Charles W. Lamb

Charles W. Lamb
Texas Christian University | TCU · Department of Marketing

About

97
Publications
34,938
Reads
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2,961
Citations
Citations since 2016
1 Research Item
977 Citations
2016201720182019202020212022050100150
2016201720182019202020212022050100150
2016201720182019202020212022050100150
2016201720182019202020212022050100150
Additional affiliations
August 1981 - December 2014
Texas Christian University
Position
  • Emeritus Professor of Marketing

Publications

Publications (97)
Article
Through ongoing research into students’ workflows and preferences, MKTG from 4LTR Press combines an easy-reference, paperback textbook with Chapter Review Cards, and an innovative online experience – all at an affordable price. New for this edition, students explore MKTG anywhere, anytime, and on most devices with MKTG Online! With the intuitive St...
Article
Educators have long debated the question of optimal social design for the classroom. Particularly controversial have been the issues of leadership style and structural design of the classroom or learning environment. Perhaps the best answer to the question, “What is the ‘optimal’ social design that can be applied in the classroom?” is, “It all depe...
Article
Created by the continuous feedback of a "student-tested, faculty-approved" process, MKTG 9 (Print + Online) maximizes student effort and engagement by empowering them to direct their own learning, through as single, affordable course solution. MKTG 9 offers full coverage of a course concepts through unique resources and features that reflect the na...
Chapter
This study draws on the service, quality, and job satisfaction literature to explore the relationship between employee satisfaction and internal service performance. The results reveal that employee satisfaction with coworkers is a determinant of several internal service performance variables. Managerial implications are provided.
Book
This volume includes the full proceedings from the 1983 Academy of Marketing Science (AMS) Annual Conference held in Miami, Florida. It provides a variety of quality research in the fields of marketing theory and practice in areas such as consumer behaviour, marketing history marketing management, marketing education, industrial marketing, and inte...
Article
Created by the continuous feedback of a "student-tested, faculty-approved" process, MKTG 8 delivers a visually appealing, succinct print component, tear-out review cards for students and instructors and a consistent online offering with Enhanced CourseMate that includes an eBook in addition to a set of interactive digital tools such as animated fig...
Article
This article identifies and examines several important issues concerning the development of telemarketing support systems. After reviewing the benefits of telemarketing, five specific telemarketing support system issues are explored. These issues were identified during personal interviews with 36 field representatives and 20 telemarketers employed...
Article
A conceptual framework for examining the roles of telemarketing in selling strategy is proposed. A typology of telemarketing jobs is developed and related to face-to-face selling jobs. Important telemarketing strategy issues are examined from managerial and research perspectives. Finally, research propositions are presented and discussed.
Article
In 1972 the FTC staff indicated that media policies which restrict the use of comparative advertisements not only may prevent buyers from obtaining information that is useful in making informed purchase decisions among competing brands but also may cause buyers to be misled. This laboratory experiment focused upon the issues of whether or not compa...
Article
The use of comparative advertising has escalated from an occasional, partially disguised acknowledgement of the competition to direct, point-by-point comparisons of the sponsored and competing brands. This article presents a conceptual framework for classifying and evaluating different comparison advertising formats. The framework identifies differ...
Article
Purpose The purpose of this paper is to describe the development of a scale for measuring interorganizational citizenship behaviors (ICBs). ICBs are types of tactical boundary spanning activities employed by firms in supply chain relationships geared toward improving overall supply chain success. ICBs are theoretically grounded in organizational ci...
Article
Beginning with Bowersox and Daugherty's (1987) influential work describing three unique logistics organizational forms, researchers have generally taken a theoretical typology approach to classifying logistics strategies, and attempts to validate the numerous proposed typologies have produced inconsistent and somewhat conflicting results. In an att...
Article
Exchanges among firms operating in supply chains are complex due to relational embeddedness, i.e., the extent to which relationships, rather than economic rationality, govern firm-to-firm interactions. For many years interfirm relationships were assumed to be best managed via coercive tactics. However, for the last two decades much attention has be...
Article
This study investigates the efficiency of a ballot technique in reducing bias caused by nonsampling errors in studies designed to gather sensitive information. Findings reveal that the technique produces population estimates more accurate than conventional interviewing and as accurate as the randomized-response technique.
Article
Approximately one-half of all freshmen enrolled in U.S. colleges and universities drop out before completing their degree programs. These former students represent an important market segment that some institutions target for specific marketing efforts. The purpose of the study reported here was to assess perceptions of students who had chosen not...
Article
Full-text available
The purpose of the research reported here was to test empirically a conceptualization of brand associations that consists of three dimensions: brand image, brand attitude and perceived quality. A better understanding of brand associations is needed to facilitate further theoretical development and practical measurement of the construct. Three studi...
Article
The authors examine the issue of continuity, which is directly associated with patient satisfaction, from the perspective of the physician. They attempt to determine which factors are most important in determining physician satisfaction with an HMO and the link between satisfaction with an HMO and intent to remain affiliated with that HMO. Their st...
Article
A country’s political economy impacts the goal orientation of firms operating within that country. Because of this, sales organizations with clients in international business-to-business markets must be aware of the potential strategic impact of different political economies in clients’ countries. This article outlines the goal tendencies of client...
Article
The relationship between marketing mix composition and SBU performance is one of the most fundamental issues in marketing management. While the impact of environmental variables such as business type and stage of the product life cycle on the marketing mix/SBU performance relationship have been studied in depth, other environmental variables from t...
Article
El mundo de la mercadotecnia -- Análisis de las oportunidades en mercadotecnia -- Decisiones de productos -- Decisiones de distribución -- Comunicación integral de la mercadotecnia -- Decisiones de precios
Article
This paper proposes a contingency approach to economic reform in former Eastern bloc countries. In contrast to the standard view suggesting that market economies are the only viable alternative to command economies, this paper presents three alternative models of capitalism and offers a contingency approach to economic reform. The contingency view...
Article
Business schools are frequently criticized for focusing too much attention on theories and concepts and not enough attention on communication, decision making, and other skills that are at least as important to career success as content knowledge. This article presents a six-step approach that has been used successfully to integrate skills training...
Article
This article examines the use of journal or diary writing assignments to enhance a foreign study tour program. Two versions of the journal writing assignment are described, and benefits of this teaching and learning approach are discussed.
Article
Considers various approaches to the study of comparative marketing, suggesting methodology that provides an adequate framework on which to base comparative domestic marketing studies. States the first objective here is to explore various definitions of the term 'comparative marketing' to place the area of study in its rightful place; second, is to...
Article
Because of recent changes in the environment of business and business education, the basic skills of students—such as written and oral communication, intuition, creativity, and computer usage—are being scrutinized closely by prospective employers and thus students. The authors present ways to incorporate education on important skills into curriculu...
Article
The authors examine important classroom protocol issues in the use of student-led case presentations and the benefits and limitations of this pedagogy. In addition, the efficacy of videotaping these presentations is explored and protocol issues are discussed. Sample grading and peer evaluation forms are included as appendices.
Article
Results of a study designed to determine what specifi- cally constitutes service quality in a commercial architectural design context are used to illustrate a procedure that professional service firms can use to develop their own measures of service quality. The importance of outcome criteria, as opposed to more commonly dis- cussed process criteri...
Article
Rural hospitals are facing a crisis of major proportions. Declining patient loads, revenues, and profits are the norm. The authors find that in rural communities, the likelihood of going to the local hospital increases with age and may decrease with income.
Article
People use tangible cues to form opinions about intangible products such as health care. This paper examines roles that physical environment tangible cues play in: (1) communicating with patients, doctors and staff members; (2) creating favorable patient attitudes; (3) developing positive service quality perceptions; and (4) market segmentation, ta...
Article
This article examines the concept of the laptop/portable computer in the industrial sales world. This study questioned sales managers from 201 different sales organizations classified in SICs 20–39. Sales managers were asked to describe current usage of laptop/portable computers by their salespeople and the importance of the computers in performing...
Article
This research examines the similarities and differences in the ways that novices and experts with referent experience and task domain knowledge used spreadsheet software to make decisions. Results in a laboratory setting suggest that software training needs differ for novices and experts, depending upon their levels of expertise in the task domain...
Article
Market segmentation is an important topic to higher education researchers and administrators. The authors explored the relative importance that prospective students attach to various benefirts offered by a medium-sized private university with moderately selective admissions criteria. The purposes of the study were to test, and provide data to illus...
Article
An analytical approach for redeploying selling effort in salesforces is developed and illustrated. In stage 1, effort estimates are obtained using a strategic grid model and incorporated into a multiple-determinant sales response function. Stage 2 uses a computational algorithm to generate recommended effort guidelines for assigned accounts. Validi...
Article
The introductory marketing course plays a key role in the marketing curriculum and in the curricula of other business maj}ors. This article reports the findings of a study designed to elicit marketing educators' views regarding (1) the relative emphasis currently being placed on various conceptual content and experiential areas in the undergraduate...
Article
This study examined the influence of selected environmental factors on industrial buyers' willingness to buy products of foreign origin. A national sample of U.S. purchasing managers reported distinct preferences for products from certain countries related to the cultural realms to which these countries belong, their level of political freedom, and...
Article
Judgment-based salesforce decision models are potentially useful analytical tools for salesforce deployment analysis. However, limitations in existing models restrict the value of current model applications. A synthesis of previous research identifies several problems in obtaining accurate response estimates using existing approaches. Specific mode...
Article
Judgment-based salesforce decision models are potential ly useful analytical toolsfor salesforce deployment analysis. However, limitations in existing models restrict the value of current model applications. A synthesis of previous research identifies several problems in obtaining accurate response estimates using existing approaches. Specific mode...
Article
Marketing has become widely recognized as an important component of hospital management (Kotler and Clarke 1987; Ludke, Curry, and Saywell 1983). Physicians are becoming recognized as an important target market that warrants more marketing attention than it has received in the past (Super 1987; Wotruba, Haas, and Hartman 1982). Some experts predict...
Article
Improving product and service quality are among the most critical competitive challenges facing U.S. and Canadian companies. The marketing profession has a vital responsibility for understanding the concepts of quality improvement and applying them to marketing processes. The definition and measurement of product and service quality are examined an...
Article
What is Marketing? Relevance of Marketing to Government and Social Service Agencies Developing a Marketing Plan Evaluating Marketing Efforts Identifying Potential Target Markets Selecting Target Markets and Identifying Sources of Unresponsiveness Allocation Decisions: Equity Issue Strategic Distribution of Services Program Management New Program De...
Article
Like private firms, public organizations identify their clientele, develop services, determine prices, design distribution and delivery systems, and communicate the efficacy and availability of offerings. However, public sector organizations differ from private organizations in important ways. These differences pose unique marketing problems that r...
Article
Market segmentation is an important topic to both health care practitioners and researchers. The authors explore the relative importance that health care consumers attach to various benefits available in a major metropolitan area hospital. The purposes of the study are to test, and provide data to illustrate, the efficacy of one approach to hospita...
Article
A systematic approach formulating public sector distribution decisions is suggested. The approach starts with an audit to identify who is getting how much of a service. When the existing allocation pattern is known, then objectives are set which amend or perpetuate this pattern in accordance with the agency's preferred distribution model. A distrib...
Article
The public service delivery process is largely shaped by two related sets of decisions. Allocation decisions determine who gets what; distribution decisions dictate when, where, and how services will be delivered. These decisions are substantially influenced by the concept or standard of equity employed by decision-makers. This article explores alt...
Article
The purpose of this study was to measure the effects of foreign economic, political, and cultural environments on American consumers' willingness to buy foreign products. Results of a self-administered mail questionnaire revealed that respondents were most willing to buy products from economically developed free countries with a European, Australia...
Article
The Worldmindedness scale (W-scale) developed by Sampson and Smith was administered to 376 professional buyers by mail questionnaire to determine the incidence of worldmindedness among them and its effect upon their willingness to buy foreign products. Willingness to buy was measured by a rating scale. Indications are that worldmindedness is normal...
Article
This article describes a study in which sales personnel judged the feelings of prospective buyers based upon audio-video tapes illustrating selected combinations of kinesic and vocal cues. Findings revealed significant relationships between the nonverbal cues and perceptions of the prospective buyer's attitude toward a salesperson.
Article
Data on participation in 15 recreational activities were obtained from a sample of 2,760 junior and senior high school students. Interrelationships among activities were examined by use of a hierarchical clustering procedure for males and females within each of the following four age groups: 11-12, 13-14, 15-16, and 17-18. The data indicated that t...
Article
To study response rate a total of 2,002 questionnaires were mailed to respondents who were allocated to one of seven treatments. One treatment was a control group who received only an initial mailing (questionnaire and cover letter). The remaining six treatments were defined by two crossed factors, the number of follow-up waves of mailings (one, tw...
Article
This study found that the attitudes of recreation and park administrators in Texas toward public involvement were positive. Only minimal differences were identified between recreation administrators and park administrators in their attitudes toward public involvement. Managerial level and sex were found to exert a relatively significant impact on r...
Article
The literature suggests that a primary factor contributing to the limited effectiveness of public participation efforts is a negative agency attitude toward such input. A sample of 160 senior administrators in public recreation and park agencies in Texas identified their agencies’ attitudes toward public participation. Their responses indicated tha...
Article
Is there an increasing concern for consumers in the nonprofit sector of the economy? Does it manifest itself in the measurement of consumer satisfaction as it does in the profit sector? According to the study reported here, the answer is “yes”—at least in the case of nonprofit hospitals. A sample of administrators of large nonprofit hospitals respo...
Article
The purpose of the study reported here was to measure the effects of foreign economic and political environments on American consumers' willingness to buy European-made products. Findings revealed a significant difference in consumers' willingness to buy products from various European countries. Furthermore, American consumers' willingness to buy p...
Article
Responses of 2,760 junior and senior high school students regarding their participation in nine outdoor recreation activities were used to assess the relationships between age, sex, and adolescent outdoor recreation patterns. Analysis of variance revealed that the age variable was statistically significant for eight of the nine activities at the.01...
Article
The findings of a study of print readers' perceptions of the believability and interest of various advertising formats fail to support increasing either the frequency or specificity of comparative messages. The findings suggest that advertisers should consider the dimensions of intensity and directionality in their message development. (GT)
Article
Qualitative, quantitative, and ratio estimate randomized response models were tested in comparison with a conventional interview technique in the measurement of a sensitive issue with known true values. Results show that the randomized response model is successful in minimizing measurement error and provides more accurate estimates of sensitive beh...
Article
Qualitative, quantitative, and ratio estimate randomized response models were tested in comparison with a conventional interview technique in the measurement of a sensitive issue with known true values. Results show that the randomized response model is successful in minimizing measurement error and provides more accurate estimates of sensitive beh...
Article
Recent studies on comparative advertising have focused on the relative effectiveness of comparative ads versus noncomparative or Brand X ads. This laboratory experiment used 408 student subjects to assess the believability and interestingness of various comparative advertising formats when the competing brand is illustrated versus when it is not il...
Article
Discusses a conceptual framework of perceived risk consolidating and interrelating the numerous theories and research results. Adumbrates the measurement of perceived risk, consumer risk handling, risk reduction methods and consumer preference for risk reduction methods. Posits that although the area of consumer behaviour as a risk-taking function...
Article
The authors report the results of a study that evaluated the results of a MBO program for over 200 salesman in a hospital products company. Some favorable and unfavorable effects of the MBO program were discovered in the study.
Article
In 1967, Louis P. Bucklin proposed the principle of postponement‐speculation as a basis for predicting and explaining the existence of speculative inventories in the marketing channel: “The combined principle of postponement‐speculation may be stated as follows: A speculative inventory will appear at each point in the distribution channel whenever...
Article
This report aims to provide the Christchurch Civic Pride Organization with a base set of information to enable planning and co-ordination of its future activities. The report describes residents' attitudes to city beautification, present council services, recycling and litter. A section is included on communications, and profiles are developed whic...
Article
Contiene: El mundo de la mercadotecnia; Análisis de las oportunidades en mercadotecnia; Decisiones de productos; Decisiones de distribución; Comunicación integral de la mercadotecnia; Decisiones de precios.

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