James Wilcox

Texas Tech University | TTU · Jerry S. Rawls College of Business Administration

Although the short-term effects of price promotion depth on mature product sales volume and sales revenue are well known, empirical studies on the long-term effects of price promotions are relatively scarce. This study employs two models, a generalized linear autoregression model and a linear mixed model, to analyze the effects of promotion depth o...

The past five years have witnessed a plethora of articles on the topic of formative measurement, both in the IS area and in other disciplines. This work can best be described as divergent and often contradictory. In this paper we review the issues surrounding formative measurement and attempt to delineate areas of agreement and to clarify points of...

The critical role of rewards in the job setting has been recognized for many years. The ability to mediate rewards has been shown to have a significant influence on a manager’s social power within an organization (Greene and Podsakoff 1981). In re-viewing the empirical research on leadership behavior, Podsakoff (1982) concludes that leaders who adm...

Managers of museums, repertory theaters, sports leagues, and symphony orchestras invest resources in order to optimize attendance over a season. They must choose between investing resources evenly across a balanced portfolio of offerings or disproportionately concentrating resources on a few more desirable offerings at the expense of the rest of th...

Purpose: The current study aims to explore the relationship between a metaphor of masculinity and femininity and different types of wine. Design/methodology/approach: The data were collected through telephone interviews. The sample was selected from a list-assisted database of U.S. telephone numbers through random digit dialing. To qualify for part...

In recent years, there has been a noticeable increased focus in the academic wine literature and in industry trade periodicals on the need for effective winery websites. Although there have been published articles on the subject and a variety of approaches suggested for measuring effectiveness of winery websites, there has also been a lack uniformi...

Purpose: The purpose of the manuscript is to explore the benefits of collaboration in wine business research. Design/methodology/approach: This topic is approached using a case study from a group of scholars who successfully integrated their research backgrounds into wine business research. The overview examines the mechanisms and attributes that h...

Purpose: This contribution to the wine marketing literature explores how marketers can use social media to build brand community, specifically we explore brand characteristics, relational factors, and community characteristics that influence brand community. Design/methodology/approach: Theoretical model that in future research will be tested using...

Firms are turning toward e-business technologies to increase efficiency and effectiveness and, thereby, acquire competitive advantage. We focus on interfirm distribution networks (IDNs) connected by extranets. Our thesis is that IDNs behave like alliances. As such, the network leader in the IDN may have an organizational capability related to devel...

The trend among students to advocate their professors online continues to generate interest within marketing academia. Brand advocacy in products and services has played a vital role in marketing. However, no known research to date has embraced the idea of brand advocacy in marketing education. This research builds on the recent human brand relatio...

Consumer knowledge about a product category is an important construct in marketing theory and practice. Traditionally, consumer knowledge has been defined and operationalized as three distinct constructs: subjective knowledge, objective knowledge, and prior experience with the product category. While there is extensive previous research on the impo...

There is a strong emphasis in the literature today on the importance of developing and maintaining strong relationships with customers. Often, a strong brand is the first step in relationship marketing. Strong brands lead to brand loyalty and the promise of long term profitable relationships with customers (Bhattacharya, Rao, and Glynn, 1995). One...

The study represents an initial attempt to examine the role that sweet wine plays in a newly developed wine market. Specifically, the purpose was to assess consumers who favor sweet wines and to investigate how they might differ from consumers who prefer drier wines. By comparing the two groups, the data suggest that the sweet segment is younger, l...

One resource that has been identified as a valuable source of competitive advantage is the equity associated with an organisation's brands. Organisations devote considerable resources to developing strategies that allow them to build and/or maintain strong brand names. This study investigates brand alliances between retailers and manufacturers. The...

This study examines consumer choice of purchase venues. Specifically, the study explores consumer characteristics (product knowledge, product involvement, and age) as they relate to the choice of purchase venue: physical venues (restaurants, bars, grocery stores, or liquor stores) versus virtual venues (mail order or Internet). The results indicate...

Purpose The purpose of this paper is to show how purchasing behavior is approached as a customer‐perceived need to reciprocate for services received. The study seeks to examine involvement, knowledge, and identity as predictors of reciprocal consumer behavior. Two components of reciprocity – gratitude and obligation – are expected to mediate the re...

A growing body of literature addresses the issue of formative measurement. However, questions remain regarding the nature of formative measures, their properties, and their usefulness, especially in the context of theory testing and structural equations modeling. This paper poses an incomplete list of questions and suggests possible answers to them...

Purpose The purpose of this paper is to explore how brand equity influences brand survival in the wine industry. Specifically, the aim is to investigate the influence of two key facets of brand equity (brand awareness and perceived quality) on brand survival. Design/methodology/approach Two types of data were used: consumer survey data and longitu...

Extended Abstract The study examined consumer selection of purchase-venues for wine. Specifically, the study proposes and tests a model of the relationships between wine consumers' characteristics and consumer choice of purchase-venue. Wine consumer characteristics included customer background (age and involvement in wine) and customer knowledge (s...

Early research on the social implications of e-mail has promoted the role of electronic communication channels in fostering social equality and reducing gaps between the social classes. Follow-up studies, however, suggest that people continue to rely on social cues in electronic communication as a way of dealing with uncertainties and reducing feel...

The relationship between observable responses and the latent constructs they are purported to measure has received considerable attention recently, with particular focus on what has become known as formative measurement. This alternative to reflective measurement in the area of theory-testing research is examined in the context of the potential for...

R. D. Howell, E. Breivik, and J. B. Wilcox (2007; see record 2007-07830-006) examined the use of formative measurement models in theory testing in the social sciences. K. A. Bollen (2007; see record 2007-07830-007) and R. P. Bagozzi (2007; see record 2007-07830-008) have provided comments on this work. In this article, the authors reply to the c...

This paper presents an investigation into the influence of two important components of brand equity on brand survival in a regional wine market. Consumer level brand equity, as defined in the marketing literature, generally includes brand recognition (awareness) levels and brand evaluation (perceived quality) levels. The influences of brand recogni...

The current business environment, characterized by rapidly shifting marketplace conditions, is pushing firms to create flexible organizational orientations. At the same time, in order to respond effectively to shifting market conditions, managers throughout the firm must be willing and able to disseminate and respond to market research designed to...

Key account management (KAM), which involves targeting the largest and most important customers and providing them with special treatment in the areas of marketing, administration, and service, is becoming an important component of many organizations’ marketing strategies. Research suggests that KAM enables the development of close relationships be...

The decision to consume wine has been associated with variables such as product involvement, variety seeking, demographic characteristics, experience, and sources of information. The purpose of this study was to examine the decision process for wine selection in different situations. Data were collected from a sample of wine consumers in Texas and...

Through a better understanding of how businesses make use of knowledge, professionals can more fully leverage the intellectual capital available in their firms. To further this understanding, the authors conducted a study examining the impact, either directly or indirectly, of environmental and relational factors on CI usage. Specifically, the stud...

A laboratory experiment examined the extent to which the reported opinions of others influence persuasion in individuals low vs. high in need for cognition (NFC). Reported opinions influenced the attitudes of high- and low-NFC respondents in the direction of the majority position. However, for high-NFC respondents, the effect was entirely mediated...

A laboratory experiment examined the effect of reporting poll results on opinions regarding a legislative proposal affecting higher education. The results indicated that exposure to poll results was more likely to change opinions when the proposal had few personal consequences, and when the majority position in the polls was counter to the opinions...

This article reports the development and testing of a theoretical model of the initial stages of recommendation-based decision making by consumers. Although consumers use a variety of recommendation sources, they have different motivations for the use of different sources. The model focuses on the factors that influence the likelihood of consumers...

While industrial marketing managers have long been concerned about the representativeness of sample information, few direct measures have been available of how accurately the sample represents the population. Suggests the use of characteristics available from sources external to the survey process as a basis for such assessment. Presents procedures...

This research was performed to develop and empirically examine a set of prototype behavioral models designed to measure the effects of Army advertising on the decision to enlist in the Army. Data were taken from the Army Communications Objectives Measurement System (ACOMS) project. Psychometric properties of each of the model's components were asse...

The use of more sophisticated research techniques, particularly multivariate statistical procedures, has increased dramatically over the past decade. Graduate education appears to be a significant change agent in this diffusion process. Marketing educators must prepare future managers to effectively use information developed with increasingly compl...

Price quantity discount schedules are shown to present opportunities to buyers beyond those explicit in the discount schedule itself. The authors propose a taxonomy of price quantity discount schedules, and within that taxonomy examine the implications of price quantity discounts for the ordering behavior of buyers and the formation of alternative...

The relationship of self-esteem, role stress, and job satisfaction among sales and advertising managers is examined. Role stress is shown to be inversely related to job satisfaction for both groups. High self-esteem was found to lessen the role stress felt by the manager, thereby indirectly affecting job satisfaction. Self-esteem, however, did not...

This article examines the process by which the use of price-quantity discounts facilitates the formation of gray markets—alternative channels of distribution outside the control of the manufacturer. Some of the tactics commonly used to combat gray markets are discussed, and a revision of current quantity—discount pricing practices is called for as...

Almost all studies on ethics in marketing research have focused on either delineating the responsibilities and obligations of researchers to respondents and clients or exploring whether various groups perceive certain marketing research practices to be ethical or unethical. The authors empirically examine four research questions: What are the major...

Almost all studies on ethics in marketing research have focused on either delineating the responsibilities and obligations of researchers to respondents and clients or exploring whether various groups perceive certain marketing research practices to be ethical or unethical. The authors empirically examine four research questions: What are the major...

Despite their widely recognized importance in survey research, pretests have received little methodological attention. The authors summarize the current state of the art and report results from an empirical investigation of the effectiveness of respondent verbalizations in pretesting. The results suggest that pretesting is effective in identifying...

Researchers seeking to estimate the classification accuracy of linear discriminant functions in a more than two-population setting have had little guidance as to the most appropriate technique. The authors review the available techniques and present an additional alternative which combines features of the U-method and the recently developed posteri...

This paper examines the effects of two increasingly common elements of laboratory choice experiment construction—the substitution of product descriptions for products and the employment of protocols—on four classes of variables: cognitive states, attribute use, eye movements, and protocol content. Product descriptions were found to produce differen...

Researchers have used either average correlation or the percentage of objects correctly predicted in assessing the accuracy of attitude models. Because the two measures are not directly comparable, the ability to contrast results from different studies is obviated. A method is presented for computing the average Spearman correlation coefficient dir...

Researchers have used either average correlation or the percentage of objects correctly predicted in assessing the accuracy of attitude models. Because the two measures are not directly comparable, the ability to contrast results from different studies is obviated. A method is presented for computing the average Spearman correlation coefficient dir...

Local customers—usually defined as those who tend to concentrate their purchases within one or a limited number of brands or stores—have long been of major interest to marketing practitioners and academicians. In organizational purchasing literature, however, little attention has been focused on this important dimension of buyer behavior. The purpo...

Refusals and not-at-homes generally are assumed to be independent sources of bias in survey research. The validity of that assumption was studied empirically and a typology of interaction for the two sources of error is presented.

A recent JMR article raised several conceptual issues concerning the use of direct similarity judgments in multidimensional scaling analysis. This comment questions certain portions of the methodology used in the original article.

Recent increases in FTC activity have created a new environment for the advertising strategist. Unfortunately, unclear guidelines and case-by-case decisions have provided him with little direction in adapting to this environment. This article reviews recent commission rulings and presents recommendations on how the firm might market its products fa...