Journal of the Academy of Marketing Science

This article describes an approach in which conjoint methodology and multidimensional scaling can be fruitfully applied, in tandem, to the measurement and representation of preference data for factorially designed profiles. The ap proach is described and applied to an illustrative data set. We conclude the article with a brief discussion of possible extensions of the approach and additional research needs.

A method of futures research is used to empirically test a structure-conduct-performance (SCP) model in a marketing setting. It is proposed that within the macroenvironment there exist, varying levels of resource constraints and structural fluctuations which are positively correlated. Increased resource constraints and structural fluctuations, which are characteristics of a turbulent environment, are expected to increase the competititive intensity in an industry. This higher level of competitive intensity is hypothesized to result in increased use of nonprice marketing strategies. Nonprice marketing strategies are also expected to increase business performance because of the contingency relationship be tween conduct (strategy) and performance. The possible role of "blind" luck or stochastic processes in determining suc cess is also discussed.

This study empirically tested the compositional structure of client satisfaction judgments relative to a nonprofit service, a university research library, by using confirmatory factor analysis. The role of the library staff as service providers, the social environment created by other library patrons, the library services themselves, and the physical environment were all found to be significant dimensions of client satisfac tion with a university library. The results also provide support for the ubiquity of client satisfaction judgments in a not-for- profit services context characterized by a nonmonetary ex change between service provider and clients.

This article presents results of an experiment which tested the effects of sales messages on cognitive responses in in dustrial buying groups. Results suggest that matching sales presentations to buyers' job responsibilities leads not only to higher levels of message involvement and attention, but also to increases in arousal and greater extremity in buyers' evaluations of the salespresentation, the salesperson, and the represented vendor. Implications of these results for prac titioners and researchers are discussed.

Many universities have increased the emphasis onfaculty research and publication productivity as a means of enhanc ing their reputation. Such emphasis contributes to the in creased competition for available journal space, heightened pressures on the efficiency of the editorial system, and in creases the temptation to lower ethical research and publi cation standards. A survey of 328 marketing academicians about their perceptions of ethical and unethical research and publication practices for academicians, editors, and review board members revealed wide variation among respondents' perceptions of what constitutes ethical academic conduct. In particular, the respondent's level of publication experience was found to be significantly related to his/her assessment of the ethicality of research practices. The authors suggest that a recognized code of ethics for the marketing academic community would be valuable in maintaining professional standards, increase justice in the academic reward system, and further the growth of knowledge in our discipline.

Economists and marketers have developed theoretical con structs which suggest that effective market segmentation can be used to identify differences in price sensitivity among market segments. The purpose of this investigation is to extend theory in the industrial marketing literature by using marketing research to distinguish market segments that are useful in industrial pricing decisions. Both macrosegmenta tion, using characteristics of customers (that is, end-use and usage level), as well as microsegmentation (using behavioral variables) were utilized in a survey of natural gas customers to determine if segments of the industrial market differ in price sensitivity.

This study examines the relative importance of retirement status as a basis for segmenting markets. A survey instrument was mailed to 500 male consumers living throughout the U.S. They were categorized by retirement status, age, income, and physical health. A series of chi-square tests were run in respect to a number of marketing-related activities. The results clearly indicate that retirement status is a valid seg mentation variable.

The separate and joint impact of performance congruence (similarity between salespeople and their sales managers) and value congruence on annual sales are investigated in a field study. Two hundred thirty-nine salespeople and their sales managers from several industries participated in the study. A significant association was found for separate and joint associations between performance congruence and value congruence and annual sales. More specifically, the more similar salespeople and their sales managers are regarding performance congruence measures, "identifying new prospects" and "setting up an initial appointment" and personal values, "warm relationships with others," and "sense of belonging," the higher annual sales.