Barry J. Babin

Barry J. Babin
Louisiana Tech University | Louisiana Tech · Department of Marketing and Analysis

Ph.D.

About

183
Publications
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54,073
Citations

Publications

Publications (183)
Conference Paper
Neil Diamond wrote Red, Red Wine in 1968, later covered and popularized by UB40. The song’s lyrical theme depicts wine as a prescription for romance and disappointment, indicating that wine provides value as a coping mechanism. Wine’s value extends far beyond coping and perhaps no consumer product is more widely depicted as celebratory depicted wel...
Article
Purpose This study explores consumers' motivations to purchase luxury and counterfeit products using an international sample. In addition, it also examines the moderating role of interpersonal influence on this process. This study seeks to examine if the consumers who demand the highest quality express a preference for luxury goods over counterfeit...
Article
Full-text available
Augmented Reality (AR) has received increased attention over the last years, both from managers and scholars alike. Various studies in the marketing discipline have tackled fragmented aspects of AR, such as its impact on sales or brands. Yet, a holistic approach to AR remains scarce. Therefore, the authors define “Augmented Reality Marketing” as a...
Article
AMS has survived half a century. Originally envisioned by Harold W. Berkman, who survived nearly a full century, the association has grown in numbers and in prominence. While AMS is well-known for its two leading academic journals and for hosting well-attended annual conferences and the World Marketing Congress, relatively little has been written a...
Article
The present research explores the role of wine’s social and coping benefits during stressful times (e.g. COVID-19 shutdown). This research operationalizes one factor that captures perceived value from wine due to social benefits and a second factor that captures the perceived value from wine due to benefits that help one cope with anxious times. A...
Article
Full-text available
Increasingly, marketing and consumer researchers rely on online data collection services. While actively-managed data collection services directly assist with the sampling process, minimally-managed data collection services, such as Amazon’s Mechanical Turk (MTurk), leave researchers solely responsible for recruiting, screening, cleaning, and evalu...
Article
Few managerial decisions pack as much potential risk and reward as salesperson recruitment. The interview process represents a critical opportunity for managers to establish expectations, filter qualified candidates, and discourage misfits from applying to the job. Surprisingly, relatively little research exists concerning the effect of realistic j...
Article
Purpose-The purpose of this study is to examine how customers' perceptions of brands' social media interactivity impact customer engagement behaviors (CEBs) (e.g. customer purchases, referrals, influence and knowledge) while accounting for the moderating role of brand type and social media platform. Design/methodology/approach-Two separate online s...
Article
Although brand placements are commonplace in promotion strategies, the extant literature lacks a quantitative empirical synthesis of the effect of placements on cognitive, attitudinal, and conative outcomes. The authors report a meta-analysis addressing the extent to which brand placements affect consumers’ brand placement memory, brand salience, c...
Article
What does the future hold for retailers? Certainly, many eras previous to the big-data and pandemic eras have come and gone and that same question could raise anxiety among those invested in retailing. Few metaphors in marketing have proved as enduring as the wheel of retailing. The contribution here is to discuss retail practice and research trend...
Article
The research studies empirically the role that fairness plays in shaping emotional and behavioral forgiveness among older U.S. consumers (55 years of age and older). A theoretical model is proposed and tested that proposes, consistent with theory on emotions, that perceptions of justice affect behavioral forgiveness through emotional forgiveness. A...
Article
Value remains a prominently studied concept in marketing with the personal shopping value (PSV) scale by Babin et al., being one of the most applied tools to assess the value in any form. While the concept of perceived value continues to evolve, questions still prevail. This research note implements a meta-analytical approach to provide further ins...
Chapter
A number of high-profile recalls of food, medical, and consumer products have raised public awareness and media attention on product safety. The 2008 powdered milk scandal, in which powdered baby’s milk was contaminated with melamine, injured hundreds of thousands of babies, at least six fatally (Huang 2014). Children’s product safety is a particul...
Article
La valeur reste un concept très étudié en marketing, notamment selon l’approche de la valeur perçue de magasinage de Babin et al., qui est l’un des outils les plus utilisés pour évaluer la valeur sous ses différentes formes. Bien que les réflexions sur le concept de valeur perçue ne cessent de s’approfondir, des questions subsistent. Par une approc...
Article
Corroboration of empirical insights is critical to theory development, developing generalizations from empirical findings, verifying the validity and reliability of findings, delimiting the scope of empirical findings, and increasing scientific rigor. Despite the widely acknowledged role of replication, corroboration, and synthetization in building...
Book
Full-text available
This is the fifth edition of Marketing Research and the first that also takes a United Kingdom, European perspective. It continues to reflect the importance of social media, ‘big data’, neuromarketing and the use of online technology in qualitative and quantitative data collection. This edition has a revised chapter on qualitative research, which i...
Article
This research examines customer engagement in social media (CESM) using a meta-analytic model of 814 effect sizes across 97 studies involving 161,059 respondents. Findings reveal that customer engagement is driven by satisfaction, positive emotions, and trust, but not by commitment. Satisfaction is a stronger predictor of customer engagement in hig...
Article
Purpose The purpose of this study is to address the following research questions: How do customer input and service provider (in this study, the terms firm and service provider are used interchangeably) input coproduce customer experience and response? Do different components of customer input influence customer experience differently? Design/meth...
Article
Purpose This paper aims to provide insight into the three most prevalent expert wine rater sources and how they separately affect retail prices post-release across a sample of French and US wines from the 2012 vintage. Design/methodology/approach Empirical research using regression models built on data scraped from Web sources provides the source...
Chapter
Sustainability has been a key issue in public perception for many years. In this context, consumers commonly express their willingness to consume organic products (Honkanen et al., 2006). Surprisingly, to this day, a large number of consumer behavior studies in the context of environmental or sustainable shopping behavior points to significant gaps...
Chapter
The present chapter provides a brief chronology of the best known and most widely cited of the many “Hair et al.” references, Multivariate Data Analysis. Along with providing a description of each edition of the book, brief citation analyses allow the chapter to convey the scale of impact resulting from the book. The near countless citations place...
Article
Prior research on family business branding has identified a range of benefits related to promoting a firm's family status, such as increased customer trust and loyalty. Much less attention has been paid to the possible downsides of such a strategy, for example the negative associations the family firm status can create among stakeholders, like perc...
Chapter
The opening chapter focuses on the breadth of Professor Joseph F. Hair, Jr.’s academic contributions. After a brief introduction, the chapter presents a study that synthesizes Joe’s published research using analytic content analysis software. Nearly 100 published articles provide input to the software. The results, perhaps not surprisingly, demonst...
Chapter
This study examines how ethnic Indians use technology in the acculturation process to enhance their subjective well-being. In brief, this study attempts to address two major research questions: (1) does acculturation impact the usage of technology and (2) does technology help alleviate the stress and enhance the well-being of an ethnic group who le...
Chapter
Academics have embraced “engagement” and produced thousands of articles related to the topic. Despite the attention though, the literature remains confusing as to exactly what “engagement” is and what “engagement” is not. A brief history of evolution of academic perspectives on engagement, including both conceptual and empirical works, is provided...
Book
This commemorative volume honors the contributions of Prof. Joseph F. Hair, Jr., who through his writings, leadership and mentoring has had a profound influence on marketing and other fields of business research. He is widely known for sidestepping mathematically complex ways of teaching statistical approaches with an eye toward making the tools ac...
Article
Previous research in retailing contexts finds customers feel guilty after violating a social norm and that such customer‐induced guilt leads to increased repatronage intention, despite guilt being a negative emotion. However, prior research has neither identified the mechanism through which this occurs nor how relationship type may influence this p...
Conference Paper
With the existing insights on writing and publishing marketing journal articles and the discipline’s rapid expansion of publishing opportunities in new U.S. and international marketing journals, one intuitive prediction is marketing scholars’ publishing success of important scientific articles is rapidly becoming a more common occurrence. Yet, this...
Conference Paper
Previous research in service contexts finds customers feel guilty after they violate a social norm. Such contexts may include the customer not leaving a tip, being late, or trying a different service provider (i.e., cheating). Interestingly, despite being a negative emotion, prior research shows customer-induced guilt leads to increased repatronage...
Conference Paper
The session presents a number of specific research methodological topics and issues that directly relate to conducting marketing and consumer behavior research and the impact on the value of the empirical and statistical insights reported in the marketing and consumer research studies. Using a combination of short presentations, expert panel insigh...
Chapter
Although the sharing economy has a long history, academics have shown interest in it only recently. Sharing economy investigations address issues such as participation intention (Hamari et al. 2015; Bocker and Meeleh 2016; Milanova and Mass 2017), factors of satisfaction in sharing (Tussyadiah 2016), and trust and reputation in the sharing economy...
Article
Consumers build social capital through purposeful consumer–place interactions. Airbnb claims that consumers want to “experience a place like [they] live there.” Previous research concentrates primarily on authenticity of objects, brands, and people, with limited development of place authenticity as a concept. But place authenticity represents an in...
Chapter
As advances in data collection methods and sources continue to grow with technology advances associated with the Internet, there are disturbing concerns relating to increases in what is termed “data fraud” activities within the processes of conducting marketing research. Recently, the term “data fraud” has replaced the past concept of data falsific...
Chapter
Guilt has been identified as a key consumption emotion and is often experienced in interpersonal interactions, making it an interesting emotion to examine in a service context. This work examines customer-created guilt in the context of a service experience. Service scripts offer a set of norms or expectations for routine service encounters between...
Chapter
The traditional marketing perspective focuses on the understanding of providers’ activities by showing how they can achieve maximum production efficiency and generate high profits. Consistent with this thought, prior research focuses attention on the purchase decision made by customers rather than the active role customers play during both purchase...
Chapter
Product placement is defined as the inclusion of brand and/or brand identifying items within mass media programming such as cinema and television (Balasubramanian 1994; Karrh 1998). Many studies have examined product placements in movies (e.g., Babin and Carder 1996), television shows (e.g., Law and Braun 2000), and video games (e.g., Nelson 2002),...
Article
Purpose The purpose of this paper is to consider various strengths and weaknesses of the academic review process with an emphasis on the effect the process has on the relevance of business journals, particularly in the marketing literature. Design/methodology/approach The authors not only highlight some of the literature addressing the review proc...
Article
In the year 2000, the Journal of Business Research (JBR) published “Atmospheric affect as a tool for creating value and gaining share of customer” by Babin and Attaway. Along with the help of reviewers and the audience at a prestigious retailing symposium hosted by Jean-Charles Chebat in Montreal a year or so earlier, the authors put together a con...
Chapter
Given the increasing number of papers submitted to marketing journals and the growing desires of individuals and institutions from emerging nations to enter the academic mainstream, the session focuses on how culture and socialization influence motivation to publish in mainstream marketing journals. Through discussions, we will explore the factors...
Article
Purpose The aim of this paper is to consider place as a value proposition, in the context of Resource-Advantage Theory, by analysing the concept of terroir, including its antecedents and consequences. Design/methodology/approach The authors conceptually analyse the role of place in marketing by contrasting terroir to three other approaches: “in th...
Chapter
With the existing insights on writing and publishing marketing journal articles and the discipline’s rapid expansion of publishing opportunities in new US and international marketing journals, one intuitive prediction is marketing scholars’ publishing success of important scientific articles which is rapidly becoming a more common occurrence. Yet,...
Chapter
The research reported in this presentation describes a psychographic scale intended to assess negatively deviant B2B salesperson behaviors, each one indicating some aspect of salesperson shirking. A deviant salesperson would perform shirking behaviors that are uncharacteristic of peer behavior and that violate established workplace rules, policies,...
Article
In this article, we review applications of covariance-based structural equation modeling (SEM) in the Journal of Advertising (JA) starting with the first issue in 1972. We identify 111 articles from the earliest application of SEM in 1983 through 2015, and discuss important methodological issues related to the following aspects: confirmatory factor...
Chapter
Marketing employees, and in particular professional salespeople, typically experience greater job autonomy than do many other employees. A free market characterized by competitiveness and varying consumer demands requires that salespeople and service providers adapt and change across many situations.
Article
Healthcare is continually evolving to meet changing governmental regulations and a new emphasis on patient perceptions of quality care. Governmental mandates create a shift in focus from volume-based to value-based reimbursement for providers. The purpose of this article is to identify satisfaction drivers with particular emphasis on similarities a...
Chapter
This session presents issues related to the changing technologies and trends associated with data collection in marketing research. Particular emphasis is given to research practices that impact the generalizability of results. The session raises the question as to whether or not response representativeness remains an important concern for research...
Book
The book is all about understanding the Consumer Behavior and applying the same knowledge in formulating the organizations' marketing strategies.
Article
Purpose This paper aims to propose a personality-based approach to measure Millennial consumers’ wine evaluations. Past personality-based measures (brand personality, country personality and product personality) each presents their own issues when it comes to measuring wine perceptions, especially those of neophyte wine consumers. This paper propos...
Article
Purpose Previous studies that examined the role of empathy and nonverbal immediacy on business-to-business (B2B) salesperson performance is limited in scope and yielded inconclusive evidence. Grounded in Plank and Greene’s (1996) framework of salesperson effectiveness, this paper aims to empirically investigate the mediating role of adaptive sellin...
Article
Full-text available
Salespeople are particularly susceptible to stress given the nature of their roles. This research examines emotional exhaustion as a facilitator of dysfunctional sales behaviors and accentuates the importance of leadership processes in mitigating stress. Results indicate that leader member exchange is sequentially related to emotional exhaustion, s...
Article
Full-text available
Salespeople are particularly susceptible to stress given the nature of their roles. This research examines emotional exhaustion as a facilitator of dysfunctional sales behaviors and accentuates the importance of leadership processes in mitigating stress. Results indicate that leader member exchange is sequentially related to emotional exhaustion, s...
Chapter
There has been an emerging research interest in salesperson deviance, or anti-normative behaviors that are opportunistically directed at the organization and/or its constituents (Jelinek and Ahearne 2010; Darrat et al. 2010; Jelinek and Ahearne 2006). Extant literature has generally conceptualized deviance as unconventional behaviors that breach or...
Chapter
In this study, we investigate the perspectives of marketing researchers views about the two important concepts of survey research, response rate and response bias. In an attempt to answer the research questions stated, we have collected both primary and secondary data. The primary data was collected from the Academy of Marketing Science active memb...
Article
Merriam-Webster defines heresies as “dissent or deviation from a dominant theory, opinion, or practice.” This Journal of Business Research special issue and the editorial examine heresies and sacred cows in marketing research. Seven papers investigate different aspects of typical academic business journal presentations. Each manuscript critically a...
Article
Full-text available
The issue of common method variance (CMV) has become almost legendary among today's business researchers. In this manuscript, a literature review shows many business researchers take steps to assess potential problems with CMV, or common method bias (CMB), but almost no one reports problematic findings. One widely-criticized procedure assessing CMV...
Chapter
American retailers are faced with an increasing array of international expansion opportunities. Since the vast majority of retail patronage and shopper behavior has been conducted using consumers from fully developed consumer societies, retailers can only guess how consumers naive to common retailing practices will react to traditional retailing to...
Chapter
Internet technologies create marketplaces for consumers to purchase product or services from online Web sites instead of shopping in the traditional market channels such as department stores. Online shopping sites can be categorized into two types: (1) seller’s own Web sites, such as Walmart.com and Dell.com, offering online shopping options to buy...
Chapter
Illegal duplication of copyrighted materials has become a prevalent form of music distribution and is a form of illicit consumer behavior. Through various free file-sharing services, an untold number of individuals can have ready access to both old and new music (some of which has never even been released) at any time and from any place with a conn...
Chapter
Online shopping has become popular and consumers commonly encounter an unfamiliar online retailer who practices an array of price discrimination strategies. Previous research suggests that price strategies are important for product and service differentiation for online businesses. By integrating two theories, the theory of Planned Behavior and the...
Chapter
This research describes the development and validation of a consumer locus of control (CLOC). CLOC is presumed to reflect the degree to which the individual consumer holds an Internal (i.e., an agentic, personally-responsible), rather than an External (i.e., a passive, dependent) expectation toward the marketing exchange. Rotter (1966) originally f...
Article
This research examines the way retail price image develops and produces marketing outcomes in two nations that contrast in both cultural profile and market characteristics. Key Individual difference constructs include sugrophobia and risk aversion. Multi-group SEM analysis compares French and US respondents to allow an assessment of two competing t...
Conference Paper
Scale Development: Brand Personality for Universities Authors: Philipp Rauschnabel, The University of Michigan / Dearborn, Nina Krey, Louisiana Tech, Barry J Babin (Louisiana Tech, Edior JBR, Marketing and Analytics Department)
Article
Full-text available
Purpose – The purpose of this paper is to explore how two aspects of place affect consumers’ authenticity perceptions of a wine and their willingness to pay for it. One aspect of place is the wine’s country of origin, specifically Old World versus New World wines. A second aspect of place is the technical terroir. A description of the terroir that...
Chapter
This research makes three important contributions. First, the study provides evidence that the atmosphere created by varying service environments influences consumer loyalty. Second, these effects are captured by a two-dimensional representation of consumer loyalty - behavioral and attitudinal. Third, the type of service environment, lean versus el...
Chapter
Retailers are increasingly employing low price guarantees. A low-price guarantee (LPG) typically offers consumers some type of refund if they find an identical product offered by a competing retailer at a lower price. For instance, an LPG retailer may refund a customer the difference between the retail price paid and the lower retail price offered...
Chapter
Marketing and consumer researchers are long familiar with the retail personality concept (Martineau 1958). Retail personality implies that stores and retail brands take on and can be described using human like traits (Darden and Babin 1994). Just as two individual consumers may have similar physical attributes, their personalities can differ. In th...
Chapter
Consumers have fairly well-developed knowledge structures for many consumption experiences and phenomena (see Smith and Houston 1985; Sujan 1985; Snyder 1992). These knowledge structures, or schemata, furnish us with expectations to which consumption outcomes are naturally compared. Deviations from expectations trigger cognitive processes that can...
Chapter
This paper represents an initial study into the effects of consumers’ cognitive representation of the social category "salesperson." The two studies describe in some detail the contents of the "car salesperson" social stereotype and provide an initial test of the ability of certain salesperson characteristics to activate this stereotype. More speci...
Chapter
A fairly recent retail phenomena is a widening of discretionary services offered as part of some major chain’s product assortment. However, a failure to offer services consistent with characteristics of target markets is likely to lead to a widening of a service quality gap. This paper analyzes the relationships between an important segmentation va...
Chapter
A finite number of core elements characterize every discipline. What are the core concepts of marketing? Among marketing outcomes, consumer satisfaction represents a candidate for a core marketing concept. In many cases, marketing practitioners and academicians alike treat the concept as a catch-all term that captures the entirety of consumer resul...
Article
Aesthetic labor practices involve strategically controlling human aesthetics in an effort create a predefined physical appearance profile that becomes part of the value proposition. Retail and service management often implements aesthetic labor by trying to create a matching look among all visible service providers. Social comparison theory provide...
Article
Empirical research concerning the role of information and communication technology (ICT) in shaping business-to-business salesforce job satisfaction remains relatively scarce. The authors propose and empirically test a causal model that theoretically represents structural relationships among factors comprising ICT and eventual salesperson job satis...
Article
Purpose – The purpose of this paper is to develop and empirically test a new framework that shows how different signals of movie quality along with key control variables affect consumers’ post-consumption evaluations, critics’ reviews (CR), and movie box office revenues. Design/methodology/approach – The data set consists of a sample of 332 movies...
Article
Service experiences are characterized by emotions that help shape the value in use received by the customer. Negative emotion plays an important role in all of consumer psychology and all too often consumers experience some degree of negative emotion during a consumption experience. This research sheds light on how these negative shopping emotions...
Article
This special issue of the Journal of Business Research on scientific advancements in consumer–retailer relationships within online and offline retail environments include nine high quality research studies originally presented at the twelfth Society for Marketing Advances Retail Strategy and Patronage Behavior Symposium in 2009. The articles cover...
Article
Full-text available
Purpose – Evaluative processes made in retail environments have been shown to vary between groups, particularly between men and women. The purpose of this paper is to demonstrate that a hedonic or utilitarian store atmosphere leads to different evaluations depending on the consumer's gender orientation. Design/methodology/approach – A pre-test iden...
Article
The research examines the impact of psychographic variables and store characteristics on utilitarian and hedonic shopping value. The findings demonstrate the direct influence of deal proneness and normative interpersonal influences on personal shopping value. Moreover, the study also captures the influence of several store characteristics such as a...
Article
Full-text available
Retailers often use low price guarantees (LPG) as a signal to attract consumers and increase sales. Consumers interpret LPGs as a signal that a particular retailer is committed to low prices. However, if more and more retailers employ LPGs, their effectiveness as a price signal wears off. As a result, retailers adapt increasingly extreme guarantees...
Article
Purpose ‐ The purpose of this paper is to describe and discuss a few principal and crucial steps of "antecedents" and "postcedents" in relation to structural equation modeling (SEM) in social science research. Design/methodology/approach ‐ This paper is based upon a conceptual and reflective discussion of SEM in social sciences research. Findings ‐...