile, personal and virtual in the

flow of information and activitiesstrengthened performance.

These flatteners created a horizontal playing fieldreplacing the vertical supply chains that haveruled our business world up to now. He goesfurther and states that if all the knowledge pool isconnected and promotes a greater trade andintegration, the global pie will grow wider andmore complex. He further asserts that if twocountries are involved in a major global supplychain, they will never fight a war against eachother.

Most of this picture appears to be ratherpositive. After all, more competition bydefinition must generate better products andservices. Similarly more competition comingfrom less developed countries would make majorcontribution to those countries' economic wellbeing. The Asian four tigers: Hong Kong, SouthKorea, Taiwan and Singapore becameeconomically very well off because of this globalflattening.

Well, just how does the U.S. fit into thescheme of things? First of all if nothing is done,and no countermeasures take place, the classicaleconomic theory stating that the cost of labor willbe equal throughout the trading world is likely tobecome a reality. But if the global wages have atendency to equalize, it will go to the lowestcommon denominator. This simply meansAmerican wages will go down to perhaps theChinese or Indian levels. This means theAmerican middle class will have a jolt and willdissipate. This may look good to the Americanmanagerial class. After all, paying much less forthe labor, all things being the same, will meantremendous increases in their own income. But itreally does not work that way. If the skilled bluecollar workers, the American middle class, do nothave money, they cannot buy the products andservices which may be offered at lower pricesnow. Assuming away the reduction in wages andunemployment resulting from keen competitiondoes not change the facts. Americans will getpoorer and those executives who were celebratingat the beginning will be unemployed as their jobsalso outsourced.

So, unchecked, globalization of the flat worldwill bring about quite a negative outcome to ourcountry. Can we stop this? Not really,globalization is here to stay and if it is causingflattening, that will continue to happen. What dowe do to counteract the ill effects of thisflattening? There was a time even thoughAmerican wages were tremendously higher thananywhere else in the world we managed to exportnot outsource, why? Because Americanproductivity was outrageously impressive. Whatis it now? As we cut research and development,as we cut expenditures on education, as we spendshamefully low sums on the infrastructuredevelopment and renovation, Americanproductivity is not doing nearly as well andshowing no bright future. Unless we learn tocope with this flattening as if we are unflatteningthis world with American productivity andingenuity, this country is estimated to become athird class power in the world. We must do betterto create a bright future in the flattening world.This will happen when extremely creative andproductive American ingenuity regains itsleadership and its powers as we as a society startrenurturing that ingenuity once again. We havedone this before, we can do it again.

-A. Coskun "Josh" Samli, University of North Florida, [email protected]

THE PARAMETERSOF THE

MARKETINGDISCIPLINE

Marketing Controversy #2

Philip Kotler, one of our wisest marketing

gurus, once said marketing can be learned in a

short time (maybe a day or two) but it takes a

lifetime to master it.

With some of the developments in our discipline

and some of the controversies, one gets to believe

that we may not have learned marketing yet. We

should try to master it before we make a lot of

noise.

I lived and studied marketing before the

marketing concept was introduced. We had a

strange approach to marketing, we did not study

consumer behavior, we knew much less about the

communication process, and we did not have

such a thing as international marketing. Should I

continue? But in those days we had a special

emphasis on selling. In fact, with a little stretch

of imagination, marketing in those days was

almost equated to selling. In a recent editorial a

marketing professor maintains that we should

start with reaching and influencing customers and

prospective customers. After that we can become

creative in marketing communications. The same

editorial proposes that audience planning, indeed,

better yet, audience management should come

first before we plan the media mix.

Similarly, implications are such that we should

tell what customers need and count on returns

and investment before we count on budgets and

spending. My reactions? No, No, and No. It

appears that we are in a control mode.

Controlling our marketing activities is certainly

appropriate and important to a certain extent, but

controlling consumers and markets? Hitler

controlled the consumers and markets. Stalin

tried to control consumers and markets. These

two gentlemen were not very good marketers.

Indeed one should question the definition AMA

put forth in defining marketing.

Marketing is an organizational function and a set

of processes for creating, communicating and

delivering value to customers and for managing

customer relationships in ways that benefit the

organization and its stakeholders.

The definition in conjunction with the above

statements goes into managing customer

relationships which is almost one step behind

"customer management" on which topic a number

of books have been written lately and some new

marketing courses have emerged.

The above definition talks about benefiting the

organization and its stakeholders without

referring to the rest of the society without

referring to non-organizational activities and

without referring to the benefit to the consumers.

Then we have got new cousins talking about

supply chain management which certainly is a

very good concept if we are maximizing the

consumer value which we are generating and

delivering. However there is not enough

indication that supply chain management people

are obsessed with generating consumer value.

Marketing, obviously, can be learned in a very

short period of time but cannot be mastered

quickly. If people were to listen and learn rather

than putting forth controlling types of concepts,

marketing will do much better. Marketing is not

a dictatorial control activity but understanding,

creating and delivering consumer value. Indeed

our job is to try to create and deliver a higher

quality of life not for select few or for select

organizations but for the whole society with no

exception. Modern marketing discipline, where

are you headed and where do you stop? What do

you think? Call me or write to me. Fax - (904)

620-2782; email - [email protected]

-A. Coskun "Josh" Samli, University of North

Florida, [email protected]

v

WEST VIRGINIAUNIVERSITY

Thomas L. Harrison/DASEndowed Professorship

in Journalism(Advertising)

Perley Isaac Reed School of Journalism at WestVirginia University seeks a dynamic andinnovative educator to fill a new endowedprofessorship in advertising, beginning August15, 2006. The Thomas L. Harrison/DiversifiedAgency Services Division, Omnicom Group Inc.Endowed Professorship in Journalism is anassistant or associate tenure-track facultyposition. Candidates for this position must beable to teach multi-level courses in advertisingand integrated marketing communications,develop curricula, and conduct scholarlyresearch.Depending on the candidate's expertise, possiblecourses to teach could include advertisingcampaigns, media analysis, copywriting,advertising design, advertising research, or directmarketing. Successful candidates must have atleast 10 years of industry experience, or if froman academic background, a Ph.D. and significantteaching and research experience, and at leastfive years of industry experience.

Review of applicants will begin February 15,2006 and continue until the position is filled.Send application letter, academic vita and threereferences to: Chair, Advertising SearchCommittee, Perley Isaac Reed School ofJournalism, P.O. Box 6010, West VirginiaUniversity,Morgantown, West Virginia 26506-6010.

The University is located in Morgantown, whichhas a diverse population of about 60,000, and isranked as one of the most livable cities in thecountry. The city is readily accessible and iswithin driving distance from Pittsburgh,Pennsylvania and Washington, DC. WVU is aDoctoral/Research Extensive University, and theACEJMC-accredited School of Journalism is anindependent academic unit within the University.WVU is an Equal Opportunity, AffirmativeAction Employer and does not discriminate onthe basis of age, color, disability, marital status,national origin, race, religion, sexual orientationor veteran status. Women and minorities are

Friedrich-Alexander-University of

Erlangen-Nuremberg(Germany)

GfK Endowed Professor ofMarketing

The Institute for Business Administration at theFriedrich-Alexander-University of Erlangen-Nuremberg (Germany) invites applications for aposition of Full professor in MarketingIntelligence (tenure track). This opportunity wasmade possible by an endowment from one of theworld's leading market research institutes, GfK,whose headquarters are located in Nuremberg.Preferred starting date: October 1st, 2006.

Responsibilities include research and teaching inthe field of business administration, particularlybusiness-to-consumer marketing with a strongfocus on market research methods as well as theuse of market intelligence for marketingdecisions. The teaching load includes courses inthe faculty's bachelor and master programs,particularly in the future "Master of MarketingIntelligence". The main courses are marketresearch, quantitative methods, decision supportand consumer behaviour. Responsibilities alsoinclude usual tasks assigned to professors such asadministering exams, advising students,supervising theses, and participating in faculty /university meetings / commissions.

To be considered, a candidate must have anearned doctorate, have either obtained theGerman habilitation degree or have developed aconsiderable body of high quality research whichcould be considered equivalent to the habilitationdegree. The candidate should have a strongcommitment to research and teaching. His/herresearch contributions must be robust and havebeen published in high standing internationaljournals. A willingness to collaborate with other facultymembers and mentor and guide Ph.D. students isexpected. The successful candidate is expected tocontribute significantly to the Department ofMarketing's on-going programs and to contributeto the further development of its long-standingreputation in the area of marketing. He isexpected to promote the internationalization ofthe faculty's bachelor and master programs. Thecandidate should be able of teaching in Englishand German language.

Applications should include a cover letter, acurriculum vitae, their publication list, teachingrecord and, if applicable, reproductions andattested copies of diplomas, certificates andcomparable documents. They must be submittedto the Dean of the Faculty of BusinessAdministration, Economics and Social Sciences,Prof. Dr. Ingo Klein, Findelgasse 7/9, D-90402Nuernberg (Germany) by March 31, 2006.Further information is available from Prof. Dr.Hermann Diller at the following mail address:[email protected].

POSITION ANNOUNCEMENTS

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From: John Ford, V. P. Membership-North AmericaTo: All AMS members

MEMBERSHIP RENEWAL:

If you have not yet renewed your membership, I would like to take this opportunity to urge you to renew your AMS membership for 2005 and to remind you that yourAMS membership offers you a unique set of benefits:

1. A subscription to JAMS is included in your membership price. JAMS is increasingly regarded as a premier marketing journal and it is now included in the SocialSciences Citation Index as well as in other recognized publication indices.

2. A subscription to the new online journal, AMS Review, is also included in your membership price. Members receive abstracts via email automatically.

3. Professional networking, through the annual AMS conference, other conferences sponsored by the Academy, and through the membership directory. AMSconferences are known for a unique friendly and welcoming atmosphere. They are designed to offer interactive opportunities for sharing research and teaching ideas.AMS also recognizes outstanding teaching through its annual teaching excellence awards.

4. Opportunities to interact with academics on an international level. With its current international membership close to 30% of the total, and its biennial WorldMarketing Congress and multicultural conferences, the Academy is a truly international organization for marketing academics.

5. This quarterly newsletter from AMS that offers early notification of upcoming conferences, academic and people news, and announcements of competitions andawards.

With all of these benefits, AMS members receive a high value for their membership dues and ample opportunities to grow professionally. Your membership dues alsosupport the AMS Foundation which offers scholarships and awards to advance scholarly research in marketing.

I hope you decide to continue your membership in the Academy!

Please send your renewal to Sally Sultan, AMS Coordinator, at The Academy of Marketing Science, School of Business AdministrationUniversity of Miami, P. O. Box 248012, Coral Gables, Florida 33124-6536Telephone: (305) 284-6673, FAX: (305) 284-3762, email: [email protected]

If you would like to help recruit new members for AMS, please share the above information with any of your colleagues (faculty or doctoral students) who are notcurrently members of the Academy. More detailed information about the Academy and membership forms are available at our web site: www.ams-web.org. THANKSFOR YOUR HELP!

PRESORTEDSTANDARD

U.S. POSTAGEPAID

NORFOLK, VAPERMITNO. 49

Dr. John B. Ford, EditorOld Dominion UniversityDepartment of Business AdministrtionNorfolk, Virginia 23529

AMS Quarterly Academy of Marketing Science

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